Podcast: Ryan Reisert, Brand Ambassador @Cognism speaks to Greg Woodward about the current and future state of outbound. Ryan and Greg discuss benchmarks to meet in cold email outreach, your mindset when cold calling, why cold calling is one of the most effective ways to drive pipeline and more.

Podcast: If you’ve ever wondered what it would be like to clone your top sales reps, then you’re going to want to listen to every word of this conversation with @Ryan Reisert. Phone Ready Leads is rapidly changing the ROI model for sales teams that make cold calls. In this discussion we dissect what Phone Ready Leads is, what it does, and how sales leaders are using it to clone their top performing reps.

Podcast: Awesome session with FastSpring's Brian Deignan on "video first prospecting" and scaling a global team. I know this session will be valuable to many of you listening as we dive into tech stack, how to make video highly effective, what personalization should look like, the metrics to pay the most attention to, knowing when to make iterations, and how to do it all at scale across a global team.

Podcast: I would like to introduce you to our first guest, Tina Hubbard, Global Director of Sales Development at Wind River.  In this discussion we dissect the formula that was used to ramp a BDR team from scratch and scale it to $100 million in pipeline in 12-months. We cover the gamut from process, structure, what metrics to pay attention to, mindset, hiring, retention and the complexities of managing a global team.

This one's about mindset and a sales rep who did a total 180 to crush the quarter (after aligning his subconscious belief system with the objective).

Having listened to thousands of cold call recordings, I know this video will bring a ton of value to a lot of salespeople doing outbound. In the first few seconds of a cold call your prospect needs to reach a point of relevant clarity and to get them there isn’t complicated.  What you need to do, is provide just enough criteria for them to form a mental image and then associate that image with something they’re familiar with.  In this video, I show you exactly how to do that and I share some call recordings so you can see it first-hand.

Hey Everyone, this week’s win for outbound sales reps is about perception and how to use it as a powerful tool when cold calling.  In this brief video, you’re going to see why cold calling isn’t dead and in fact, how it’s a much bigger opportunity for outbound reps than you might think.

Hey Everyone, this week's win for outbound sales reps is about a powerful way to communicate value to prospects. We unpack something called biasing statements and why it’s so critical to avoid using them.

Hey Everyone, this week’s win for outbound sales reps is a brief video about a workflow practice called chunking and how to use it to crush your quarterly objectives and consistently be that person who ends up so far away from everyone else.

Hey Everyone, this week’s win for outbound sales reps is about a powerful tool that goes drastically underutilized, the strategic use of silence. In this brief video, we dive into ways that you can use silence in your prospect discussions to maintain dominance and steer the direction of the conversation.

Hey Everyone, this weeks win for outbound sales reps is about two techniques that you can use when speaking with prospects on the phone. The spoken word represents the minority portion of communication. Most of it's body language tonality and what's called inflection points. In this brief video we’re going to unpack two ways that you can use tonality like an instrument to effectively influence prospects.

Hey Everyone, this weeks win for outbound sales reps is about a technique that you can apply to make your cold calls flow.  More specifically, we’re going to unpack how you can use this technique to transition from one part of the call to the next, in a way that doesn’t sound forced, awkward or mechanical.

Hey Everyone, this weeks win for outbound sales reps is about relevant clarity and more specifically, how to achieve relevant clarity in the first few seconds of a cold call to quiet your prospects mind and position the rest of your approach.

This weeks win for outbound sales reps is about one of the biggest mistakes I see reps make when prospecting and how to avoid it.

This weeks win for outbound sales reps is about a technique you can use on calls and in emails to guide prospects to your desired outcome.

This weeks win for outbound sales reps is about increasing email open rates based on how the subconscious mind influences prospects to take action on things. This brief video shares a strategy and approach that you can put into action today to get results.

Prospecting is a top challenge for many entrepreneurs especially those without sales experience.  

As entrepreneurs, prospecting is required to take our business from point A to point B. This includes everything from raising capital to securing strategic partnerships and getting your first set of customers.  

To bolster your results with prospecting here are few tips about what to watch out for;

I’m sure you’ve noticed that entrepreneurs and early stage companies in pretty much any arena fall into one of two categories.

First are the “Grinders,” These are companies that get to market slowly, hope to expand over time but remain vulnerable having less than a handful of clients representing the majority of their revenue.

Second are the Rainmakers - These are companies that appear to just crush it right out of the gates. They disrupt their market and quickly reach growth-stage, attracting acquirers and institutional investors along the way.

What is it that makes Rainmakers spring into the market like this, disrupt and gain share while Grinders just sputter along or even sputter out?  Here’s a few observations that may be useful to consider for your business;

As entrepreneurs we’ve all experienced plenty of rejection. When I think about the most impactful rejection I ever received, I can vividly remember my first investor meeting.  I was 20 years old, palms sweaty and pitching an online rebate idea that I came up with.

Half way thru my pitch I noticed the investor beginning to wonder off into his own thoughts. He formed this sort of smile grin thing while continuing to stare right through me.  I continued through my presentation until I began to feel like my whole vision was amusing to this man!

What he said at that moment would take me another 10-years to fully un-pack.  He said;

If you’ve been relying on automated email campaigns to generate prospects for your B2B company, then you’re probably going to have to stop.

This month the GDPR takes affect and for many B2B companies, this will impact sales prospecting.

The good news is that there are still highly effective methods for prospecting that aren’t impacted by the new regulation.  The bad news is that many Sales Development Reps (SDR’s) will need to sharpen or even learn a different set of skills.

Here’s two observations to consider;