Explore every episode of the podcast The B2B Sales Podcast

This episode it the last one of The B2B Sales Podcast.

If you want to keep getting value, you'll find everything you got from the podcast and more in the following channels:

• LinkedIn
• My newsletter
• Instagram
• Twitter

Thanks for being a listener, hope to see you on LinkedIn!

Welcome to the B2B Sales Podcast! I'm your host Thibaut. In today's episode, I discuss how experienced remote salespeople can transition from traditional employment to becoming highly paid sales professionals with the freedom to choose when, where, and how they work. If you're tired of your remote sales job and looking for a way to diversify your income and gain more flexibility, this episode is for you.

• Challenges of remote sales jobs
• The concept of a portfolio career
• Benefits of short-term contracts
• Steps to transition to a portfolio career
• How to market your sales experience without launching a new business

• Sign up for the waitlist: Sales Labs Portfolio Career Waitlist

Welcome to the B2B Sales Podcast! I'm your host Thibaut. In this episode, I'll share a story from a recent wine tasting event in the South of France and discuss why winemakers often struggle with sales. I'll also reveal three simple questions you can ask to close a deal, inspired by Skip Miller. These questions will help you qualify prospects and save time during your sales process.

• Story from a wine tasting event
• Why winemakers struggle with sales
• Three questions to qualify a deal:
• What's causing you to have a conversation with me today?
• What are the outcomes you expect from this conversation?
• When can you make a decision?

• Sign up for the Tactical Selling newsletter: Sales Labs Tactical

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I'll share the essential tools I use every day for prospecting. From all-in-one platforms to my own custom tools, these resources will help you streamline your prospecting process and improve your results.

• AmpleMarket: An all-in-one prospecting platform
• Kaspr.io: Tool for finding complicated email addresses and phone numbers
• LinkedIn native videos: Effective for standing out in prospecting
• Prospecting template swipe file: Collection of high-performing messages
• Sales process calculator: Tool for tracking daily prospecting targets

• Sign up for the Tactical Selling newsletter: Sales Labs Tactical

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I'll share my 2024 guide to video prospecting. Video prospecting can help you stand out and start more conversations with prospects. Learn how to effectively use this underutilized tool in your sales strategy.

• Importance of video prospecting in 2024
• Step 1: Use LinkedIn native videos for prospecting
• How to record and send videos on LinkedIn mobile app
• Step 2: Write a simple, effective script
• Example script: Trigger, problem, call to action
• Step 3: Recording and sending your video
• Practical steps to record and send video messages
• Step 4: Repeat and integrate into daily prospecting
• Consistency is key to booking more meetings

• Sign up for the Tactical Selling newsletter: Sales Labs Tactical

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in today's episode, I'll share simple prospecting shifts to book more meetings. Learn how to move from booking meetings with total strangers to engaging with people you already know. This shift will drastically improve your prospecting results by starting more conversations and booking more meetings.

• Shift focus from strangers to known contacts
• Challenges of prospecting with total strangers
• Building a pipeline with people you already know
• Steps to follow:

1. Create prospect lists from existing contacts
2. Get accurate data
3. Build a sequence skeleton for each tier
4. Write relevant messages
5. Set time blocks and execute

• Sign up for the Tactical Selling newsletter: Sales Labs Tactical
• Check out the Prospecting Engine course: The Prospecting Engine

In today's episode, Thibaut shares 3 key lessons from the last job he ever had.

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in today's episode, I'll share three triggers I use daily to start conversations with prospects based on their LinkedIn activity. Using these triggers effectively can help you start more conversations and book more meetings.

• Trigger 1: LinkedIn post likes or comments
• Trigger 2: Champion left the company
• Trigger 3: New job

• Sign up for the Tactical Selling newsletter

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in today's episode, I'll share the exact system I follow to create a reciprocity resource. This approach will tease your prospects' curiosity and help you start more conversations, leading to more meetings. Learn how to use this method effectively in your prospecting efforts.

• Common challenges in prospecting and the importance of starting conversations
• Step 1: Find a publicly available marketing resource related to your prospect's problem
• Step 2: Convert the resource into a useful checklist
• Step 3: Tease the resource to engage your prospects
• Example template to use in your outreach

• Sign up for the Tactical Selling newsletter: Sales Labs Tactical

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I'll share a three-step system to optimize your LinkedIn profile for sales. Many people have profiles optimized for job hunting, not for attracting prospects and starting conversations. Learn how to make your LinkedIn profile work for you in sales.

• Importance of an optimized LinkedIn profile
• Step 1: Update your LinkedIn banner
• Step 2: Write a clear LinkedIn headline
• Step 3: Optimize your featured section
• Pro tip: Leave the description empty when adding links in the featured section

• Sign up for the Tactical Selling newsletter
• Create a lead magnet with Distribute

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I reveal a hidden LinkedIn feature that can help you book more meetings. Many salespeople struggle with getting prospects to open their emails or respond to calls. Learn how to stand out and capture attention using LinkedIn voice notes.

• Common challenges in getting replies from prospects
• The impact of high volumes of outreach on response rates
• Introduction to LinkedIn voice notes
• How to use LinkedIn voice notes effectively
• Step-by-step guide to sending LinkedIn voice notes
• Example of a powerful LinkedIn voice note template

• Sign up for the Tactical Selling newsletter

In this episode, Thibaut discusses the limitations of using LinkedIn InMails for B2B sales prospecting and offers practical alternatives to increase your success rate. Learn how to optimize your LinkedIn strategy to engage more effectively with prospects.

Main Topics Covered:

• Inefficacy of InMails: Exploring why InMails are not suitable for sales prospecting and are better suited for marketers to run ad campaigns.
• Optimizing Your LinkedIn Profile: Key strategies to attract prospects and build trust through your LinkedIn profile.
• Finding Triggers: How to identify relevant information about prospects that can serve as conversation starters.
• Writing Effective Connection Requests: Tips for crafting direct and compelling connection requests to improve your connect rate on LinkedIn.
• Alternative Prospecting Tools: Introduction to Thibaut’s prospecting engine and how it can revolutionize your LinkedIn prospecting efforts.

Sign up to Tactical Selling to access all the resources mentioned in the episode (on Thursday 9th of May).

In this episode, Thibaut dives into the critical metrics every B2B sales professional should monitor to enhance their prospecting performance. Whether you're an individual contributor or a manager, understanding these metrics can help you pinpoint what's working and what needs improvement in your sales process.

Main Topics Covered:

• Prospects Added to Your Sequence: Importance of initiating contacts and monitoring additions to your sales sequence.
• LinkedIn Connection Acceptance Rate: Strategies for improving LinkedIn connection requests and the significance of monitoring acceptance rates.
• Reply Rates: Why securing replies is crucial and how it serves as a leading indicator of your prospecting success.
• Meeting Booked Rate: How tracking meetings booked from replies can indicate overall sequence effectiveness.
• Show Up Rate: The importance of not just setting meetings but also ensuring prospects attend, and how to improve this metric.

Sign up to Tactical Selling to access all the resources.

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils five effective prospecting strategies to help you book more meetings and build a healthier pipeline. Learn how to mix different types of prospecting to stay motivated and increase your chances of success.

• Inbound Prospecting: Receiving requests for demos or calls from prospects and the challenges associated with it.
• Discovery Prospecting: Engaging prospects in interviews to understand their problems and needs better.
• Nearbound Prospecting: Leveraging your network for introductions and utilizing existing connections for prospecting.
• Trigger-Based Prospecting: Initiating conversations based on the digital footprint of prospects, such as their engagement on LinkedIn.
• Account-Based Prospecting: Targeting prospects in designated accounts, overcoming challenges, and utilizing expansion sequences.

• Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter

Join Thibaut in this episode of the B2B Sales Podcast as he outlines four straightforward steps for busy account executives to maintain effective prospecting. Learn how to carve out time, prioritize existing relationships, and identify new opportunities to keep your pipeline flowing smoothly and meet your sales targets.

Main Topics Covered:

• Protect Your Time: Establish a routine with a recurring time block to focus on prospecting, avoiding interruptions.
• Identify Existing Accounts: Segment your current and past accounts into tiers for targeted follow-ups.
• Identify Top Tier New Accounts: Focus on acquiring new logos by targeting companies that meet your ideal customer profile.
• Prospect Daily: Balance your prospecting efforts between follow-ups with existing connections and outreach to new prospects.

Useful Links:

• Sign up for the newsletter: Sales Labs Tactical Selling
• Learn more about my Prospecting Engine: The Prospecting Engine

In this episode of the B2B Sales Podcast, host Thibaut shares a valuable system for leveraging your competitors' audiences to generate a continuous stream of qualified leads. Discover a step-by-step method to identify potential customers through your competitors' marketing efforts and how to engage with them effectively to increase your meeting bookings.

Main Topics Covered:

• Identifying your competitors using tools like G2 to build a targeted list.
• Conducting a LinkedIn audit of these competitors to evaluate their engagement levels.
• Scrolling through organic posts and ads to find potential leads that match your Ideal Customer Profile (ICP).
• Utilizing tools like Amplemarket to export leads who have shown interest in your competitors' content.
• Crafting outreach messages based on leads' engagements or downloads to initiate conversations.

Useful Links:

• Sign up for the newsletter: https://www.saleslabs.io/tactical
• Book a demo with Amplemarket: https://www.amplemarket.com/demo?source=thibaut.souyris

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his step-by-step process for personalizing outreach efforts. Discover how to identify personalized elements, link them to your prospects, and effectively use them as triggers to increase engagement and book more meetings.

• Understanding Prospect's Problems: Thibaut emphasizes the importance of knowing your prospect's problems before personalizing outreach efforts.
• Finding Personalization Elements on LinkedIn Profiles: Learn where to find personalized elements on your prospect's LinkedIn profiles, including the about section, posts, and activity.
• Exploring Personalization Elements About Their Companies: Discover strategies for uncovering useful personalization elements about your prospect's companies, such as annual reports and executive engagements.
• Utilizing Personalization Elements as Triggers: Thibaut shares insights on incorporating these elements into personalized prospecting messages to enhance engagement and drive conversations.

• Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter
• Explore the Prospecting Engine for comprehensive prospecting strategies: Prospecting Engine

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his efficient process of leveraging Amplemarket's AI features for prospecting. Discover actionable steps to integrate Amplemarket into your tech stack and explore time-saving features to streamline your prospecting efforts.

• Leveraging Amplemarket for Prospect Export: Thibaut shares insights on how to export leads from LinkedIn using Amplemarket's AI features, enhancing your prospecting efficiency.
• Data Enrichment with Amplemarket: Learn how to enrich data and verify lead relevance using Amplemarket's filtering and data enrichment capabilities.
• Utilizing Amplemarket's Copywriter Feature: Explore how Thibaut utilizes Amplemarket's Copywriter feature to craft personalized prospecting messages based on prospect activity.
• Automated Meeting Enrichment: Discover how Amplemarket automatically enriches meeting details with relevant information to facilitate productive discovery calls.

• Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter
• Try Amplemarket and book a demo using Thibaut's link: Sign up for Amplemarket Demo

In this episode of the B2B Sales Podcast, Thibaut shares his exact process for identifying prospects' problems. By following these steps, you'll demonstrate to your prospects that you understand their needs, increasing your chances of capturing their attention and securing deals.

Main Topics Covered:

• Understanding prospects' goals and metrics
• Identifying key initiatives related to prospects' goals
• Listing common problems faced by prospects during their initiatives
• Highlighting specific symptoms of these problems to improve prospecting messages

Links:

• Sign up for Tactical Selling Newsletter: Tactical Selling Newsletter
• Explore The Prospecting Engine Course: The Prospecting Engine

In this episode of the B2B Sales Podcast, Thibaut shares his proven process for booking meetings with LinkedIn's help. A tactic detailed in his prospecting engine, this approach utilizes thought leaders' posts to engage prospects at scale. Learn the four practical steps to leverage LinkedIn's digital footprint, significantly increasing your chances of securing replies and booking valuable meetings.

1. LinkedIn Prospecting Tactic: A step-by-step guide to maximize LinkedIn for effective prospecting.
2. Extract Prospects from Engagements: Utilize reactions and connection degrees to pinpoint prospects fitting your Ideal Customer Profile (ICP).
3. Tease Interests with Relevant Resources: Leverage shared resources related to thought leader posts to pique prospects' interest.
4. Navigate Conversations and Book Meetings: Employ a simple workflow to guide conversations and secure meetings with interested prospects.

• Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter

In this episode of the B2B Sales Podcast, Thibaut shares an effective cold calling opener. While not a fan of traditional cold calling, Thibaut highlights the benefits of utilizing simulators for comfortable and rejection-free practice.

1. Colloquial Opener for Cold Calls: Thibaut introduces a three-part structure for a cold calling opener.Salutation: A brief introduction with the first name to capture the prospect's attention.
2. Labeling the call: Addressing the unfamiliarity and nature of the call, setting the stage for transparency.
3. Suggesting to End the Call: Offering the prospect an option to continue or end the conversation, reducing the impact of rejection.

• Sign up for the Tactical Selling Newsletter for exclusive content and a video demonstration: Tactical Selling Newsletter

In this episode of the B2B Sales Podcast, Thibaut introduces the powerful concept of the "Netflix Effect" for salespeople. Learn how to shift your focus from merely booking meetings to stimulating conversations using human curiosity. Thibaut draws parallels with Netflix series cliffhangers to explain how teasing instead of giving information can elevate your prospecting game.

• The Netflix Effect Concept: Understanding how the approach of teasing information sparks curiosity and engagement.
• Real-world Example: Applying the Netflix Effect to prospecting in the B2B tech industry, specifically for sales reps in a finance-focused platform.
• The Role of Curiosity in Starting Conversations: Leveraging human curiosity to initiate meaningful dialogues.

• Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter

In this episode of the B2B Sales Podcast, Thibaut unveils the power of creating a problem calculator for effective prospecting. Learn how to identify significant, quantifiable problems, connect them to measurable metrics, and build a compelling before-and-after calculator. Thibaut shares the strategy to tease this calculator in prospecting messages, capturing curiosity and prompting more replies.

• Identifying Prospect Problems: The importance of finding massive, quantifiable issues your prospects care about.
• Connecting Problems to Metrics: Matching the identified problem with a metric your solution directly impacts.
• Building Before-and-After Calculators: Creating a simple yet impactful calculator to showcase the potential improvement.
• Teasing the Calculator in Messages: Crafting prospecting messages that tease the calculator to capture curiosity and prompt replies.

• Sign up for the Tactical Selling Newsletter for further assistance: Tactical Selling Newsletter
• Access the example problem calculator: Calculator Example

In this episode of the B2B Sales Podcast, Thibaut shares his strategy for achieving a 46.45% reply rate through the effective use of triggers in prospecting. He explains the importance of understanding intent data, identifying potential triggers, and how to apply this knowledge to engage prospects meaningfully in 2024.

• Understanding Intent Data: The importance of recognizing online behaviors that signal a buyer's potential next actions.
• Listing Potential Triggers: How to identify and keep track of triggers that can initiate conversations with prospects.
• Using Triggers to Start Conversations: Strategies for turning digital footprints into opportunities for engagement.

• Sign up for the Tactical Selling Newsletter to access more resources: Tactical Selling Newsletter
• Access the Prospecting Template Swipe File for cold outreach templates: Prospecting Template Swipe File

In this insightful episode, Thibaut shares a practical guide on creating a "Power Hour" for focused prospecting, emphasizing how consistency is key to sales success. He walks through a three-step process to establish a productive prospecting routine that can transform your sales results.

• Designing Your Power Hour: The importance of protecting your calendar and dedicating a specific time for prospecting.
• Planning Your Power Hour Activities: A detailed breakdown of activities including follow-ups, finding new prospects, and adding them to sequences.
• The Prospecting Engine Course: An introduction to Thibaut's course designed to enhance prospecting skills and build a healthy pipeline.
• Finding a Power Hour Buddy: The benefits of having a prospecting partner to maintain accountability and consistency.

• Discover more about The Prospecting Engine and special offers: The Prospecting Engine

In this special episode, Thibaut introduces his newly launched course, "The Prospecting Engine." He discusses the challenges salespeople face in 2024, such as difficulty in booking meetings and crafting effective messages, and explains how this course is designed to overcome these obstacles.

• Challenges in Prospecting in 2024: Difficulty in getting replies, knowing what to write, and staying consistent in sales outreach.
• Introduction to The Prospecting Engine: A course tailored to help salespeople start conversations, book meetings, and establish a consistent prospecting system.
• Special Offer for Podcast Listeners: An exclusive discount on "The Prospecting Engine" course.

• Enroll in The Prospecting Engine with the code EDW613M on checkout to get a $120 discount: The Prospecting Engine

In this episode, Thibaut discusses a crucial mindset shift in prospecting: moving from focusing on booking meetings to starting conversations. He outlines a five-step approach to make prospecting more effective and relevant, both for salespeople and their customers.

Mindset Shift in Prospecting: Transitioning from a goal of booking meetings to initiating conversations.

Five-Step Approach for Effective Prospecting:

1. Review your Ideal Customer Profile (ICP).
2. Identify the big problems your targets are trying to solve.
3. List the symptoms of these problems.
4. Find resources to alleviate these symptoms.
5. Incorporate these elements into your messages.

• Sign up for the Tactical Selling Newsletter for more insights: Tactical Selling Newsletter
• Pre-order The Prospecting Engine for a 50% discount (available until January 31st): The Prospecting Engine

In this episode, Thibaut shares a five-step method to transform sales goals into manageable daily activities. This guide is perfect for sales professionals looking to streamline their process and achieve consistent results, especially at the beginning of the year.

• Review Sales Goals: Start by defining or reviewing your monthly, quarterly, or yearly sales goals.
• Set Conversion Rates: Understand and track key conversion rates like reply rate, meeting booked rate, and meeting held rate.
• Add 20% Buffer: Incorporate a buffer in your calculations to account for variations and uncertainties in your sales process.
• Run Calculations for Daily Activity: Break down your end goal into a daily activity target using your conversion rates.
• Execute Consistently: Create a daily prospecting routine to ensure consistent effort towards achieving your goals.

• For more detailed guidance and access to a sales process calculator, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter

In the first episode of 2024, Thibaut offers a brief update on a challenging start to the year due to illness and introduces the upcoming launch of his new course, "The Prospecting Engine." This course aims to empower salespeople with the skills and strategies needed to effectively start conversations, book meetings, and build a robust pipeline.

• Personal Update: Thibaut and his family's recovery from a severe flu at the end of December.
• The Prospecting Engine Course: An online course designed to equip salespeople with essential prospecting skills, set to launch on January 31st.
• Building a Community: A focus on creating a community of salespeople who view prospecting as a crucial skill for success.

• Learn more about The Prospecting Engine and sign up for the waitlist: Click here

In the final episode of 2023, Thibaut reflects on the year's achievements and sets forth his sales resolutions for 2024. He outlines his goals for growing his online course sales, fostering a supportive community for his students, and securing profitable sponsorship deals, all while balancing personal growth and family time.

• Growing Online Course Sales: Aiming to increase sales to $75,000 with strategies like offering discounts, launching the Prospecting Engine course, and providing additional support options.
• Supporting Students with a Community: Reviving and restructuring a community platform to provide a supportive space for course students, with monthly group office hours and peer interactions.
• Securing Profitable Sponsoring Deals: Expanding content monetization through strategic, long-term sponsorship deals that offer value to his audience and customers.

• To access the courses, community waitlist, and special discounts, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter
• To join the waitlist of The Prospecting Engine
• To see the sponsoring options

In this episode, Thibaut shares his three most effective prospecting tactics from 2023. He details each tactic, explaining how they led to impressive reply and meeting rates, and ultimately, opportunities. Thibaut invites listeners to sign up for his Tactical Selling newsletter for more insights and access to his upcoming 2024 course, "The Prospecting Engine."

• Direct Approach: Using personalized triggers and offering opportunities in outreach messages.
• Do the Math: A framework combining a trigger, pitch, calculation, and call to action, to quantify the prospect's problem.
• P.S. Framework: Combining a problem-focused question, a teaser, a call to action, and a personal touch in the postscript.

For detailed examples and to join the waitlist for "The Prospecting Engine" course, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter

In this episode, Thibaut outlines a three-step approach to building an effective lead list for 2024. He introduces the concept of the Ideal Customer Profile (ICP) Matrix and provides practical advice on identifying ideal customer companies and titles, as well as how to segment and enrich these profiles for successful prospecting.

• Utilizing the ICP Matrix to define ideal customer companies and titles
• Step-by-step guidance on segmenting customer profiles based on firmographic criteria
• Strategies for identifying different types of buyers: Above the Line (ATL), Below the Line (BTL), and Influencers
• Tips for building and enriching a segmented lead list using tools like amplemarket
• An invitation to participate in a giveaway for a free one-year access to amplemarket's search feature

• Sign up for the Tactical Selling Newsletter to access detailed ICP Matrix examples and additional resources: Tactical Selling Newsletter

In this episode, Thibaut reveals his approach to achieving a 57.5% win rate in sales in 2023. He discusses the importance of refining triggers, crafting concise messages, and simplifying offerings to improve conversation rates and close deals more effectively.

• Importance of timely, relevant, and creative triggers in cold outreach
• Techniques for refining triggers, including using product announcements and webinar insights
• The strategy of keeping messages under 300 characters for clarity and impact
• Simplifying the sales offering for quicker and easier closing of deals
• Practical tips to increase win rates, including monitoring time-based triggers and regularly updating prospecting templates

• Sign up for the Tactical Selling Newsletter for access to prospecting templates and detailed strategies: Tactical Selling Newsletter

In this episode, Thibaut shares a five-step strategy for busy professionals to effectively book meetings. Emphasizing the importance of proactive prospecting in sales, he offers practical tips to manage time and maximize outreach efficiency, even with a packed schedule.

• Recognizing the need for self-generated pipeline in sales
• Scheduling a daily 'Power Hour' for uninterrupted prospecting
• Prioritizing follow-ups to maintain momentum in sales conversations
• Identifying five new prospects daily and engaging with them
• Utilizing specific triggers for personalized outreach

• Learn more strategies and access detailed guides by signing up for the Tactical Selling Newsletter: Tactical Selling Newsletter

Join Thibaut in this insightful episode of the B2B Sales Podcast as he discusses three pivotal changes in outbound prospecting and how embracing these shifts can significantly enhance your sales outcomes.

• Crackdown on Mass Emails: Email service providers are imposing stricter rules, leading to a reduction in spam and an emphasis on quality over quantity in email outreach.
• Strategies for Effective Emailing: Tips on rebuilding your outreach system to focus on engaging conversations rather than sheer volume, with an emphasis on understanding and addressing prospects' problems.
• Leveraging AI in Sales: The transformative impact of AI, especially ChatGPT, in making sales processes more efficient.

Get the latest sales strategies and exclusive Black Friday discounts by signing up for the SalesLabs Tactical Newsletter.

In this episode, Thibaut introduces the 'Prospecting Template Assistant', a tool designed to help sales professionals create personalized cold messages and call scripts. He explains the process of building this AI-driven assistant using GPT, and invites listeners to access and test the tool through his newsletter.

• Introduction to the 'Prospecting Template Assistant' for GPT Plus users
• Steps to create personalized sales messages using existing templates
• Breakdown of the process: selecting a template, identifying variables, and inserting personalized inputs
• Invitation to test the assistant and provide feedback through the Tactical Selling newsletter

• Sign up for the newsletter to access and test the Prospecting Template Assistant: Tactical Selling Newsletter

In this practical episode, Thibaut dives into a three-step method for turning ChatGPT into an efficient personal assistant for sales. He outlines the importance of custom instructions, organizing conversations by tasks, and initial prompt training to enhance productivity and improve outcomes in sales communication.

• Utilizing ChatGPT effectively for sales by following a three-step system
• Setting up custom instructions in ChatGPT to get personalized responses
• Organizing ChatGPT conversations for different sales tasks
• Training ChatGPT with initial prompts for consistency in assistance

• Sign up for the newsletter for detailed instructions and tips: Tactical Selling Newsletter

In this episode, Thibaut breaks down the seven essential fields you need to track in your CRM for efficient B2B sales. Streamline your prospecting and keep things simple with these basic yet crucial data points.

• The challenges of using a complex CRM system
• The importance of CRM hygiene
• Two types of fields to focus on: Information and Progress Fields
• Information Fields: Full Name, Job Title, Email/LinkedIn URL, Phone Number
• Progress Fields: Stage, Statuses like 'Answered,' 'Meeting Booked,' and 'Last Contacted Date'

For more sales tips and updates, sign up for our newsletter: SalesLabs Tactical Newsletter

In this episode, Thibaut explains why you shouldn't just send more messages to try and get more meetings. He talks about how the number of messages you need to send has gone up a lot, why just sending more won't work, and what you should do instead.

• The increase in the number of messages needed to get a meeting
• Why simply sending more messages isn't effective
• The importance of understanding what makes people reply
• Why you should write messages that really fit the person you're talking to
• How to take control of your sales work by making a good plan and sticking to it

• Sign up to the newsletter
• Swipe file for prospecting templates

Thibaut discusses how to use chat GPT to turn messages or scripts into reusable templates for LinkedIn, emails, or calls. He offers a three-step method to stand out in your prospects' inboxes and start more conversations.

• Creating a swipe file for storing good sales templates
• Using chat GPT to turn these messages into adaptable templates
• How to replace template content with your own specific use cases

Get more tips and a swipe file from Thibaut by signing up to the Tactical Selling newsletter: https://www.saleslabs.io/tactical

In this episode, Thibaut shares his proven system to close a €10,000 side gig in just three weeks. Discover a step-by-step guide to leverage your sales skills for an independent career, away from unfavorable bosses.

Main Topics Covered:

1. Identifying your marketable skill in sales.
2. Building a list of potential prospects through your network.
3. Crafting an effective prospecting sequence for introductions and referrals.
4. Conducting a discovery call centered on the prospect's challenges.
5. Scoping a project after understanding the prospect's needs.
6. Presenting your offer clearly and collaboratively.
7. Closing the deal with strategic tools and processes.

Resources:

• Sign up to the "Tactical Selling"

Thibaut shares his LinkedIn connection request strategy that led to 12 meetings, two key frameworks for crafting impactful messages, and a bonus tip on utilizing ChatGPT for outbound prospecting.

Main Topics:

• Securing 12 meetings with a LinkedIn strategy.
• Framework 1: Trigger, Idea, Call to Action (CTA).
• Framework 2: Merging Trigger and Idea with negative psychology.
• Bonus: Using ChatGPT for templatizing successful messages.

Sign Up for More Insights:

Thibaut's Newsletter.

Happy selling!

In this episode, Thibaut shares insights on the sweeping layoffs in the tech sector and offers pragmatic solutions to adapt to the evolving sales landscape, touching on the necessity of learning human psychology, AI tools, and considering independence in your sales career.

• SDR Model’s Obsolescence
• Impact of AI on Sales
• Strategies for Sales Development
• Embracing Independence
• The instability of sales jobs and the myth of lifelong employment.
• Strategies to gain independence and break free from the employment cycle.

For more insights and to pre-order the Tactical Selling course, sign up here.

In this episode, Thibaut explores how to effectively use AI in B2B sales. Learn three ways to use AI for tasks like prospecting and outreach, as well as common mistakes to steer clear of.

• Discovering AI features in an iPhone
• How to Use AI in Sales
• Mistakes to Avoid

• Sign up for Thibaut's "Tactical Selling" newsletter: Tactical Selling Newsletter

Welcome to another episode of the B2B Sales Podcast with your host, Thibaut. In today's episode, Thibaut discusses three crucial tactics you can't afford to ignore if you want to accelerate your sales deals. Tune in to discover how to ask the right questions, use value-based email follow-ups, and leverage digital tools to keep your deals moving.

• The importance of asking the right questions during prospect conversations
• How to craft effective value-based follow-up emails
• Using digital tools to align and follow up in one place

• To get access to the playbook mentioned in the podcast, sign up to Thibaut's newsletter, Tactical Selling, here: Tactical Selling Newsletter

In this episode, Thibaut shares an insightful experience of how a sales rep successfully booked a meeting with him using smart outreach techniques. If you’re tired of generic, automated outreach attempts and are looking for ways to engage effectively with potential clients, you won't want to miss this episode!

• The failure of automated outreach and the importance of personal connection.
• How the rep engaged with Thibaut initially by responding to his email newsletter.
• Utilizing the "soft ask" approach to request a quick favor.
• The role of reciprocity in sales, exemplified through this rep's testimonial.
• The importance of timing and follow-up in email outreach.
• Labeling as a psychological technique to navigate conversations.

To delve deeper into strategies like this one, sign up for Thibaut's newsletter "Tactical Selling." In it, he shares actionable tips and techniques to become a better salesperson.

• Newsletter Signup: Tactical Selling by Thibaut

In today’s episode, Thibaut offers five crucial resources to help you get back to prospecting. Whether you’ve had a long break, were on vacation, or had other responsibilities that put your sales activities on hold, this episode will give you the tools to reignite your sales outreach.

• Introduction and the challenge of balancing family time and prospecting
• Resource 1: Four Steps to Kickstart Your Prospecting
• Resource 2: Determining How Many Prospects to Contact Daily
• Resource 3: Three Rules to Getting Replies with Cold Email
• Resource 4: The Ultimate Guide to AI-Powered Outreach
• Resource 5: New Outreach System + AI Outreach System Bundle

• 35% discount on the New Outreach System + AI Outreach System Bundle available until Sunday, September 3rd, 2023.

For more details on the resources mentioned, check out the linked post: 5 Resources to Help You Get Back to Prospecting.

As always, we thank you for listening and wish you happy prospecting!

In this episode, Thibaut dives deep into his process for tweaking outbound messaging to enhance the chances of getting replies. Learn about sequence skeletons, finding the right triggers, and crafting the perfect message. Boost your outbound success by understanding the nuances of messaging strategy.

Main Topics Covered:

• The significance of adjusting outbound messages for replies
• Building a sequence skeleton for consistency
• Finding the relevant trigger to captivate prospects
• Crafting messages using templates
• Staying relevant with fluid messaging while maintaining a strict sequence skeleton

Link to the Detailed Post: How I Tweak My Messaging When Running an Outbound Sequence

In this episode of The B2B Sales Podcast, Thibaut receives Dominic Klingberg to discuss common challenges in a sales organization, and why culture is often underestimated.

In this episode of the B2B Sales podcast, Thibaut takes listeners through his daily prospecting block routine. From follow-ups to finding new prospects and motivating himself with a coffee reward, discover the step-by-step process that Thibaut uses to start engaging conversations and generate opportunities.

Main Topics Covered:

• Starting with the follow-ups in the prospecting tracker.
• Methodology to determine active sequences for outreach.
• Importance of adaptability and monitoring replies during follow-up.
• Strategies to find five new prospects
• Approaches for initiating the outbound engagement with prospects
• The significance of rewarding oneself after a prospecting block.
• Motivating oneself to start the workday with prospecting for maximum productivity.

Link to the Detailed Post: Here's what I do in my daily prospecting block