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, 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 new episode, Thibaut shares why involving SDRs in expansion opportunities makes sense. You'll discover 3 steps to shift your focus from new business only to expansion.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Skip & Thibaut share their tips on how to deal with objections.

If you're interested in receiving 1 weekly tip from Skip & Thibaut, you can sign up to their newsletter here.

In this new episode, Thibaut receives Tom Castley, Head of Sales at Hook.

In this interview, you'll discover a simple framework to prioritize expansions, and you'll learn about the challenges CROs are facing.

You can connect with Tom on LinkedIn here.

Enjoy the show!

In this new episode, Thibaut shares 4 tips to get back to outbound prospecting when you got rusty.

You can find the Prospecting Tracker, the Sales Process Calculator, and the blog post of early 2022.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut receives Mattia Schaper, Founder of SDRs of Germany.

In this interview, you'll discover how Mattia brings her authentic self to reach her monthly meeting targets before the 15th of each month.

You can connect with Mattia on LinkedIn here.

Go check SDRs of Germany here.

Enjoy the show!

In this new episode, Skip & Thibaut share their tips on how to sell in a recession, when budgets are tighter.

If you're interested in receiving 1 weekly tip from Skip & Thibaut, you can sign up to their newsletter here.

In this new episode, Thibaut shares the 7 bad prospecting habits holding you back, and what to do about them.

If you're interested in trying Leadjet, you can sign up here.

If you're interested in joining Skip & Thibaut's community, you can check it here.

This episode is an interview of Manuel Hartmann for Sales Development Talks, a new show Thibaut is launching with Tolstoy.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut shares his 3 steps tactic to book meetings with LinkedIn voice notes.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Skip & Thibaut tell you more about ProActive Discovery, the first self-paced, online course of Skip.

If you want to order it, you can do it here.

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 new episode, Thibaut shares why you don't need more product knowledge as an SDR.

Go check the New Outreach System here.

If you're interested in joining Skip & Thibaut's community, you can check it here.

This episode is an interview of Elric Legloire for Sales Development Talks, a new show Thibaut is launching with Tolstoy.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Skip & Thibaut talk about two simple framework to handle an objection.

If you're interested in joining Skip & Thibaut's community, you can check it here.

This episode is an interview of Thibaut by Manuel Hartmann, for the Startup Sales Summit 2022.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Skip & Thibaut talk about two simple tactics you can use to give energy to your deals. The first one is called homework assignment, the second on trumpeting.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut shares a recent story on why he chose to refuse working with two people who were interested in working with him.

If you're interested in joining Skip & Thibaut's community, you can check it here.

This episode is an interview of Thibaut by Gautam Rishi from OneShot. Thibaut talks about his journey and how he trains SDR teams.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut shares a recent deal he's been working on and how he avoided working for free without knowing if the deal would close.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this special episode, Thibaut shares his detailed approach to prospect on LinkedIn and book meetings. The episode is a recording of a live workshop for Full Funnel. If you want to check the video recording, you can do it here.

You can also access Thibaut's New Outreach System here.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut receives Adam Michalski, Co-founder & CEO at Partnered.

In this interview, you'll learn about partnership sales and how you can close deals faster with a good partnership strategy.

You can connect with Adam on LinkedIn here.

Want to join the Selling Advantage Community? Do it here.

Enjoy the show!

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.

In this new episode, Skip & Thibaut talk about how to deal with BTLs blocking your deal. They talk a recent example of a deal Thibaut lost when speaking with sales enablement.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut receives Jan Mundorf, one of the founding members of the Selling Advantage Community.

In this interview, you'll hear how Jan produces sales-oriented content on LinkedIn, and how you can do it too.

You can connect with AJ on LinkedIn here.

Want to join the Selling Advantage Community? Do it here.

Enjoy the show!

In this new episode, Skip & Thibaut talk about why you shouldn't let your BTL sell internally.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut receives AJ Alao from SeedLegals.

In this interview, you'll hear how AJ used Thibaut's sales tips to generate and close €50.000 of outbound opportunities.

You can connect with AJ on LinkedIn here.

Want to know more about the program AJ used? Check it here.

Want to join the Selling Advantage Community? Do it here.

Enjoy the show!

In this new episode, Skip & Thibaut talk about the top 3 mistakes salespeople are doing in their sales calls.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut receives Matthew Roberts from Mozaic.tech.

In this interview, you'll hear Matthew's experience on doing sales development since 2018.

You can connect with Matthew on LinkedIn here.

Want to join the Selling Advantage Community? Do it here.

Enjoy the show!

In this new episode, Skip & Thibaut share their plans for 2022 and how you can plan to reach your targets.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut receives Jack Lancaster, Co-Founder at Spoke.ai.

In this interview, you'll hear Jack's tactic to book meetings with prospects (in his case product managers) using user research.

You can connect with Jack on LinkedIn here.

Want to join the Selling Advantage Community? Do it here.

Enjoy the show!

In this last episode of 2021, Skip & Thibaut share their summary of 2021 and what they expect for 2022.

If you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut receives Robert Anders, VP Sales Services at Cremanski.

In this interview, you'll hear Robert and Thibaut's assessment of sales in Germany, what works well, and what is coming next for the world of sales in Germany.

Want to join the Selling Advantage Community? Do it here.

Enjoy the show!

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

In this new episode, Thibaut tells you everything about his new gig as an advisor for Tolstoy.

• Signup to Tolstoy for free today
• How Thibaut uses Tolstoy and how you can contribute

In this new episode, Thibaut receives Samantha McKenna, Founder of #samsales Consulting.

In this interview, you'll learn about Samantha's top 5 sales hacks. You'll get her tactics to generate more business and close deals faster.

You can add Samantha on LinkedIn here.

Enjoy the show!

In this new episode, Skip & Thibaut share their tips on how to clean up your pipeline to finish the year strong.

For most salespeople, December is the last month of the last quarter of the year. You will get Skip and Thibaut's tips on how to make sure you get a great end of the year and prepare for the next quarter.

And if you're interested in joining Skip & Thibaut's community, you can check it here.

In this new episode, Thibaut receives Philipp Schwendimann, Founder at parruu.

In this interview, you'll learn about Philipp's tactics to get rid of your fear of video prospecting. You'll also learn about the setups of Philipp and Thibaut, and how to get started with video prospecting.

You can add Philipp on LinkedIn here and check out parruu here.

Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares the latest version of his Ultimate LinkedIn Outreach Sequence. Here's what you'll learn:

• The exact, 6-step sequence Thibaut uses to get a 38% reply rate and an 11% meeting rate
• How to write a connection request with a 70% acceptance rate
• How Thibaut uses Vidyard and Tolstoy for video prospecting
• How to drop a LinkedIn voice note

If you're interested in building your own prospecting routine and using LinkedIn to book meetings, you should check Thibaut's New Outreach System. It's a tactical guide to book meetings on LinkedIn.

Enjoy the show!

In this new episode, Thibaut receives Isabel Sum, Account Executive at StackFuel.

In this interview, you'll learn about the typical challenges faced when prospecting and selling into corporate German accounts. You'll also learn about Isabel's experience being trained on the T-shaped Sales Development Program.

You can add Isabel on LinkedIn here.

Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares what 220 days of prospecting on LinkedIn have taught him.

If you're interested in building your own prospecting routine and using LinkedIn to book meetings, you should check Thibaut's New Outreach System. It's a tactical guide to book meetings on LinkedIn.

Enjoy the show!

In this new episode, Thibaut receives Nikolai Skatchkov, CEO & Co-Founder at Circula.

In this interview, you'll learn about how Nikolai and the sales team at Circula are generating opportunities, and closing deals with traditional German customers. Often referred as "Mittelstand", these companies are producing most of the German GDP, but they are very hard to reach. Nikolai has cracked the code and tells you more about how you can be successful in DACH.

You can add Nikolai on LinkedIn or check the open positions at Circula here. They are doubling the sales team in 2022 and looking for onsite or remote, German-speaking SDRs.

Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares how the laziest SDR he worked with was also the most successful. You'll learn why and how you can become more successful too!

If you're interested in building your own prospecting routine and use LinkedIn to book meetings, you should check Thibaut's New Outreach System. It's a tactical guide to book meetings on LinkedIn.

Enjoy the show!

In this new episode, Thibaut receives Mary Shea, Global Innovation Evangelist at Outreach.

In this interview, you'll learn about the key initiatives and challenges of CROs/CSOs for 2022. Mary and Thibaut also exchanged on how the role has changed and discussed major trends in sales such as remote work, hybrid work, and time-zone independent work.

You can follow Mary on LinkedIn or Twitter.

If you want to join the recording of the B2B Sales Podcast and ask your questions live, then join the Selling Advantage Community.

Enjoy the show!

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, you will discover the new co-host of The B2B Sales Podcast. We are launching our 8th season and we're very excited to announce that we have a new co-host.

Tune in to find out who will replace Ara, and what we'll be working on together (and don't worry, Ara is doing fantastic, she came up with the idea)!

Add Skip and Thibaut on LinkedIn.

If you want to join The Selling Advantage Community, you can do it here.

In this new episode, Thibaut receives Michael Larche, Head of Sales at Echobot.

In this interview, you'll learn about the system Michael has developed to recruit junior reps straight out of University. You'll understand how to get visible with ambitious graduates and how to build a program to get them to join your team.

You can add Michael on LinkedIn here.

If you want to join the recording of the B2B Sales Podcast and ask your questions live, then join the Selling Advantage Community.

Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares a simple mindset change you can apply to get more meetings.

Here's the sequence Thibaut is referring to in the episode.

You can join the Selling Advantage Community here if you want to get tactical tips like this one.

Enjoy the show!