The B2B Sales Podcast

In this insightful episode of the B2B Sales Podcast, Thibaut explains a simple, four-step system that will help listeners calculate the number of prospects they should contact daily. This system is aimed at building an effective outreach strategy and providing a clearer understanding of your daily sales activities.Main Topics Covered:Defining Your Goal: Understand your booking, revenue, opportunity, or meetings booked goal. Having a clear understanding of your monthly, quarterly, or yearly goal is critical for success.Setting Conversion Rates: Understand your conversion rates. This can be broken down into reply rate, meeting booked rate, and meeting held rate.Adding a Comfortable Padding: Calculate the number of prospects to add to your sequence in order to reach your targets, and add a 10-20% cushion to account for variations.Turning Results into Daily Activity: Break down your end goal into daily activities, helping you make progress towards reaching your targets.Links:Detailed Blog PostSales Process Calculator

In this episode, Thibaut discusses the importance and methods of conducting efficient weekly one-on-one meetings for Sales Development Representatives (SDRs) or Sales Development Managers. He presents a 3-step approach to streamline meetings, focusing on crucial metrics such as prospects added to your sequence, conversations started, and meetings booked. The implementation of these questions leads to more effective meetings, enhanced productivity, and a more nuanced understanding of your prospecting system.Main Topics Covered:The common issue of unproductive one-on-one meetings in sales and strategies to counter thisThe first question: How many prospects did you add to your sequence? Exploring the importance of focusing on this metricThe second question: How many conversations did you start? Understanding the value of initiating conversations instead of directly pitching productsThe third question: How many meetings did you book? The significance of tracking conversations and prospect contact, rather than exclusively focusing on this outcome metricTools and resources available to assist in these areasShow Notes:Sales Process Calculator: A tool to understand how many touchpoints and prospects you need to add to your sales processAdvanced messages guide: Tips on how to initiate conversations effectively with prospectsConversation navigation resources: Methods to handle conversations that eventually lead to booking meetingsBuilding your prospecting system guide: Steps on how to create an efficient prospecting system for better resultsCalendar Link Etiquette guide: Best practices on setting up calendar links for your meetingsFor a more detailed discussion, check out the full post here.

In this episode of the B2B Sales Podcast, Thibaut shares a simple yet effective four-step system for building a referral strategy in 2023. Learn how you can leverage your existing customers' networks to generate new opportunities and kick-start meaningful conversations.Main Topics CoveredThe significance of referrals in generating business opportunities in 2023.How to create a comprehensive list of existing customers with five key criteria using a CRM system.Crafting an impactful 'Thank you' script with an ask for referrals.The power of using video messages for referral requests.Tips for recording an engaging video message.Best practices for sending the video, including embedding it in an email and adding a call-to-action.Utilizing the quieter summer period to test and refine this referral strategy.Link to Detailed PostFor a more in-depth understanding and examples of the video messaging strategy discussed, follow this link to our detailed post: 4 Steps to Building a Referral Strategy

In this B2B Sales Podcast, Thibaut shares key points from his recent masterclass on successful cold outreach. Learn about identifying customer problems, creating a contact plan, using different channels, and the importance of consistency.Main TopicsIdentifying Customer ProblemsCreating a Contact PlanUsing Different ChannelsConsistency in OutreachLinksDetailed PostUpcoming Masterclass

In this episode, Thibaut reveals a game-changing approach to researching 10-K reports and other corporate documents using ChatGPT and the AskYourPDF plugin. Learn how to efficiently extract key initiatives and data from lengthy reports, and craft effective sales messages that resonate with your prospects.Main Topics Covered:Introduction to the episode.Installing the AskYourPDF plugin on ChatGPT.Navigating through settings to enable beta features.Accessing the plugin store and installing Ask Your PDF.Utilizing ChatGPT to summarize 10-K reports.How to ask ChatGPT to extract key points from a 10-K report using the AskYourPDF plugin.Zooming in on a key topic within the summary.How to get more specific information from the 10-K report about topics like cybersecurity.Finding a specific trigger within the report.Locating detailed sections within the report using keywords and extracting information.Building your sales message.Crafting a tailored sales email using the information extracted from the 10-K report.The importance of being on the pro plan to access plugins.Example case: Using ChatGPT to prospect Amazon as a representative of SoSafe, a German company focused on online behavior training.Resources:Step-by-step guide

In this episode of the B2B Sales Podcast, Thibaut explores the core reason why prospects often ignore sales pitches and offers a practical six-step strategy to effectively engage with prospects by understanding and addressing their problems.Main Topics Covered:The Core Issue: Understanding that prospects ignore salespeople because they focus on products rather than the prospects' problems.Ideal Customer Profile (ICP):Creating a clear ICP combining ideal customer companies and titles.Utilizing ‘Above the Line’ and ‘Below the Line’ for titles.Example: Targeting SaaS companies in EMEA with 10+ inside sales reps, focusing on CSOs, CROs, or VPs of Sales.Key Metrics: Grasping the primary metrics your prospects are concerned with.Goals: Identifying the specific goals of your prospects.Initiatives: Discovering the strategies prospects use to achieve goals.Problems: Analyzing challenges faced during initiatives.From Problems to Symptoms: Converting problems into symptoms to create relatable and effective outreach.Conclusion: Summarizing the steps and emphasizing alignment with prospects' problems for successful engagement.

In this episode of the B2B Sales Podcast, Thibaut shares his tactic for getting the attention of prospects who seem to be ignoring his outreach. Through the innovative use of AI chatbot technology, Thibaut has developed an engaging and surprisingly effective method for breaking through the noise and starting conversations with potential customers. Listen on for a comprehensive guide on how to replicate his approach using the RepliQ tool and GPT-based AI.Main Topics Covered:Thibaut's regular prospecting tactics and the response rate he typically achieves.An introduction to the tool, RepliQ, and how it utilizes GPT technology to engage with prospects.Thibaut's go-to tactic when prospects ignore his messages, involving the generation of a prompt via RepliQ that provides potential reasons why a prospect might not have replied to an email.The success rate Thibaut has seen with this novel method.The process of scaling this approach for multiple prospects using the Replic tool, including the creation of prompts and CSV exports for outreach sequencing.A deeper exploration of how this technique can be integrated into your sales process to improve conversation-starting potential with prospects.Check this video for more details.

In this episode of the B2B Sales Podcast, Thibaut dives into the nuances of sending effective cold emails. He shares three essential rules to increase the open and response rates, leading to more conversations and bookings. If you've been struggling to get replies or constantly facing rejections, these tips can turn your cold email strategy around.Main Topics Covered:Importance of a succinct subject line:Aim to keep it under five words.Look for inspiration in your own mailbox.Creating an effective body for the cold email:Limit the body to a maximum of 125 words.Test the email on your mobile phone.Tips to avoid sending long and monotonous emails.Using frameworks to craft cold emails:Avoid writing each email from scratch.Use available frameworks to make the process more efficient.Links and Resources:3 Rules to Getting Replies with Cold Emails

In this episode of the B2B Sales Podcast, Thibaut Souyris shares his insights into a unique approach for those struggling to book meetings. Instead of reaching out to completely new prospects, he presents a three-step method that targets inactive customers and lost opportunities. Whether you've experienced a drop in engagement or are merely seeking new ways to boost your conversations and book more meetings, this episode is packed with valuable advice.Main Topics Covered:The importance of targeting inactive customers and lost opportunitiesHow to compile a list of these contacts and the ideal number to reach out to dailyCrafting a conversation sequence that re-engages, instead of directly asking for a meetingUseful frameworks and examples for initiating meaningful conversationsImportance of systemizing this approach and incorporating it into your daily routineThe motivational boost of starting more conversations and booking more meetingsLinks and Resources:For a detailed explanation and real-time application of this tactic, check out the full guide available here

In this quick episode of the B2B Sales Podcast, our host introduces a unique opportunity for listeners to participate in a live, online masterclass focused on improving sales sequences. The class is ideal for salespeople, SDRs, executives, and anyone else involved in sales who is struggling to create efficient and successful sales sequences.Main Topics CoveredThe motivation behind creating the online masterclass and its key audience.Challenges that salespeople commonly face while creating a sales sequence.The significance of understanding a prospect's problems in building engaging sales messages.An overview of what to expect from the online masterclass including the building of a sequence skeleton and techniques to increase reply rates.The introduction of a special discount for podcast listeners and newsletter subscribers.Details of the online masterclass (date, time, and limitations).The benefits of attending the masterclass, including the ability to access recorded content and complete assignments to reinforce learning.Links and ResourcesOnline Masterclass RegistrationSpecial discount code available in the show notesLimited to the first 50 peopleThe masterclass will be recorded for those who can't attend liveIncludes pre and post-class assignments for hands-on learningThe masterclass is scheduled for the 5th of July, 2023 at 4 PM Paris timeDesigned to enable you to build your own advanced sales sequence from scratch, with the ability to adapt and evolve over time.

In this episode of the B2B Sales Podcast, Thibaut takes listeners through his process of creating an effective call outreach sequence from scratch, leveraging Chat GPT to build the content. This 5-step process is designed to help improve your sales outreach efforts and optimize your results. Thibaut will also introduce a detailed video tutorial that will be released on Thursday, providing a step-by-step walkthrough of the entire process.Main Topics Covered:Reviewing your ICP (Ideal Customer Profile) metrics: Understanding your ideal customer companies based on size, revenue, location, and other demographic data, along with identifying ideal customer titles within these companies.Selecting a target within your ICP: Choosing the right job title and company type to pursue for your specific sales effort.Reviewing the problems of the selected ICP: Identifying and listing the unique issues faced by your chosen target, and understanding the symptoms of these problems.Building your outreach sequence skeleton: Determining the number of touchpoints, the channels to use (LinkedIn, email, phone, etc.), the type of media (audio, video, text), and the cadence of follow-ups.Creating your messages: Utilizing Chat GPT to construct the content of your outreach messages, including cold call scripts and email frameworks.Resources:Watch the detailed video tutorial of the entire process with screen sharingFurther reading and resources will be provided throughout the video tutorial to help you build your metrics and improve your outreach sequences.

In this episode of the B2B Sales Podcast, Thibaut Souyris delves into the nuances of effectively using calendar links to book meetings. He outlines the importance of timing, how to tactfully navigate the conversation, and when to share your availability. This episode is packed with valuable tips to avoid the pitfalls of pushy outreach and to enhance your productivity in sales.Links and Resources: Free Guide: How to Use Calendar Links to Book Meetings

In this special episode of the B2B Sales Podcast, we discuss how to turn a marketing resource into a valuable prospecting asset. We delve into the process, the tools used, and the importance of this strategy. Using a practical example of a blog post, we illustrate how you can extract value from lengthy content, make it concise, and repurpose it as a playbook. This innovative approach can enhance your prospecting efforts and make your outreach more appealing.Main Topics Covered:The concept of turning a marketing resource into a prospecting assetThe process of selecting and extracting text from a marketing resourceUtilizing the capabilities of GPT-4 to create a playbookGenerating catchy titles for the playbookIncorporating the final product into a Notion pageThe strategy of sharing the playbook as a prospecting assetThe practice of "teasing" a prospecting assetWatch Me Turn a Marketing Resource into a Prospecting Asset

In this episode of the B2B Sales Podcast, Thibaut shares the release of the ultimate guide to AI-powered outreach, created in partnership with outreach.io. Discover how AI is revolutionizing the sales industry and learn how to harness its power to make your prospecting more effective.Main Topics Covered:The AI revolution in salesThree ways to use AI for prospectingHow NOT to use AI for prospectingReal-life examples and prompts for chat GPTImportance of adapting to the fast-changing AI landscapeGet your free guide here: https://www.saleslabs.io/ai-guide/

In this episode of the B2B Sales Podcast, Thibaut shares how he created his latest LinkedIn headshot using an AI tool called Secta, saving time and money compared to traditional professional headshots. Learn how you can create a professional headshot in just minutes for only $49.Main Topics Covered:Importance of a professional headshot on LinkedInChallenges with traditional professional headshot processIntroduction to Sector Labs AI toolStep-by-step guide to creating a LinkedIn headshot using Sector LabsExamples of AI-generated headshotsLink to examples mentioned in the podcast: How I Used AI to Create My LinkedIn Headshot

In this episode of the B2B Sales Podcast, host Thibaut shares four powerful outbound message frameworks to help you catch your prospects' attention and start more conversations. Discover the rationale behind each framework, and learn how to effectively utilize them in your sales outreach. Don't miss this chance to level up your sales game!Main Topics Covered:Framework 1: Question Teaser Call to ActionProblem-oriented questionIntriguing resource (teaser)Simple question for the call to action (CTA)Framework 2: Job to Be DoneTool or resource related to the conversationConfirm if the issue is still a priorityTeaser sentence to pique interestFramework 3: Do the MathTrigger (reason for reaching out)Quick pitch (quantified impact of your solution)Calculation (back of the envelope estimate)CTA (asking for action)Framework 4: Question Teaser Call to Action with PSProblem-oriented questionIntriguing resource (teaser)Simple question for the call to action (CTA)PS (funny or personal mention)Examples:For detailed examples of these frameworks in action, visit the link below to explore how they work and why they're effective: 4 Outbound Message Frameworks You Should Try Right Now

In this episode of the B2B Sales Podcast, Thibaut shares a few details about his new course, The AI Outreach System. It goes live on Friday 14th of April at 4:00 PM Berlin time.If you want to grab the 30% discount code mentioned in the episode, make sure to sign up to Tactical Selling: https://www.saleslabs.io/tactical/

meetings with AI using GPT-4 or ChatGPT. Learn how to integrate AI into your prospecting habits, save time, and book more meetings with prospects.Main Topics Covered:Step 1: Do your researchStep 2: Craft your messagesStep 3: Follow up to get a replyStep 4: Build your reciprocity resourceStep 5: Navigate conversations to book the meetingLinks:Examples and detailed article with prompt examplesAI Outreach System

In this episode of the B2B Sales Podcast, we explore how to use GPT-4 to personalize your outreach on LinkedIn, saving you time and increasing your chances of catching your prospect's attention. Follow these three simple steps to make your outreach more effective.Main Topics:Using GPT-4 for personalizing LinkedIn outreachStep 1: Exporting a prospect's LinkedIn profile as a PDFStep 2: Asking GPT-4 to skim the resume for personalization elementsStep 3: Writing your personalized LinkedIn messageExample of a successful personalized outreach messageSaving time in prospect research with GPT-4Link to Examples: GPT-4: 3 Steps to Personalizing Your Outreach on LinkedIn

In this episode of the B2B Sales Podcast, Thibaut Souyris shares three essential concepts to help you effectively use GPT-4 and ChatGPT to be more productive and book more meetings. Learn how to train the AI, write effective prompts, and chat with the AI to get the best possible results.Main Topics Covered:Training the artificial intelligence (AI)Show examples of good subject lines, cold emails, and other templatesTemplatize and feed examples to ChatGPT for better resultsWriting a promptAsk the AI to act like a specific person or titleFeed the AI data to generate summaries or key pointsShow the AI good email templates and ask for new ideasChatting with the AIKeep the conversation going to refine ideas and clarify thoughtsTurn ideas into checklists or summariesDevelop other thoughts through continued dialogueLink to Examples Mentioned in the Podcast:3 Concepts You Need to Understand About GPT-4 Right Now

In this new episode, Thibaut shares 3 mistakes salespeople do when using ChatGPT, and how to fix them. You'll find all the links mentioned in the episode here.

In this new episode, Thibaut shares 5 ChatGPT prompts can't afford to miss if you're in sales. You'll find all the links mentioned in the episode here.

In this new episode, Thibaut shares 4 AI tools you can't afford to miss if you're in sales. If you're interested in pre-ordering the AI Outreach System, you can do it here.You'll find all the links to the tools here.

In this new episode, Thibaut shares the 3 steps he follows to create dozens of cold outbound messages in less than 10 minutes. If you're interested in pre-ordering the AI Outreach System, you can do it here.Go check the blog post here.

In today's episode, Thibaut shares a few details about his new course, The AI Outreach System. You can join the waitlist here. Be quick, it closes for good on the 20th of February.

In this new episode, Thibaut shares the 3 steps he follows to create dozens of email subject lines in less than 5 minutes. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.Go check the blog post here.

In this new episode, Thibaut shares the 5 steps he follows to turn a marketing resource into a killer prospecting asset. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.Go check the blog post here.

In this new episode, Thibaut shares the 3 steps he follows to get a 50% reply rate with ChatGPT. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.Go check the blog post here.

In this new episode, Thibaut shares how he saved 4 hours of prospect research, with ChatGPT. If you're interested in joining the waitlist for the AI Outreach System, you can do it here.Go check the blog post here.

In this new episode, Thibaut shares his 3 steps to using the cost of inaction in your messaging. You can find how to create a comparative logic calculator here.Get this podcast in written version here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares what he would do if he was starting a new sales job in 2023.You can get The New Outreach System + The Cold Message System for 50% over here.if you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares how you can use comparative logic to get replies.You can find the blog post and calculator Thibaut mentioned here.if you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this episode, Thibaut receives Tom Latourette, Managing Partner at M3 Learning.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

This episode is an interview of Thibaut by Tyrone Smith, from Host of The Sales Career Podcast. Thibaut talks about his journey becoming a solopreneur.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares 3 steps to creating upsell opportunities.If you want to get the detailed guide in your mailbox when it goes out, it's over here.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.

This episode is an interview of Darryl Praill for Sales Development Talks, a new show Thibaut is launching with Tolstoy.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares 3 rules to reach your target when you're lazy.If you want to read the full guide on 5 traits of successful SDRs, it's here.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

This episode is an interview of Thibaut by Darryl Praill, from AgoraPulse. Thibaut talks about his New Outreach System (you can check it here).If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut shares the 3 rules to using LinkedIn voice notes to start conversations, and book meetings.If you want to read the full guide on using voice notes, it's here.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

This episode is an masterclass of Thibaut for Hyrise Academy. Thibaut talks about how to make prospecting videos with 38% conversion rateIf you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut receives Adam Verity, Founder & Host of the Sales Persuasion Summit.In this interview, you'll discover how Adam invited 31 influential people as speakers to his summit.You can join the summit for free here.Enjoy the show!

This episode is an interview of Jed Mahrle for Sales Development Talks, a new show Thibaut is launching with Tolstoy.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

In this new episode, Thibaut receives Julius Göllner, Co-Founder at ARRtist.In this interview, you'll discover a simple framework to build your ICP and buyer persona, and keep them updated as your solution evolves.You can connect with Tom on LinkedIn here.Enjoy the show!

This episode is an interview of Thibaut by Eric Quanstrom from Cience. Thibaut talks about prospecting on LinkedIn, what you should do and what you shouldn't do.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

This episode is an interview of Morgan J Ingram for Sales Development Talks, a new show Thibaut is launching with Tolstoy.If you're interested in receiving 1 weekly sales tip from Skip & Thibaut, you can sign up to their newsletter here.If you want 1 sales development tip per week from Thibaut, it's over here.

This episode of the B2B Sales Podcast is a recording of a live workshop with Skip Miller, Tom Latourette, and Thibaut Souyris for M3 Learning.If you're interested in receiving 1 weekly tip from Skip, Tom & Thibaut, you can sign up to their newsletter here.

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, 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!