The B2B Sales Podcast

In this new episode, Thibaut receives Jan Mundorf, Team Lead Revenue Development at Albacross.In this interview, you'll discover how Jan proactively became team lead in 9 short months. You'll also discover how he's living the transition from individual contributor to team lead, and how he structures his work day.You can find Jan on LinkedIn here.If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.Enjoy the show!

In this episode, Thibaut gives a debrief of season 5 of The B2B Sales Podcast.You'll also learn about your sponsoring options, as well as the T-shaped Sales Community.

In this new episode, Thibaut receives Shabri Lakhani, CEO & Founder of SalesWorks.In this interview, you'll discover how to build a solid onboarding program for SDRs, how to enable SDRs remotely, and how to train your SDRs on a continuous basis.You can find Shabri on LinkedIn here.If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his tips on how to get your LinkedIn connection request accepted.You will discover 3 different ways to send a connection request and maximize your acceptance rate. You'll also get concrete examples from Thibaut's experience.Thanks, Jan for submitting this question!If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.Enjoy the show!

In this new episode, Thibaut receives Emil Mahr, Senior Account Executive at Personio.Emil has started his career in sales by building pieces of furniture for the Personio office. Before that, he studied mechanical engineering.In this interview, you'll discover how unconventional paths can lead to a successful career. You'll also discover tips from Emil on how to get promoted quickly and perform in the DACH market as a salesperson.You can find Emil on LinkedIn here.If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares his tips on how he uses LinkedIn voicemails to get a 35% reply rate.You will discover where to find this feature, learn 3 things to keep in mind when sending a LinkedIn voicemail, and you'll get Thibaut's framework to record creative and relevant voicemails.Thanks, Jan for submitting this question!If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.Enjoy the show!

In this new episode, Thibaut receives Denise Lubaway, VP Growth & Partnerships at Ultranauts.Denise has been working in sales for the past 25 years and she came to share her view on how things have changed since she first started.In this interview, you'll discover what has changed, what didn't change, and how previous salespeople would have dreamed of having all the tools we use in 2021.You can find Denise on LinkedIn here.Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut shares 4 tips to get more answers with video prospecting.You will discover the differences between core videos and prospecting videos, how Thibaut builds his video scripts as well as additional resources to send prospecting videos.Thanks, Lee for submitting this question!And if you're interested in sending prospecting videos, you can purchase the LinkedIn Video Prospecting TrainingIf you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.Enjoy the show!

In this new episode, Thibaut receives Marius Stäcker, CEO of ToolTime.Marius founder ToolTime in January 2019 and has since raised over €20 million to digitize the craftsmen market in the DACH region.In this interview, you'll discover how a European SaaS CEO buys, how to approach Marius, and what to avoid. You'll also discover the metrics Marius is tracking as well as the way he's making decisions.You can find Marius on LinkedIn here.ToolTime is looking for a VP of Sales, check the job here.Enjoy the show!

In this new episode of The B2B Sales Podcast, Thibaut talks about his framework to time-box his outreach.You will discover the concept of Powerhour, how Thibaut structures his outreach as well as additional resources to book more meetings.Thanks, Henry for submitting this question!Sales process calculatorUsing content trainingLinkedIn Video Prospecting TrainingIf you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.Enjoy the show!

In this new episode, Thibaut receives Jerry Henry, Manager, Solution Architects and Onboarding Specialists at Sendoso.Jerry has been with Sendoso for 2 years and he has extensive experience building ABM programs in tech.In this interview, you'll discover that ABM and hyper-personalization don't need to be expensive and you'll get tactical tips on how to get started. You'll learn how to pick top accounts and what solutions exist to increase reply rates with personalized gifts.You can find Jerry on LinkedIn here.Go check Sendoso here.Enjoy the show!

In this new episode of The B2B Sales Podcast, Ara talks about the framework she uses to qualify a discovery call.You will learn her approach to performing a discovery call, as well as the questions she answers before creating an opportunity.Thanks Tyrone for submitting this question!If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.Enjoy the show!

In this new episode, Thibaut receives Nina Djordjevic, Head of Sales at Sendcloud.Nina is a professional salesperson, as well as a professional beach tennis athlete.In this interview, you'll get her take on coaching in sales and why it's so similar to professional sports. You'll also hear Thibaut getting coached by Nina, and you'll hear Nina's wins and failures, and what she learned from these.You can find Nina on LinkedIn here.Go check Sendcloud here.Enjoy the show!

In this episode, Thibaut gives an overview of the season 5 format.After 46 episodes, The B2B Sales Podcast's format is changing, and you will have the opportunity to impact the topics and guests of the podcast.You can join the T-shaped Sales Community and get your first month for free with the code "b2bsalespodcast" at checkout.

In this new episode, Thibaut receives Leslie Greenwood, Vice President Member Success at Revenue Collective.Leslie has been leading customer success teams for 6 years, before joining Revenue Collective as VP Member Success in July 2020.In this interview, you'll discover how she kept customers happy, what community members and customers have in common, and tactics to keep community members engaged.You can find Leslie on LinkedIn here.Go apply to Revenue Collective here.Enjoy the show!

In this new episode, Thibaut receives Jeff Swan, Founder at RevUp Sales.Jeff has been in sales for 15 years, focused on generating millions in pipeline.In this interview, you'll discover how to build a solid outreach sequence, what to avoid, and a simple framework to build your cold outreach messages from scratch.You can find Jeff on LinkedIn here.Go check RevUp Sales here.Enjoy the show!

In this new episode, Thibaut receives Josh Allen, CRO at Owl Labs.Josh has over 18 years of sales experience, working in companies like LogMeIn or Drift.In this interview, you will discover what keeps a CRO up at night, what KPIs Josh follows, and you'll even learn how to craft a good cold outreach message to Josh.You can find Josh on LinkedIn here.Go check Owl Labs here.Enjoy the show!

In this new episode, Thibaut receives Courtney, VP of Global Sales at Improvado.Courtney and Thibaut jump on a live interview, following the series of the SalesLabs Virtual Tour. Participants engaged while listening to the conversation about:What are the different career paths in a fast growing startupHow to pick your next jobHow being part of Burning Man helped Courtney develop her leadership skills You can find Courtney on LinkedIn hereGo check Improvado hereEnjoy the show!

In this new episode, Thibaut invites Kyle Roach, Director of Sales Development at Socio.Kyle and Thibaut jump on a live interview, following the series of the SalesLabs Virtual Tour. Participants asked questions about:How the team at Socio pivoted from selling an app for physical events to virtual eventsHow Kyle builds a strong team culture remotelyWhy teachers are great fits for salesYou can find Kyle on LinkedIn hereGo check Socio hereEnjoy the show!

In this new episode, Thibaut receives Roger Figueiredo, VP of Marketing and Sales Development at #paid.Roger and Thibaut jump on a live interview, following the series of the SalesLabs Virtual Tour. Participants asked questions aboutHere is what you will learn:How Roger involves his SDR team in hiring new SDRsCreative ways to engage your SDR teamWhy the SDR is becoming a profession in itself and not just a stepping stoneYou can find Roger on LinkedIn hereGo check #paid hereEnjoy the show!

In this new episode, Thibaut receives David Thomson, Chief Sales Officer at Allbound.David and Thibaut jump on an Ask Me Anything session, as part of SalesLabs Virtual Tour. Participants asked questions around B2B sales, partnership sales, and building international sales teams.Here is what you will learn:What KPIs David tracksHow David structures his global sales teamsWhich tools David uses to enable and manage his teamYou can find David on LinkedIn hereGo check Allbound hereEnjoy the show!

In this new episode, Thibaut receives Megan Bowen, Chief Customer Officer at Refine Labs.Megan and Thibaut jump on an Ask Me Anything session, as part of SalesLabs Virtual Tour. Participants asked questions around Marketing, Sales, and Customer Success.Here is what you will learn:How to run innovative ads tacticsHow to identify upsell opportunitiesWhy building content is the best thing you can do for the next 12-18 monthsA ton of other thingsYou can find Megan on LinkedIn hereGo check Refine Labs hereEnjoy the show!

In this new episode, Thibaut and Ofir talk about difficult sales conversation, and how to overcome the challenges they bring up.Ofir is EMEA Director at Sisense, supporting a team of Account Executives to learn how to master objections and persuade customers.Ofir and Thibaut discuss about the mindset around negotiation and how to adapt it during hard conversations. Both dive into the framework to use in order to deal with emotionally charged meetings with customers. They also bring some examples on the table, and talk about learnings from these experiences.You can find Ofir on LinkedIn hereGo check Sisense hereEnjoy the show!

In this episode, Thibaut and Brett exchange about building and scaling a sales organization, when selling consulting.Brett is the VP Sales at 7Summits, and he has experienced selling SaaS before moving to consulting.Brett and Thibaut talk about the the differences between SaaS sales and consulting sales and how to scale when you're selling human work. They also touch on the future of sales and cold outreach.You can find Brett on LinkedIn hereGo check 7Summits hereEnjoy the show!

In this first episode of season 4, Thibaut receives Justin Welsh to discuss about building your personal brand on LinkedIn. Justin is the founder of JW Strategic Advisory.Together with a live audience, Justin and Thibaut will discuss what it means to use authenticity to build your own personal brand and attract your ICP. Justin explains the importance of consistently creating new content to grow your exposure and attract customers. You can find Justin on LinkedIn hereGo check JW Strategic Advisory hereEnjoy the show!

In this season 3 wrap up, Ara and Thibaut exchange on this second season and the 13 episodes they ran together.They share their analysis of each episode and guest, as well as their learnings.Season 4 will start on the 14th of October, and we have something special for you.We are looking for candidates to get free coaching and consulting from the best experts in B2B sales. If that's you, fill this form.We are also looking for sponsors for the show, if that's you, fill this form.You can add Ara on LinkedIn here.You can add Thibaut on LinkedIn here.Enjoy the show!

In this new episode, Thibaut interviews Blake Hudson about finding your voice and expressing it.Blake is a Sales Manager at Victory Lap, and LinkedIn content creator.In this discussion, Blake shares his tips on how to find your voice and express it. He also shares his experience running for state senate at 24, as well as differences and similarities between sales and politics.You can find Blake on LinkedIn here.Go check Victory Lap here.Enjoy the show!

In this new episode, Thibaut receives Jason Bay, for a tactical conversation on cold outreach and prospecting.Jason is Chief Prospecting Officer at Blissful Prospecting. He is also an incredibly talented marketer.In this interview, Jason shares 7 prospecting plays he teaches and uses to land more meetings. He also shares the tactics that got him invited on over 60 podcasts, as well as his thoughts on modern cold outreach.You can find Jason on LinkedIn here.Go check Blissful Prospecting here.Enjoy the show!

In this new episode, Thibaut receives Laura Moniz de Aragão, who shares her secrets to a stellar sales career and how to deal with self-limiting beliefs.Laura is VP Revenue Growth at nudge, the world’s leading financial wellbeing platform.In this interview, Laura shares the strategy that got her from BDR to Director of Enterprise Sales in less than 6 years. She also shares the story of her 1M£ commission, as well as her framework to deal with self-limiting beliefs.You can find Laura on LinkedIn here.Go check nudge here.Enjoy the show!

In this new episode, Ara receives Nick van der Kolk, for an insightful conversation on how to manage teams in a hyper-growth environment company.Nick is VP Sales SMB at TravelPerk, the next-generation business travel platform pioneering the future of business travel.In this interview, Nick shares with us the challenges of working in a fast-growing company, focusing on the techniques to create a successful sales team. We discussed the impact of inbound sales and how to make sure the sales team stays motivated while getting more and good qualified leads. All this, supported by content personalisation and social selling.You can find Nick on LinkedIn here.Go check TravelPerk here.Enjoy the show!

In this new episode, Thibaut receives Henrique Moniz de Aragao, for an in-depth discussion on how to set a revenue operations in EMEA.Henrique is the GM EMEA at G2, the world's leading B2B software and services review platform.In this interview, you will discover the various setups you can choose when setting a revenue operations team in EMEA. You'll also discover how to market a US brand in EMEA. Finally, you'll find out about career paths in a fast-growing tech scale-up.You can find Henrique on LinkedIn here.Go check G2 here.Enjoy the show!

In this new episode, Thibaut receives Francis Brero, for a conversation on how to build rapport and sell in the US vs Europe.Francis is the Co-Founder and CRO or Madkudu, a marketing opps platform to help marketers bring their data together.In this interview, you will discover the main differences and similarities between selling in the US vs Europe. You will also learn tactical tips on how to qualify leads and close annual contracts.You can find Francis on LinkedIn here.Go check Madkudu here.Enjoy the show!

In this new episode, Thibaut receives Richard Smith, for a tactical conversation on how to generate opportunities through cold calling in 2020.Richard is the Co-Founder and Head of Sales or Refract, a sales call analysis solution.In this interview, you will discover why is cold calling still important in 2020, how to get started with cold calling, and tactical tips to build healthy cold calling habits.You can find Richard on LinkedIn here.Go check Refract here.Enjoy the show!

In this new episode, Thibaut receives Patricia DuChene, for an inspiring conversation on how to build small sales teams and become a role model for women in sales.Patricia is the VP of Sales at Postal.io. She has extensive experience building sales teams in the US, EMEA and APAC.In this interview, you will discover how Patricia has built sales teams all around the world, a few strategic moves when building a first sales team, and how she became a role model for women in sales.You can find Patricia on LinkedIn here.Go check Postal.io here.Enjoy the show!

In this new episode, Thibaut receives James Buckley, for a spontaneous conversation on sales and sales development.James is the Director of Sales Execution & Evolution at JBarrows Sales Training. He has been selling door-to-door for a few years, before moving to tech sales and finally joining the JBarrows Sales Training team.In this interview, you will learn about building a personal brand on LinkedIn, what is the C+P* = S formula, and what ABM prospecting tactics can be used to land on your Ideal Customer Profile LinkedIn feed.This episode was super tactical, we started the conversation and decided not to cut anything, as it was already extremely valuable!You can find James on LinkedIn here.Go check JBarrows Sales Training here.Enjoy the show!

In this new episode, Thibaut receives Alex Olley, for a discussion on how he re-became an SDR to help his team during the lockdown.Alex is the Co-Founder of Reachdesk. He has been for 9 years and he now heads the revenue and marketing teams and helps sales development teams use direct mail and gifting to start conversations.In this interview, you will discover why Alex decided to go back to prospecting, what has changed in sales development in the last few years, and what tools he uses to generate business opportunities.You can find Alex on LinkedIn here.Go check Reachdesk here.Enjoy the show!

In this new episode, Thibaut receives Mark Colgan, for a tactical conversation on how to find and use triggers for cold outreach.Mark is the CRO of TaskDrive. He has been for 12 years in B2B Sales and Marketing, and he is currently helping SDRs personalize their outreach, while living the dream of working remotely.In this interview, you will discover how to find valuable triggers to personalize your prospecting, what types of triggers can be used, and how to scale your trigger research.You can find Mark on LinkedIn here.Go check TaskDrive here.And below are two useful resources to get started with triggers.Overview of 14 Lead Sourcing Playbooks via TaskDrive’s blogHow to Build a Relevant, Dynamic List of Prospects via Mailshake guest postEnjoy the show!

In this new episode, Thibaut receives Kevin Indig, for an in-depth conversation on how reps can build credible content to book meetings.Kevin is VP SEO & Content at G2. He has a strong technical SEO background and developed into a marketing leader over the last couple of years, building and leading teams at several companies along the way. In this interview, you will discover how to build quality content and generate demand on LinkedIn and socials, how to build credibility in content when starting a career, and how to craft content for Germany vs the US.You can find Kevin on LinkedIn here.Go check G2 here.Enjoy the show!

In this new episode, Thibaut receives Tom Boston, for a fantastic conversation on how to use humor to stand out on LinkedIn.Tom is an SDR at Salesloft, where he's part of the EMEA sales team. With so many people creating and curating content, it can be challenging to know how to stand out.In this interview, you will discover how to find your unique voice on LinkedIn, how to generate funny posts that drive attention, and how to obtain support from your management to share authentic contentYou can find Tom on LinkedIn here.Go check SalesLoft here.Enjoy the show!

In this season 2 wrap up, Ara and Thibaut exchange on this second season and the 12 episodes they ran together.They share their analysis of each episode and guest, as well as their learnings.Season 3 will start on the 1st of July. You'll have the possibility to attend the episodes recording and ask questions to the guests. This access is for customers of the T-shaped SDR Online Training only.Sign up here.You can add Ara on LinkedIn here.You can add Thibaut on LinkedIn here.And don't forget to signup to the newsletter here.Enjoy the show!

In this new episode, Ara receives Marcela Cardenas, for a thought-provoking conversation on how to build, scale, and run international sales team.Marcela is a B2B sales reference in Latin America, where she built Groupon LatAm from the ground up, before joining CDiscount Colombia, and finally heading the Global Sales Team at Cabify.In this interview, you will discover how to keep and open mind and embrace new sales techniques, how to coach across different cultures, and how to stay humble when you own a global territory.You can find Marcela on LinkedIn here.Go check Cabify here.Enjoy the show!

In this new episode, Ara receives John Barrows, for an eye-opening conversation on what personalization and relevance look in cold outreach.John is a legend in the world of SaaS sales. He has trained reps at Salesforce, Slack or Salesloft and he is one of the most recognized voices in the industry.In this interview, you will discover how to personalize your cold outreach, why every AE should still prospect and you will discover how John lands meetings with his top 25 accounts.You can find John on LinkedIn here.Go check JBarrows here.Go listen to Make it Happen Mondays here.Enjoy the show!

In this new episode, Thibaut receives Alfie Marsh, Head of US Sales at Spendesk for an interview on how to build a personal brand on LinkedIn, while working on a full-time job.Alfie was the first SDR for Spendesk in the UK, before climbing the ladder and taking over the US market.In this interview, you will discover the routine of Alfie to create regular content, how he managed to create high quality video content, and what to start posting when you don't have years of experience.You can find Alfie on LinkedIn here.Go check Spendesk here.Go buy Jab, Jab, Jab, Right Hook here.Enjoy the show!

In this new episode, Thibaut receives Trevor Martin, CEO of Noms Bake Shop for an interview on how to use gifts in cold outreach sequences.Trevor has founded Noms Bake Shop in 2015 in Phoenix, Arizona.In this interview, you will discover how to build sequences using physical gifts like cookies. Trevor shares a framework to select a gift provider and best practices to include these gifts in your cold outreach sequence. He also shares his experience validating physical addresses when your prospects work from home.You can find Trevor on LinkedIn here.Go check Noms Bake Shop here.Get the 5 steps framework here.Get your 10% discount by typing the code "b2bsalespodcast" at the checkout.Enjoy the show!

In this new episode, Thibaut receives Scott Leese, CEO & Founder of Scott Leese Consulting for an in-depth conversation about Scott's sales career.Scott has been in sales leadership in 6 tech startups and built 9 figures revenues multiple times. He's now fully focused on his sales consulting business.In this interview, you will learn about Scott and his career, understand how to quickly become a sales leader, and why he had the idea to create The Surf and Sales Summit.You can find Scott on LinkedIn here.Buy Scott's book here.Go check the Surf and Sales Podcast here.Enjoy the show!

In this new episode, Thibaut receives Saood Shah, VP Customer Success and Professional Services at Contentful for a conversation on customer success and how this crucial business unit can help sales.Saood has a strong experience in building professional services units, and more recently, customer success teams.In this interview, Saood and Thibaut exchange on how sales and customer success work together, especially on the handover and onboarding, churn reduction, and expansion.You can find Saood on LinkedIn here.Go check Contentful here.Enjoy the show!

In this new episode, Thibaut receives Veronika Riederle, CEO & Co-Founder at Demodesk for a conversation on how to run an online SaaS demo.Veronika has experience working in the corporate world and consulting, before founding Demodesk, an intelligent online meeting tool for sales teams.In this interview, Veronika and Thibaut exchange on how to prepare for a good online demo, mistakes to avoid as a junior rep running a demo and tips and tricks around scheduling or keeping control of a sales process.You can find Veronika on LinkedIn here.Go check Demodesk here.Enjoy the show!

In this new episode, Ara receives Robert Anders, Head of Sales at Comtravo, for a conversation on how to develop and coach sales people.Robert has experience building companies and sales teams from scratch. Before joining Comtravo as Head of Sales, he co-founded Travelcircus.In this interview, Robert and Ara exchange on how to develop and coach sales people, how to make sure boundaries are clear when your direct reports are also your friend, and how to implement coaching programs for your sales team.You can find Robert on LinkedIn here.Go check Comtravo here.Enjoy the show!

In this new episode, Thibaut receives Steve Benson, CEO of Badger Maps, for a great conversation on how to lead a sales team in tough times.Steven has experience working at IBM, HP, and Google, before starting Badger Maps, a sales enablement tool for field sales reps.In this interview, Steve and Thibaut exchange on how to make tough decisions with your sales team, how to lead your reps in uncertain times and a few tips on how to pivot from outside to inside sales.You can find Steve on LinkedIn here: https://www.linkedin.com/in/stevenbenson/Go check Badger Maps here: https://www.badgermapping.com/Enjoy the show!

This episode is an interview of Thibaut by Diogo Bronze, from Lisbon Unlimited Podcast.In this interview, Thibaut shares insights on how to start conversations with prospects, when you are locked down at home. He gives tactical tips on how to adapt your messaging and keep building your pipeline.You can find Thibaut on LinkedIn here: https://www.linkedin.com/in/thibautsouyris/Go check SalesLabs here: https://www.saleslabs.io/Go check Lisbon Unlimited Podcast here: https://www.youtube.com/watch?v=kjQB8aAtH8QEnjoy the show!