Outbound Squad

Outbound Squad

This sales podcast is for B2B reps and sales teams who want to turn complete strangers into paying customers. Join me (you can call me JBay) as I interview sales experts, leaders, and top-performing reps to learn the stories, secrets, and skills of the world’s most successful sales professionals.

Outbound Squad

Tue Aug 08 2023

Lessons from a first-time CRO with Jeff Bajorek

Sales LeadershipSales ProcessesCollaborationEmpathyProspecting

This episode explores the challenges of sales leadership, emphasizing the importance of empathy, collaboration, and understanding power dynamics. It provides insights on improving sales processes, techniques, and guiding prospects towards desired outcomes. The key elements of the sales process are discussed, along with the value that salespeople bring to the table. The episode concludes by highlighting the significance of creating a positive sales experience for customers.

Outbound Squad

Tue Aug 01 2023

3 sales sins that make deals take 40%+ longer to close

salesmulti-threadingbuyer's journeyrapport buildingfollow-up emails

Sales cycles have lengthened since COVID, but top performers are still closing massive deals. Building rapport and relationships with buyers is crucial, as single-threaded relationships are no longer reliable. Multi-threading involves getting multiple stakeholders involved in the sales process. It is important to understand the buyer's journey and align stakeholders at different stages. Threading can be challenging, but involving other stakeholders directly can lead to better outcomes. Controlling the sales strategy and preparing champions are key for success. Using customer voice and emotional triggers can engage more people. Crafting effective follow-ups and running group calls require careful planning and management. Reading reactions and transitioning to one-on-one conversations can be effective strategies.

Outbound Squad

Tue Jul 25 2023

Steal this Framework to self-source 30%+ of your pipeline (without making hundreds of cold calls)

AE self-sourcingoutbound activitiesprioritizing accountsreverse engineering dealstime management

This episode covers the importance of AE self-sourcing, mindset shift for outbound activities, prioritizing accounts and reverse engineering deals, cherry picking accounts and time management, optimizing time blocks and re-engaging stalled deals, understanding prospect priorities and cold outreach strategies, voicemail and cold calling strategies, best times to call and overcoming rejection.

Outbound Squad

Tue Jul 18 2023

The best objection handling tactics you’ll watch in 2023

salesobjection handlingconfidence buildingcommunication strategiescompetitor objections

The episode covers various aspects of objection handling in sales, including building confidence, overcoming intimidation, developing a professional mindset, handling objections through email and phone, selling the meeting instead of the product, addressing competitor objections, effective communication strategies, using customized videos and bold approaches, and developing authenticity and building sales skills.

Outbound Squad

Tue Jul 11 2023

"This isn’t a priority”—3 data-backed discovery tactics to never lose deals for this reason again

SalesProspectingDiscoveryInsightsValue-based Selling

Many sales professionals are experiencing prospects putting deals on hold or rejecting proposals. Three key tactics to prevent losing deals are discussed in this episode. The first tactic is to align with larger org-wide initiatives, as 93% of B2B buyers make purchases that align with existing initiatives. The second tactic is to quantify the cost of inaction, as 44% of deals are lost due to customer preference for the status quo. The third tactic is to lead the sales cycle and process in a multi-threaded manner, as 78% of reps are single threaded on deals. Insights include using insights to disarm buyers during discovery conversations, adding value through insight sharing, and asking insight-driven questions. Other topics covered include the importance of non-obvious, evidence-based, and actionable insights, the use of analytics to understand customer sentiment, and the value-based discovery framework. The chapters also discuss breaking prospects out of the status quo, aligning with goals and priorities, asking well-formed questions, understanding the current state, demonstrating effectiveness, and adapting to organizational changes.

Outbound Squad

Tue Jul 04 2023

These (surprising) discovery tactics will help you win nearly all of your qualified opportunities

sales meetingsbuyer-centric approachmanaging expectationsaligning with business prioritiesquestioning techniques

The episode covers various aspects of sales meetings, buyer-centric approach, aligning with business priorities, managing expectations, effective questioning techniques, discovery process, building rapport, and bringing insights to sales conversations. It emphasizes the importance of understanding the prospect's needs, managing expectations from the beginning, and using curiosity and storytelling techniques to engage prospects. The episode also highlights the significance of aligning with business priorities, addressing different personas, and leveraging case studies and insights to build credibility.

Outbound Squad

Tue Jun 27 2023

How Orum’s enterprise AEs self-source 3-6 meetings every week

sales prospectingself-sourcingoutbound prospectingprioritizing callsmulti-threading

The episode covers various aspects of sales prospecting, including self-sourcing, outbound prospecting, prioritizing calls, multi-threading, personalized outreach, effective enterprise prospecting techniques, research and time blocking strategies, effective cold calling techniques, communication strategies, and phone calls with a multi-channel approach.

Outbound Squad

Tue Jun 20 2023

Kyle Coleman on AI, multi-threading, and the death of the SDR

SDR modelpersonalized messagingemail communicationsales insightsAI in sales

The episode covers various aspects of the SDR model, personalized messaging, effective email communication, bringing insights to sales, the role of sales professionals and AI, the evolution of the SDR role with AI, leveraging AI tools in sales, and the evolving role of SDRs. It emphasizes the importance of personalization, research, and trust-building in sales. The future of the SDR position is discussed along with the potential impact of AI. AI is seen as a tool to enhance productivity and improve job performance.

Outbound Squad

Tue Jun 13 2023

Mark Kosoglow multi-threading and running tight sales cycles

SalesSales TeamProcess-Driven ApproachDeal ManagementSales Process

The episode covers various aspects of sales, including the language used in sales, building an incredible sales team, a process-driven approach, effective deal management, key steps in the sales process, multi-threading in sales, effective sales strategies, and engaging executives in sales.

Outbound Squad

Tue Jun 06 2023

ChatGPT and reducing buyer friction & bias with Kyle Asay

  • Kyle Assey, regional vice president of acquisition at MongoDB, shares his experience using chat GPT to build a persona matrix in less than five minutes.
  • The speaker used GPT to create a buyer persona matrix in just two minutes, which used to take two to three coaching sessions and 10 to 15 hours of work.
  • The speaker taught GPT the value propositions of MongoDB and the titles they should be selling to.
  • They then prompted GPT to identify what these titles car...