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149. How to Create Elite Sellers Through Practice w/ Jordana Zeldin and Jonathan Mahan
How many sales teams regularly roleplay? Probably a lot, you’re thinking — and that’s true. The problem is that even very well-intentioned sales teams and leaders mistake roleplay for gametime performance.
139. How to Better Prepare for Prospecting w/ Josh Braun and Jen Allen
Can you win the sale before you call? Most sellers launch right into prospecting. But taking your list and just churning through it leaves so much to chance.
124. 5 Ways to Book a Meeting Today
So, yesterday we helped an SDR book more meetings in an hour than he did in the last 6 weeks. We thought... well maybe let's share our secrets? The secret sauce of booking meetings comes back to your prospecting process.
97. How to Future-Proof Your Sales Career w/ Luigi Prestinezi
The future of sales is almost here, and it’s dangerous. Organizations are suffering from unprecedented levels of underperformance. Layoffs may be imminent. And most people aren’t prepared (or preparing) for what comes next.
43. Building An Account Strategy to Stop Chasing Ghosts w/ Alex Newmann
Wondering what it takes to build a healthy sales pipeline? What about tips on how to stop chasing ghosts and shift your focus to qualified prospects you can be all but certain will close?
148. How to Run Account-Based Sales Development on LinkedIn
How do you hunt big game on LinkedIn? Using social to prospect into strategic accounts requires a NEW kind of outreach playbook, especially if you want to open doors and not have it take years.
146. How Social Selling Outsells the Competition
Have you ever wondered why you can't seem to close deals with social selling? While it's emerged as one of the most successful sales channels over the last few years, most people still don't know how to do it right.
144. How to Properly Pitch Slap on LinkedIn
What if there was a way to do the connect-and-pitch that wasn't just spam? It's Q4 and we know December is rough, so we're dedicating this show to help you make the next 60 days go further.
140. How to Build Pipeline on LinkedIn w/out a Personal Brand
Most sellers default to the connect-and-pitch (or... let's be honest, the spray and pray), leaving sales managers saying "it doesn't work!" Then when all their options run out, the marketers tell them "build a personal brand!" Well guess what?! That doesn't help you hit quota anytime soon either.
130. 7 Most Common Mistakes on Social
When was the last time you were pitchslapped? By the numbers... probably yesterday! The connect-and-pitch is the most obvious "mistake." It hurts your credibility and turns off a huge part of your market.
128. Using Social to Break Into Enterprise
Most recommend using content to drive inbound...but honestly? That takes too long to see meaningful results and won't help you achieve quota this quarter. Buyers hang out on social all the time. But how do you kickstart a large deal with a big logo?
119. Build Your Inbound Funnel on LinkedIn
You don't need to become a content creator to drive inbound on LinkedIn. Say what?! We know. Big accounts seem to get all the attention and traffic. They post their wins, and their leads.
113. How to Run a Nurture Sequence on LinkedIn
Running sequences on LinkedIn seems time-intensive. Obnoxious. Manual. Have you seen Sales Nav's inbox?!
107. How to Book a Meeting with Anyone in the Comments
It can be annoying to transition from cold outreach to social selling. Your sequencer doesn’t do it for you. But the power on social is in the conversations. Those conversations that don’t require connection requests or InMails. It only needs to happens in the comments.
101. How to Book a Meeting with Anyone (on LinkedIn)
How can you write your LinkedIn DMs in a way that they get noticed? What’s the best way to approach target accounts on LinkedIn and get them to *actually* pay attention to you?
95. Direct Outreach Strategies on LinkedIn
Pitchslapping gets you in trouble. Connect-and-DM raises the red flags. So, how do you do direct outreach on LinkedIn?
151. How Old School Prospecting Will Fail in 2023
Are you still prospecting like it's 2017? Or worse... 1999? It's no secret buyers are more likely than ever to ignore your pitch. But why?! What's changed?
139. How to Better Prepare for Prospecting w/ Josh Braun and Jen Allen
Can you win the sale before you call? Most sellers launch right into prospecting. But taking your list and just churning through it leaves so much to chance.
137. Prospecting Strategies for SDRs and AEs w/ Anthony Natoli and Melissa Gaglione
What's the number 1 thing SDRs and AEs can do to prospect effectively? ...no, seriously. We're asking. And not just for number 1, but 2 through 5 as well.
135. Beating Your Buyer's Mental Spam Filters w/ Arjun Pillai
We’re all buyers and sellers in some way. We’ve received spam, and we’ve sent it too (if you’re honest). Even if you have a great prospecting list and a solid B2B sales strategy, you’re still hitting people’s mental spam filters.
132. Creating Outreach That Breaks Through w/ Stu Heinecke
Your prospecting plan requires more than just thoughtless outreach. You need creativity, courage, and a dash of zany. Stu Heinecke, the father of Contact Marketing, joins the show to discuss creative contact (outbound) campaigns.
106. Get Better at Cold Email, Phone, and Social w/ Will Allred & Kevin Hopp
Sales development is a blend of who you should be talking to + leveraging the right channel to reach out. With buyers being busier than ever and armed with more information at their fingertips, how do you get their attention in the right way?
99. Why SDRs Struggle to Book Meetings and Exceed Quota w/ Florin Tatulea
“Stop missing your sales quotas.” Easier said than done, right? Well, this podcast episode could be exactly what you need to hear! We break down actionable tips to help you shift your mindset, establish a productive routine, build high-converting outreach lists, and hone your research skills.
93. How to Prospect on LinkedIn w/ RajNATION
Nick sits down with RajNATION to discuss what’s actually working on LinkedIn to book meetings. Rajiv dives into his EXACT sequence for booking meetings, the fatal errors to avoid and talks about the structure of a great pitch.
92. How to Layer Your Outbound Effectively (Social, Email, Phone)
In a world where buyers are overwhelmed with sales messages, how do you effectively capture their attention across channels? Layering social with traditional methods like email and phone can catapult your outbound success –– but only when done right.
60. How to Maximize Outbound Success w/ Jason Bay (JBay)
Nick sits down with Jason Bay (JBay), Chief Prospecting Officer, at Blissful Prospecting and host of the Blissful Prospecting Podcast. JBay starts by telling us how to focus on the right accounts to maximize our time and transitions into how we can compound on success.
34. Tearing Apart Cold Emails w/ Will Allred
Nick sits down with Will Allred to tear apart cold emails and learn from the King of Email! They dive into how Will filter’s his own email, Lavender’s go-to email sequences, the reason you should coach cold email and the one question Will wishes people would ask him more about email.
148. How to Run Account-Based Sales Development on LinkedIn
How do you hunt big game on LinkedIn? Using social to prospect into strategic accounts requires a NEW kind of outreach playbook, especially if you want to open doors and not have it take years.
145. Running the Enterprise Deal Ultramarathon w/ Scott Sambucci
Have you ever been in the middle of an enterprise deal and wondered if you’d ever cross the finish line? You spend countless hours prospecting and relationship-building over the course of months or even years to make it happen.
141. Writing Effectively for Enterprise Sales w/ Nate Nasralla and Brandon Fluharty
Writing is the seller's secret weapon that no one talks about – or teaches. Writing allows us to enable buyers to effectively champion our deals when we're not in the room. But how do you actually write effectively once the deal has been opened?
128. Using Social to Break Into Enterprise
Most recommend using content to drive inbound...but honestly? That takes too long to see meaningful results and won't help you achieve quota this quarter. Buyers hang out on social all the time. But how do you kickstart a large deal with a big logo?
120. Mastering Discovery for Enterprise Deals w/ Nate Nasralla and Kyle Asay
Ever ended up on a discovery call that didn't go... exactly as planned? Yeah, us too. The reality is discovery is taught as a simple, neat stage in the sales process. One-and-done. As if!
117. Closing 7-Figure Enterprise Deals w/ Brandon Fluharty and Jen Allen
Do you want to learn how to close 7-figure deals within nine months? You’ll want to tune in to this episode of B2B Power Hour. We talk to Brandon Fluharty and Jen Allen — two rockstar enterprise sellers who are giving us incredible insights into how they close enterprise sales deals.
80. Why Deals Die After the Demo (and What to Do About It) w/ Nate Nasralla
You probably think sales reps close deals 🤔😳But the data’s in, over 90% of B2B buying happens without sales reps in the room. Now, champions are the key player to landing large deals.
78. How to Break into Enterprise Sales w/ Ian Koniak
Do you want to perform at the highest level of enterprise sales? What if you could learn the exact skillset, mind frame, and framework it takes to accomplish your goals right from a podcast episode?
75. Sales Reps Don't Close Deals, Buyers Do w/ Nate Nasralla
It might sound strange, but did you know sales reps aren't actually the ones who close deals? Hear us out for a second. (Or maybe an hour…) Buyers. Close. Deals. Not sales reps.
133. Building Champions During Discovery w/ Charles Muhlbauer and Mor Assouline
It's no secret: getting an enterprise deal across the finish line requires more than just a champion. But so often, sellers are led astray by Talkers and Blockers. The calls keep happening, the committee keeps getting bigger... the nightmare scenario settles in.
120. Mastering Discovery for Enterprise Deals w/ Nate Nasralla and Kyle Asay
Ever ended up on a discovery call that didn't go... exactly as planned? Yeah, us too. The reality is discovery is taught as a simple, neat stage in the sales process. One-and-done. As if!
77. Mastering Modern Discovery w/ Meghann Misiak
If you’re a seller getting ghosted after your demo’s or struggling to close (even with steep discounts) this is for you.
75. Sales Reps Don't Close Deals, Buyers Do w/ Nate Nasralla
It might sound strange, but did you know sales reps aren't actually the ones who close deals? Hear us out for a second. (Or maybe an hour…) Buyers. Close. Deals. Not sales reps.
67. The Formula for Better Discovery w/ Meghann Misiak
Are you hitting all of your sales goals? Wondering how to improve your close rates and get that big promotion? Or are you ready to increase client satisfaction and success so you have enough data to ask for a pay bump?
64. Sell More With Science w/ David Hoffeld
Nick sits down with David Hoffeld, Author of The Science of Selling + Sell More With Science & CEO of Hoffeld Group to uncover the science behind high performance sellers.
122. Achieving Marketing Alignment with Sales w/ Steffen Hedebrandt
How do you get sales and marketing teams aligned on the same goals? Steffen Hedebrandt, Co-founder and CMO at Dreamdata, joins the show to discuss what it takes to get alignment beyond just messaging.
84. Sales Role in a Dark Social World w/ Chris Walker
In a dark social world, where buyers are making decisions before they pick up the phone, what role does sales play? Morgan sits down with Chris Walker, CEO of Refine Labs, to discuss where sales teams fit into his overall vision of go-to-market.
69. Transitioning to Product-Led Growth w/ Esben Friis-Jensen
Esben Friis-Jensen, Chief Growth Officer at UserFlow, sits down with Morgan to discuss what makes product-led growth unique and how companies can make that transition.
66. Building Marketing for Product-Led Growth w/ Andrea Zoellner
Andrea Zoellner, VP of Marketing at Kinsta, sits down with Morgan to discuss their unique approach to building a powerful marketing engine. Kinsta invested early in content marketing –– so they dive into the ways they continue to build, research, and invest in their immense content library
48. Mastering Product-Led Growth w/ Breezy Beaumont
EPISODE DESCRIPTION Morgan sits down with Breezy Beaumont, Head of Growth & Marketing at Correlated, to discuss product qualified leads (PQLs) and how they transform a product-led growth strategy. They dive into building revenue intelligence, PQL vs. MQL vs. SQL, how sales changes in a product-led company, and building the revenue
153. How Cognism Demands Better Sales w/ Social
You've probably heard of Cognism by now: leaders in sales intelligence, but also social prowess. Their wicked demand engine is only matched by how active their teams are on social – both sales AND marketing.
147. How is Gravity Global Breaking Sales Records with Social?
It seems obvious – a B2B agency that uses social. But Gravity Global has a different take than most in the industry.
136. How Lavender's Social Savvy Approach Wins w/ Josh Norris and Dorothy Huynh
Everyone that's great had a trial by fire. As they were building & learning, they had detractors. Skeptics. Critics. We believe there's power in those experiences. It's where your unfair advantage is developed.
134. How Alyce Built Their Employee Advocacy Program w/ Nick Bennett and Pete Lorenco
Nick Bennett may get the spotlight but Alyce does a lot of work behind the scenes empowering their team to get on social. From native content creation to engagement strategies, Alyce's employee advocacy program steps beyond the normal boundaries.
121. How Chili Piper Won Fast on Social w/ Arthur Castillo and Meryoli Arias
It's a common refrain -- social takes too long! But what if it didn't have to? Chili Piper invested in the long-game. But between their TikTok and employee advocacy program on LinkedIn, they started seeing wins. Fast.
111. How Dooly's Killer Content Wins Deals
So what happens when great company content meets professional sales?Dooly has the best of both worlds: great events, fun & consistent content, and a high-class sales team to match.
96. How Social Selling is Accelerating Spekit's Growth
Spekit is crushing it on social with their employee advocacy & dynamic content.It only takes a quick scroll on LinkedIn to come across a heartfelt post from Zoe or a vibrant image from the company page.
164. How Will AI Change Sales?
AI is here to stay. But what is its actual power?
131. Why Sales Training Fails So Often w/ Lia DiBello
Lia DiBello, Principal Scientist at Applied Cognitive Science Labs and President at WRTI, joins the show to discuss why sales training fails so often.
109. How to Create Powerful Content Collabs w/ Andrei Zinkevich and Vladimir Blagojević
Your content engine doesn’t need to end with you. Creating partnerships and collaborations with “co-pilots” can generate new visibility without much additional effort.
87. The Five Fundamentals of Great Messaging w/ Peep Laja
Great messaging is a key pillar of selling, marketing, and go-to-market. It shows up on your website, in your sales emails, in your content. But what makes great messaging, great? Morgan sits down with Peep Laja, Founder at Wynter, to discuss the fundamentals of great messaging strategy.
81. How to Develop Customer Insights w/ Kyle Williams
You’re craving attention from prospects. Something just isn’t quite hitting the mark. Why is this? Simply put, your mental model of them is wrong. Maybe you’re working with one ideal customer profile (ICP), while marketing is working with another.
72. Why SDR’s Shouldn't Build Account Lists w/ Jordan Crawford
Nick sits down with Jordan Crawford, co-founder of Blueprint to unpack why he doesn’t recommend SDR's build account lists, his title upgrade to VP of Sales Enablement @ Outreach (experiment)...
37. How to Conduct Customer Interviews w/ Ryan Paul Gibson
Did you know you can get some of the most valuable marketing data by interviewing your own customers? It probably sounds easier said than done, but don't worry. Press play and we’ll teach you exactly how to approach customer interviews right now.