Outbound Squad

[Tactics] I set 9 meetings in 2 hours last week using this strategy

28 May 2024

Contributed by Lukas

In this episode, Jason unpacks the strategy he used to set nine meetings in about two hours of work and shares how you can execute this across your sa...

[Live Training] Cold Email: How to land a ton of meetings (without wasting hours personalizing)

21 May 2024

Contributed by Lukas

This episode is the audio from our recent webinar on cold email. We were joined by Jack Wauson of Mixmax and Florin Tatulea and walked through how to ...

[Tactics] "Should we outsource SDRs?"

14 May 2024

Contributed by Lukas

In this episode, Jason dives into a question he gets asked a lot: Should we outsource SDRs? It's a question often born from dissatisfaction with meeti...

[Live Training] Case Study: “135% growth in cold call meetings booked month-over-month”

07 May 2024

Contributed by Lukas

This episode is the audio from our recent webinar on cold calling. Jason unpacked the process we took a client through to increase their qualified mee...

[Tactics] Sales Leaders: 5 mistakes that create turnover in your sales org.

30 Apr 2024

Contributed by Lukas

50% is the average turnover year over year for SDRS and about 30% for account executives. In this episode, Jason digs into those numbers and 5 common ...

[Live Training] Cold Calling Masterclass: From Opener to Booked Meeting (Sell Better Daily Show)

23 Apr 2024

Contributed by Lukas

This episode is the audio from a recent Daily Sales Show from Sell Better that Jason hosted on cold calling. Jason, Sara Plowman, Nick Cegelski, and A...

[Tactics] Pivoting to an outbound-led sales motion? Don't make these mistakes.

16 Apr 2024

Contributed by Lukas

In today’s episode, Jason shares 6 common mistakes he has seen when orgs pivot to an outbound-led sales motion and offers tactical tips for what you...

[Live Training] Account Executives: Steal this framework to self-source 30%+ of your pipeline (without being a spammer)

09 Apr 2024

Contributed by Lukas

This episode is the audio from our recent webinar on AE Self-Sourcing. We were joined by Aaron Milner from Orum and Kyle Parrish from Mixmax and walke...

[Tactics] AE Self-Sourcing: 8 tips to get your AEs to prospect more

02 Apr 2024

Contributed by Lukas

In this episode, Jason shares why it’s important for account executives to self-source and 8 tips sales leaders can use to help them. Check out the...

[Live Training] Multi-Threading Playbook: How to increase win rates by 25%+ (and never get stuck below the line again)

26 Mar 2024

Contributed by Lukas

This episode is the audio from our recent webinar on multi-threading. We were joined by Richard Harris, Krysten Conner, and Colin Specter from Orum. ...

[Tactics] Multi-threading: Using "give to gets" to get to power

19 Mar 2024

Contributed by Lukas

On this episode, Jason talks about multi-threading, specifically how you can use give-to-gets to get power involved in your deals. Check out the sh...

[Live Training] Objection Handling Masterclass

12 Mar 2024

Contributed by Lukas

This episode is the audio from our recent webinar on objection handling. We were joined by Will Aitken, Founder of willaitken.com, Jack Wauson, SDR Ma...

[Tactics] "We don't have the budget"

05 Mar 2024

Contributed by Lukas

If you're selling software right now, you're probably getting a ton of budget objections, way more in the last year than you were in the previous t...

[Live Training] Discovery: How to shorten time to close in 2024

27 Feb 2024

Contributed by Lukas

This episode is the audio from our recent webinar on Discovery: From problem to payoff: Steal this framework to build urgency, and close larger deals ...

[Tactics] Mastering discovery with Janel Gallucci

20 Feb 2024

Contributed by Lukas

In this episode, Jason is joined by Janel Gallucci, Founder, of Gallucci Ventures Sales Consulting. They talk about how discovery can be used as a way...

[Live Training] The State of Cold Email in 2024

13 Feb 2024

Contributed by Lukas

This episode is audio from our recent webinar on cold email. We were joined by Jen Allen-Knuth of DemandJen and Colby Hogan of ZoomInfo. Check out th...

[Tactics] Cold Email: Subject line formulas for 40-50%+ open rates

06 Feb 2024

Contributed by Lukas

23.9% is the average open rate for a cold call right now. That’s a problem if you spend a lot of effort personalizing your emails. In this episode, ...

[Live Training] Territory Planning: Steal this framework to find quick wins and hit quota in Q1

30 Jan 2024

Contributed by Lukas

This episode is the audio from our recent webinar on Territory Planning. We were joined by Nick Cegelski from 30 Minutes to President’s Club. Check...

[Tactics] Territory Planning: Reverse-Engineer your way to success in 2024

23 Jan 2024

Contributed by Lukas

It’s territory planning season! The majority of people we reach out to will never respond to anything, so the key objective is not treating our acco...

[Live Training] The State of Cold Calling: Old school tactics that won't work in 2024

16 Jan 2024

Contributed by Lukas

This episode is the audio from our recent webinar on the state of cold calling in 2024. We were joined by Greg Alexander, Jr. of ZoomInfo and Colin Sp...

[Tactics] Cold Calling: How to increase pick-up rates and troubleshoot low meeting show rates

09 Jan 2024

Contributed by Lukas

On today’s episode, Jason shares actionable tactics you can implement today to increase your cold call pick-up rate and be more productive on the ph...

[Tactics] Cold Calling: How to nail the first 60 seconds (where 80% of reps fail)

03 Jan 2024

Contributed by Lukas

In this episode, Jason shares actionable tactics and strategies to help you nail the first minute. Check out the show notes, more free content, and g...

The future of AI and sales with Vlad Oleksiienko

26 Dec 2023

Contributed by Lukas

Our guest today is Vlad Oleksiienko, VP of Growth at Reply.io, one of the premier sales engagement tools. And from a technology standpoint, they’re ...

Creating more repeatability in your sales process with Matt Doyon

19 Dec 2023

Contributed by Lukas

Our guest on this episode is Matt Doyon, a seasoned VP of Sales and the author of the recently released book, "Revenue Revolution". Matt shares his ex...

Nate Nasralla on how to build great champions

12 Dec 2023

Contributed by Lukas

In this episode, Nate Nasralla from Fluint.io gives us a masterclass on building champions to help you win more deals. Connect with Nate and Fluin...

My journey as a front-line sales leader with Eric DeLaune

05 Dec 2023

Contributed by Lukas

In this episode, Eric DeLaune from Taulia talks about becoming a great front-line sales leader. Connect with Eric and Taulia. Check out the show not...

Mike Weinberg on how to succeed as a first-time manager

28 Nov 2023

Contributed by Lukas

In this episode, Mike Weinberg talks about his latest book The First Time Manager: Sales. Connect with Mike and The New Business Sales Coach. Check ...

16 steps to repeatable sales with Kyle Vamvouris

21 Nov 2023

Contributed by Lukas

In this episode, Kyle Vamvouris outlines 16 steps he's used to help his clients close over $100M in revenue. Connect with Kyle and Vouris. Check out t...

Discovery: How to run a sales call that doesn’t feel like a sales call

14 Nov 2023

Contributed by Lukas

This episode is the audio from our recent webinar on running effective discovery calls. Ryan Oosterveld and Isabella Keller from ZoomInfo joined us. C...

How to build a world-class sales team with Alex Kremer

07 Nov 2023

Contributed by Lukas

In this episode, Alex Kremer, Director of Sales at Catalyst, joins us to discuss building a world-class sales team. Connect with Alex and Catalyst. C...

From PLG to sales-led growth with Molly McKinstry

31 Oct 2023

Contributed by Lukas

In this episode, Head of Sales at Calendly Molly McKinstry talks about going from product to sales-led growth and building an outbound machine. Connec...

How to master discovery, multi-threading, and more | Guest Appearance

24 Oct 2023

Contributed by Lukas

Jason Bay was a guest on the Rethink the Way You Sell podcast hosted by Jeff Bajorek. In this episode, he walks through a discovery framework you can ...

Account Executives: Steal this framework to self-source 30%+ of your pipeline (without being a spammer)

17 Oct 2023

Contributed by Lukas

This episode is the audio from our recent webinar on AE Self-Sourcing. We were joined by Terry Husayn, VP of Technical Engagement at Orum. Connect wi...

AMA: Jason Bay Crashes 30 Minutes to President's Club | Guest Appearance

10 Oct 2023

Contributed by Lukas

Jason Bay was a guest on the 30 Minutes to President's Club hosted by Nick Cegelski and Armand Farrokh. In this episode, they ran a live AMA on succes...

“Craft, Climb, Conquer”: Jason Bay’s Three C’s of Sales Leadership | Guest Appearance

03 Oct 2023

Contributed by Lukas

Jason Bay was a guest on The Rising Leader Podcast hosted by Alex Kremer. In this episode, they talked about the Three C’s of Sales Leadership. Con...

How to Improve Your Cold Calls in 2023 | Guest Feature on Mailshake

26 Sep 2023

Contributed by Lukas

Jason was a guest on Shake Sales Podcast hosted by the founder of Mailshake, Sujan Patel. In this episode, they talked about how to nail your cold cal...

How to go outbound for the first time | Guest Feature on Surf and Sales

19 Sep 2023

Contributed by Lukas

Jason Bay was a guest on the Surf and Sales Podcast with Richard Harris. In this episode, they talked about going outbound for the first time as a sal...

MEDDPICC Master Class with David Weiss

12 Sep 2023

Contributed by Lukas

In this episode, David Weiss joins us to talk about MEDDPICC Connect with David Weiss and The Sales Collective. Check out the show notes, more free c...

Multi-threading, outbound, and much more | Guest feature on Make it Happen Mondays

05 Sep 2023

Contributed by Lukas

Jason Bay was a guest on Make It Happen Mondays hosted by John Barrows. In this episode, they talked about mulit-threading, the future of sales, outbo...

John Barrows on the future of sales and how not to get replaced by AI

29 Aug 2023

Contributed by Lukas

In this episode, John Barrows joins us to talk about the future of sales, the SDR/AE model, and how AI will start to replace parts of the selling proc...

From Prospecting to Proposal: How LinkedIn, Terminus, and Salesloft use video to land meetings and close more deals

22 Aug 2023

Contributed by Lukas

This episode is the audio from our recent webinar on how to level up the buying experience from prospecting to proposal. We were joined by Tyler Lessa...

The Art and Science of Sales Enablement: Tips and Tactics from ZoomInfo

15 Aug 2023

Contributed by Lukas

This episode is the audio from our recent webinar on the art and science of sales enablement. We were joined by Hang Black, VP of Revenue Enablement a...

Lessons from a first-time CRO with Jeff Bajorek

08 Aug 2023

Contributed by Lukas

In this episode, Jeff Bajorek talks about his experience as a first-time senior sales leader. Connect with Jeff Bajorek, Parabola Consulting and Oras...

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

01 Aug 2023

Contributed by Lukas

This episode is the audio from our recent webinar on sales sins that make deals take unnecessarily longer to close. We were joined by Carolyn Murray ...

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

25 Jul 2023

Contributed by Lukas

This episode is the audio from our recent webinar with Sales Hacker on AE Self-Sourcing. Jason shares a 3-part framework for helping you self-source 3...

The best objection handling tactics you’ll watch in 2023

18 Jul 2023

Contributed by Lukas

This episode is the audio from our recent webinar on objection handling. We were joined by Armand Farrokh from 30 Minutes To President's Club and Tayl...

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

11 Jul 2023

Contributed by Lukas

This episode is the audio from our recent webinar on discovery tactics to keep you from losing deals to status quo and no decision. Check out the sho...

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

04 Jul 2023

Contributed by Lukas

This episode is the audio from our recent webinar on nailing the discovery conversation. We were joined by Charles Kirkman & Kayla Prunier from Z...

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

27 Jun 2023

Contributed by Lukas

This episode is the audio from our recent webinar on how to self-source more pipeline as an Account Executive. We were joined by enterprise AE Avi Mes...

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

20 Jun 2023

Contributed by Lukas

In this episode, Kyle Coleman from Clari talks about AI in sales, the future (or death?) of the SDR role, and his perspective on the receiving end of ...

Mark Kosoglow multi-threading and running tight sales cycles

13 Jun 2023

Contributed by Lukas

In this episode, Mark Kosoglow (CRO at Catalyst) talks about stage-based vs. meeting-based deal management, multi-threading, and much more. Connect w...

ChatGPT and reducing buyer friction & bias with Kyle Asay

06 Jun 2023

Contributed by Lukas

In this episode, Kyle Asay from MongoDB joins us to talk about the future of AI in sales, how he's leveraging ChatGPT with his team, and how to reduce...

Mindset hacks to crush your goals with 3x President’s Club winner Andy Mewborn

30 May 2023

Contributed by Lukas

In this episode, Andy Mewborn joined us to talk building a personal brand, meta-learning, and a bunch more to help you become a world-class seller. Co...

Habits, building trust, and connecting to your buyers with Andrew Sykes

23 May 2023

Contributed by Lukas

In this episode, Andrew Sykes founder of Habits at Work talks about the power of habits in sales, building trust with your customers, and much more. ...

Steal ZoomInfo's objection handling framework

09 May 2023

Contributed by Lukas

This episode is the audio from our recent webinar: Steal ZoomInfo's objection handling framework. We were joined by Arely Brattin & Dana Zimmerman fro...

Cold Calling: Ditch the gimmicks and steal this tried and true framework instead

02 May 2023

Contributed by Lukas

This episode is the audio from our recent webinar on Cold Calling: Ditch the gimmicks and steal this tried and true framework instead. We were joined ...

How to prospect into Cybersecurity with Alice Shaff

25 Apr 2023

Contributed by Lukas

In this episode, Alice Shaff (Global Head of Sales Development at Kiteworks) talks about how to prospect effectively with Cybersecurity roles. Connect...

Introverts vs extroverts in sales, selling to your strengths, and much more | Guest Appearance

18 Apr 2023

Contributed by Lukas

Jason was a guest on Rethink the Way You Sell podcast hosted by Jeff Bajorek. In this episode, they talked about introversion vs. extroversion in sale...

AE Self-Sourcing, Texting, and ChatGPT with John Weiler

11 Apr 2023

Contributed by Lukas

In this episode, John Weiler from Path Robotics talks about AE self-sourcing, texting champions, and using ChatGPT to prospect. Connect with John We...

Building and scaling SDR teams | Guest Appearance

28 Mar 2023

Contributed by Lukas

Ethan was a guest on The Talent Intelligence Podcast hosted by Alan McFadden. In this episode, they talked about best practices around setting up a co...

Cold Calling - Steal this formula if you hate making mediocre cold calls with Belal Batrawy

21 Mar 2023

Contributed by Lukas

Belal Batrawy is a Salesforce Top Influencer. In this episode, we talked about mediocre cold calls, how to ask great questions, and more. Connect wit...

Is It Harder to Hit Quota Now or Has it Been Happening Already? | Guest Appearance

14 Mar 2023

Contributed by Lukas

Jason Bay was a guest on the Revenue Today podcast hosted by Jared Robin. In this episode, we talked about SDR Model, cold calling, and AI in sales. ...

Cold calling & mindset | Guest Appearance

07 Mar 2023

Contributed by Lukas

Jason was a guest on the Sales Made Easy podcast hosted by Harry Spaight. In this episode, we talked about mindset, cold calling, and more. Connect wi...

Increase win rates using these timeless psychology principles with Mor Assouline

28 Feb 2023

Contributed by Lukas

Mor Assouline is the Founder of FDTC (From Demo To Close). In this episode, we talked about increasing win rates using some timeless psychology princi...

Self-sourcing pipeline as an Account Executive and CRUSH multi-threading | Guest Appearance

14 Feb 2023

Contributed by Lukas

Jason Bay was a guest on the SaaS Talks: From Lead to Close podcast hosted by Mor Assouline. In this episode, we talked about self-sourcing pipeline a...

Jen Allen on the subtle art of multi-threading complex deals

07 Feb 2023

Contributed by Lukas

Jen Allen is a Community Growth Lead at Lavender. In this episode, Jen talks about the old way of selling: consensus to sell vs. consensus on the prob...

Udi Ledergor on Sales & Marketing Alignment Done Right

31 Jan 2023

Contributed by Lukas

Udi Ledergor is the CMO of Gong. In this episode, Udi talks about how to create world-class content, positioning, and the future of Gong. Connect with...

AE self-sourcing with Charlotte Johnson

24 Jan 2023

Contributed by Lukas

Charlotte Johnson is an Account Executive at Salesloft. In this episode, Charlotte talks about blocking and tackling time for outbound, targeting with...

How to sell to CISOs and security professionals

17 Jan 2023

Contributed by Lukas

Ran Friedman is a Business Development Team Lead at Mend. Jonathan Ashkenazi is a Director of Partnership Development at Cynomi. Bruce Gibson is an A...

Ralph Barsi on how to be a world-class sales leader

10 Jan 2023

Contributed by Lukas

Ralph Barsi is a VP of Global Inside Sales at Tray.io. In this episode, Ralph talks about life lessons, ownership and being a leader, and how to run e...

What world-class marketing & sales alignment looks like

03 Jan 2023

Contributed by Lukas

Jack Gallo is a VP of Sales and Andy Keehn is a VP of Demand Generation at Prolifiq. In this episode, we talk about the alignment between marketing an...

How to sell to executives with Tim Harsch

27 Dec 2022

Contributed by Lukas

Tim Harsch is a CEO at Meltwater. In this episode, Tim talks about how you can speak to executives, the story behind Owler, and how insights-driven se...

Cyber security sales with Neil Saltman

20 Dec 2022

Contributed by Lukas

Neil Saltman is an Enterprise Account Executive at Armis. In this episode, Neil talks about CISOs and org. structure, how to stand out, and prospect d...

Cold calling, self-improvement, and more with Brandon Bornancin

13 Dec 2022

Contributed by Lukas

Brandon Bornancin is the CEO & Founder of Seamless.ai. In this episode, Brandon talks about his backstory from janitor to millionaire, improving 1% ev...

Jed Mahrle on email deliverability and building an outbound team from scratch

06 Dec 2022

Contributed by Lukas

Jed Mahrle is the Head of Outbound Sales at Mailshake. In this episode, Jed talks about email deliverability best practices, and building outbound ICP...

Same Side Selling with Ian Altman

29 Nov 2022

Contributed by Lukas

Ian Altman is a Founder at Same Side Selling Academy. In this episode, Ian talks about how to get on the same side as the buyer, getting to the truth ...

How to transition from SDR to AE with Rod Baptista

24 Nov 2022

Contributed by Lukas

In this episode, Rod Baptista, AE at ZoomInfo shares some golden nuggets around his transition from rockstar SDR to superstar AE. Connect with Rod on...

How to benchmark, grow, and scale sales development teams with Sarah Hicks

22 Nov 2022

Contributed by Lukas

Sarah Hicks is a Head of Coaching at Predictable Revenue. In this episode, Sarah talks about what to do if you're scaling for the first time, how to c...

How to maximize marketing events for sales ops & your personal brand with Sean Paulseth

17 Nov 2022

Contributed by Lukas

In this episode, we have the SVP of Sales and Partnerships at Wedge, Sean Paulseth, on the show. Sean shares how he's been leveraging roundtables, con...

Learnings from 25,000 meetings booked across 2.5M cold calls with Eric Watkins

15 Nov 2022

Contributed by Lukas

Eric Watkins is a President at Abstrakt Marketing Group. In this episode, Eric talks about how to get a decision-maker on the phone, what's the ideal ...

Anthony Iannarino on Leading Growth

08 Nov 2022

Contributed by Lukas

Anthony Iannarino is an Author, Keynote Speaker, & Sales leader at The Sales Blog. In this episode, Anthony talks about the lack of training for sales...

From SDR to AE in 9 months with Anthony Natoli

01 Nov 2022

Contributed by Lukas

Anthony Natoli is a Strategic Account Executive at Lattice. In this episode, Anthony talks about his journey from SDR to AE, prospecting as an AE, and...

The SDR Manager’s Survival Guide with Gabrielle Blackwell

25 Oct 2022

Contributed by Lukas

Gabrielle Blackwell is the Strategic Business Development Manager of Airtable. In this episode, Gabrielle talks about using data to develop an action ...

Pipeline point system, cold calling, and more with Trent Dressel

18 Oct 2022

Contributed by Lukas

Trent Dressel is a Senior Account Executive at Qualtrics. In this episode, Trent talks about pipeline health, self-development, and cold calling. Conn...

5x5: My favorite outbound strategy for AEs

13 Oct 2022

Contributed by Lukas

In this solo episode, Jason talks about his favorite outbound strategy for AEs. Connect with Jason on LinkedIn and Blissful Prospecting here. Resour...

Cold calling executives with Michael Neme

11 Oct 2022

Contributed by Lukas

Michael Neme is the Owner of Midwest Consulting. In this episode, Michael talks about finding problems within organizations, landing meetings with exe...

I stole 7 outbound strategies from top reps in SaaS

06 Oct 2022

Contributed by Lukas

In this solo episode, Jason talks about 7 outbound strategies he stole from top reps in SaaS. Connect with Jason on LinkedIn and Blissful Prospecting...

Why you should reconsider BANT with Shruti Kapoor

04 Oct 2022

Contributed by Lukas

Shruti Kapoor is the CEO at Wingman. In this episode, Shruti talks about BANT, qualification questions (and the impact on win rates), and the impact o...

Cold Calling: How to handle "We're using your competitor"

29 Sep 2022

Contributed by Lukas

In this solo episode, Jason talks about how to handle the "We're using your competitor" objection during a cold call. Connect with Jason on LinkedIn ...

Demos, champion enablement, and buyer turnoffs with Grace Tyson

27 Sep 2022

Contributed by Lukas

Grace Tyson is the VP of Sales at Reprise. In this episode, Grace talks about how the B2B buying process is merging with the B2C buying process, leadi...

Dealing with anxiety? Try this.

22 Sep 2022

Contributed by Lukas

In this solo episode, Jason talks about some ways to deal with anxiety. Connect with Jason on LinkedIn and Blissful Prospecting here. Resources ment...

Painful sales leadership lessons with Sunil Kumar

20 Sep 2022

Contributed by Lukas

Sunil Kumar is the CEO and Founder of TrainYo. In this episode, Sunil talks about making onboarding more impactful, catering to rep’s learning style...

Job hunting? Use this strategy to skip to the front of the line

15 Sep 2022

Contributed by Lukas

In this solo episode, Jason talks about a strategy to skip to the front of the line while job hunting. Connect with Jason on LinkedIn and Blissful Pr...

Selling at a scrappy startup with Greg Reffner

13 Sep 2022

Contributed by Lukas

Greg Reffner is the CEO at Abstrakt. In this episode, Greg talks about how to manage up and say “no”, prioritization, time management, and organiz...

Discovery tip: Win rates increase by 127% when the prospect's webcam is on

08 Sep 2022

Contributed by Lukas

In this solo episode, Jason talks about how win rates increase by 127% when the prospect's webcam is on. Connect with Jason on LinkedIn and Blissful ...

Steal this cold email formula for double digit reply rates with Florin Tatulea

06 Sep 2022

Contributed by Lukas

Florin Tatulea is the Director of Sales Development at Plato. In this episode, Florin talks about templates vs. frameworks. Connect with Florin on L...

Discovery tip: Multi-threading to increase win rates

01 Sep 2022

Contributed by Lukas

In this solo episode, Jason talks about how multi-threading can increase win rates. Connect with Jason on LinkedIn and Blissful Prospecting here. Re...

Landing meetings WITHOUT pitching your solution with Rod Baptista from ZoomInfo

30 Aug 2022

Contributed by Lukas

Rod Baptista is a Sr. Enterprise Outbound SDR in ZoomInfo. In this episode, Rod talks about preparing for your cold call, reverse-engineering your sol...

Social Proof: Improve your cold calls with this simple hack

25 Aug 2022

Contributed by Lukas

In this solo episode, Jason talks about how to improve your cold calls with this simple hack: social proof. Connect with Jason on LinkedIn and Blissf...

MEDDPICC Master Class with David Weiss

23 Aug 2022

Contributed by Lukas

David Weiss is the Head of Sales at LeaseUp. In this episode, David talks about what MEDDPICC is and isn’t, how it’s evolved, and how to implement...