Outbound Squad

Cold Calling: How to avoid getting shut down in the first 30 seconds

18 Aug 2022

Contributed by Lukas

In this solo episode, Jason talks about how to avoid getting shut down in the first 30 seconds of a cold call. Connect with Jason on LinkedIn and Bli...

From cold to warm calling with Tom Slocum

16 Aug 2022

Contributed by Lukas

Tom Slocum is a VP of Sales at TrainYo. In this episode, Tom talks about the power of slowing down, securing the next step, and leading with confidenc...

How much time should you spend prospecting? The 10% rule.

11 Aug 2022

Contributed by Lukas

In this solo episode, Jason talks about how much time you should spend prospecting. The 10% rule. Connect with Jason on LinkedIn and Blissful Prospec...

What it takes to be a top performer with Jeff Bajorek

09 Aug 2022

Contributed by Lukas

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff talks about confidence, commitment, and curiosity. Connec...

The proper way to talk shit about your competitors

04 Aug 2022

Contributed by Lukas

In this solo episode, Jason talks about the proper way to talk shit about your competitors. Connect with Jason on LinkedIn and Blissful Prospecting h...

Objections: Increase your closing rate by looking for trouble

02 Aug 2022

Contributed by Lukas

This is an audio excerpt from a webinar with Nick Cegelski from 30-Minutes to President's Club and Kolby Martineau from ZoomInfo/Chorus.ai. Resources...

Do this if your prospect is looking at competitors

28 Jul 2022

Contributed by Lukas

In this solo episode, Jason talks about what to do if your prospect is looking at competitors. Connect with Jason on LinkedIn and Blissful Prospectin...

Sam Mckenna on booking meetings without cold calling

26 Jul 2022

Contributed by Lukas

Samantha McKenna is the Founder of Samsales Consulting. In this episode, Samantha talks to us about minding your sales manners, doesn’t like cold ca...

[recession series] How to maintain your confidence during uncertain times

21 Jul 2022

Contributed by Lukas

In this solo episode, Jason talks about the ways to maintain your confidence during uncertain times. Connect with Jason on LinkedIn and Blissful Pros...

Kevin Dorsey on modern SaaS sales leadership

19 Jul 2022

Contributed by Lukas

Kevin Dorsey is a Consultant & Advisor at Winning by Design and host of the Live Better Sell Better podcast. In this episode, Kevin talks to us about ...

[recession series] How to grow during a decline with Moeed Amin

14 Jul 2022

Contributed by Lukas

Moeed Amin is the Director and Founder of Proverbial Door. In this episode, Moeed talks to us about preparing for a recession, helping buyers see arou...

Debunking common sales “best practices” with Moeed Amin

12 Jul 2022

Contributed by Lukas

Moeed Amin is the Director and Founder of Proverbial Door. In this episode, Moeed talks to us about misconceptions about insight selling, debunking “...

[recession series] 7 strategies to grow through a recession

07 Jul 2022

Contributed by Lukas

In this solo episode, Jason talks about 7 strategies to grow through a recession. Connect with Jason on LinkedIn and Blissful Prospecting here. Reso...

Marcus Chan on P.O.W.E.R.F.U.L. Discovery

05 Jul 2022

Contributed by Lukas

Marcus Chan is the President and Founder of Venli Consulting Group. In this episode, Marcus talks to us about pulling the thread to chunk down, “Run...

You need a 6-12+ month runway

30 Jun 2022

Contributed by Lukas

In this solo episode, Jason talks about the importance of having a 6-12+ month runway. Connect with Jason on LinkedIn and Blissful Prospecting here. ...

Data-driven sales leadership with Kyle Vamvouris

28 Jun 2022

Contributed by Lukas

Kyle Vamvouris is the CEO of Vouris. In this episode, Kyle talks to us about how to diagnose the problem, benchmarking against industry standard, and ...

How to answer "So what do you guys do?"

23 Jun 2022

Contributed by Lukas

In this solo episode, Jason talks about how to answer the most common question you'll get during a cold call: "So what do you guys do?" Connect with ...

ZoomInfo CEO & Founder, Henry Schuck

21 Jun 2022

Contributed by Lukas

Henry Schuck is the CEO & Founder of ZoomInfo. In this episode, Henry talks to us about his productivity habits, how he makes hard decisions, and his ...

How to cure call reluctance

16 Jun 2022

Contributed by Lukas

In this solo episode, Jason talks about call reluctance and how to work through it. Connect with Jason on LinkedIn and Blissful Prospecting here. Re...

Social selling with Alex Boyd

14 Jun 2022

Contributed by Lukas

Alex Boyd is the Founder and CEO of RevenueZen. In this episode, Alex talks to us about social selling, misconceptions, principles of great social sel...

Why regret is a good thing (and how to use it as a motivator)

09 Jun 2022

Contributed by Lukas

In this solo episode, Jason talks about the power of regret. And how regret can be used as a powerful way to motivate yourself and create behavior cha...

Knowing vs. doing: How to close the gap with Jordan Zeldin and Jonathan Mahan

07 Jun 2022

Contributed by Lukas

Jordana Zeldin and Jonathan Mahan are Co-Founders of The Practice Lab. In this episode, Jordana and Jonathan talk to us about applying principles fro...

[7-Figure Series] Closing $6M-$50M+ deals

02 Jun 2022

Contributed by Lukas

Jamal Reimer is the Founder of Mega Deal Secrets. Brandon Fluharty is the Founder of Be Focused. Live Great. Ian Koniak is the Founder & President of ...

Cold email breakdowns with Will Allred

31 May 2022

Contributed by Lukas

Will Allred is the Co-Founder and COO at Lavender. In this episode, Will talks to us about framework behind a great cold email, what the data supports...

[7-Figure Series] Outbound habits of million dollar earners

26 May 2022

Contributed by Lukas

Jamal Reimer is the Founder of Mega Deal Secrets. Brandon Fluharty is the Founder of Be Focused. Live Great. Ian Koniak is the Founder & President of ...

Pushing against the status quo with Maria Bross

24 May 2022

Contributed by Lukas

Maria Bross is a Director of Sales Development at Revenue.io. In this episode, Maria talks to us about finding and leading with insights, challenging ...

[7-Figure Series] How to earn a million dollars in sales

19 May 2022

Contributed by Lukas

Jamal Reimer is the Founder of Mega Deal Secrets. Brandon Fluharty is the Founder of Be Focused. Live Great. Ian Koniak is the Founder & President of ...

Winning the relationship, not the deal with Casey Jacox

17 May 2022

Contributed by Lukas

Casey Jacox is a Motivational Speaker & Executive Coach at Limitless Minds. In this episode, Casey talks to us about curiosity & listening, ditching y...

Steal ZoomInfo's Cold Calling Formula

12 May 2022

Contributed by Lukas

Rod Baptista is one of the top SDRs at ZoomInfo. And Theisen Chang was one of their first 10 SDR hires. This is an audio excerpt from a webinar we did...

Elite sales strategies with Anthony Iannarino

10 May 2022

Contributed by Lukas

Anthony Iannarino is a Keynote Speaker & Workshop Facilitator at The Sales Blog. In this episode, Anthony talks to us about modern vs. legacy sales ap...

80%+ reply rates using videos with Melissa Gaglione

03 May 2022

Contributed by Lukas

Melissa Gaglione is an Account Executive at LivePerson. In this episode, Melissa talks about how she went from on-air news report, her journey from an...

Personalizing your outreach with Nadja Komnenic

19 Apr 2022

Contributed by Lukas

Nadja Komnenic is the Head of Business Development at Lemlist. In this episode, Nadja talks to us about her journey from marketing to sales, finding t...

Amy Franko on prospecting and being a better conversationalist

12 Apr 2022

Contributed by Lukas

Amy Franko is the Sales Strategy Consultant of Amy Franko Associates. In this episode, Amy talks to us about the importance of being a great conversat...

[Productivity Series] Metacognition: The key to world-class productivity

05 Apr 2022

Contributed by Lukas

In this episode, Jason digs into the productivity secrets of top-performing sales and business professionals. Connect with Jason on LinkedIn here an...

[Productivity Series] Batching and cherry-picking

29 Mar 2022

Contributed by Lukas

In this episode, Jason digs into the productivity secrets of top performing sales and business professionals. Connect with Jason on LinkedIn here an...

Special Announcement! (plus a few outbound magic tricks)

23 Mar 2022

Contributed by Lukas

Blissful Prospecting is now a part of the HubSpot Podcast Network! I also share 6 Outbound Magic Tricks to help you book some meetings from your cold ...

[Productivity Series] Cognitive Load Theory: How your overloaded brain is making you dumb

22 Mar 2022

Contributed by Lukas

In this episode, Jason digs into the productivity secrets of top-performing sales and business professionals. Connect with Jason on LinkedIn here an...

Business acumen, challenging prospects, and insight sharing with Jason Roussell

15 Mar 2022

Contributed by Lukas

Jason Roussell is a Major Accounts District Manager at ADP. In this episode, Jason talks about what has made him so successful in his role at ADP.  C...

Reverse engineering two enterprise closed deals with Oliver Bloom

08 Mar 2022

Contributed by Lukas

Oliver Bloom is an Enterprise Account Executive at Talkwalker. In this episode, Oliver reverse engineers how he prospected and closed two of his bigge...

Event prospecting with Sean Paulseth

01 Mar 2022

Contributed by Lukas

Sean Paulseth is a VP of Sales & Partnerships at Wedge. In this episode, Sean shares his approach for prospecting around both in-person and virtual ev...

Anita Nielsen on how to get in your prospect's minds

22 Feb 2022

Contributed by Lukas

Anita Nielsen is the Owner and President of LDK Advisory Services. In this episode, Anita and I talk about the psychology of selling. We get practical...

The 4-day workweek with Robert Yuen

15 Feb 2022

Contributed by Lukas

Robert Yuen is the CEO of Monograph. In this episode, Robert and I talk about how he has successfully rolled out a 4-day workweek across his entire sa...

Howard Brown on psychology, communications, and the future of conversational intelligence

08 Feb 2022

Contributed by Lukas

Howard Brown is the Founder and CEO of Revenue.io. In this episode, Howard and I talk about attachment styles, fear, anxiety, motivation, and much mor...

Skip Miller on outbounding to executives

01 Feb 2022

Contributed by Lukas

Skip Miller is the President of M3 Learning. In this episode, Skip talks about how to outbound to executives and above-the-line buyers. Connect with ...

Learnings from sending 2M+ cold emails per month with Joel Graber

25 Jan 2022

Contributed by Lukas

Joel Graber is the Founder and CEO at Modern Outbound. In this episode, Joel shares what he's learned sending over 2M cold emails per month for his cl...

Unorthodox lead generation with AJ Cassata

18 Jan 2022

Contributed by Lukas

AJ Cassata is a Founder & Director Of Sales Training at Revenue Boost. In this episode, AJ shares his journey in B2B sales and becoming the founder of...

How 7-figure earner Brandon Fluharty sells

11 Jan 2022

Contributed by Lukas

Brandon Fluharty is the VP of Strategic Account Solutions at LivePerson. In this episode, Brandon talks about his journey becoming a 7-figure earner i...

Sales DNA and traits of successful reps with Alex McNaughten

04 Jan 2022

Contributed by Lukas

Alex McNaughten is a Founder and Leadership Coach at Sales Leaders. In this episode, Alex talks about the inherent traits of successful sales reps. Co...

Customer connection campaigns and customer service-oriented outbound with Jason Serota

28 Dec 2021

Contributed by Lukas

Jason Serota is the Head of Growth Business Development in North America at Adobe. In this episode, Jason shares the outbound strategy that has explod...

Intent data and personalizing the outbound journey with Alex Austin

21 Dec 2021

Contributed by Lukas

Alex Austin is a Director of Global Business Development at Media Effect. In this episode, Alex shares more on his backstory coming from a marketing r...

Earning 7-figures, #1 Salesforce rep, landing $100M in career sales with Ian Koniak

14 Dec 2021

Contributed by Lukas

Ian Koniak is the Founder and President of Ian Koniak Sales Coaching. In this episode, Ian shares the story, mindset, and the frameworks behind what i...

Cold Calling: How to nail the first 7 seconds with Chris Beall

07 Dec 2021

Contributed by Lukas

Chris Beall is the CEO of Connect&Sell. In this episode, Chris shares with us a framework to nail the first 7 seconds of our cold calls. It's based of...

LEADERS SERIES EP 11 - Leading from the back with SDR Manager John Weiler

30 Nov 2021

Contributed by Lukas

John Weiler is an SDR Manager at Path Robotics. In this episode, Jason talks to one of his clients about leadership. John does a tremendous job of lea...

SKILLS SERIES: Tonality in your cold calls

23 Nov 2021

Contributed by Lukas

In this Skills Series episode, I talk about the importance of tonality in your cold calls. This episode is brought to you by Outplay. Visit here fo...

SKILLS SERIES: Don't like to prospect? Listen to this episode.

18 Nov 2021

Contributed by Lukas

In this Skills Series episode, I share what to do if you don't like prospecting. This episode is brought to you by Outplay. Visit here for a 20% off B...

SKILLS SERIES: The perfect cold call opener

16 Nov 2021

Contributed by Lukas

In this Skills Series episode, I share the perfect cold call opener. This episode is brought to you by Outplay. Visit here for a 20% off Black Frid...

SKILLS SERIES: Decisions vs. outcomes

11 Nov 2021

Contributed by Lukas

In this Skills Series episode, I talk about the importance of separating decisions from outcomes. This episode is brought to you by Outplay. Visit her...

Bulletproof Selling with Shawn Rhodes

09 Nov 2021

Contributed by Lukas

Shawn Rhodes is the Chief Sales Sergeant at Bulletproof Selling. In this episode, Shawn shares his 3 Ms outbound framework (movement, method, message)...

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

12 Oct 2021

Contributed by Lukas

Belal Batrawy is the Head of GTM & Customer Evangelism at GTM Buddy. This is the audio version of a training with Belal Batrawy on cold calling. He ta...

LEADERS SERIES EP 10 - Karen Kelly on being a world-class sales coach

28 Sep 2021

Contributed by Lukas

Karen Kelly is a Sales Coach and the CEO of K2 Performance Consulting. In this episode, Karen shares how to become a world-class sales coach so you ca...

SALES RANTS: Confidence and finding impact during discovery with Jeff Bajorek

21 Sep 2021

Contributed by Lukas

Jeff Bajorek is a Podcast Host and a Consultant at Parabola Consulting. In this episode, Jeff and I dig into confidence and the key element missing in...

SALES RANTS: Mark Hunter on "just checking in" and combining phone/email

14 Sep 2021

Contributed by Lukas

Mark Hunter is "The Sales Hunter". In this episode, Mark and I dig into follow up and using the phone to enhance your email results. Connect with Mar...

SALES RANTS: Finding your "why", planning for the unexpected, and more with Jeff Bajorek

07 Sep 2021

Contributed by Lukas

Jeff Bajorek is a Podcast Host and a Consultant at Parabola Consulting. In this episode, Jeff and I dig into these four topics: finding your "why", pl...

Leslie Venetz on enterprise prospecting

31 Aug 2021

Contributed by Lukas

Leslie Venetz is the Head of Sales at Procurement Leaders. In this episode, Leslie tells us everything we need to know about enterprise prospecting. W...

Steal this discovery call formula if you hate getting ghosted with Meghann Misiak

24 Aug 2021

Contributed by Lukas

Meghann Misiak is the Founder of The Path to President's Club. This is an audio excerpt from a webinar Meghann and I did together on discovery and how...

Belal Batrawy on sales psychology top reps use to book more meetings and close more sales

17 Aug 2021

Contributed by Lukas

Belal Batrawy is a SaaS Startup Advisor at Death to Fluff. This is an audio excerpt from a webinar Belal and I did together on sales psychology. We ta...

Kristina Finseth on mastery of channels when prospecting

10 Aug 2021

Contributed by Lukas

Kristina Finseth is a Director of Growth Marketing at Interseller. In this episode, Kristina is back again to talk about the importance of mastering e...

SALES RANTS: Working the bottom of your funnel first, rejection, working in bite-sized projects, and limiting procrastination with Jeff Bajorek

05 Aug 2021

Contributed by Lukas

Jeff Bajorek is a Podcast Host and a Consultant at Parabola Consulting. In this episode, Jeff Bajorek and I dig into these four topics: Working the bo...

SKILLS SERIES - How to eliminate procrastination

03 Aug 2021

Contributed by Lukas

In this episode, I talk about how you can eliminate procrastination using a tip from the late Kobe Bryant. Resources mentioned in the episode: Show N...

SKILLS SERIES - Get Shit Done Sessions

29 Jul 2021

Contributed by Lukas

In this episode, I share what you can do to mix up your cold calling power hours with productive Get Shit Done Sessions. Resources mentioned in the ep...

Charles Muhlbauer on building a discovery conversation roadmap

27 Jul 2021

Contributed by Lukas

Charles Muhlbauer is a Lead Enablement Manager at CB Insights. In this episode, Charles gives a masterclass in discovery. We talk structure, agendas, ...

Jordana Zeldin on the D.I.S.A.R.M. discovery agenda setting framework

22 Jul 2021

Contributed by Lukas

Jordana Zeldin is the Founder and Sales Coach at Spriing Training. In this episode, Jordana digs into discovery and her D.I.S.A.R.M. agenda-setting fr...

LEADERS SERIES EP 9 - Jesse Gittler on creating buy-in and getting your reps to go the extra mile

20 Jul 2021

Contributed by Lukas

Jesse Gittler is a Senior Sales Development Manager at PatientPop. In this episode, Jesse goes behind the scenes of a top-performing sales development...

Patrick Downs on spotlight questions and improving messaging

15 Jul 2021

Contributed by Lukas

Patrick Downs is a Team Lead at PandaDoc. In this episode, Patrick shares several killer outbound techniques. Spotlight questions to point out problem...

LEADERS SERIES EP 8 - Capturing "coaching moments" with Mike Adams, founder of Grain.co

13 Jul 2021

Contributed by Lukas

Mike Adams is the Founder of Grain. In this episode, Mike shares how you can capture coaching moments that you can share with the rest of your team. C...

LEADERS SERIES EP 7 - Reducing outbound waste with Marcus Cauchi

08 Jul 2021

Contributed by Lukas

Marcus Cauchi is the Chairman of SalesDRIIVN. In this episode, Marcus goes off on the 99.9997% of waste effort and money in most outbound sales organi...

Ryan Staley on decision-making funnels

06 Jul 2021

Contributed by Lukas

Ryan Staley is a Founder and CEO at Whale Boss. In this episode, Ryan shares his framework for finding and closing whales. Connect with Ryan on Linked...

Jordan Benjamin on how to run your life and create a personal operating system

01 Jul 2021

Contributed by Lukas

Jordan Benjamin is the Founder of My Core OS. In this episode, Jordan shares a killer four-part framework he learned from his dad on how to optimize y...

Cold Email: How to pattern interrupt the way recruiters do with Taylor Duncan and Shane Shown

29 Jun 2021

Contributed by Lukas

Taylor Duncan is a Chief Operating Officer at NxT Level. While Shane Shown is a Chief Executive Officer and Chief Recruiting Officer at NxT Level. In ...

SALES RANTS: Prospecting narcissism, reluctance to change, cost objections with Jeff Bajorek and Jenn Walsh

24 Jun 2021

Contributed by Lukas

Jenn Walsh is the Founder and Executive Coach at GenuineShift, and Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episo...

SKILLS SERIES - "Curating content" doesn't build authority, do this instead

22 Jun 2021

Contributed by Lukas

In this episode, I talk about the importance of being a "best practices broker" for your clients. Resources mentioned in the episode: Show Notes Page...

SKILLS SERIES - Planning your activity

17 Jun 2021

Contributed by Lukas

In this episode, I talk about the importance of knowing your numbers. You'll learn a simple formula for calculating your activity requirements. Resour...

Live cold calling workshop

15 Jun 2021

Contributed by Lukas

This is an audio excerpt from a live workshop I did on cold calling with a group of a few hundred. Resources mentioned in the episode: Show Notes Pag...

Cold Calling: David Priemer on how you're messing up the easiest part

08 Jun 2021

Contributed by Lukas

David Priemer is a Founder and Chief Sales Scientist at Cerebral Selling. In this episode, David Priemer is back! We did a webinar that had such a gre...

Insurance Brokers: 3 proven strategies to grow your pipeline

03 Jun 2021

Contributed by Lukas

Jenn Walsh is the Founder of GenuineShift. In this episode, you'll hear the audio snippet from a LinkedIn live I did with Jenn Walsh for insurance bro...

Charlotte Johnson on cutting the fluff and viewing from your prospect's eyes

01 Jun 2021

Contributed by Lukas

Charlotte Johnson is the Sales Development Representative at SalesLoft. In this episode, Charlotte shares some really great techniques for learning mo...

Becoming expert advisors, finding pain, and creating urgency with Ryan Heaphy

27 May 2021

Contributed by Lukas

Ryan Heaphy is the Director of Sales at Qualia. In this episode, Ryan spends some time teaching us how to become expert advisors for our prospects. An...

James Bawden on “bad advice” that actually works

25 May 2021

Contributed by Lukas

James Bawden is the Vice President of Sales Development at SalesGig. In this episode, James shares all of the typical "bad sales advice" he's seeing w...

LEADERS SERIES EP 7 - Alex Newmann on how to identify why revenue is stalling

20 May 2021

Contributed by Lukas

Alex Newmann is the Founder and CEO of Newmann Consulting Group. In this episode, Alex and I talk about five areas where sales leaders can look to see...

Matt Wolach on the Perfect D.E.A.L. Process

18 May 2021

Contributed by Lukas

Matt Wolach is a Founder at Xsellus. In this episode, Matt and I focus on our conversation on discovery. If you're an SDR/BDR doing your own discovery...

LEADERS SERIES EP 6 - Kayla Cytron-Thaler on onboarding and leading an SDR team

13 May 2021

Contributed by Lukas

Kayla Cytron-Thaler is the Head of Sales at Canny. In this episode, we welcome Kayla back for a second time! Instead of focusing on prospecting, she'...

Prospecting to IT executives with David Silverstein and Randy Gaboriault

11 May 2021

Contributed by Lukas

David Silverstein is a Regional Vice President at ePlus. In this episode, I'm doing something very different. It's focused very much on IT personas sp...

Larry Long Jr. on creating a mindset for success

06 May 2021

Contributed by Lukas

Larry Long Jr. is the Director of Collegiate Sales at Teamworks. In this episode, Larry shares a lot of great techniques on the mental game of sales. ...

Cold Calling: How to be disarmingly blunt and drop the formality with Nick and Armand

04 May 2021

Contributed by Lukas

Nick and Armand are the hosts of the 30 Minutes to President's Club podcast. In this episode, you'll get to hear the audio excerpt from a webinar I di...

Meghann Misiak on the three whys of great discovery

29 Apr 2021

Contributed by Lukas

Meghann Misiak is the Founder of The Path to President's Club. In this episode, Meghann and I mix it up a little bit and talk about discovery. Meghann...

Kyle Vamvouris on why we need to stop the prospecting porn

27 Apr 2021

Contributed by Lukas

Kyle Vamvouris is a CEO at Vouris. In this episode, Kyle talks about why we need to stop the prospecting porn. You don't need to spend hours researchi...

LEADERS SERIES EP 5 - Christine Rogers on hiring, onboarding, and growing a world-class sales team

22 Apr 2021

Contributed by Lukas

Christine Rogers is the President & COO at Aspireship. In this episode, Christine and I talk about how to hire, onboard, and grow a world-class sales ...

How top SDR at PandaDoc Jed Mahrle prospects

20 Apr 2021

Contributed by Lukas

Jed Mahrle is a Sales Development Representative at PandaDoc. In this episode, Jed and I dig into his entire outbound process from start to finish. It...

SALES RANTS: Why COVID is great for sales, apologies vs. acknowledgement, morning routines, the problem with feedback with Jeff Bajorek and Jason Bay

15 Apr 2021

Contributed by Lukas

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff and I dig into these four topics: why COVID is great for s...

LEADERS SERIES EP 4 - Ethan Hall on teaching your team "relationship building extras"

13 Apr 2021

Contributed by Lukas

Ethan Hall is the Sales Development Manager at TOPS Software. In this episode, Ethan shares his journey in becoming Sales Development Manager at TOPS ...