Outbound Squad

SKILLS SERIES - Prospects don’t need apologies, they need acknowledgement

08 Apr 2021

Contributed by Lukas

In this episode, I talk about what you can do instead of apologizing during your cold calls. Resources mentioned in the episode: Show Notes Page (htt...

SKILLS SERIES - No-oriented questions, we're taking this too far

06 Apr 2021

Contributed by Lukas

In this episode, I talk about a very popular technique right now around asking no-oriented questions. And how you can avoid overusing it. Resources me...

SKILLS SERIES - Don’t be “nice” to your prospects

01 Apr 2021

Contributed by Lukas

In this episode, I share a personal story about being too nice and how it affected my personal and business life. If you relate, you'll definitely wan...

SKILLS SERIES - How to handle "not interested" through email

30 Mar 2021

Contributed by Lukas

In this episode, I talk about how to handle "not interested" when prospects email you back. Resources mentioned in the episode: Show Notes Page (http...

SALES RANTS: Zoom Fatigue, how to make team meetings more fun, phone vs. video meetings, and how to scale your time with Jeff Bajorek and Jason Bay

25 Mar 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: Zoom Fatigue, how to mak...

Ethan Beute on using video to rehumanize your prospecting

23 Mar 2021

Contributed by Lukas

Ethan Beute is the Chief Evangelist of BombBomb. In this episode, Ethan shares the big picture behind video and why it will be a crucial part of captu...

SKILLS SERIES - Troubleshoot cold emails with this checklist

18 Mar 2021

Contributed by Lukas

In this episode, I share a checklist of things I use to troubleshoot underperforming cold emails. Learn how to address low open rates, low reply rates...

SKILLS SERIES - The Killer Week Blueprint™

16 Mar 2021

Contributed by Lukas

In this episode, I share a framework called The Killer Week Blueprint™. Wondering how best to set up your week for maximizing results? Look no furth...

SKILLS SERIES - How to follow up when prospects don't respond

11 Mar 2021

Contributed by Lukas

In this episode, I share two follow up techniques guaranteed to boost your positive reply rates. Resources mentioned in the episode: Show Notes Page ...

SKILLS SERIES - The Problem Finder

09 Mar 2021

Contributed by Lukas

In this episode, I share a framework called The Problem Finder. If you're having trouble empathizing with your prospect's day-to-day challenges, you'l...

SKILLS SERIES - Using LinkedIn to find low-hanging fruit

04 Mar 2021

Contributed by Lukas

In this episode, I share five ways you can use LinkedIn to finding low-hanging fruit opportunities. Resources mentioned in the episode: Show Notes Pa...

SKILLS SERIES - The "Short and C-Suite" Cold Email™

02 Mar 2021

Contributed by Lukas

In this episode, I share a framework called the "Short and C-Suite" Cold Email™. Your prospects have the attention spans of a goldfish these days. C...

SALES RANTS: Mastery, toxic positivity, mediocrity, and personal problems with Jeff Bajorek and Jason Bay

25 Feb 2021

Contributed by Lukas

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on these four topics: mastery, toxic po...

James Harper on cold calling, ringless voicemail, and LinkedIn

23 Feb 2021

Contributed by Lukas

James Harper is the Founder of AgencyFlare. In this episode, James shares his journey getting into sales. He's a true practicioner and I love jamming ...

SALES RANTS: Intent, novelty vs. context, rejection, and professional discovery with Jeff Bajorek and Jason Bay

18 Feb 2021

Contributed by Lukas

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on these four topics: Intent, novelty v...

Mitch Pelroy on inbound vs. outbound prospecting and transactional vs. relationship selling

16 Feb 2021

Contributed by Lukas

Mitch Pelroy is an Inside Sales Executive at BombBomb. In this episode, Mitch shares a TON of actionable tips on how he become a top BDR at BombBomb. ...

Nick Capozzi on video, building rapport, and being more personable

11 Feb 2021

Contributed by Lukas

Nick Capozzi is the CEO at SalesPitching. In this episode, Nick shares his journey starting out in sales on cruise ships. He's a super likable dude an...

Zoe Hartsfield on sending 4,000 personalized videos as a BDR

09 Feb 2021

Contributed by Lukas

Zoe Hartsfield is a Community Marketing Associate at BombBomb. In this episode, Zoe talks about what she learned from sending 4,000+ personalized vide...

SALES RANTS: First to respond, "are you sure?", sending your tech on vacation and more with Jeff Bajorek and Jason Bay

04 Feb 2021

Contributed by Lukas

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on these four topics: why being first t...

LEADERS SERIES EP 3 - Jeff Swan on sequencing, continuous optimization, and autonomy

02 Feb 2021

Contributed by Lukas

Jeff Swan is a Founder and Chief Playmaker at RevUp Sales. In this episode, Jeff talks about how much autonomy to give your team, sequencing best prac...

Will Allred on the four C's email etiquette

28 Jan 2021

Contributed by Lukas

Will Allred is the Co-Founder and COO at Lavender. In this episode, Will shares the four C's of email etiquette. We talk everything email, from how to...

SKILLS SERIES - Deflating Objections

26 Jan 2021

Contributed by Lukas

In this episode, I share a few frameworks for deflating objections. You'll learn to use the EVO Objection Handling Framework™ to effectively respond...

SKILLS SERIES - Cold Calling: From Reluctant to Confident™

21 Jan 2021

Contributed by Lukas

In this episode, I share a framework for cold calling. You'll learn how to work with gatekeepers (I prefer calling them "assistants"), leave effective...

SKILLS SERIES - The REPLY Method™

19 Jan 2021

Contributed by Lukas

In this episode, I share a framework called the REPLY Method™. You'll learn a repeatable messaging structure you can apply to your cold emails and c...

SKILLS SERIES - The Perfect-Fit Identifier™

14 Jan 2021

Contributed by Lukas

In this episode, I share a framework called The Perfect-Fit Identifier™. You'll learn a framework for going beyond Ideal Client Profiles and Persona...

LEADERS SERIES EP 2 - Daniel Kushner on building an internal coaching culture

12 Jan 2021

Contributed by Lukas

Daniel Kushner is a CEO at Oktopost. In this episode, Daniel shares how to create an internal coaching culture and how to move beyond role plays. Conn...

SKILLS SERIES - KISS (Keep It Simple Sequencing)™

07 Jan 2021

Contributed by Lukas

In this episode, I share a framework called KISS (Keep It Simple Sequencing). You'll learn the structure behind a great sequence along with the best w...

SALES RANTS: When enough is enough, creating a narrative, acting as if, and more with Jeff Bajorek and Jason Bay

05 Jan 2021

Contributed by Lukas

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig into these four topics: when enough is e...

Tyler Lessard on the state of video prospecting & selling moving into 2021

31 Dec 2020

Contributed by Lukas

Tyler Lessard is the VP of Marketing and Chief Video Strategist at Vidyard. In this episode, Tyler digs into everything video. We talk about tactical ...

LEADERS SERIES EP 1 - Armand Farrokh on how to be a badass sales manager 

29 Dec 2020

Contributed by Lukas

Armand Farrokh is the Sales Manager at Pave. In this episode, Armand Farrokh digs into what it takes to be a badass sales manager. We dig into the fiv...

Kristina Jaramillo on personalization and prospecting through LinkedIn

24 Dec 2020

Contributed by Lukas

Kristina Jaramillo is the Founding Partner at Personal ABM. In this episode, Kristina Jaramillo talks about a concept she calls Personal ABM. We dig i...

SALES RANTS: Dressing the part, values vs. pain, New Year's Resolutions, and more

22 Dec 2020

Contributed by Lukas

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

Building business acumen and lessons learned from sending 1,600+ videos with David McHale

17 Dec 2020

Contributed by Lukas

David McHale is a Principal at HailBytes. In this episode, David McHale shares his 22-part onboarding process for ramping reps quickly and building bu...

Billy Bateman on prospecting through chat plays

15 Dec 2020

Contributed by Lukas

Billy Bateman is a VP of Operations at ChatFunnels. In this episode, Billy Bateman shares prospecting plays you can run through chat. You'll hear acti...

80) Erika Fuchs on hitting 300% of quota in her first 2 months

10 Dec 2020

Contributed by Lukas

Erika Fuchs is a Sales Development Representative at Falcon.io. In this episode, Erika shares how she's been able to hit 300% of quota in her first tw...

BONUS: Sales rants with Jeff Bajorek

08 Dec 2020

Contributed by Lukas

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig into these three topics: call reluctance...

Ned Arick on creating an outbound process from scratch

03 Dec 2020

Contributed by Lukas

Ned Arick is the Head of Sales at Canny. In this episode, Ned digs into three main areas: his process for empathizing more with his prospect's problem...

Brian Margolis on productivity, accountability, and creating super habits

01 Dec 2020

Contributed by Lukas

Brian Margolis is the Owner of ProductivityGiant. In this episode, Brian digs into his system for increasing your productivity as a salesperson. It's ...

Black Friday Bonus: 6 quick-hitting tips for your prospecting and sales calls

27 Nov 2020

Contributed by Lukas

In this episode, I share 3 tips to improve your cold calls and 3 tips to improve your discovery or demo calls.   This episode is brought to you by Wi...

BONUS: Sales rants with Jeff Bajorek

26 Nov 2020

Contributed by Lukas

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig through accountability vs. micromanageme...

Kevin Clark on building a coaching culture

24 Nov 2020

Contributed by Lukas

Kevin Clark is the SVP of Revenue of Synup. In this episode, Kevin shares how he and his team have created a great coaching culture at Synup. We dig i...

Nick Cegelski on cold calling, routines, and habit stacking

19 Nov 2020

Contributed by Lukas

Nick Cegelski is an Enterprise Account Executive at SurePoint Technologies. In this episode, Nick does a deep dive into his weekly routine. And we dig...

Andy Paul on self-directed coaching, motivation, and empathy

17 Nov 2020

Contributed by Lukas

Andy Paul is the Founder of The Sales House. In this episode, we dig into habits and how you can coach yourself to be a better rep. Andy also shares h...

BONUS: Cold call breakdown with Tim

12 Nov 2020

Contributed by Lukas

In this episode, we break down a cold call from Tim Vickers. Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guid...

BONUS: Cold call breakdown with Jon

10 Nov 2020

Contributed by Lukas

In this episode, we break down a cold call from Jon Mahan. Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Guide ...

BONUS: Cold call breakdown with Jordan

05 Nov 2020

Contributed by Lukas

In this episode, we break down a cold call from Jordan Greek. Resources mentioned in the episode: Wingman http://trywingman.com/ --- Reply Method Gui...

Mary Grothe on the behavioral quotient for success in sales

03 Nov 2020

Contributed by Lukas

Mary Grothe is the CEO of Sales BQ. In this episode, we talk about BQ. You’ve heard about IQ and EQ. Behavioral Quotient is the third element of sal...

Shruti Kapoor on COVID trends from analysis of 222,577 sales calls

29 Oct 2020

Contributed by Lukas

Shruti Kapoor is the CEO of Wingman. In this episode, we dig into COVID trends from their analysis of over 2 million minutes across 222,577 sales call...

Chris Hatfield on how to manage and prevent burnout

27 Oct 2020

Contributed by Lukas

Chris Hatfield is the founder at Sales Psyche. In this episode, we talk about burnout. This one's on mental health. If you're feeling burned out, you'...

BONUS: Belal Batrawy on sales psychology and concepts to master

22 Oct 2020

Contributed by Lukas

Belal Batrawy is Head of Sales for Stratifi and community leader at Death2Fluff, a Bravado community. This is an audio excerpt from his talk on the Th...

BONUS: Jeff Bajorek on rethinking the way you sell

20 Oct 2020

Contributed by Lukas

Jeff is a sales trainer, speaker, and consultant at Parabola Consulting. He's also the host of one of my favorite podcasts, the Why and the Buy. This ...

Thibaut Souyris on the T-shaped SDR

15 Oct 2020

Contributed by Lukas

Thibaut Souyris is the founder of SalesLabs. He's a sales coach and trainer who came up with a really cool concept called the T-shaped SDR. In this ep...

Nate Branscome on using GIFs to achieve 10%+ booking rates on accounts

13 Oct 2020

Contributed by Lukas

Nate Branscome is a Strategic Account Executive at Chili Piper. He started his career in outside sales and then moved into inside sales selling softwa...

David Priemer on why you should sell the way you buy

08 Oct 2020

Contributed by Lukas

David Priemer is the founder and Chief Sales Scientist at Cerebral Selling. I've learned a TON from this dude and he really knows his stuff. We talk a...

Grant Horvath on how to crush quota by 200%+

06 Oct 2020

Contributed by Lukas

Grant Horvath is a recently promoted Account Manager at LivePerson. Prior to becoming an Account Manager, he crushed his quota by 200% at LivePerson. ...

BONUS: John Barrows on the champion's mindset

01 Oct 2020

Contributed by Lukas

John Barrows is CEO and founder at JB Sales Training. This is an audio excerpt from his talk on the Think Outside the Script summer virtual tour. We d...

BONUS: Justin Welsh on building a well-defined personal brand

29 Sep 2020

Contributed by Lukas

Justin Welsh coaches and consults with SaaS founders and sales leaders to accelerate recurring revenue toward $50M+. This is an audio excerpt from his...

How to become the top rep within 90 days with Nick Dixon

24 Sep 2020

Contributed by Lukas

Nick Dixon is a Senior Sales Development Rep at Falcon.io. In his first 90 days on the job, he was able to secure a spot as the top SDR at the company...

20%+ conversion rate into meetings booked with Kristina Finseth

22 Sep 2020

Contributed by Lukas

Kristina Finseth is Growth Marketing Lead at Interseller. This episode is full of great cold email tips. We talk about her process for getting 20%+ co...

BONUS: 35%+ response rates through killer sequencing and follow up with Becc Holland

17 Sep 2020

Contributed by Lukas

At the time of recording, Becc Holland was Head of Sales Development at Chorus.ai. She recently turned her Flip the Script tour into a business where ...

BONUS: In the trenches with Alexine Mudawar & Jeremy Leveille

15 Sep 2020

Contributed by Lukas

This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. We have two special guests on the...

Interviewing, being memorable, and personalization with Calvin Patterson IV

10 Sep 2020

Contributed by Lukas

Calvin Patterson IV is an Account Executive at Concert. He's a super solid dude and we talked about how to be more memorable during the job hunting an...

Confidence, sales slumps, and routines with Marcus Chan

08 Sep 2020

Contributed by Lukas

Marcus Chan is the President and Founder at Venli Consulting Group. He's hired, trained, and developed teams that have sold $700M+ over the last 10 ye...

BONUS: Smart Calling - How to prospect successfully with "rejection" with Art Sobczak

03 Sep 2020

Contributed by Lukas

Art Sobczak is a highly sought after sales trainer and best-selling author of Smart Calling (my favorite prospecting book). This is the audio excerpt ...

BONUS: The formula for writing a winning cold email with Kevin "KD" Dorsey

01 Sep 2020

Contributed by Lukas

Kevin "KD" Dorsey is VP of Inside Sales at PatientPop. This is the audio excerpt from the live webinar we did together on the Think Outside the Script...

From commodity supplier to Strategic Advisor with Lou Casados III

27 Aug 2020

Contributed by Lukas

Lou Casados III is an Account Executive at ChannelAdvisor. In this episode, we talk about something pretty unique for the podcast: how to become a str...

Anchor questions, cold calling, and objection handling through stories with Andy Duwe

25 Aug 2020

Contributed by Lukas

Andy Duwe is SDR Team Lead at Ambition. In this episode, we talk primarily about cold calling. Ambition used to be a client at his previous employer, ...

BONUS: The anatomy of a winning cold call with Richard Smith

20 Aug 2020

Contributed by Lukas

Richard Smith is co-founder and head of sales at Refract.ai. This is the audio excerpt from the live webinar we did together on the Think Outside the ...

BONUS: In the trenches with Sarah Brazier and Sarah Jane Hicks

18 Aug 2020

Contributed by Lukas

Sarah Brazier from Gong.io and Sarah Jane Hicks from Predictable Revenue join us to share everything about their approach to prospecting. This is the ...

BONUS: Diffusing objections with Josh Braun

13 Aug 2020

Contributed by Lukas

Josh Braun joins us in this episode to talk about diffusing objections. This is the audio excerpt from the live webinar we did together on the Think O...

Prospecting as an introvert vs. extrovert, motivation, and sales styles with Darren and Erik McKee

11 Aug 2020

Contributed by Lukas

We're mixing it up this episode and interviewing two brothers both in sales. Darren and Erik McKee come from very different career backgrounds, sell d...

Creating experiences, pattern interrupts, and driving curiosity with Dale Dupree

04 Aug 2020

Contributed by Lukas

Dale Dupree is the founder of The Sales Rebellion and the host of the Selling Local Podcast. In this episode, we dig into creating experiences for you...

Copycat your way to prospecting success with Billy Sturgis

28 Jul 2020

Contributed by Lukas

Billy Sturgis does mid-market sales development for SalesLoft. In this episode, we talk about the importance of not reinventing the wheel. Odds are so...

Humor, personality, and value with Stephen Chase

21 Jul 2020

Contributed by Lukas

Stephen Chase is a Sales Operations Lead at Operatix. In this episode, we talk about using humor in your cold outreach. We also dig into how you can s...

Competitors, triggers, and task batching with Jon Mazza

14 Jul 2020

Contributed by Lukas

Jon Mazza is a Senior Sales Development Representative at LeadIQ. In this episode, we talk about competitors. You're really going to enjoy this if pro...

Data, collaboration, and outbound trends with Blake Johnston

07 Jul 2020

Contributed by Lukas

Blake Johnston is CEO at OutboundView where they help organizations design, develop, and implement successful outbound sales and B2B lead generation s...

How to nail your first 90 days as a new SDR with Adam Beaton

30 Jun 2020

Contributed by Lukas

Adam Beaton is a Sales Development Rep at LeadIQ. He's in his first few months at the role and has no previous sales experience. In this episode, we t...

Quick update plus 4 tips for creative prospecting

25 Jun 2020

Contributed by Lukas

We're moving to once per week episodes starting next week. Plus, I share four tips on how you can be more creative with your prospecting. Resources m...

Prospecting for a scrappy startup with Suraj Sampath

23 Jun 2020

Contributed by Lukas

Suraj Sampath is an SMB Account Manager at DocuSign. In this episode, we talk about what it's like prospecting at a scrappy startup. At the time of ou...

A proven process for 25-35% response rates with Sam Crew

18 Jun 2020

Contributed by Lukas

Sam Crew is a Regional Sales Manager at ExtraHop. In this episode, we dig through his outbound process for achieving 25-35% response rates. He breaks ...

Using LinkedIn videos to get 35%+ response rates with Kayla Cytron-Thaler

16 Jun 2020

Contributed by Lukas

Kayla Cytron-Thaler is in Enterprise Business Development at Domino Data Lab. In this episode, we talk about how to stand out above the noise when you...

Prospecting into security, compliance, and IT with Lewis Chawko

11 Jun 2020

Contributed by Lukas

Lewis Chawko is a Sales Development Rep at Tessian. In this episode, we talk about how he prospects into security, compliance, and IT professionals. H...

Illuminating questions, content libraries, storytelling, and more with Chris von Huene

09 Jun 2020

Contributed by Lukas

Chris von Huene is an Account Executive at Xerox. In this episode, we talk about how he approaches prospecting. He's a super knowledgeable dude and sh...

An endurance mindset for sales success with Scott Sambucci

04 Jun 2020

Contributed by Lukas

Scott Sambucci is a Sales Coach for B2B tech startups, author, and speaker at SalesQualia. He's also become a good friend over the last year. In this ...

My journey navigating a layoff with Evan Carlton

02 Jun 2020

Contributed by Lukas

Evan Carlton was the Sales Enablement Manager at a medium-sized SaaS company before he was laid off due to COVID-19. In this interview, Evan shares hi...

Prospecting to Fortune 100 executives with Amy Quick

28 May 2020

Contributed by Lukas

Amy Quick is currently a business development executive at IntelliMagic and co-founder at 5 on Friday. She crushes on LinkedIn and is a world-class pr...

What I've learned as a 7x founding sales member with Belal Batrawy

26 May 2020

Contributed by Lukas

Belal Batrawy is Head of Sales for Stratifi and community leader at Death2Fluff, a Bravado community. He has experience being on the founding sales te...

Patterns of successful SDRs with Nimit Bhatt

21 May 2020

Contributed by Lukas

Nimit Bhatt is Managing Director of Business Development & Partnerships at memoryBlue. What sticks out about him is that he's spent his entire career ...

Emotional intelligence in sales with Jessica Magoch

19 May 2020

Contributed by Lukas

Jessica Magoch is the founder at JPM Sales Partners, where she's sharing what she learned recruiting, training and leading a commission-only B2B Start...

You can't afford not to be memorable in sales with Jay Baer

14 May 2020

Contributed by Lukas

Jay Baer is a 7th-generation entrepreneur, author of 6 best-selling business books, and founder of 5 multi-million dollar companies. In this episode, ...

How feelings drive your prospect's decisions with Todd Caponi

12 May 2020

Contributed by Lukas

Todd Caponi is the author of the best-selling book, The Transparency Sale. At his company, Sales Melon, he trains and speaks to some of the top compan...

Selling from the heart with Larry Levine

07 May 2020

Contributed by Lukas

Larry Levine is the author of Selling From the Heart and co-founder at Social Sales Academy. In this episode, we talk about how to humanize sales, add...

How to build a killer personal brand with Scott Ingram

05 May 2020

Contributed by Lukas

Scott Ingram is Account Director at Relationship One and founder at Sales Success Media where he hosts two podcasts and runs the Sales Success Summit....

Mindset of an elite sales performer with Tom Short

30 Apr 2020

Contributed by Lukas

Tom Short is Chief Growth Officer at Lappin180, a sales training firm that helps bring balance and trust back into the seller-buyer conversation and r...

Selling against your toughest competitors with Darryl Praill

28 Apr 2020

Contributed by Lukas

Darryl Praill is CMO at VanillaSoft, a sales engagement platform that gives sales teams the tools they need to engage, qualify, and close sales. We ta...

Empathy, cold calling, and objection handling with Sarah Brazier

23 Apr 2020

Contributed by Lukas

Sarah Brazier is an SDR at Gong.io. In this episode, she gives us a masterclass on empathy. We also talk about her approach (it's freakin' awesome) to...

Triple threat prospecting with Alexine Mudawar

21 Apr 2020

Contributed by Lukas

Alexine Mudawar is an Account Executive LogicGate. In this episode, we talk about her triple threat prospecting approach, how to multi-thread your app...

Building your story stack with Rajiv Nathan

16 Apr 2020

Contributed by Lukas

Rajiv Nathan is a good friend and founder of Startup Hypeman. He helps startups with their sales and marketing presentation development, demo call rev...

Leading through crisis with Scott Leese

14 Apr 2020

Contributed by Lukas

Scott Leese is a 6x VP of Sales and now consults and helps companies focused on scaling from $0 - $25m Annual Recurring Revenue. We talked about what ...

Rethink the way you sell with Jeff Bajorek

09 Apr 2020

Contributed by Lukas

Jeff is a good friend and I'm super stoked we got to jam on the current state of sales, why "being positive" is bad advice, and how to rethink the way...