B2B Power Hour

An episode so good we decided to play it twice.

Jump back in with our first replay episode as we dig through some of our best and topics to bring back to light!

Running sequences on LinkedIn seems time-intensive. Obnoxious. Manual. Have you seen Sales Nav's inbox?!

You're probably thinking a sequence is based off profile views, DMs, and InMails over days and weeks. And companies then try to automate this for scale. (Obviously... it fails every time)

Here's the secret: nurturing leads is actually the easiest to scale with little to no software at all on LinkedIn. You just need to focus on the right activities.

Join us for this B2B Power Hour workshop on:

✅ Using Sales Navigator to identify and track leads

✅ How comments can change your booking rate

✅ Why content is the salesperson's best friend

✅ Timing your outreach to leads

Join us to learn how to nurture leads on LinkedIn without buying new software or becoming a professional scroller.

Sales is not a "one-size-fits-all" profession. The problems sales professionals face are wide ranging and cover all sorts of topics: prospecting, discovery, prospect relationships, and more.

We launched Sales Support to help you get answers to your sales challenges. Call +1 (303) 578-8581 to get your question answered... and maybe even featured in a future Sales Support episode!

In this second edition episode of Sales Support, join our sales experts as they break down answers to real questions such as prospecting strategies, discovering entry-ways into your target companies, and more.

Listen in as we answer questions and discuss:

What types of research will give you an edge when deploying account prospecting strategies?

How do you reach decision makers when the majority of your target clients are off-shore, but your contacts aren't capable of getting you to where you need to go?

When your target client accepts your connection request, what comes next? A personalized message? A pitch to your newsletter? A recommendation to you favorite ice cream shop?

How can sellers find prospects where they already are, and how can you be prepared when you find them?

Again, if you have a sales challenge and you want a sales expert to answer your question, then call today: +1 (303) 578-8581

Sales is not a "one-size-fits-all" profession.

The problems sales professionals face are wide ranging and cover all sorts of topics: prospecting, discovery, prospect relationships, and more. We launched Sales Support to help you get answers to your sales challenges.

Call +1 (303) 578-8581 to get your question answered... and maybe even featured in a future Sales Support episode!

In this kickoff episode of Sales Support, join our sales experts as they break down answers to real questions such as

LinkedIn prospecting plans, outbound sales strategies, and when to know if rescheduling that demo is appropriate or not, and more.

Listen in as we answer questions and discuss:

What are the next steps after a prospect accepts a LinkedIn request? Send a thank you message? Interact with their content? Ignore it altogether? What should your tone ideally be?

How to approach rescheduling a meeting or demo with a client, when it's appropriate, and potential condensed plans if a reschedule or shortened time is needed.

Why cold calling might work (and might not) to different personas in technology companies

How to navigate a scenario where your employer doesn't support you properly with the technology and tools needed to succeed.

Again, if you have a sales challenge and you want a sales expert to answer your question, then call today: +1 (303) 578-8581

You've started building trust with a prospect, they're loaded and ready to go in Hubspot, but months later despite calls, emails, and LinkedIn post tags, you never hear from them again.

Are your buyers ghosts or just ghosting you?

In this episode of the B2B Power Hour, Morgan and Nick shine a light on why your buyers are ignoring you, and how you can avoid buyer rigor mortis from the beginning to the end of your deal.

Listen in as we discuss:

Three major reasons why your buyers aren't buying from you.

Why generally accepted sales strategies such as "buzzword soup" and upselling a customers painful problem from a product to a package won't develop the clarity and trust that your buyer is craving when approaching you about your product.

How to clearly position yourself to compete with similar products and companies.

How empathy over persistence will help build the trust you need with your buyer to keep them engaged in the deal. Your buyer is risking something by getting involved with this product whether its their reputation at their company or the money they're investing to solve their issue, they need to know that you as a seller are truly helping rather than trying to skim a buck.

If the relationship with your potential buyer isn't built on trust from the beginning, you can't gauge your deal, and prospects can't feel secure in their decision.

Fortunately, in 2023 one of the biggest tools in building trust straight from your first outreach, is video prospecting.

In this episode of the B2B Power Hour, Nick dives into what makes or breaks exceptional video prospecting with sales and video prospecting expert, Chris Bogue.

Listen in as we discuss:

How video helps sellers become a trusted face on their screen to converse with, be educated by, and ultimately buy from.

How understanding psychology in sales will help sellers create videos that will teach about their product rather than sell, leaving the door open for buyers to continue the conversation.

Why sellers who approach video prospecting with foresight, rather than just throwing something together and hoping it sticks, have greater success and build quicker and stronger relationships with their prospects through maximizing their prospects time.

How putting in the time to create engaging, entertaining, and educational videos will differentiate your outreach from just a cold email, and helps avoid the potential buyer to feel talked at rather than intrigued.

Sending the same canned outreach message shoved into a prospects inbox isn't going to get the response you're hoping for. Attaching video to your message needs to be more than just a commodity to your outreach.

Prospecting with a planned and prepared video can be the difference between a difficult prospect engaging with your outreach, and sending you to spam.

In this episode of the B2B Power Hour, Morgan dives into the preparation that goes into video prospecting with the queen of video prospecting and account executive at Deel, Melissa Gaglione.

Listen in as we discuss:

How utilizing prepared and thoughtful video in your prospecting can change your results drastically by building stronger rapport, trust, and connection while also driving a higher response rate with your sales pipeline.

Why sellers who approach video prospecting with foresight, rather than just throwing something together and hoping it sticks, have greater success and build quicker and stronger relationships with their prospects through maximizing their prospects time.

How approaching video prospecting from a story-based angle, intent on teaching or exploring rather than pitching will build value in you and validate you as an expert of your product for your prospects

Why sellers need to cater their outreach to their prospect's preferred outreach platform to truly count themselves as prospecting and get in front of their pipeline, whether that is LinkedIn, email, or even recommending a video call.

One of the most effective prospecting tools for salespeople in 2023 is a having a presence on social media. Posting, commenting, getting involved builds a relationship with your prospects that drives them to your page.

But once your prospects visit your profile, you need more than just a good message. The secret to building a pipeline and strengthening a salespersons social media presence is through video content, and doing it well.

In this episode of the B2B Power Hour, Morgan dives into all things video prospecting with media and sales extraordinaire, co-founder at SpliceVideo and Social Social, Nick Capozzi.

Listen in as we discuss:

How to diversify your content by keeping it brief and laser focused on your target audience, thus avoiding the "pile-on" of information that often happens in cold outreach

Why committing small amounts of time a day on planning and executing your content rather than wasting massive amounts of time planning every detail will keep yourself engaged in content, and help you create better, driving, video content for your socials

What aspects of recording video really matter to your audience, such as your attitude and lighting, and ignoring the technical aspects your community isn't worried about

How great content will trump any missteps made in your production, as it builds value and connection with your perspective clients. Just click record and adjust from there!

The power behind account-based sales development lies in the personalization for your buyer personas. But too often sales reps find themselves further generalizing their target accounts, further away from their pipeline than ever before.

To truly understand account-based sales development, you have to get out of your comfort zone, look at your approach from other sets of eyes, and adapt your strategy to your target acccounts.

In this episode of the B2B Power Hour, Nicholas sits down with the undisputed expert in account-based sales development and CEO at Apex Revenue, Joey Gilkey to uncover the iceberg that is true, successful, ABSD.

Listen in as we discuss:

Why it's better to take a more focused, organized approach to account-based sales rather than trying to Frankenstein a framework together without very much good data

Where sales reps who are implementing account-based sales development are going wrong in their process, and how to course correct their strategy

How to capture your potential clients with by tooling your messaging to be more consistent, vague and intrigue based rather than an outright one-and-done pitch

How working to understand the perspectives of different roles in your company can help you better understand your buyer and develop a stronger account-based strategy

With more and more sellers who lean on traditional sales methods being ghosted, stonewalled, and falling short of their quotas, the true seller success stories are coming from those who know how to generate their pipeline through LinkedIn.

In this power play episode of the B2B Power Hour, Morgan and Nick dive into the archive to develop your master framework when generating demand on LinkedIn including targeting, and the do's and don'ts of the comment section.

Listen in as we discuss:

How to develop your social selling strategy on LinkedIn by "social listening;" reading comments, following success stories, and seeing what works for engagement.

What questions you need to ask about your potential pipeline such as; "Who are targeting on LinkedIn, and are they actually active with the chance to see your content?"

How to recognize what kinds of trends are developing with your target list through the comment section on LinkedIn, and how to engage to build rapport rather than scare away potential clients

Why you need to invest time and effort when generating demand on LinkedIn, rather than buying the new and trendy product to mask where your skills are lacking

Content is a new, powerful channel for sellers to reach their buyers.

For sales reps to remain competitive, they must learn what content works, what content does not, and how to fine tune their own content creation.

In this episode of the B2B Power Hour, Morgan speaks with community growth expert, former chief evangelist at Challenger, current community growth at Lavender, Jen Allen-Knuth to answer the question: what works when creating content as a salesperson?

Listen in as we discuss:

How creating content consistently can soften-up prospects for an easier sell

Why sellers should approach content with the long-term selling relationship in mind, not just the short payoff

How to create content that will help educate your prospect on you, and you to educate yourself on your prospects

Why sellers should post their own insights to invite alternative points of view from other sellers and their prospects