B2B Power Hour

One of the most powerful strategies for successful sales reps in 2023 is having open conversations with prospects, influencers, and other reps on LinkedIn.

In this episode of the B2B Power Hour, Morgan and Nick deep-dive into the future of sales, how sales reps are starting conversations and how those conversations can lead to accelerating deals all on LinkedIn.

Listen in as we discuss:

Why many traditional sales channels have become obsolete; and what the best, current channels are

Why sales reps need to be willing to adapts their sales habits to stay competitive in their market

How to search for relevant, existing conversations and influencers on LinkedIn to join

Why and how you should consistently give your insight on LinkedIn

Creating content to build your pipeline can move at a snail race, but it’s a process that reaps rewards in the long-run.

In this episode of the B2B Power Hour, Morgan and Nick discuss how to create your content to achieve resonance with your audience, rather than just pushing it out and throwing up a prayer. By creating content for your specific target customers, you can build a long-term relationship with your potential customers right on the social platforms that they live on.

Listen in as we discuss:

How to use content for nurturing and warming up potential customers

How to link problems and pains to your content creation process

Measuring the success of your content in more than just vanity metrics

Optimizing your content using The Content Prism

LinkedIn is a necessity in every seller’s tool belt – but what if it was just for pure networking instead of selling?

In this episode of the B2B Power Hour, Morgan sits down with LinkedIn community builder extraordinaire, account executive at Paycor, and fan of the show Riley Blaisdell to unmask the intricacies of developing your LinkedIn community.

Riley is a true expert at using LinkedIn to build community beyond simply selling – but deepening relationships with influencers, peers, and friends in the all-digital world we’re currently living in.

Listen in as we discuss:

How to start using LinkedIn to your advantage, no matter if you’re a beginner or a veteran on the platform

Strategies to organize your day and balance work with networking

How developing thick skin to help you push through lulls in your content

What drives someone to repeatedly return to your LinkedIn profile

A lost art, outbound messaging is what separates bots from humans, and decent sellers from great ones. To capture your prospects' attention and trust, you need a proven framework. Welcome to the ultimate outbound messaging power play episode!

In this episode of the B2B Power Hour, Morgan and Nick compress their framework for outbound messaging inspired by the show’s brightest highlights on the subject. From Arjun Palai, SVP at Zoom Info to Jason Bay, Founder and CEO at OutBound Squad, fill in your outbound gaps from experts themselves.

Listen in as we discuss:

Nick and Morgan’s three part outbound framework made up of segmentation, research, and articulation.

Researching and developing realistic buyer personas

Building on your resources to create “cheat sheets” to tailored messaging.

Adapting with developing tools such as AI to stay on the forefront of current outbound strategies

With skittish potential clients and new outbound tools right on the B2B sales horizon, cold calling can feel dated and unnecessary. Some companies are planning on calling it quits on cold calling altogether. But what if your sales team just doesn’t have the understanding of how to modernize their calls to consumers in 2023?

In this episode of the B2B Power Hour, Morgan dives into what drives the perfect cold call with outbound sales extraordinaire and sales leader at Vendr, Saad Khan. From selling in the trenches to rising as a sales leader, Saad brings a unique, organized understanding of what makes a good cold call great, and what transforms a great pipeline to a top-performing pipeline.

Listen in as we discuss:

The seven-step framework to understanding your consumer and customizing your call to match their persona

Accountability for BDR’s, as well as providing them with the tools they need to have authentic, interesting conversations with potential customers.

Synchronizing sales, marketing, and other departments involved with your potential clients

Breakdowns in communication, score cards, and other processes that may be neglected when they’re not being maintained

Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith

Follow Saad Khan on LinkedIn: https://www.linkedin.com/in/saad-khan-73329013b/

Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

As the world of outbound sales has evolved, sellers need new strategies to reach buyers. You need deeper skills and insights to stay ahead with your outbound sales strategy.

In this episode of the B2B Power Hour, Morgan sits down with founder at Death to Fluff, LinkedIn sales star, and Belal Beltrawy for a master class education on the essentials of great outbound selling in 2023.

Listen in as we discuss:

The mental mindset required to be an elite performer.

What you can learn from direct response copywriters in B2B sales

Developing bold, creative messaging that breaks through to buyers on the phone and on email

Techniques to increase the number of positive responses and conversations with prospects.

Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith

Follow Belal Betrawy on LinkedIn: https://www.linkedin.com/in/belbatrawy/

Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

Research is just as important as having a strong sales process. However, with so many moving variables in an ever changing market, getting the right information before launching an outbound campaign can feel like an impossible task even for the most experienced seller.

In this episode of the B2B Power Hour, hosts Morgan Smith and Nicholas Thickett deep dive into the fundamentals of research for enterprise accounts that can raise your prospecting success astronomically including including a win/loss analysis, internal research, using existing buying data, and more!!

Listen in as we discuss:

List building and prioritization

Champion identification

Differentiating among the levels of N+ people in a buying process

Importance of finding the right person and doing homework on the customer's business model

Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith

Follow Nicholas Thicket on LinkedIn: https://www.linkedin.com/in/nicholasthickett/

Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

In this episode of the B2B Power Hour, hosts Morgan Smith and Nicholas Thickett as they deep dive into four general fundamentals to researching prospect that can raise your prospecting preparedness and success astronomically including mapping your process, finding repeat buyer lists, and more!

Listen in as we discuss:

List building and prioritization

Champion identification

Differentiating among the levels of N+ people in a buying process is important

Importance of finding the right person and doing homework on the customer's business model

Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith

Follow Nicholas Thicket on LinkedIn: https://www.linkedin.com/in/nicholasthickett/

Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

When you’re growing your company, hitting sales goals can be an all encompassing endeavor. It's easy to slap a one-size-fits-all strategy onto a big group of potential customers.

But to truly develop your brand and bring in long-term customers, you have to understand and plan for their specific needs.

In this episode of the B2B Power Hour, Morgan sits down with business expert and current founder at Blueprint, Jordan Crawford to explore the importance of understanding customer needs and behaviors in driving growth for companies with specific examples from Tidio, Freshdesk, Gladly, and more!

Listen in as we discuss:

The importance of targeted marketing and understanding customer needs

The impact of customer feedback on target market and messaging

The effectiveness of "selling the job to be done"

Insights into how AI can be used to improve customer experiences

Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith

Follow Jordan Crawford on LinkedIn: https://www.linkedin.com/in/jordancrawford/

Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

We've dove into the archives of the B2B Power Hour and assembled the best wisdom we've dropped into this all out, first-of-its-kind Power Play Episode. Today's topic? Creating your LinkedIn profile. We're covering the three core principles for a great LinkedIn profile as a seller, informed by our hundreds of experiments and hundreds of profile reviews. Tune in to learn how to build your profile so you can send connection requests, earn responses, and have great conversations on LinkedIn.

Struggling to get your connection request accepted? This is the episode for you. We're diving into what to look for inside a prospect's LinkedIn profile. Listen in to learn the three profile themes to look for, the three questions to ask when visiting a profile, and the three types of messaging to use when reaching out to a prospect.