Outbound Sales Playbook

With all the expert tips and high quality content out there, you might think you have to have the perfect pitch to book sales meetings. True, having something to say is vital but it's not about perfection. Mike Leader, Sales Trainer at Gehr Industries, joined Jeff Swan to talk about how doing the work every single day, regardless of your title or position, is the not-so-secret secret behind a consistent full funnel (+ big paychecks).

Get full access to #HumanBoss by Jeff Swan at jeffswan18.substack.com/subscribe

Time to settle something important. As an SDR or full-cycle sales rep, your personal brand is not about creating an inbound funnel. It's amplifying what you do so you can work smarter, not harder at hitting your numbers. This week, Jeff & Tom outline small things you can do to build your brand and have better sales conversations.

Get full access to #HumanBoss by Jeff Swan at jeffswan18.substack.com/subscribe

People in outbound sales usually sit in one of two camps: personalize everything or personalize nothing and scale it all. So one side spends too much time on each prospect and misses their numbers while the other burns through leads lists in no time flat with little to show for it. In this episode, Jeff & Tom walk you through how to bring together both approaches to gain predictable conversions in less time.

Get full access to #HumanBoss by Jeff Swan at jeffswan18.substack.com/subscribe

For most SDRs, the AE role is one to aspire to but also one that can be extremely disarming once you actually achieve it. This week, Tom & Jeff are joined by TikTok sales star who held several Account Executive roles in tech, Will Aitken, to chat about whether the grass is actually greener on the other side. Listen in for a sneak peek into what the role is really like!

Get full access to #HumanBoss by Jeff Swan at jeffswan18.substack.com/subscribe

With only 6 weeks until Thanksgiving week, the pressure's on to close out the year strong by filling your funnel before the holidays. With this in mind, hosts Tom & Jeff are issuing a challenge to every SDR, AE, and Founder-Seller to join the #FTFChallenge and commit to at least 20 new contacts + 2 new sales conversations a day for the next 30 business days. Listen to the episode for details. You in?

Get full access to #HumanBoss by Jeff Swan at jeffswan18.substack.com/subscribe

Wouldn't SDRs make amazing recruiters? Not only do they spend their time (and have ridiculous skills) hunting for amazing opportunities but they're also really good at recognizing their own. With a treasure trove of data on SDRs and AEs' opinions on their current role, responsibilities, and company, Tom & Jeff thought it would be fun to bring in RepVue's Darin Alpert to weigh in on how SDRs are pretty much the modern sales recruiter. Enjoy and happy hunting!

Get full access to #HumanBoss by Jeff Swan at jeffswan18.substack.com/subscribe

If you open a random exec's inbox or listen to the cold call voicemails they get regularly, you'll hear the same templates, tricks, opening liners, etc. or some very similar version of each several times. Frankly, your prospects are bored. That's why Tom & Jeff dedicated this episode to one extremely important thing you can do in your prospecting to stand out - find your lane.

Get full access to #HumanBoss by Jeff Swan at jeffswan18.substack.com/subscribe

The tactics, strategies, and skillsets used by successful SDRs are starting to look dangerously close to marketing. Social selling rockstar, Evan Patterson, joins Tom & Jeff to discuss whether SDRs should sit in Sales or Marketing, how organizations can align sales, marketing, and sales development around shared goals, and use personal branding + content to generate pipeline.

Get full access to #HumanBoss by Jeff Swan at jeffswan18.substack.com/subscribe

You're probably noticing people going a little crazy all over the sales world with people calling each other out on LinkedIn, changing jobs frequently, and many more just silently dealing with stress in their own private ways. In response to this, Tom & Jeff decided to take a different path in this episode and just talk about what's going on in the world and how a simple shift in mindset can get you through to the other side.

Get full access to #HumanBoss by Jeff Swan at jeffswan18.substack.com/subscribe

From the wise words of Josh Braun, the best way to win a sale before it even starts is to illuminate your customers' problems. Taking it a step further, Tom & Jeff are joined with Angel Sandoval, host of the Sales Rehab podcast to share his acronym for S.A.L.E. and how he uses it to shed light on prospect challenges and opportunities while also offering easy ways to solve them.

Get full access to #HumanBoss by Jeff Swan at jeffswan18.substack.com/subscribe