Outbound Sales Playbook

Rejection is a HUGE part of the job of outbound sales. Even though most objections are a result of your prospect's fears and pet peeves than anything else, there are legitimate reasons for not being ready for new solutions right now. Tom & Jeff discuss the top 3 and give a quick 3-step formula for mastering them that leads to higher booked meetings conversion.

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Metrics can be the bane of your existence or the key driver to an extremely successful career in sales. The "right" ones can help you drive progress in the right areas and level up every day. The "wrong" ones can find you chasing actions that don't necessarily lead to the outcomes you want. This week, Salesforce's Taylor Jones joins Tom & Jeff to discuss how you can use metrics to level up your outbound career.

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

Being a servant leader is all the rage these days but what does it actually mean? Can anyone be one? Do you need to have a title? Tom & Jeff share their thoughts on all the above in this episode of #FTFFridays and even give a real-world example of what to do (and NOT to do) when leading through service.

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Prospecting into Enterprise organizations is a unique challenge and those who are trying to move into a higher market typically have challenges even getting conversations, let alone booking meetings. That's why Tom & Jeff asked Josh Roth, Sr Director Inside Sales at Lob, to stop by and share his top 3 tips you can use to break through the noise and get those executives in your funnel!

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There's a great debate out there around whether you should ask permission for the call in a cold call. According to a recent LinkedIn poll by our very own, Tom Slocum, it's an even split between "Absolutely" and "Nope, just get on with it". In this episode, Tom & Jeff discuss the pros and cons of asking permission along with some personal stories for each side. Enjoy and happy hunting!

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

Even as some companies are trying to get everybody back in the office, working from home and virtual selling is here to stay. So how do you replicate the same gigantic presence you have in-person from behind a screen or phone? Hunter Collins, Sales Manager of DronePros and SDR at enCompass, joins Tom & Jeff to discuss 3 things you can do to earn trust, interest, and commitment with non-verbal communication, virtually.

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The SDR-AE relationship is known to have its up and downs on many B2B sales teams but it doesn't have to be. AEs complaining that the leads are weak or BDRs mad that their leads are not getting the care they should. Join Tom & Jeff to learn how you can take charge and start developing a strong SDR-AE relationship with The Handoff.

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Building a top-performing outbound engine is not easy - especially when there are so many tools, resources, and experts out there making it tough to know where to even start. Join Tom & Jeff on this week's #FTFFridays as they outline the 3 things you should focus on FIRST before even building your tech stack to ensure predictable and repeatable prospecting success.

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Now that summer is here and the kids are out of school the need to be more aggressive and creative in your prospecting efforts is high as it's going to be this year. Some tactics are better than others and you may find yourself annoying the #$@% out of your prospect if you use the wrong one. Join Jeff & Tom as they discuss some out-of-the-box tactics that definitely work, but should be used with caution. Bottom line: Don't be an idiot!

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

Social selling is a hot topic right now especially as connect rates and email reply rates are tanking. But how exactly do you "Social Sell"? Jeff & Tom asked marketing nerd and host of the B2B Mentors Podcast Connor Dube to stop by and share how he generates high-quality enterprise leads from social networks like LinkedIn. Enjoy and happy hunting!

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