Outbound Sales Playbook

Way back before technology could save you time and stress of monotonous tasks, sales trainers had one cheat code for generating high-quality sales leads easily. Somehow we forgot this tactic. Join Tom & Jeff as they discuss ways to fill your funnel with good old fashion sales referrals.

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Summer is around the corner and while you may be thinking it's time to let of the gas - it's not. Join Jeff & Tom as they talk about what makes prospecting in the summer so hard and learn 4 practical tips to make sure you fill your funnel anyway.

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Hustle culture is starting to get some flack from critics because it rewards overworking and shames those who don't. But "hustling" is so effective when used properly and it doesn't have to be a bad thing. Join Tom & Jeff as they discuss the pros and cons of hustle culture and how you can leverage Hard Hustle, Smart Hustle, and No Hustle to stay sane while filling your funnel.

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What does the future of Sales Development look like? David Dulaney, the owner of Tenbound and author of The Sales Development Framework, joins FTF to answer this tough question and discuss not-so-ready for prime time AI, the frustration of LinkedIn automation, and putting the "human" back in sales.

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It's time to call it. Cold calling is dead. Not the practice of picking up the phone and calling someone to strike up a sales conversation, but the concept around doing it "Cold". Join Tom & Jeff as they discuss why the term "Cold Calling" should be put to rest and the 3 simple steps you can take to do "Warm Calling".

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Some people just seem lucky. They get the best leads, the biggest opportunities, and the easiest customers to deal with, leaving others wondering what they do to get so "lucky". Join Jeff & Tom as they outline 5 things you can do to create your own luck on this week's episode of FTF Fridays.

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Everyone has that embarrassing moment of botching a cold call. You call your prospect, they say something entirely unexpected, and you freeze. Join Jeff & Tom as they outline 3 ways to overcome a botched cold call no matter how embarrassed you are in this week's episode of Fill the Funnel.

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Humor in sales will get you the attention of your buyer. If you really want to influence your buyer, well-written jokes can both establish your domain expertise AND capture attention. Tom & Jeff are joined today with Jon Selig, founder of Comedy Writing for Sales Teams, as they talk about how to intelligently use humor in sales to trigger influential emotions in buyers.

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No matter how awesome your product is or even your messaging, sequences, and overall sales process, if you are targeting the wrong person or people, you're not going to hit quota. Join Jeff & Tom as they discuss the difference between "ICP" & "TCP", navigating the "Buying Center" at target accounts, and how to use TCP to focus your efforts on those most likely to book meetings AND buy.

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Texting for outbound sales is not that common, but should it be?After last week's episode on How to Multi-Channel Hustle, many of you were asking how exactly to use texting at the top of the funnel, so it just made sense to give it an entire episode. Join Jeff & Tom as they outline the regional differences in texting across the globe, why texting is so valuable as a communication channel, and practical tips for using it in each of the 4 stages of the Lead-to-Opp sales process.

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