The B2B Sales Podcast

Welcome to the B2B Sales Podcast! I'm your host Thibaut, and in this episode, I reveal a hidden LinkedIn feature that can help you book more meetings. Many salespeople struggle with getting prospects to open their emails or respond to calls. Learn how to stand out and capture attention using LinkedIn voice notes.

• Common challenges in getting replies from prospects
• The impact of high volumes of outreach on response rates
• Introduction to LinkedIn voice notes
• How to use LinkedIn voice notes effectively
• Step-by-step guide to sending LinkedIn voice notes
• Example of a powerful LinkedIn voice note template

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In this episode, Thibaut discusses the limitations of using LinkedIn InMails for B2B sales prospecting and offers practical alternatives to increase your success rate. Learn how to optimize your LinkedIn strategy to engage more effectively with prospects.

Main Topics Covered:

• Inefficacy of InMails: Exploring why InMails are not suitable for sales prospecting and are better suited for marketers to run ad campaigns.
• Optimizing Your LinkedIn Profile: Key strategies to attract prospects and build trust through your LinkedIn profile.
• Finding Triggers: How to identify relevant information about prospects that can serve as conversation starters.
• Writing Effective Connection Requests: Tips for crafting direct and compelling connection requests to improve your connect rate on LinkedIn.
• Alternative Prospecting Tools: Introduction to Thibaut’s prospecting engine and how it can revolutionize your LinkedIn prospecting efforts.

Sign up to Tactical Selling to access all the resources mentioned in the episode (on Thursday 9th of May).

In this episode, Thibaut dives into the critical metrics every B2B sales professional should monitor to enhance their prospecting performance. Whether you're an individual contributor or a manager, understanding these metrics can help you pinpoint what's working and what needs improvement in your sales process.

Main Topics Covered:

• Prospects Added to Your Sequence: Importance of initiating contacts and monitoring additions to your sales sequence.
• LinkedIn Connection Acceptance Rate: Strategies for improving LinkedIn connection requests and the significance of monitoring acceptance rates.
• Reply Rates: Why securing replies is crucial and how it serves as a leading indicator of your prospecting success.
• Meeting Booked Rate: How tracking meetings booked from replies can indicate overall sequence effectiveness.
• Show Up Rate: The importance of not just setting meetings but also ensuring prospects attend, and how to improve this metric.

Sign up to Tactical Selling to access all the resources.

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils five effective prospecting strategies to help you book more meetings and build a healthier pipeline. Learn how to mix different types of prospecting to stay motivated and increase your chances of success.

• Inbound Prospecting: Receiving requests for demos or calls from prospects and the challenges associated with it.
• Discovery Prospecting: Engaging prospects in interviews to understand their problems and needs better.
• Nearbound Prospecting: Leveraging your network for introductions and utilizing existing connections for prospecting.
• Trigger-Based Prospecting: Initiating conversations based on the digital footprint of prospects, such as their engagement on LinkedIn.
• Account-Based Prospecting: Targeting prospects in designated accounts, overcoming challenges, and utilizing expansion sequences.

• Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter

Join Thibaut in this episode of the B2B Sales Podcast as he outlines four straightforward steps for busy account executives to maintain effective prospecting. Learn how to carve out time, prioritize existing relationships, and identify new opportunities to keep your pipeline flowing smoothly and meet your sales targets.

Main Topics Covered:

• Protect Your Time: Establish a routine with a recurring time block to focus on prospecting, avoiding interruptions.
• Identify Existing Accounts: Segment your current and past accounts into tiers for targeted follow-ups.
• Identify Top Tier New Accounts: Focus on acquiring new logos by targeting companies that meet your ideal customer profile.
• Prospect Daily: Balance your prospecting efforts between follow-ups with existing connections and outreach to new prospects.

Useful Links:

• Sign up for the newsletter: Sales Labs Tactical Selling
• Learn more about my Prospecting Engine: The Prospecting Engine

In this episode of the B2B Sales Podcast, host Thibaut shares a valuable system for leveraging your competitors' audiences to generate a continuous stream of qualified leads. Discover a step-by-step method to identify potential customers through your competitors' marketing efforts and how to engage with them effectively to increase your meeting bookings.

Main Topics Covered:

• Identifying your competitors using tools like G2 to build a targeted list.
• Conducting a LinkedIn audit of these competitors to evaluate their engagement levels.
• Scrolling through organic posts and ads to find potential leads that match your Ideal Customer Profile (ICP).
• Utilizing tools like Amplemarket to export leads who have shown interest in your competitors' content.
• Crafting outreach messages based on leads' engagements or downloads to initiate conversations.

Useful Links:

• Sign up for the newsletter: https://www.saleslabs.io/tactical
• Book a demo with Amplemarket: https://www.amplemarket.com/demo?source=thibaut.souyris

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his step-by-step process for personalizing outreach efforts. Discover how to identify personalized elements, link them to your prospects, and effectively use them as triggers to increase engagement and book more meetings.

• Understanding Prospect's Problems: Thibaut emphasizes the importance of knowing your prospect's problems before personalizing outreach efforts.
• Finding Personalization Elements on LinkedIn Profiles: Learn where to find personalized elements on your prospect's LinkedIn profiles, including the about section, posts, and activity.
• Exploring Personalization Elements About Their Companies: Discover strategies for uncovering useful personalization elements about your prospect's companies, such as annual reports and executive engagements.
• Utilizing Personalization Elements as Triggers: Thibaut shares insights on incorporating these elements into personalized prospecting messages to enhance engagement and drive conversations.

• Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter
• Explore the Prospecting Engine for comprehensive prospecting strategies: Prospecting Engine

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his efficient process of leveraging Amplemarket's AI features for prospecting. Discover actionable steps to integrate Amplemarket into your tech stack and explore time-saving features to streamline your prospecting efforts.

• Leveraging Amplemarket for Prospect Export: Thibaut shares insights on how to export leads from LinkedIn using Amplemarket's AI features, enhancing your prospecting efficiency.
• Data Enrichment with Amplemarket: Learn how to enrich data and verify lead relevance using Amplemarket's filtering and data enrichment capabilities.
• Utilizing Amplemarket's Copywriter Feature: Explore how Thibaut utilizes Amplemarket's Copywriter feature to craft personalized prospecting messages based on prospect activity.
• Automated Meeting Enrichment: Discover how Amplemarket automatically enriches meeting details with relevant information to facilitate productive discovery calls.

• Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter
• Try Amplemarket and book a demo using Thibaut's link: Sign up for Amplemarket Demo

In this episode of the B2B Sales Podcast, Thibaut shares his exact process for identifying prospects' problems. By following these steps, you'll demonstrate to your prospects that you understand their needs, increasing your chances of capturing their attention and securing deals.

Main Topics Covered:

• Understanding prospects' goals and metrics
• Identifying key initiatives related to prospects' goals
• Listing common problems faced by prospects during their initiatives
• Highlighting specific symptoms of these problems to improve prospecting messages

Links:

• Sign up for Tactical Selling Newsletter: Tactical Selling Newsletter
• Explore The Prospecting Engine Course: The Prospecting Engine

In this episode of the B2B Sales Podcast, Thibaut shares his proven process for booking meetings with LinkedIn's help. A tactic detailed in his prospecting engine, this approach utilizes thought leaders' posts to engage prospects at scale. Learn the four practical steps to leverage LinkedIn's digital footprint, significantly increasing your chances of securing replies and booking valuable meetings.

1. LinkedIn Prospecting Tactic: A step-by-step guide to maximize LinkedIn for effective prospecting.
2. Extract Prospects from Engagements: Utilize reactions and connection degrees to pinpoint prospects fitting your Ideal Customer Profile (ICP).
3. Tease Interests with Relevant Resources: Leverage shared resources related to thought leader posts to pique prospects' interest.
4. Navigate Conversations and Book Meetings: Employ a simple workflow to guide conversations and secure meetings with interested prospects.

• Sign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter