The B2B Sales Podcast

In this new episode, Thibaut receives James Buckley, for a spontaneous conversation on sales and sales development.

James is the Director of Sales Execution & Evolution at JBarrows Sales Training. He has been selling door-to-door for a few years, before moving to tech sales and finally joining the JBarrows Sales Training team.

In this interview, you will learn about building a personal brand on LinkedIn, what is the C+P* = S formula, and what ABM prospecting tactics can be used to land on your Ideal Customer Profile LinkedIn feed.

This episode was super tactical, we started the conversation and decided not to cut anything, as it was already extremely valuable!

You can find James on LinkedIn here.

Go check JBarrows Sales Training here.

Enjoy the show!

In this new episode, Thibaut receives Alex Olley, for a discussion on how he re-became an SDR to help his team during the lockdown.

Alex is the Co-Founder of Reachdesk. He has been for 9 years and he now heads the revenue and marketing teams and helps sales development teams use direct mail and gifting to start conversations.

In this interview, you will discover why Alex decided to go back to prospecting, what has changed in sales development in the last few years, and what tools he uses to generate business opportunities.

You can find Alex on LinkedIn here.

Go check Reachdesk here.

Enjoy the show!

In this new episode, Thibaut receives Mark Colgan, for a tactical conversation on how to find and use triggers for cold outreach.

Mark is the CRO of TaskDrive. He has been for 12 years in B2B Sales and Marketing, and he is currently helping SDRs personalize their outreach, while living the dream of working remotely.

In this interview, you will discover how to find valuable triggers to personalize your prospecting, what types of triggers can be used, and how to scale your trigger research.

You can find Mark on LinkedIn here.

Go check TaskDrive here.

And below are two useful resources to get started with triggers.

• Overview of 14 Lead Sourcing Playbooks via TaskDrive’s blog
• How to Build a Relevant, Dynamic List of Prospects via Mailshake guest post

Enjoy the show!

In this new episode, Thibaut receives Kevin Indig, for an in-depth conversation on how reps can build credible content to book meetings.

Kevin is VP SEO & Content at G2. He has a strong technical SEO background and developed into a marketing leader over the last couple of years, building and leading teams at several companies along the way. 

In this interview, you will discover how to build quality content and generate demand on LinkedIn and socials, how to build credibility in content when starting a career, and how to craft content for Germany vs the US.

You can find Kevin on LinkedIn here.

Go check G2 here.

Enjoy the show!

In this new episode, Thibaut receives Tom Boston, for a fantastic conversation on how to use humor to stand out on LinkedIn.

Tom is an SDR at Salesloft, where he's part of the EMEA sales team. With so many people creating and curating content, it can be challenging to know how to stand out.

In this interview, you will discover how to find your unique voice on LinkedIn, how to generate funny posts that drive attention, and how to obtain support from your management to share authentic content

You can find Tom on LinkedIn here.

Go check SalesLoft here.

Enjoy the show!

In this season 2 wrap up, Ara and Thibaut exchange on this second season and the 12 episodes they ran together.

They share their analysis of each episode and guest, as well as their learnings.

Season 3 will start on the 1st of July. You'll have the possibility to attend the episodes recording and ask questions to the guests. This access is for customers of the T-shaped SDR Online Training only.

Sign up here.

You can add Ara on LinkedIn here.

You can add Thibaut on LinkedIn here.

And don't forget to signup to the newsletter here.

Enjoy the show!

In this new episode, Ara receives Marcela Cardenas, for a thought-provoking conversation on how to build, scale, and run international sales team.

Marcela is a B2B sales reference in Latin America, where she built Groupon LatAm from the ground up, before joining CDiscount Colombia, and finally heading the Global Sales Team at Cabify.

In this interview, you will discover how to keep and open mind and embrace new sales techniques, how to coach across different cultures, and how to stay humble when you own a global territory.

You can find Marcela on LinkedIn here.

Go check Cabify here.

Enjoy the show!

In this new episode, Ara receives John Barrows, for an eye-opening conversation on what personalization and relevance look in cold outreach.

John is a legend in the world of SaaS sales. He has trained reps at Salesforce, Slack or Salesloft and he is one of the most recognized voices in the industry.

In this interview, you will discover how to personalize your cold outreach, why every AE should still prospect and you will discover how John lands meetings with his top 25 accounts.

You can find John on LinkedIn here.

Go check JBarrows here.

Go listen to Make it Happen Mondays here.

Enjoy the show!

In this new episode, Thibaut receives Alfie Marsh, Head of US Sales at Spendesk for an interview on how to build a personal brand on LinkedIn, while working on a full-time job.

Alfie was the first SDR for Spendesk in the UK, before climbing the ladder and taking over the US market.

In this interview, you will discover the routine of Alfie to create regular content, how he managed to create high quality video content, and what to start posting when you don't have years of experience.

You can find Alfie on LinkedIn here.

Go check Spendesk here.

Go buy Jab, Jab, Jab, Right Hook here.

Enjoy the show!

In this new episode, Thibaut receives Trevor Martin, CEO of Noms Bake Shop for an interview on how to use gifts in cold outreach sequences.

Trevor has founded Noms Bake Shop in 2015 in Phoenix, Arizona.

In this interview, you will discover how to build sequences using physical gifts like cookies. Trevor shares a framework to select a gift provider and best practices to include these gifts in your cold outreach sequence. He also shares his experience validating physical addresses when your prospects work from home.

You can find Trevor on LinkedIn here.

Go check Noms Bake Shop here.

Get the 5 steps framework here.

Get your 10% discount by typing the code "b2bsalespodcast" at the checkout.

Enjoy the show!