The B2B Sales Podcast

In this episode of the B2B Sales Podcast, Thibaut shares an effective cold calling opener. While not a fan of traditional cold calling, Thibaut highlights the benefits of utilizing simulators for comfortable and rejection-free practice.

1. Colloquial Opener for Cold Calls: Thibaut introduces a three-part structure for a cold calling opener.Salutation: A brief introduction with the first name to capture the prospect's attention.
2. Labeling the call: Addressing the unfamiliarity and nature of the call, setting the stage for transparency.
3. Suggesting to End the Call: Offering the prospect an option to continue or end the conversation, reducing the impact of rejection.

• Sign up for the Tactical Selling Newsletter for exclusive content and a video demonstration: Tactical Selling Newsletter

In this episode of the B2B Sales Podcast, Thibaut introduces the powerful concept of the "Netflix Effect" for salespeople. Learn how to shift your focus from merely booking meetings to stimulating conversations using human curiosity. Thibaut draws parallels with Netflix series cliffhangers to explain how teasing instead of giving information can elevate your prospecting game.

• The Netflix Effect Concept: Understanding how the approach of teasing information sparks curiosity and engagement.
• Real-world Example: Applying the Netflix Effect to prospecting in the B2B tech industry, specifically for sales reps in a finance-focused platform.
• The Role of Curiosity in Starting Conversations: Leveraging human curiosity to initiate meaningful dialogues.

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

In this episode of the B2B Sales Podcast, Thibaut unveils the power of creating a problem calculator for effective prospecting. Learn how to identify significant, quantifiable problems, connect them to measurable metrics, and build a compelling before-and-after calculator. Thibaut shares the strategy to tease this calculator in prospecting messages, capturing curiosity and prompting more replies.

• Identifying Prospect Problems: The importance of finding massive, quantifiable issues your prospects care about.
• Connecting Problems to Metrics: Matching the identified problem with a metric your solution directly impacts.
• Building Before-and-After Calculators: Creating a simple yet impactful calculator to showcase the potential improvement.
• Teasing the Calculator in Messages: Crafting prospecting messages that tease the calculator to capture curiosity and prompt replies.

• Sign up for the Tactical Selling Newsletter for further assistance: Tactical Selling Newsletter
• Access the example problem calculator: Calculator Example

In this episode of the B2B Sales Podcast, Thibaut shares his strategy for achieving a 46.45% reply rate through the effective use of triggers in prospecting. He explains the importance of understanding intent data, identifying potential triggers, and how to apply this knowledge to engage prospects meaningfully in 2024.

• Understanding Intent Data: The importance of recognizing online behaviors that signal a buyer's potential next actions.
• Listing Potential Triggers: How to identify and keep track of triggers that can initiate conversations with prospects.
• Using Triggers to Start Conversations: Strategies for turning digital footprints into opportunities for engagement.

• Sign up for the Tactical Selling Newsletter to access more resources: Tactical Selling Newsletter
• Access the Prospecting Template Swipe File for cold outreach templates: Prospecting Template Swipe File

In this insightful episode, Thibaut shares a practical guide on creating a "Power Hour" for focused prospecting, emphasizing how consistency is key to sales success. He walks through a three-step process to establish a productive prospecting routine that can transform your sales results.

• Designing Your Power Hour: The importance of protecting your calendar and dedicating a specific time for prospecting.
• Planning Your Power Hour Activities: A detailed breakdown of activities including follow-ups, finding new prospects, and adding them to sequences.
• The Prospecting Engine Course: An introduction to Thibaut's course designed to enhance prospecting skills and build a healthy pipeline.
• Finding a Power Hour Buddy: The benefits of having a prospecting partner to maintain accountability and consistency.

• Discover more about The Prospecting Engine and special offers: The Prospecting Engine

In this special episode, Thibaut introduces his newly launched course, "The Prospecting Engine." He discusses the challenges salespeople face in 2024, such as difficulty in booking meetings and crafting effective messages, and explains how this course is designed to overcome these obstacles.

• Challenges in Prospecting in 2024: Difficulty in getting replies, knowing what to write, and staying consistent in sales outreach.
• Introduction to The Prospecting Engine: A course tailored to help salespeople start conversations, book meetings, and establish a consistent prospecting system.
• Special Offer for Podcast Listeners: An exclusive discount on "The Prospecting Engine" course.

• Enroll in The Prospecting Engine with the code EDW613M on checkout to get a $120 discount: The Prospecting Engine

In this episode, Thibaut discusses a crucial mindset shift in prospecting: moving from focusing on booking meetings to starting conversations. He outlines a five-step approach to make prospecting more effective and relevant, both for salespeople and their customers.

Mindset Shift in Prospecting: Transitioning from a goal of booking meetings to initiating conversations.

Five-Step Approach for Effective Prospecting:

1. Review your Ideal Customer Profile (ICP).
2. Identify the big problems your targets are trying to solve.
3. List the symptoms of these problems.
4. Find resources to alleviate these symptoms.
5. Incorporate these elements into your messages.

• Sign up for the Tactical Selling Newsletter for more insights: Tactical Selling Newsletter
• Pre-order The Prospecting Engine for a 50% discount (available until January 31st): The Prospecting Engine

In this episode, Thibaut shares a five-step method to transform sales goals into manageable daily activities. This guide is perfect for sales professionals looking to streamline their process and achieve consistent results, especially at the beginning of the year.

• Review Sales Goals: Start by defining or reviewing your monthly, quarterly, or yearly sales goals.
• Set Conversion Rates: Understand and track key conversion rates like reply rate, meeting booked rate, and meeting held rate.
• Add 20% Buffer: Incorporate a buffer in your calculations to account for variations and uncertainties in your sales process.
• Run Calculations for Daily Activity: Break down your end goal into a daily activity target using your conversion rates.
• Execute Consistently: Create a daily prospecting routine to ensure consistent effort towards achieving your goals.

• For more detailed guidance and access to a sales process calculator, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter

In the first episode of 2024, Thibaut offers a brief update on a challenging start to the year due to illness and introduces the upcoming launch of his new course, "The Prospecting Engine." This course aims to empower salespeople with the skills and strategies needed to effectively start conversations, book meetings, and build a robust pipeline.

• Personal Update: Thibaut and his family's recovery from a severe flu at the end of December.
• The Prospecting Engine Course: An online course designed to equip salespeople with essential prospecting skills, set to launch on January 31st.
• Building a Community: A focus on creating a community of salespeople who view prospecting as a crucial skill for success.

• Learn more about The Prospecting Engine and sign up for the waitlist: Click here

In the final episode of 2023, Thibaut reflects on the year's achievements and sets forth his sales resolutions for 2024. He outlines his goals for growing his online course sales, fostering a supportive community for his students, and securing profitable sponsorship deals, all while balancing personal growth and family time.

• Growing Online Course Sales: Aiming to increase sales to $75,000 with strategies like offering discounts, launching the Prospecting Engine course, and providing additional support options.
• Supporting Students with a Community: Reviving and restructuring a community platform to provide a supportive space for course students, with monthly group office hours and peer interactions.
• Securing Profitable Sponsoring Deals: Expanding content monetization through strategic, long-term sponsorship deals that offer value to his audience and customers.

• To access the courses, community waitlist, and special discounts, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter
• To join the waitlist of The Prospecting Engine
• To see the sponsoring options