The B2B Sales Podcast

In this insightful episode of the B2B Sales Podcast, Thibaut explains a simple, four-step system that will help listeners calculate the number of prospects they should contact daily. This system is aimed at building an effective outreach strategy and providing a clearer understanding of your daily sales activities.

Main Topics Covered:

1. Defining Your Goal: Understand your booking, revenue, opportunity, or meetings booked goal. Having a clear understanding of your monthly, quarterly, or yearly goal is critical for success.
2. Setting Conversion Rates: Understand your conversion rates. This can be broken down into reply rate, meeting booked rate, and meeting held rate.
3. Adding a Comfortable Padding: Calculate the number of prospects to add to your sequence in order to reach your targets, and add a 10-20% cushion to account for variations.
4. Turning Results into Daily Activity: Break down your end goal into daily activities, helping you make progress towards reaching your targets.

Links:

• Detailed Blog Post
• Sales Process Calculator

In this episode, Thibaut discusses the importance and methods of conducting efficient weekly one-on-one meetings for Sales Development Representatives (SDRs) or Sales Development Managers. He presents a 3-step approach to streamline meetings, focusing on crucial metrics such as prospects added to your sequence, conversations started, and meetings booked. The implementation of these questions leads to more effective meetings, enhanced productivity, and a more nuanced understanding of your prospecting system.

Main Topics Covered:

• The common issue of unproductive one-on-one meetings in sales and strategies to counter this
• The first question: How many prospects did you add to your sequence? Exploring the importance of focusing on this metric
• The second question: How many conversations did you start? Understanding the value of initiating conversations instead of directly pitching products
• The third question: How many meetings did you book? The significance of tracking conversations and prospect contact, rather than exclusively focusing on this outcome metric
• Tools and resources available to assist in these areas

Show Notes:

1. Sales Process Calculator: A tool to understand how many touchpoints and prospects you need to add to your sales process
2. Advanced messages guide: Tips on how to initiate conversations effectively with prospects
3. Conversation navigation resources: Methods to handle conversations that eventually lead to booking meetings
4. Building your prospecting system guide: Steps on how to create an efficient prospecting system for better results
5. Calendar Link Etiquette guide: Best practices on setting up calendar links for your meetings

For a more detailed discussion, check out the full post here.

In this episode of the B2B Sales Podcast, Thibaut shares a simple yet effective four-step system for building a referral strategy in 2023. Learn how you can leverage your existing customers' networks to generate new opportunities and kick-start meaningful conversations.

• The significance of referrals in generating business opportunities in 2023.
• How to create a comprehensive list of existing customers with five key criteria using a CRM system.
• Crafting an impactful 'Thank you' script with an ask for referrals.
• The power of using video messages for referral requests.
• Tips for recording an engaging video message.
• Best practices for sending the video, including embedding it in an email and adding a call-to-action.
• Utilizing the quieter summer period to test and refine this referral strategy.

For a more in-depth understanding and examples of the video messaging strategy discussed, follow this link to our detailed post: 4 Steps to Building a Referral Strategy

In this B2B Sales Podcast, Thibaut shares key points from his recent masterclass on successful cold outreach. Learn about identifying customer problems, creating a contact plan, using different channels, and the importance of consistency.

1. Identifying Customer Problems
2. Creating a Contact Plan
3. Using Different Channels
4. Consistency in Outreach

• Detailed Post
• Upcoming Masterclass

In this episode, Thibaut reveals a game-changing approach to researching 10-K reports and other corporate documents using ChatGPT and the AskYourPDF plugin. Learn how to efficiently extract key initiatives and data from lengthy reports, and craft effective sales messages that resonate with your prospects.

• Introduction to the episode.
• Installing the AskYourPDF plugin on ChatGPT.
• Navigating through settings to enable beta features.
• Accessing the plugin store and installing Ask Your PDF.
• Utilizing ChatGPT to summarize 10-K reports.How to ask ChatGPT to extract key points from a 10-K report using the AskYourPDF plugin.
• Zooming in on a key topic within the summary.How to get more specific information from the 10-K report about topics like cybersecurity.
• Finding a specific trigger within the report.
• Locating detailed sections within the report using keywords and extracting information.
• Building your sales message.
• Crafting a tailored sales email using the information extracted from the 10-K report.
• The importance of being on the pro plan to access plugins.
• Example case: Using ChatGPT to prospect Amazon as a representative of SoSafe, a German company focused on online behavior training.

• Step-by-step guide

In this episode of the B2B Sales Podcast, Thibaut explores the core reason why prospects often ignore sales pitches and offers a practical six-step strategy to effectively engage with prospects by understanding and addressing their problems.

The Core Issue: Understanding that prospects ignore salespeople because they focus on products rather than the prospects' problems.

Ideal Customer Profile (ICP):

• Creating a clear ICP combining ideal customer companies and titles.
• Utilizing ‘Above the Line’ and ‘Below the Line’ for titles.
• Example: Targeting SaaS companies in EMEA with 10+ inside sales reps, focusing on CSOs, CROs, or VPs of Sales.

Key Metrics: Grasping the primary metrics your prospects are concerned with.

Goals: Identifying the specific goals of your prospects.

Initiatives: Discovering the strategies prospects use to achieve goals.

Problems: Analyzing challenges faced during initiatives.

From Problems to Symptoms: Converting problems into symptoms to create relatable and effective outreach.

Conclusion: Summarizing the steps and emphasizing alignment with prospects' problems for successful engagement.

In this episode of the B2B Sales Podcast, Thibaut shares his tactic for getting the attention of prospects who seem to be ignoring his outreach. Through the innovative use of AI chatbot technology, Thibaut has developed an engaging and surprisingly effective method for breaking through the noise and starting conversations with potential customers. Listen on for a comprehensive guide on how to replicate his approach using the RepliQ tool and GPT-based AI.

Main Topics Covered:

• Thibaut's regular prospecting tactics and the response rate he typically achieves.
• An introduction to the tool, RepliQ, and how it utilizes GPT technology to engage with prospects.
• Thibaut's go-to tactic when prospects ignore his messages, involving the generation of a prompt via RepliQ that provides potential reasons why a prospect might not have replied to an email.
• The success rate Thibaut has seen with this novel method.
• The process of scaling this approach for multiple prospects using the Replic tool, including the creation of prompts and CSV exports for outreach sequencing.
• A deeper exploration of how this technique can be integrated into your sales process to improve conversation-starting potential with prospects.

Check this video for more details.

In this episode of the B2B Sales Podcast, Thibaut dives into the nuances of sending effective cold emails. He shares three essential rules to increase the open and response rates, leading to more conversations and bookings. If you've been struggling to get replies or constantly facing rejections, these tips can turn your cold email strategy around.

Main Topics Covered:

Importance of a succinct subject line:

• Aim to keep it under five words.
• Look for inspiration in your own mailbox.

Creating an effective body for the cold email:

• Limit the body to a maximum of 125 words.
• Test the email on your mobile phone.
• Tips to avoid sending long and monotonous emails.

Using frameworks to craft cold emails:

• Avoid writing each email from scratch.
• Use available frameworks to make the process more efficient.

Links and Resources:

3 Rules to Getting Replies with Cold Emails

In this episode of the B2B Sales Podcast, Thibaut Souyris shares his insights into a unique approach for those struggling to book meetings. Instead of reaching out to completely new prospects, he presents a three-step method that targets inactive customers and lost opportunities. Whether you've experienced a drop in engagement or are merely seeking new ways to boost your conversations and book more meetings, this episode is packed with valuable advice.

Main Topics Covered:

• The importance of targeting inactive customers and lost opportunities
• How to compile a list of these contacts and the ideal number to reach out to daily
• Crafting a conversation sequence that re-engages, instead of directly asking for a meeting
• Useful frameworks and examples for initiating meaningful conversations
• Importance of systemizing this approach and incorporating it into your daily routine
• The motivational boost of starting more conversations and booking more meetings

Links and Resources:

• For a detailed explanation and real-time application of this tactic, check out the full guide available here

In this quick episode of the B2B Sales Podcast, our host introduces a unique opportunity for listeners to participate in a live, online masterclass focused on improving sales sequences. The class is ideal for salespeople, SDRs, executives, and anyone else involved in sales who is struggling to create efficient and successful sales sequences.

• The motivation behind creating the online masterclass and its key audience.
• Challenges that salespeople commonly face while creating a sales sequence.
• The significance of understanding a prospect's problems in building engaging sales messages.
• An overview of what to expect from the online masterclass including the building of a sequence skeleton and techniques to increase reply rates.
• The introduction of a special discount for podcast listeners and newsletter subscribers.
• Details of the online masterclass (date, time, and limitations).
• The benefits of attending the masterclass, including the ability to access recorded content and complete assignments to reinforce learning.

• Online Masterclass Registration
• Special discount code available in the show notes
• Limited to the first 50 people
• The masterclass will be recorded for those who can't attend live
• Includes pre and post-class assignments for hands-on learning
• The masterclass is scheduled for the 5th of July, 2023 at 4 PM Paris time
• Designed to enable you to build your own advanced sales sequence from scratch, with the ability to adapt and evolve over time.