As we wrap up the prospecting masterclass series, three top experts in the field joined us to deliver the finest techniques for cold email, social selling, and cold calling that will drive higher conversion rates.

They shared everything from email structure and personalization to social media DMs and video messaging, to cold call openings and objection responses, and all that happens in between.

Learn all the best strategies for improving your outreach game, and crush your 2025 goals.

• Why some outreach fails (and how to fix it)
• Which channels work best for your goals and where to focus your efforts first
• Data-driven strategies for higher conversion rates

The Speakers:

James Buckley, Jason Bay, Armand Farrokh and Nick Cegelski

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Want to know what your prospects are really thinking? Then stop asking basic questions that don’t uncover the real pain.

Expert sales coach Marcus Chan shares advanced discovery techniques that uncover true pain points and buying motivations.

Get 9 specific questions and follow-ups that dive deeper than the basic surface-level inquiries and responses, gaining a true insight into their problem, and you’ll learn exactly how to follow up for maximum insight. He’ll also share the questions you don’t want to ask, and why.

• High-impact questions that reveal true pain points
• Follow-up techniques that uncover hidden motivations
• Conversation control methods that position you as best as possible

The Speakers:

Leslie Douglas and Marcus Chan

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List building is the #1 skill in outbound today. 

In this Daily Sales Show episode, we were joined by a world-class expert who’s handled list building for dozens of top sales orgs.

Andrew Elsakr shows us the top tools to use for list building, tactics for coming up with list ideas, and a live demonstration of list building strategies.

• The best list building tools in the market today
• How to build targeted prospecting lists
• Live list building demonstration

The Speakers:

Jed Mahrle and Andrew Elsakr

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A lot of reps think that negotiating involves discounting but, there's a better way.

Negotiation expert Christina Brady shows to start your year with powerful negotiation strategies that protect pricing integrity while driving deals forward.

This practical session will equip you with specific language patterns and response techniques. You’ll learn exactly when and how to deploy strategic incentives and how to identify and engage key decision-makers early in the sales cycle.

• Proven negotiation tactics to maintain pricing power from day one
• Strategic timing of incentives that preserve deal value
• Key stakeholder engagement strategies for complex deals

The Speakers:

Leslie Douglas and Christina Brady

If you want to catch The Daily Sales Show live, join here

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Thank you to our sponsors: Salesloft

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How much thought have you given to your cadence? How many days between touchpoints, best times to send, duration, response monitoring to adjust timing… it’s a lot to master.

This is why cadence experts, Jill Bruno and Andy Mewborn joined the show to talk about what’s working and what we should expect for the new year, including what a great cadence looks like, why they work, and how to execute them well.

Learn how to make the most impact of your messaging, and watch your response rate grow.

• What type of cadences work, with scripts and frameworks you can steal
• How to identify the best channels to use, and how many touchpoints you need
• How intentional A/B testing can help pinpoint your best email strategy

The Speakers:

James Buckley, Jill Bruno and Andy Mewborn

If you want to catch The Daily Sales Show live, join here

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Want to learn how to do effective cold LinkedIn outreach?

Mandy McEwen and Darren McKee joined us to walk you through their proven frameworks for engaging high-value prospects on LinkedIn, including some lesser-known approaches to finding them.

Learn the right way to engage in content, how to make the most of a “follow,” how most sellers waste time in the DMs – and what you should do instead. Get ready to fill your pipeline and book more meetings than ever.

• Where your best prospects are hiding (hint: not where everyone else is looking)
• The content engagement formula that starts conversations naturally
• Outside-the-box ideas to engage prospects on LinkedIn

The Speakers:

Will Aitken, Mandy McEwen and Darren McKee

If you want to catch The Daily Sales Show live, join here

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Before you reach out to a prospect, there’s one crucial thing you must do - research.

Erik Fisher is an expert in studying prospects. He joined us to share what kind of research you need to do and how it will help you advance the customer’s journey. By following his strategies, you’ll be better prepared to identify opportunities and needs, know what kind of approach will work best, and understand their pain points.

Take away his playbook of techniques for the most effective prospect research and become more successful in your outreach efforts.

• Where to look, what to look for, and how to use research data
• Pros, cons, and common mistakes when preparing to reach out to prospects
• How to find natural entries into conversations that can lead to sales

The Speakers:

James Buckley and Erik Fisher

If you want to catch The Daily Sales Show live, join here

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Frameworks and best practices are great to have in theory, but translating all that into real-world cold outreach emails can be tricky.

Listen as guest Nick Palasz rewrote cold emails, and shared his insights on how to make your cold email outreach more effective.

He also revealed some of the most common mistakes email-writing reps make, with tips on how to avoid them, and the tools he uses to get the job done right.

• How to increase open rates to as high as 60%
• Strategies to keep your email out of the spam folders
• The 2 key elements that make an irresistible email offer

The Speakers:

Will Aitken and Nick Palasz

If you want to catch The Daily Sales Show live, join here

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Thank you to our sponsors: Zoominfo

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Still thinking about the deals that never closed last year because the prospect ghosted you? It’s a well-known phenomenon over the holidays. But now it’s time to re-engage and finish what was started.

Kyle Coleman and Caspian Lewke strategize about reclaiming ghost prospects. Find out how Kyle’s “pre-meeting drip” brought his 12% no-show rate down to just 2%, and how simple email content can break the silence.

Caspian also shared his own clever strategies to get you out of the ghost zone. And when it’s just not happening, you’ll learn how to recognize the signs when it’s time to move on.

• The do’s and don’ts of reaching out to ghost prospects
• Clever approaches that will regain their interest and attention
• New approaches to start opportunities out stronger and prevent ghosting in the first place

The Speakers:

Leslie Douglas, Kyle Coleman and Caspian Lewke

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Cold email changes so fast, that once a tactic is working, it quickly becomes redundant… meaning you have to find the next tactic. But it doesn’t have to be that way.

Cold email experts, Florin Tatulea and Gabrielle Blackwell joined us to share what’s working for them and their teams.

See how they’ve adapted their cold email strategy in the last year, and real examples of templates that are converting for them.

• Cold call openers that create actual conversations with buyers
• How to nail your value proposition every time
• Effective ways to ask for the meeting

The Speakers:

Jed Mahrle, Gabrielle Blackwell, Florin Tatulea

If you want to catch The Daily Sales Show live, join here

Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game

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Thank you to our sponsors: Gong and Aligned

Looking to up your sales skills?

Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membership

Sales Training for your TEAM