There's a great debate out there around whether you should ask permission for the call in a cold call. According to a recent LinkedIn poll by our very own, Tom Slocum, it's an even split between "Absolutely" and "Nope, just get on with it". In this episode, Tom & Jeff discuss the pros and cons of asking permission along with some personal stories for each side. Enjoy and happy hunting!

Even as some companies are trying to get everybody back in the office, working from home and virtual selling is here to stay. So how do you replicate the same gigantic presence you have in-person from behind a screen or phone? Hunter Collins, Sales Manager of DronePros and SDR at enCompass, joins Tom & Jeff to discuss 3 things you can do to earn trust, interest, and commitment with non-verbal communication, virtually.

The SDR-AE relationship is known to have its up and downs on many B2B sales teams but it doesn't have to be. AEs complaining that the leads are weak or BDRs mad that their leads are not getting the care they should. Join Tom & Jeff to learn how you can take charge and start developing a strong SDR-AE relationship with The Handoff.

Building a top-performing outbound engine is not easy - especially when there are so many tools, resources, and experts out there making it tough to know where to even start. Join Tom & Jeff on this week's #FTFFridays as they outline the 3 things you should focus on FIRST before even building your tech stack to ensure predictable and repeatable prospecting success.

Now that summer is here and the kids are out of school the need to be more aggressive and creative in your prospecting efforts is high as it's going to be this year. Some tactics are better than others and you may find yourself annoying the #$@% out of your prospect if you use the wrong one. Join Jeff & Tom as they discuss some out-of-the-box tactics that definitely work, but should be used with caution. Bottom line: Don't be an idiot!

Social selling is a hot topic right now especially as connect rates and email reply rates are tanking. But how exactly do you "Social Sell"? Jeff & Tom asked marketing nerd and host of the B2B Mentors Podcast Connor Dube to stop by and share how he generates high-quality enterprise leads from social networks like LinkedIn. Enjoy and happy hunting!

Way back before technology could save you time and stress of monotonous tasks, sales trainers had one cheat code for generating high-quality sales leads easily. Somehow we forgot this tactic. Join Tom & Jeff as they discuss ways to fill your funnel with good old fashion sales referrals.

Summer is around the corner and while you may be thinking it's time to let of the gas - it's not. Join Jeff & Tom as they talk about what makes prospecting in the summer so hard and learn 4 practical tips to make sure you fill your funnel anyway.

Hustle culture is starting to get some flack from critics because it rewards overworking and shames those who don't. But "hustling" is so effective when used properly and it doesn't have to be a bad thing. Join Tom & Jeff as they discuss the pros and cons of hustle culture and how you can leverage Hard Hustle, Smart Hustle, and No Hustle to stay sane while filling your funnel.

What does the future of Sales Development look like? Tom & Jeff are joined today by the owner of Tenbound and author of The Sales Development Framework, David Dulaney, to answer this tough question and discuss not-so-ready for prime time AI, the frustration of LinkedIn automation, and putting the "human" back in sales.

It's time to call it. Cold calling is dead. Not the practice of picking up the phone and calling someone to strike up a sales conversation, but the concept around doing it "Cold". Join Tom & Jeff as they discuss why the term "Cold Calling" should be put to rest and the 3 simple steps you can take to do "Warm Calling".

Some people just seem lucky. They get the best leads, the biggest opportunities, and the easiest customers to deal with, leaving others wondering what they do to get so "lucky". Join Jeff & Tom as they outline 5 things you can do to create your own luck on this week's episode of FTF Fridays.

Everyone has that embarrassing moment of botching a cold call. You call your prospect, they say something entirely unexpected, and you freeze. Join Jeff & Tom as they outline 3 ways to overcome a botched cold call no matter how embarrassed you are in this week's episode of Fill the Funnel.

Humor in sales will get you the attention of your buyer. If you really want to influence your buyer, well-written jokes can both establish your domain expertise AND capture attention. Tom & Jeff are joined today with Jon Selig, founder of Comedy Writing for Sales Teams, as they talk about how to intelligently use humor in sales to trigger influential emotions in buyers.

No matter how awesome your product is or even your messaging, sequences, and overall sales process, if you are targeting the wrong person or people, you're not going to hit quota. Join Jeff & Tom as they discuss the difference between "ICP" & "TCP", navigating the "Buying Center" at target accounts, and how to use TCP to focus your efforts on those most likely to book meetings AND buy.

Texting for outbound sales is not that common, but should it be?After last week's episode on How to Multi-Channel Hustle, many of you were asking how exactly to use texting at the top of the funnel, so it just made sense to give it an entire episode. Join Jeff & Tom as they outline the regional differences in texting across the globe, why texting is so valuable as a communication channel, and practical tips for using it in each of the 4 stages of the Lead-to-Opp sales process.

If you're like most of us, you have a favorite prospecting channel, like email, phone calls, LinkedIn, or something else. But did you know that adding at least 1 more channel to your outreach can increase your success by as much as 2.5x? Join Jeff & Tom as they outline the types of channels available to you in your outreach and some tips on how to leverage the more "creative" ones in your sequences & cadences.

What does it mean to be a champion? It's not just about grit, determination, and superhuman skills. Those things help, but it's really about your "Why". Knowing what drives you, trying new things, and celebrating your wins with the people you care about is what makes the difference between competing and winning. Join Tom & Jeff as they welcome RevLeague's March Madness 2021 winner, Joe Tran and talk about what it means to have the heart of a champion. WARNING: You may tear up on this...

Less than a week away till the end of Q1 2021 (for most people) and everyone's stepping up their game to make a strong end of quarter push. Join Tom & Jeff as they outline 5 not-so-secret methods for hitting your numbers by the end of the month + quarter, whether you're closing deals or booking meetings.

There's no rule that says human beings deserve 2 days off every single week. When you're in sales, you need to fight to "Earn the Weekend" by working every single hour, every day, all 5 days of the week. Join Jeff & Tom as they outline why having an "Earn the Weekend" mindset gives you peace of mind, helps you enjoy your weekend, and sets you up to crush the next week.

Gamifying sales makes friendly competition even more exhilarating. It creates bonds through a shared purpose, provides much-needed support during tough times, and shines a spotlight on how close or far your are from achieving ninja level. Join Tom & Jeff as they celebrate the launch of RevLeague March Madness while outlining 3 key benefits from using gamification to grow your sales.

One of the most frustrating things about prospecting is spending time and energy into a high-value prospect and getting zilch from your effort...but it happens. So if you're spending more than 5 minutes per prospect in your pre-call research, you're going to have a hard time hitting your numbers! Join Jeff & Tom as they outline a ridiculously simple framework for shortening your research time to 5 minutes or less in this episode of FTF Fridays.

Getting "ghosted" in sales sucks. You put in a TON of effort getting a response, then making a connection, booking a meeting, and preparing for the next call. Then nothing. No "I'll be late" or "Sorry, I (insert excuse here)". Just nothing. Join Jeff & Tom as they outline why people ghost and what you can do to both prevent it from happening (mostly) and dealing with it when they do.

Prospecting can be boring and repetitive, especially when you're at home by yourself instead of a fun and exciting office. But it doesn't have to be. Join Jeff & Tom as they walk you through 5 practical tips you can apply today to put the FUN in filling your FUNnel!

Face it. Most people don't want to come across as "Salesy" and will do whatever they can to avoid picking up the phone or sending that cold prospecting email. Join Jeff & Tom as they uncover why people hold themselves back from prospecting and what you can do to shake off rejection and get to work filling your funnel!