In this episode, Thibaut dives into the critical metrics every B2B sales professional should monitor to enhance their prospecting performance. Whether you're an individual contributor or a manager, understanding these metrics can help you pinpoint what's working and what needs improvement in your sales process. Main Topics Covered: Prospects Added to Your Sequence: Importance of initiating contacts and monitoring additions to your sales sequence.LinkedIn Connection Acceptance Rate: Strategies...

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils five effective prospecting strategies to help you book more meetings and build a healthier pipeline. Learn how to mix different types of prospecting to stay motivated and increase your chances of success. Main Topics CoveredInbound Prospecting: Receiving requests for demos or calls from prospects and the challenges associated with it.Discovery Prospecting: Engaging prospects in interviews to understand their...

Join Thibaut in this episode of the B2B Sales Podcast as he outlines four straightforward steps for busy account executives to maintain effective prospecting. Learn how to carve out time, prioritize existing relationships, and identify new opportunities to keep your pipeline flowing smoothly and meet your sales targets. Main Topics Covered: Protect Your Time: Establish a routine with a recurring time block to focus on prospecting, avoiding interruptions.Identify Existing Accounts: Segment...

In this episode of the B2B Sales Podcast, host Thibaut shares a valuable system for leveraging your competitors' audiences to generate a continuous stream of qualified leads. Discover a step-by-step method to identify potential customers through your competitors' marketing efforts and how to engage with them effectively to increase your meeting bookings. Main Topics Covered: Identifying your competitors using tools like G2 to build a targeted list.Conducting a LinkedIn audit of these...

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his step-by-step process for personalizing outreach efforts. Discover how to identify personalized elements, link them to your prospects, and effectively use them as triggers to increase engagement and book more meetings. Main Topics CoveredUnderstanding Prospect's Problems: Thibaut emphasizes the importance of knowing your prospect's problems before personalizing outreach efforts.Finding Personalization Elements...

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his efficient process of leveraging Amplemarket's AI features for prospecting. Discover actionable steps to integrate Amplemarket into your tech stack and explore time-saving features to streamline your prospecting efforts. Main Topics CoveredLeveraging Amplemarket for Prospect Export: Thibaut shares insights on how to export leads from LinkedIn using Amplemarket's AI features, enhancing your prospecting...

In this episode of the B2B Sales Podcast, Thibaut shares his exact process for identifying prospects' problems. By following these steps, you'll demonstrate to your prospects that you understand their needs, increasing your chances of capturing their attention and securing deals. Main Topics Covered: Understanding prospects' goals and metricsIdentifying key initiatives related to prospects' goalsListing common problems faced by prospects during their initiativesHighlighting specific symptoms...

In this episode of the B2B Sales Podcast, Thibaut shares his proven process for booking meetings with LinkedIn's help. A tactic detailed in his prospecting engine, this approach utilizes thought leaders' posts to engage prospects at scale. Learn the four practical steps to leverage LinkedIn's digital footprint, significantly increasing your chances of securing replies and booking valuable meetings. Main Topics CoveredLinkedIn Prospecting Tactic: A step-by-step guide to maximize LinkedIn for...

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. Main Topics CoveredColloquial 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.Labeling the call: Addressing the unfamiliarity...

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. Main Topics CoveredThe Netflix Effect Concept: Understanding how the approach of teasing information sparks curiosity...

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. Main Topics CoveredIdentifying Prospect Problems: The importance of finding massive, quantifiable...

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. Main Topics CoveredUnderstanding Intent Data: The importance of recognizing online behaviors that signal a buyer's potential next actions.Listing Potential Triggers: How to...

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. Main Topics CoveredDesigning 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...

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. Main Topics CoveredChallenges 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...

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. Main Topics CoveredMindset Shift in Prospecting: Transitioning from a goal of booking meetings to initiating conversations. Five-Step Approach for Effective Prospecting: Review your Ideal Customer Profile (ICP).Identify the big...

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. Main Topics CoveredReview 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...

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. Main Topics CoveredPersonal Update: Thibaut and his family's recovery from a severe flu at the end of December.The Prospecting Engine Course: An...

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. Main Topics CoveredGrowing Online Course Sales: Aiming to increase sales to $75,000 with strategies like offering discounts, launching the Prospecting Engine course, and...

In this episode, Thibaut shares his three most effective prospecting tactics from 2023. He details each tactic, explaining how they led to impressive reply and meeting rates, and ultimately, opportunities. Thibaut invites listeners to sign up for his Tactical Selling newsletter for more insights and access to his upcoming 2024 course, "The Prospecting Engine." Main Topics CoveredDirect Approach: Using personalized triggers and offering opportunities in outreach messages.Do the Math: A...

In this episode, Thibaut outlines a three-step approach to building an effective lead list for 2024. He introduces the concept of the Ideal Customer Profile (ICP) Matrix and provides practical advice on identifying ideal customer companies and titles, as well as how to segment and enrich these profiles for successful prospecting. Main Topics CoveredUtilizing the ICP Matrix to define ideal customer companies and titlesStep-by-step guidance on segmenting customer profiles based on firmographic...

In this episode, Thibaut reveals his approach to achieving a 57.5% win rate in sales in 2023. He discusses the importance of refining triggers, crafting concise messages, and simplifying offerings to improve conversation rates and close deals more effectively. Main Topics CoveredImportance of timely, relevant, and creative triggers in cold outreachTechniques for refining triggers, including using product announcements and webinar insightsThe strategy of keeping messages under 300 characters...

In this episode, Thibaut shares a five-step strategy for busy professionals to effectively book meetings. Emphasizing the importance of proactive prospecting in sales, he offers practical tips to manage time and maximize outreach efficiency, even with a packed schedule. Main Topics CoveredRecognizing the need for self-generated pipeline in salesScheduling a daily 'Power Hour' for uninterrupted prospectingPrioritizing follow-ups to maintain momentum in sales conversationsIdentifying five new...

Join Thibaut in this insightful episode of the B2B Sales Podcast as he discusses three pivotal changes in outbound prospecting and how embracing these shifts can significantly enhance your sales outcomes. Main Topics CoveredCrackdown on Mass Emails: Email service providers are imposing stricter rules, leading to a reduction in spam and an emphasis on quality over quantity in email outreach.Strategies for Effective Emailing: Tips on rebuilding your outreach system to focus on engaging...

In this episode, Thibaut introduces the 'Prospecting Template Assistant', a tool designed to help sales professionals create personalized cold messages and call scripts. He explains the process of building this AI-driven assistant using GPT, and invites listeners to access and test the tool through his newsletter. Main Topics CoveredIntroduction to the 'Prospecting Template Assistant' for GPT Plus usersSteps to create personalized sales messages using existing templatesBreakdown of the...