The B2B Sales Podcast Thibaut Souyris

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 competitors to evaluate their engagement levels.Scrolling through organic posts and ads to find potential leads that match your Ideal Customer Profile (ICP).Utilizing tools like Amplemarket to export leads who have shown interest in your competitors' content.Crafting outreach messages based on leads' engagements or downloads to initiate conversations.
Useful Links:
Sign up for the newsletter: https://www.saleslabs.io/tacticalBook a demo with Amplemarket: https://www.amplemarket.com/demo?source=thibaut.souyris

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 your current and past accounts into tiers for targeted follow-ups.Identify Top Tier New Accounts: Focus on acquiring new logos by targeting companies that meet your ideal customer profile.Prospect Daily: Balance your prospecting efforts between follow-ups with existing connections and outreach to new prospects.
Useful Links:
Sign up for the newsletter: Sales Labs Tactical SellingLearn more about my Prospecting Engine: The Prospecting Engine

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 problems and needs better.Nearbound Prospecting: Leveraging your network for introductions and utilizing existing connections for prospecting.Trigger-Based Prospecting: Initiating conversations based on the digital footprint of prospects, such as their engagement on LinkedIn.Account-Based Prospecting: Targeting prospects in designated accounts, overcoming challenges, and utilizing expansion sequences.
Important LinksSign up for the Tactical Selling Newsletter for additional insights: Tactical Selling Newsletter

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 for improving LinkedIn connection requests and the significance of monitoring acceptance rates.Reply Rates: Why securing replies is crucial and how it serves as a leading indicator of your prospecting success.Meeting Booked Rate: How tracking meetings booked from replies can indicate overall sequence effectiveness.Show Up Rate: The importance of not just setting meetings but also ensuring prospects attend, and how to improve this metric.
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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 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.
Important LinksLearn more about The Prospecting Engine and sign up for the waitlist: Click here

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 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.
Important LinksFor more detailed guidance and access to a sales process calculator, sign up for the Tactical Selling Newsletter: Tactical Selling Newsletter