Think your discovery calls are solid? Brian LaManna breaks down the red flags most reps miss in discovery and how to fix them before your deal falls apart. Learn how to lead with a strong POV, ask questions that actually uncover value, and avoid the classic missteps that stall momentum. This session is packed with practical techniques Brian uses every day to qualify faster, engage deeper, and move deals forward with confidence. You'll Learn: Top red flags to watch for in discovery How to lead wi...
Jun 26, 2025•31 min•Ep. 545
Tired of sending cold emails that get ignored? Most reps are stuck using the same recycled templates and buyers can tell. If your reply rates are low, it’s probably not your product… it’s your messaging. In this show, an expert cold emailer wrote real emails LIVE, showing you exactly how he researches, writes, and optimizes every word. Walk away with proven tactics you can use immediately to write emails that convert. You'll Learn: Where most reps go wrong with cold emails Top email tips that ma...
Jun 25, 2025•28 min•Ep. 544
Struggling to get results from LinkedIn outreach? You’re not alone. We showed you how to niche down, optimize your profile, and send outbound messages that get real replies. Also see how to scale your efforts with tools like Sales Navigator and Prosp, and how content creation ties it all together for warm inbound leads. You'll Learn: Strategies to position your profile to attract buyers Which tools you can use to scale personalized outreach How to write content that drives inbound leads The Spea...
Jun 24, 2025•29 min•Ep. 543
Does the thought of navigating gatekeepers make your stomach turn? Most reps fear them and it shows in their tone, tactics, and talk tracks. Michael Pedone, who spent years getting rejected by gatekeepers until he discovered a simple approach that flipped his success rate to 90%. It focuses on what gatekeepers actually need, delivered with the right words, speed, and tone. Walk away with a clear, repeatable talk track you can try on your next call and a better understanding of how to turn gateke...
Jun 23, 2025•29 min•Ep. 542
Are you wasting precious selling time trying to force deals that were never meant to be? Listen for a tactical breakdown on how to disqualify bad fits early. Learn how to shift your discovery mindset, avoid the “pitch trap,” and walk away without second-guessing. We went over common misconceptions about first calls and give you a practical framework for determining whether there's actually a deal worth pursuing. You'll Learn: Discovery traps that waste your time Red flags that signal it’s time t...
Jun 20, 2025•29 min•Ep. 541
The old way of prospecting won’t cut it anymore, you need different channels to stand out. Email, phone, and even LinkedIn are becoming more and more cluttered every day because prospects are tuning out. Eric Iannello shows how to use little-known alternative channels so you can break through the noise and book more meetings. You'll Learn: Why the traditional channels are overcrowded (and where most people go wrong) Alternative channels to break through the noise Live walkthrough and next steps ...
Jun 18, 2025•41 min•Ep. 540
How do you craft relevant prospecting for different personas and industries? Watch Aaron Reeves and James Buckley for a live prospecting show. We picked random industries and personas and they went over their prospecting process for each. They shared their top cold call openers, message frameworks, and mindset habits. Walk away with practical templates and repeatable strategies for messaging any buyer fast. You'll Learn: How to tailor messages without deep industry knowledge Cold call openers th...
Jun 17, 2025•45 min•Ep. 539
Your prospects are checking you out. And if your profile looks like every other rep’s, job title headline, boring summary, old likes, you’re losing deals before the first email. Listen as Mandy McEwen, Founder & CEO of Mod Girl Marketing, for live LinkedIn profile reviews that demonstrate how to stand out. She went through the exact changes you can make to attract more replies and book more meetings. Walk away ready to update your profile so it speaks to buyers, not just your boss. You'll Le...
Jun 16, 2025•31 min•Ep. 538
Spending hours on lead research, but still missing the mark? Caspian Lewke, AE at Numeric, showed his strategies on finding actionable intel on real prospects. See exactly how top performers verify contact data, uncover relevant triggers, and craft personalized messages that land. No theory, no fluff — just what works right now. From pre-research steps that save hours to AI prompts that uncover hidden insights about both companies and decision-makers. Leave with a faster, smarter way to write co...
Jun 13, 2025•29 min•Ep. 537
What should you do when a prospect brings up pricing too early, or shows up late, or not at all? In this interactive session, Tom Alaimo and Lindsey Boggs walked you through a full discovery call, from ghosting to follow-up. Get scripts that you can use for different scenarios, how to handle objections that are commonly used, and see how top reps handle scenarios on the spot. You'll Learn: How to guide a deal through every discovery stage What to say when pricing comes up early in the discussion...
Jun 12, 2025•44 min•Ep. 536
Are your webinars generating leads, but not revenue? Leslie Douglas and Becca DeBortoli break down how to evolve your webinars from one-off lead generation events into strategic sales opportunities. Learn what high-performing teams do differently, from aligning content to funnel stages, to building automation into follow-up, to tracking downstream metrics that matter. Walk away with a full-funnel strategy that drives real revenue, not just names on a list. You'll Learn: How to structure webinars...
Jun 11, 2025•45 min•Ep. 535
Building an outbound team in 2025 looks way different than it did in 2015. The old way relied on increasing SDR headcount to scale pipeline. Nowadays, it’s about scaling rep productivity with AI, GTM Engineering, and tech. In this show, Jed Mahrle and Troy Barter shared how they scaled PandaDoc’s outbound team to 1B valuation – they went over modern tactics and strategies from top of funnel prospecting to bottom of funnel closing. You'll Learn: How scale your pipeline without adding headcount Un...
Jun 10, 2025•44 min•Ep. 534
Still avoiding LinkedIn video or voice messages because you’re not sure what to say – or worried you’ll sound awkward? Jordan Abbott shared how he boosted his prospecting success by 76% using a simple but underused LinkedIn feature: voicenotes. He broke down exactly how and when to use LinkedIn’s audio and video tools so your messages stand out in a crowded inbox (without feeling weird or pushy). Walk away with message templates, confidence-boosting tips, and a repeatable structure that helps yo...
Jun 09, 2025•29 min•Ep. 533
Most reps treat discovery like a checklist. But if your prospects feel interrogated – or worse, sold to – they’re not opening up. Tom Slocum, founder of The SD Lab, talks about how to run a discovery call that builds trust fast and uncovers the truth behind a buyer’s needs. You’ll get tactical strategies for before, during, and after the call, and learn how to lower the prospect’s guard, open with confidence, and dig into root pain without pressure. Walk away with a proven framework to make ever...
Jun 06, 2025•31 min•Ep. 532
Most cold emails don't even make it to the inbox, let alone getting opened. Nick Palasz teardowns real cold emails — including what’s working, what’s getting filtered, and how to fix it fast. Walk away with proven strategies for increasing reply rates, the #1 segmentation mistake killing your campaigns, and side-by-side examples of emails that win — and flop. You'll Learn: How to fix deliverability before touching copy Behavioral + role-based segmentation tips Live rewrites of real emails from t...
Jun 05, 2025•46 min•Ep. 531
Go beyond generic AI prompts and into real-world use cases. Joe Rhew showed how he connects tools like Cursor, Claude, and MCP to his sales content and workflows to extract insights and generate better messaging. He walked through his exact prompts, how he built them, and how reps can adapt them to their own workflows. You'll Learn: How to use AI to analyze LinkedIn engagement patterns Ways to operationalize AI Prompts in your sales workflow How to build your own prompt stack The Speakers: Jed M...
Jun 04, 2025•41 min•Ep. 530
Most follow-up emails go straight to the trash. Zoë Hartsfield and Iryna Begma teardown follow-up sequences that get replies. They walked you through exactly how many touches to send, what to say in each one, and how to know what’s working (or not). Get real follow-up messages, and walk away with a proven framework for staying top-of-mind without sounding repetitive – or desperate. You'll Learn: How many touches to send, and when, to maintain momentum Ways to add genuine value in every follow-up...
Jun 03, 2025•44 min•Ep. 529
Tired of cold calls getting shut down in seconds? Watch Jackie Varrichio, Senior AE at Pareto, in a tactical session on how to win conversations from the very first second. We broke down the anatomy of a great cold call — from creative openers to powerful pattern interrupts to effective objection-handling. Sara and Jackie role-played each section live — showing what works, what doesn’t, and why. Walk away with tested tactics that get real responses — not hang-ups. You'll Learn: Creative openers ...
Jun 02, 2025•30 min•Ep. 528
Tired of deals stalling when objections arise? Mike Manzi breaks down the three most common deal-killing objections. Learn how to not just respond to objections, but proactively uncover them before they become roadblocks. See how top performers keep deals moving with techniques like exaggeration questions, and gain a deep understanding of the real issue behind each objection so you can resolve it with confidence. You'll Learn: How to uncover hidden objections prospects won't volunteer Ways to is...
May 30, 2025•29 min•Ep. 527
If your outbound results are falling flat, it’s probably not your pitch—it’s your list. List-building expert, Mark Colgan, shared his screen and took you behind the scenes on how pros build a targeted outbound list in real time. Get the exact process top reps use to find the right accounts at the right time. You'll Learn: Common mistakes people make when building a list Show a live demonstration of building a list for outbound How to automate your list building The Speakers: Will Aitken and Mark...
May 29, 2025•44 min•Ep. 526
Are you running discovery calls that qualify deals but still lose prospects? Donald Kelly reveals why viewing discovery purely as qualification is a critical mistake. Learn how to run calls that serve both you and your prospect, complete with a live demonstration of effective discovery techniques. We will flipped traditional discovery on its head by focusing on what your prospect is really thinking during these critical conversations. You'll Learn: How to structure discovery calls that build tru...
May 28, 2025•44 min•Ep. 525
Want to expand beyond your current customer base? Stephen Oommen reveals his proven approach to breaking into new accounts. Learn how to position yourself as a trusted resource from the first interaction and build the relationships that open doors. He delivered actionable strategies for identifying high-potential accounts, selecting the right outreach channels, and building credibility quickly with new prospects. You'll Learn: How to identify and prioritize high-potential new accounts Ways to ad...
May 27, 2025•31 min•Ep. 524
Are your voicemails disappearing into the void? Tom Alaimo reveals when to leave voicemails, when to skip them, and how to craft messages that actually drive a response. Learn why traditional approaches fail and discover a simple framework that integrates voicemails into your multi-channel strategy. Get practical scripts and tactical advice for using voicemails to complement your emails, boost response rates, and move deals forward. You'll Learn: How to craft 10-second voicemails that capture at...
May 22, 2025•30 min•Ep. 523
Want to know what goes through a top seller's mind when crafting outreach? Brandon Jeppson and Kellen Casebeer write effective prospecting messages in real time. This show gave unprecedented access to see high-performing message creation in action, with detailed explanations of why certain approaches work while others fall flat. You'll Learn: 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 Spea...
May 21, 2025•46 min•Ep. 522
Getting in front of C-level execs is one thing. Converting those meetings into deals is something else entirely. Chris Orlob reveals the strategies that work when selling to the C-suite. Learn the key principles that separate successful executive conversations from failed pitches – from articulating business problems better than executives themselves, to maintaining the right tone and positioning throughout the sales cycle. He gave practical frameworks for everything from cold calling executives...
May 20, 2025•44 min•Ep. 521
Tired of prospects ghosting your meetings? Lindsey Boggs joined us to share the exact system she uses to decrease no-show rates. From how you book meetings to what you send before they start, Lindsey's method is packed with practical steps that work. You'll learn how to get more prospects to show up—and how to handle it when they don't. If no-shows are draining your pipeline, this session gives you a proven playbook to fix it fast. You'll Learn: How to reduce no-shows before the meeting Ways to ...
May 19, 2025•29 min•Ep. 520
Using the wrong filters in Sales Navigator? You’re not alone. Anthony Natoli, Senior AE @ LinkedIn, breaks down the Sales Nav filters that help you find engaged buyers. From default settings to advanced segmentation strategies, you’ll get a clear walkthrough of what to use and what to skip. Whether you’re just getting started or already using saved lists and alerts, he gave real examples of how to uncover growing, high-potential leads fast. You'll Learn: How to use filters that surface active, g...
May 16, 2025•29 min•Ep. 519
The average cold call lasts just 80-90 seconds. Join cold calling expert Sara Uy for part 2 of our Cold Calling Series. Learn exactly what to say in those critical first moments and how to handle the inevitable objections that follow. She delivered practical scripts for every part of your call – from attention-grabbing openers to objection handling that keeps the conversation from shutting down. You'll Learn: How to craft cold call openers that prevent immediate hang-ups Ways to respond to commo...
May 15, 2025•49 min•Ep. 518
Is your LinkedIn outreach getting lost in a sea of tired "just checking in" messages? Thibaut Souyris, CEO and Founder of SalesLabs, reveals his 6-step LinkedIn sequence that consistently generates 38% reply rates and 11% meeting conversions. He showed how to implement creative, personalized outreach across multiple formats – including customized video, voice messages, and strategic follow-ups. You'll Learn: How to craft connection requests that start meaningful conversations Ways to use video a...
May 14, 2025•45 min•Ep. 517
Want to boost your cold email reply rates? Aaron Reeves, Founder of Outbound OS, breaks down the 5-step framework that consistently generates 8%+ reply rates. Learn how to craft compelling emails for different company sizes, from high-volume SMB outreach to personalized Enterprise messaging. He crafted cold emails for real companies and showed exactly how to implement his TIPS framework for maximum impact. You'll Learn: How to structure cold emails that capture attention and drive responses Ways...
May 13, 2025•44 min•Ep. 516
