AI is everywhere in sales—but how much of it is actually moving the needle? We break down what’s hype vs. reality when it comes to AI-powered sales. We showed which AI tools are making a real impact on revenue, how top teams are leveraging automation without losing the human touch, and where AI fits into your workflow right now. Walk away with a clear understanding of how to use AI to prospect smarter, close deals faster, and stay ahead of the curve—without sounding like a robot. You'll Learn: A...
Mar 26, 2025•44 min•Ep. 485
Are your cold emails getting lost in crowded inboxes? Florin Tatulea he exposes the most common mistakes that are hurting your response rates. From meaningless personalization to follow-up failures, learn what's actually working in 2025 — and what's sending your emails straight to trash. He also showed how to transform generic templates into compelling messages that get responses, with real examples and rewrites of actual cold emails. You'll Learn: How to avoid wasting your crucial first sentenc...
Mar 25, 2025•40 min•Ep. 484
Want to know what it takes to close a million-dollar deal? Watch Morgan Shelly as she reveals how she landed her biggest win yet. Learn the strategies that worked, from initial outreach to final close, including the critical role of pre-call planning, stakeholder management, and competitive positioning. She gave a behind-the-scenes look at enterprise deal strategy, from finding the right accounts to securing seven-figure wins. You'll Learn: How to identify and approach million-dollar opportuniti...
Mar 24, 2025•29 min•Ep. 483
What if there was a cold calling technique that could dramatically increase your chances of getting a "yes"? Troy Barter breaks down the powerful "option close" strategy. Learn why being more assumptive with prospects leads to better results and how to implement this proven technique without feeling manipulative. We will show you exactly how to execute the option close in your own sales conversations, with real examples and practical applications. You'll Learn: How to implement the option close ...
Mar 21, 2025•29 min•Ep. 482
Did you know only 3% of buyers trust salespeople? Watch Mark Colgan and Nia Woodhouse as they reveal how top performers get prospects to drop their guard fast. Learn how to build authentic connections and rapport across email, calls, and social media; maintain trust throughout the sales cycle; and avoid common mistakes that kill rapport. This show will give you practical techniques for building genuine relationships that move deals forward. You'll Learn: How to build authentic connections quickl...
Mar 20, 2025•46 min•Ep. 481
Want to know the secret to 30+ positive replies per week? Watch Bethany Stachenfeld and Tom Alaimo as they reveal their real-world testing strategies for outbound success. Learn which metrics actually matter, discover what tests you should be running, and get a practical checklist for improving your results month over month. Get a systematic approach to testing everything from messaging to channels, complete with real data from campaigns that worked (and some that didn't). You'll Learn: How to d...
Mar 19, 2025•43 min•Ep. 480
Handling cold call sales objections can be tough. This is why Marcus Chan and Sara Uy joined us for an interactive session on mastering objection handling. Through live role-plays and audience-chosen scenarios, learn proven frameworks for turning common pushback into productive conversations. Walk away with a solid grasp of how to handle all kinds of objections that come your way. You'll Learn: How to turn "not interested" into meaningful dialogue Ways to handle pricing and competition objection...
Mar 18, 2025•44 min•Ep. 479
What makes prospects actually respond to cold outreach? In this show, Nikki Lang, Enterprise AE at Deel, shared the strategies behind her biggest deal-winning messages. Learn her proven 5-sentence formula, discover how to leverage LinkedIn effectively, and find out when (and how) to use AI in your prospecting. Watch Nikki as she reveals how to create concise, clear, and impactful messages that consistently engage prospects. You'll Learn: How to write messages that capture attention instantly Way...
Mar 17, 2025•30 min•Ep. 478
What do prospects actually want to see in cold emails? Watch Kimberly Collins as she shares what today's prospects really want to see in cold emails – and why traditional approaches aren't working anymore. Get practical strategies for building creative email templates, discover when personalization matters more than relevance, and find out what to do when you're not getting replies. You'll Learn: How to write emails prospects actually want to read Ways to make follow-ups work harder for you Stra...
Mar 14, 2025•30 min•Ep. 479
Justin Chi has booked thousands of outbound meetings for his clients. He’s tested hundreds of outbound list-building strategies and he joined us to share the top strategies that almost anyone can use – regardless of what you sell. Watch and get the step-by-step list building process that Justin uses to book thousands of meetings each year. You'll Learn: Why list building is the #1 strategy for SDRs The top signal-based lead lists everyone should know how to build What tools everyone should know ...
Mar 13, 2025•36 min•Ep. 477
Tired of shouting into the email void? Watch outbound experts Elda Shawil and Nick Abraham to discover what really works in multi-channel prospecting. From Nick's high-volume system generating $83K monthly to Elda's high-impact collaborative approach, you'll see two powerful perspectives on modern outreach. Also learn when to automate (and when not to) and see how top performers combine email, phone, and LinkedIn to create consistently converting conversations. You'll Learn: Ways to balance auto...
Mar 12, 2025•44 min•Ep. 476
Want to know why deals stall? You're probably missing key influencers. In this show, Josh Adelsberg (RVP, Salesforce) reveals how to map accounts beyond org charts to identify the real decision-makers and influencers. Learn how top performers visualize target accounts, understand internal dynamics, and build the right relationships to close deals. He'll also show you how to spot influential players, understand team dynamics, and create account strategies that consistently move deals forward. You...
Mar 11, 2025•45 min•Ep. 475
Want to cut through the noise and land meetings with new accounts? Watch Troy Munson, CEO of Dimmo, as he reveals his "few things" email structure that consistently books meetings. Learn his whiteboard tactics, next-day follow-up strategy, and how to craft value-led messaging that resonates. He also revealed practical approaches for breaking into new accounts when competition is high and budgets are tight. You'll Learn: How to create value-led messages that grab attention Ways to make follow-ups...
Mar 10, 2025•30 min•Ep. 474
Did you know that upgrading your messaging offer alone can transform a 10% response rate into 50%? Watch Nick Palasz as he reveals why most B2B outreach fails at the offer level and how to fix it. Learn how to create value propositions that capture attention at every stage of the buyer's journey, and discover proven frameworks for offers that consistently convert. He also covered how to capture more of the funnel, giving prospects a clear value just for getting on a call, asking the right leadin...
Mar 07, 2025•35 min•Ep. 473
Jordan Crawford is in the top .001% of AI salespeople. He has a finger on the pulse of just about every AI tool on that market for sales reps. In this show, he shared exactly which free AI tools you need to be using, as well as the best ways to use them in your process to book more meetings and close more deals. You'll Learn: The best free AI tools on the market The top 3 AI use cases for sales reps Live demonstrations and best prompts The Speakers: Jed Mahrle and Jordan Crawford If you want to ...
Mar 06, 2025•45 min•Ep. 472
Ready to reach decision-makers more effectively? Listen to Laura Erdem to discover how strategic multithreading can help you identify and engage the right stakeholders at every level. Learn proven approaches for gaining access to power, creating meaningful connections, and building support across the organization. She also revealed practical multithreading strategies for expanding your influence and accelerating deals. You'll Learn: How to identify and engage key stakeholders at every level Ways...
Mar 05, 2025•44 min•Ep. 471
Did you know each well-timed, open-ended question increases your chance of success by 8%? Jack Frimston and Zac Thompson joined us to reveal the art of strategic questioning that turns basic conversations into real opportunities. Watch live role-plays demonstrating how to move from surface-level discussions to meaningful insights that drive deals forward. Learn how to guide conversations masterfully, uncover true pain points, and build trust through the power of the right questions at the right ...
Mar 04, 2025•46 min•Ep. 470
Discovery is arguably the most important part of your sales process. It will make or break your deal… every time. Josh Gillespie joined us to share his lessons from over a decade of experience in Mid-Market and Enterprise selling to give you the fundamentals of good discovery. He also shared how you can identify winning deals early on so you know exactly where to spend your time. You'll Learn: Why our job is to qualify people out Where most reps go wrong in discovery How to do discovery the righ...
Mar 03, 2025•29 min•Ep. 469
Email deliverability is constantly changing and it’s getting harder and harder to land in the inbox each year. But we have the data and best practices to simplify things and help you increase your chances of landing in the inbox. Anthony Baldotano joined us to share his proven methods and little-known techniques that will ensure your emails land in the inbox at least 90% of the time or more. You'll Learn: Outlook and Gmail spam updates for 2025 Top best practices for higher email deliverability ...
Feb 28, 2025•28 min•Ep. 468
What makes a C-suite executive stop, read, and respond to a sales message? Scott Leese and Jonathan Lister joined us to reveal the true priorities and pain points driving executive decision-making. Discover outreach messaging that instantly resonates with top leaders, navigate conversations that drive action, and position yourself as a trusted advisor instead of just another sales rep. Watch and learn the frameworks for engaging with the most challenging audience in the room, from initial outrea...
Feb 27, 2025•45 min•Ep. 467
Want to know what really works in cold outreach today? Watch your favorite Daily Show hosts as they share the cold prospecting strategies they've refined from interviewing hundreds of top sales leaders. From LinkedIn voice notes to multi-channel approaches, discover what's actually getting responses – and what's falling flat. Also learn which signals trigger engagement, how to avoid common prospecting pitfalls, and walk away with proven tactics you can implement immediately. You'll Learn: Identi...
Feb 26, 2025•45 min•Ep. 466
Are your follow-ups falling into the "just checking in" trap? Watch Anthony Natoli and Kaylee Ben-Ami as they reveal how top performers stay on prospects' radars without becoming that stereotypical pushy sales rep. Learn how to replace overused phrases with messages that actually resonate, discover when (and how) to use different channels effectively, and master the art of professional persistence. You'll Learn: Replace overused phrases with compelling follow-up messages Ways to create strategic...
Feb 25, 2025•45 min•Ep. 465
Looking to break through to decision-makers in your cold outreach? Watch Nate Hippauf from Common Room as he reveals his unique approach to gathering intelligence from below-the-line reps that leads to successful connections with decision-makers. Find out what Nate learned while crushing his quota at Demandbase (178% meetings booked, 158% demos held), as he shares his exact process - from research strategies to converting conversations into meetings. You'll Learn: How to turn conversations with ...
Feb 24, 2025•31 min•Ep. 464
Referrals are the best way to earn new business, with the strongest conversion rates. According to Nielsen, 92% of consumers worldwide trust a personal recommendation more than any other marketing channel. So how do you secure referrals, and what do you do when you get them? Ben Wright, VP of Revenue at Sendspark, has developed the strategy you need. Watch and learn about the 3 types of referrals - how to ask for them, and the 5 steps to take when you get one. He also disclosed the most common m...
Feb 21, 2025•27 min•Ep. 463
Tired of cold outreach that gets cold shoulders? Then stop flooding inboxes and voicemails with generic messages that do more harm than good. Watch outreach expert Andrew Barbuto, author of the newly-released book Top Sales Producer, to discover how top performers earn trust through genuine curiosity and meaningful conversations and how a true desire to help customers will earn their business. Andrew broke down his multi-channel prospecting approach, qualification techniques, and a 5-minute fram...
Feb 20, 2025•44 min•Ep. 462
Truth is, cold calling remains one of the best ways to make a connection with a buyer. Cold calling experts Ronen Pessar and Megan Huston reveal why the first 10 seconds of a cold call matter more than ever, and why 93% of prospects focus on how you sound, not what you say. From innovative products to commodities, discover proven frameworks for cold calls that convert, see live demonstrations of winning approaches, and learn how to handle objections with confidence. You'll Learn: How to master t...
Feb 19, 2025•46 min•Ep. 461
Ever wished you could peek inside the mind of a top sales pro as he crafts the perfect cold email? Here's your chance. Cold email master Brian LaManna put on an interactive session where he dissects and rebuilds cold emails right before your eyes. Watch this expert tackle real-world scenarios with audience input, and create compelling messages from scratch, sharing their thought process every step of the way. You'll Learn: Step-by-step process of crafting attention-grabbing cold emails What inno...
Feb 18, 2025•45 min•Ep. 460
Did you know the average sales rep spends only 34% of their time actually selling? Tom Lavery reveals proven strategies to reclaim your day and maximize your selling time. You’ll develop a framework for planning strategically, prioritizing effectively, and performing consistent execution of your most important sales activities, and as a result, get more done in less time. You'll Learn: Ways to structure your day to maximize actual selling time Strategies for implementing proven prioritization te...
Feb 14, 2025•27 min•Ep. 459
Is your account research actually helping you close deals, or just eating up valuable selling time? Junior Lartey reveals his proven research framework that turns information into opportunities. You’ll learn how to quickly find the right data points, leverage AI for efficiency, and transform research into compelling conversations that drive deals forward. He will also show you how to move beyond basic company research to develop insights that actually matter to prospects and help you secure more...
Feb 13, 2025•36 min•Ep. 458
Are you spending hours on research, identifying all the pain points, and still not getting responses to your messaging? We reveal the strategies to research, identify, and act on the pain points you discover. Learn how to spot the subtle signs that indicate when prospects are ready to hear more – and transform them into messaging that gets prospects to reply. We broke down how to develop personalized messaging strategies that align with specific buyer behaviors, optimize your outreach timing, an...
Feb 12, 2025•45 min•Ep. 457
