Is your sales automation helping or hurting your pipeline? Watch David Chevalier, CEO of Surfe, as he reveals which parts of your sales process should be automated — and which should never be. Learn why most automation efforts fail to deliver results and how to implement "smart automation" that removes friction without removing humanity. He delivered practical guidance to leverage technology while still building the genuine connections that actually close deals. You'll Learn: How to identify whi...
May 12, 2025•30 min•Ep. 515
Wondering why no one replies to your outreach? Lauren Bailey reveals the most common prospecting mistakes that drive prospects away. From pushy email bumps to awkward cold call openers, learn what NOT to do and get actionable alternatives that start conversations. She gave an insider's view from someone who receives hundreds of prospecting attempts and trains thousands of sellers on what works. You'll Learn: How to avoid the cold call blunders that end conversations instantly Ways to create foll...
May 09, 2025•29 min•Ep. 514
Want to know why your cold calls aren't converting to meetings? Chris Ritson reveals the most common cold calling mistakes that sabotage sales opportunities before they even have a chance. Learn the exact frameworks top performers use instead, and walk away with 4 proven cold call scripts that are booking meetings right now. He gave actionable alternatives to each mistake, plus ready-to-use talk tracks for consistent cold calling success. You'll Learn: Critical mistakes that derail cold calls an...
May 08, 2025•44 min•Ep. 513
Most reps treat webinar follow-ups like a checkbox — blast a list, hope for replies, and move on. But if followed up with correctly, these warm leads can be a goldmine for easy meetings on the calendar. Jed Mahrle and Jason Bay joined us to show you real personalized follow-ups they’ve used to cut through the noise and actually generate meetings. Watch and learn how to segment your outreach based on lead intent, tailor your messaging to where the buyer is in their journey, and apply the “Martini...
May 07, 2025•44 min•Ep. 512
There are so many tools available to us online to research buyers, build lists, and create highly relevant messaging, but most reps are only scratching the surface of what AI can do for outbound. We brought on AI expert, Koen Stam, to teach you how to bring it all together so you can start scaling outbound – predictably. Watch and learn their his workflows and little-known outbound secrets. You'll Learn: How to use AI prompts to uncover buyer pain points and write compelling cold emails Free too...
May 06, 2025•42 min•Ep. 511
Want to see how a sales sequence comes together from scratch? Matthew Putnam builds a complete multi-channel sequence live. He created each touchpoint, explained his decision-making process, and revealed the strategy behind sequences that consistently book meetings. He gave unprecedented access to see best practices applied in real time, from selecting channels to crafting messaging that resonates with prospects. You'll Learn: How to structure sequences that maintain quality at scale Ways to sel...
May 05, 2025•31 min•Ep. 510
Discovery calls are where deals are made—or lost. But most reps are stuck in surface-level conversations that fail to drive urgency or build momentum. Marcus Chan broke down a repeatable discovery framework that helps reps uncover real buyer pain, earn trust, and guide prospects toward action. Watch and walk away with proven techniques you can use in your very next call. You'll Learn: How to move beyond checklist-style discovery and ask questions that uncover real pain Simple techniques to deepe...
May 02, 2025•30 min•Ep. 509
Most reps spend 60-70% of their time on non-selling activities. This leaves only 30% of your time for the activities that actually make you money. That's where AI sales agents come into play. Watch our workshop and learn how you can easily build a sales agent that helps you turn that 70% into money-making activities. We broke down step-by-step which agents you should build (and how), how these differ from basic ChatGPT, and how to automate even the most complex sales tasks. You'll Learn: How to ...
May 01, 2025•45 min•Ep. 508
Are you losing deals and don’t know why? Sales experts Tom Alaimo and Tom Slocum they reveal the hidden mistakes that silently kill your opportunities. Learn from their front-line failures so you don't have to experience them yourself. These top performers shared their most valuable lessons – from playing it too safe with messaging to skipping the critical thinking behind templates – and showed you how to turn these insights into your competitive advantage. You'll Learn: How to take risks that m...
Apr 30, 2025•43 min•Ep. 507
Want to elevate your sales conversations beyond basic discovery? Watch Jack Frimston and Zac Thompson as they reveal advanced frameworks that have worked for them. Learn powerful techniques like cognitive distancing, the PROBE follow-up framework, and the counterintuitive "overcorrection technique" that gets prospects to reveal their true motivations. They delivered practical strategies for moving prospects from resistance to insight using proven psychological principles. You'll Learn: Technique...
Apr 29, 2025•44 min•Ep. 506
Ever wonder what actually happens behind a successful deal? Watch Samantha Craig (Buyer) and Nick Haddad (Sales Rep) as they reveal both sides of their partnership, from first contact to closed deal. Get unprecedented access to the actual messages that started the conversation, the pivotal moments that moved the deal forward, and the strategies that ultimately closed it. You'll Learn: How to make initial contact that resonates with buyers Ways to identify and leverage champions effectively Strat...
Apr 28, 2025•29 min•Ep. 505
Is your team still using Sales Navigator like it's just another contact database? Watch Mandy McEwen as she shared her screen and walked through advanced strategies that most sales teams miss. Learn how to leverage first-degree connections, set up effective alerts, use buyer intent data, and create targeted prospect lists that easily convert to more booked meetings. She gave a practical demonstration of Sales Nav features that transform your prospecting from basic searches to strategic engagemen...
Apr 25, 2025•29 min•Ep. 504
Tired of messy prospecting lists and overpriced tools? In this show, James Hanzimanolis breaks down a simple method to clean and enrich your data using AI and Google Sheets. You’ll walk away with a copy/paste prompt to instantly improve your list quality so you're only reaching out to the right people. We’ll show exactly where to put it, what to expect, and how to make it part of your daily flow. You'll Learn: How to build targeted lists without paying for expensive tools What to do with the lis...
Apr 24, 2025•42 min•Ep. 503
Is your cold outbound strategy generating enough pipeline? Harry Sims reveals his 10 rules for effective outbound strategy. Learn how to think strategically about your channel mix, understand buyer psychology, and target niche audiences for maximum impact. Harry broke down his distinctive methodology developed over a decade of experience, including seven years leading successful SDR teams. You'll Learn: How to approach outbound as a strategic game Ways to break pattern recognition and capture pr...
Apr 23, 2025•44 min•Ep. 502
Want to know why your discovery calls aren't leading to closed deals? Keenan reveals why the disco questions most reps ask are all wrong and how sometimes the most simple questions work the best. Learn how to shift from product-focused inquiries to uncovering the real problems driving purchase decisions and find out the one discovery question that changes everything. Keenan gave practical questioning techniques that help you understand your prospect's "why" and move deals forward with genuine mo...
Apr 22, 2025•45 min•Ep. 501
Still sending "just checking in" messages that get ignored? Watch Leslie as she revealed why traditional follow-ups fail and shares effective strategy for messages that actually get responses. Learn how to repurpose your initial outreach, leverage multiple channels, and add elements that capture attention without being annoying. You'll Learn: How to craft follow-ups that avoid common pitfalls Ways to leverage multiple channels for maximum impact Strategies for adding humor that connects without ...
Apr 21, 2025•28 min•Ep. 500
If you are giving discounts too easily when negotiating, then you should watch negotiation experts, Sarah Brazier and Armand Farrokh, as they reveal how top performers maintain value during high-stakes deals. Learn why your first reaction to discount requests matters, how to get the full ask before negotiating, and techniques for creating options that win deals without sacrificing margin. They gave practical strategies for negotiating with confidence and closing deals in one clean cut. You'll Le...
Apr 17, 2025•44 min•Ep. 499
70%+ of sales professionals who use AI at least once a week report: ✅ Shorter deal cycles ✅ Larger deal sizes ✅ Improved win rates Want to see what tools and techniques these top reps are using to get these results? We show you how to use AI the right way to help improve your sales process. You'll Learn: How to accelerate deal cycles with AI Ways to leverage AI to increase deal sizes Techniques to boost win rates with AI-powered selling The Speakers: James Buckley , Bryan Tunick and Thibaut Souy...
Apr 16, 2025•45 min•Ep. 498
Want to know why your messaging falls flat? Watch Jed Mahrle and Kyle Vamvouris as they reveal how to analyze your Q1 outreach and make targeted improvements for Q2. Learn the benchmarks that matter (like a 40% open rate, 4% reply rate), understand what to test when you're below standards, and develop a systematic approach to messaging optimization. They gave a data-driven framework for diagnosing and fixing issues across your entire outbound funnel. You'll Learn: How to identify and fix problem...
Apr 15, 2025•45 min•Ep. 497
Want to turn LinkedIn into your most effective prospecting channel? Olga Bondareva, Founder of ModumUp, revealed what's actually working on LinkedIn in 2025. Learn how to use strategic icebreakers that double response rates, create follow-up messages that add genuine value, and leverage AI tools to personalize at scale. She gave practical messaging strategies that help you stand out in an increasingly crowded platform. You'll Learn: What conversation icebreakers dramatically increase response ra...
Apr 14, 2025•30 min•Ep. 496
Ready to make cold calls that actually convert? Watch Sophie Allen as she reveals her battle-tested cold calling checklist and key realizations from the trenches. Learn how to structure your calling blocks, craft openers that work with your personality, and handle common objections like "I'm not the right person." She delivered practical strategies for making cold calling a productive and confident part of your prospecting mix. You'll Learn: How to prepare a winning cold call checklist Ways to s...
Apr 11, 2025•29 min•Ep. 495
Sales is a numbers game—99 no’s for every yes. But too many reps overlook a goldmine: the 99 leads they’ve already worked. Experts Jack Doheny and Joel Graber reveal how to maximize every lead through strategic nurture campaigns, helping you engage prospects at the right time and turn missed opportunities into wins. You'll Learn: How to make the most of every lead When to engage prospects depending on their sentiment How to create strategic nurture campaigns that convert The Speakers: Jed Mahrle...
Apr 10, 2025•43 min•Ep. 494
Ever wonder what prospecting looks like when top performers do it? Elmer Lopez and Chelsea Rickman walked through their complete prospecting process from research to outreach. Learn how they choose targets, craft messages across multiple channels, and develop follow-up strategies that get responses. You'll Learn: How to research and select the right prospects Ways to craft compelling messages that stand out Strategies for effective multi-channel follow-up The Speakers: James Buckley , Chelsea Ri...
Apr 09, 2025•44 min•Ep. 493
Want to see your cold emails jump from the ignored pile to the irresistible pile? Cold email experts, Lydia Hutchison and Seth List, for a review, analyze and rewrite real cold emails. They break down what's working (and what's not) in subject lines, hooks, and CTAs. You'll Learn: How to write subject lines that boost open rates Ways to create hooks that keep prospects reading Strategies for crafting CTAs that generate responses The Speakers: Leslie Douglas , Lydia Hutchison and Seth List If you...
Apr 08, 2025•45 min•Ep. 492
Tired of getting ignored every time you reach out to a prospect? Dale Dupree reveals how creative direct mail can cut through digital fatigue and grab attention. From crumpled-up letters to burner phones, learn how physical touchpoints create memorable experiences that prospects actually respond to. He will deliver practical strategies for using direct mail to stand out in an increasingly digital world, backed by real success stories and creative approaches you can implement immediately. You'll ...
Apr 07, 2025•29 min•Ep. 491
It’s time to make Q2 your best quarter yet. Gabrielle Blackwell shares how she turned a struggling quarter into making 190%+ of quota. Learn how to identify what's working, eliminate time-wasters, and implement the strategic shifts that drive results. She’ll share practical strategies for avoiding the most common Q2 pitfalls, from false starts to stagnation cycles, while giving you a framework to leverage top performers' insights for your own success. You'll Learn: How to analyze Q1 results and ...
Apr 04, 2025•29 min•Ep. 490
Tired of the same old prospecting methods everyone else is using? Sergei Alievsky reveals 5 tested but unconventional strategies that cut through the noise. From "The Billboard" to "The Cookie Drop-off," learn creative approaches that grab attention and generate responses across any channel. He showed exactly how to implement these unique tactics, with real examples of responses they've generated and practical advice on making time for creative prospecting in your routine. You'll Learn: How to i...
Apr 03, 2025•40 min•Ep. 489
Want to know how top performers consistently generate pipeline? Brian LaManna, founder of Closed Won and outbound expert from Gong, reveals his proven approach to outbound excellence. Learn how to properly structure your account lists, develop effective sequencing strategies, and craft manual emails that get responses. We unpacked the methodologies that have made Brian one of the most valuable resources for sales professionals, giving you practical tactics you can implement immediately. You'll L...
Apr 02, 2025•44 min•Ep. 488
Every day thousands of AI prompts and best practices are shared online for sales reps. Heather Murray is an AI expert training some of the top global sales teams on how to best utilize AI tools and prompts. She shared the prompts that actually matter so you can write better messaging and be more productive in your day-to-day. Walk away with clear action steps and real-world prompts that you can start using today. You'll Learn: The best AI tools for messaging How to prompt AI for messaging What t...
Apr 01, 2025•44 min•Ep. 487
Want to know how some reps hit 200% quota while others struggle to get responses? Aaron Reeves, Founder of Outbound OS, reveals the solid frameworks of his outbound playbook. It’s the comprehensive blueprint any seller can use to craft messages that convert across calls, emails, and LinkedIn. He delivered practical scripts and strategies that help you stand out in crowded inboxes and consistently book more meetings. You'll Learn: How to create scripts that drive real conversations (with examples...
Mar 27, 2025•30 min•Ep. 486
