Outbound Sales Playbook

Outbound Sales Playbook 53: Build Good Habits

Most sales teams throw their SDRs into the mix as quick as possible with a "Sink or Swim" mentality, assuming the good ones will rise to the top and the rest will quit. This week's guest, Ryan Woodard, takes a different approach centered around building good prospecting habits before SDRs even get a quota above 0! Find out how this fosters a great attitude, mindset, and why the results are starting to flow on his new team. Get full access to #NoVendors by Jeff Swan at jeffswan18.substack.com/subscribe

Outbound Sales Playbook 52: Take Me To Hawaii

Many sellers make the mistake of focusing on features and benefits in sales conversations but it's now falling on deaf ears. This week's guest, Shai Haddad - VP of Growth at Amilia, shared his secret for uncovering "How" they've attempted to solve their challenges and "Why" they feel they haven't been solved yet. Just a hint: it starts with the phrase, "Take me to Hawaii." Get full access to #NoVendors by Jeff Swan at jeffswan18.substack.com/subscribe

Outbound Sales Playbook 51: New Year New Opportunities

To kick off our first episode of 2022, Jeff is joined by the amazing Katie Ray to chat about what went down in prospecting last year and what they predict are going to be the top 3 trends this year. You may notice some changes from last year's episodes, slightly longer and with a brand new name that we feel just suits the show better. As always, enjoy and happy hunting! Get full access to #NoVendors by Jeff Swan at jeffswan18.substack.com/subscribe

FTF Fridays 50: Customer Over Product

You certainly can be successful as an SDR with extensive product knowledge but it's not table stakes. Instead, the sellers that focus on understanding the buyer, the problems they're facing, and what makes them tick outperform solution-focused sellers any day of the week. This is the top observation from video prospecting guru + Vidyard VP Marketing, Tyler Lessard among others in this week's episode. Get full access to #NoVendors by Jeff Swan at jeffswan18.substack.com/subscribe

FTF Fridays 49: Cold Calling is Not Dead

No matter how many times someone calls a tactic or strategy dead, it's nearly always because of fear. Fear of not knowing how to do it well, fear of rejection, or just plain fear of picking up the phone. Kevin Hopp joined Jeff this week to share how to tackle your fears, check your ego at the door and hit the phones to fill your funnel. Get full access to #NoVendors by Jeff Swan at jeffswan18.substack.com/subscribe