The thought of cold calling can send shivers down sales people spines. Yes the phone is still the number 1 method in reaching new prospects and creating new opportunities. So what is the best way to cold call? During this episode Tom Slocum, founder of the SD Lab and strategic advisor for many fast-growing tech companies, shares his insights on his tactical approach to cold calling. Here are 3 key takeaways from the episode:- Understanding the buyer persona and their pain points is crucial. Tom suggests doing exercises to identify top buyers and their goals and pains, in order to create more targeted call flows.- Research, relevancy, and relatability are the three pillars of successful cold calls and emails.- Cold calling is about selling the pain and identifying the problem, not necessarily the product or service. The goal is to sell the meeting and focus on diagnosing the problem before trying to sell in two minutes.If you're looking to improve your cold calling skills, this episode of Skalable Growth is a must-listen.Connect with Tom https://linktr.ee/tomslocumhttps://www.linkedin.com/in/tomslocum/My Twitter: @Tommy_SlocumCompany website: https://www.thesdlab.com/This episode is brought to you by Growth Forum.Growth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program.Join Now.The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

Skalable Growth

Mastering the Art of Cold Calling

Welcome to this episode of the Skalable Growth podcast, where we dive into the topic of using content to create pipeline with Linkedin Top Voice Morgan Inrgam.Morgan shares his story as an SDR who used content to to fill his pipeline to now helping companies build their content strategy to drive greater awareness. Morgan emphasizes the importance of authenticity, personal connection, and useful insights when trying to engage with your audience. Morgan shares the Angel Falls method of repurposing content to keep it flowing and how quality is about being thoughtful, not necessarily high production value. 4 Biggest Takeaways:1. Authenticity and personal connection are highly valued by audiences on LinkedIn. Personal stories and experiences can perform better than more traditional tactical content.2. Repurposing content is an effective way to keep content flowing and generate new ideas. It also doesn't require high production value.3. The speaker recommends identifying what you want to be known for and creating five pillars of content to support that overall theme. Documenting process and sharing that content can also be an effective approach to content creation.4. Generating leads can involve methods such as referrals, hosting a podcast, video, and cold calling. Groundswell prospecting and connecting with sales reps on LinkedIn can also be beneficial when approaching selling into a big company.This episode is brought to you by Growth ForumGrowth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program.Join NowThe program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

Creative Marketing Strategies for Sales with Morgan Ingram

Welcome to this episode of the Skalable Growth podcast, where we dive into the topic of email outreach with special guest, Maggie Blume - Inbox Evangelist.Maggie shares her inspiring journey from accountant to sales and how she learned that being a good listener and being consultative are more important than being an extrovert in sales.Maggie's expertise lies in turning outreach emails into qualified opportunities and she shares simple tips and tactics to help listeners achieve this.4 Biggest Takeaways:- Timeless sales principles- The importance of email deliverability, setting up the back end to ensure emails hit the inbox- Creating the right list, segmenting based on firmographic data and triggers- The effectiveness of using a soft Call To Action.Whether you're a seasoned sales professional or a budding entrepreneur, Maggie's insights are sure to help you generate more leads and convert them into happy customers. Tune in to learn from the best!Connect with Maggie on LinkedIn - https://www.linkedin.com/in/maggieblume/Check out her Podcast - https://mailshake.com/blog/practical-prospecting-podcast/This episode is brought to you by Growth ForumGrowth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program.Join NowThe program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

Prospecting Power: Optimizing Email Outreach for Results

Welcome to this week's episode where we discuss the concept of discovery in sales. While some argue that discovery is dead because buyers can find information online, our guest, Karl Ortmanns, Vice President of Sales, disagrees. He believes that good discovery is essential in today's sales process.Karl talks about the shortcomings of traditional qualification methodologies such as BANT and why they should not be adopted in today's sales process. Instead, he introduces the CHAMP sales framework that he has developed himself. The framework covers Challenge, Authority, Money, Priority, and Technical.During the episode, Karl shares his insights into what good discovery looks like. He emphasizes the importance of meeting preparation, knowing your audience, and using consultative selling skills during the call. He also highlights the difference between Why and What questions and how they can impact the discovery process.Join us as we explore the importance of good discovery in sales and learn from Karl's experience as a quota carrier turned VP of Sales. Tune in now to unlock the value of meeting preparation and to improve your discovery skills. This episode is brought to you by Growth ForumGrowth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program. Join NowThe program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

The Art of Discovery - Success Leaves Clues

AI has been the talk of the town, and we're excited to feature Steven Messer, the co-founder of Collective AI and the former co-founder of LinkShare, the very first affiliate marketing company in the world.Stephen Messer is an accomplished entrepreneur who has successfully grown his businesses from scratch into industry leaders. He shares his valuable experience of starting and scaling LinkShare into the largest affiliate marketing company globally before ultimately selling it. Not only that, but he also offers a glimpse into his current venture, Collective AI, and how it uses AI to help companies improve their sales outcomes.During this interview, Stephen dives into the challenges of selling during tough times, a topic that's particularly relevant in today's unpredictable business climate. Messer highlights the importance of creating urgency in the buying process and how to approach it from the right mindset.Here are a few key takeaways from our conversation with Stephen: The importance of understanding the market paradigm shift: Having a clear understanding of how the market has changed is crucial to staying ahead of the curve. He explains that the rise of digital technology has disrupted traditional sales channels and made it harder for companies to sell their products. However, he also emphasizes that this shift has opened up new opportunities for those who are willing to adapt. The power of AI in improving sales outcomes: Stephen's current company, Collective AI, uses artificial intelligence to help companies improve their sales outcomes. He explains how their platform works and how it can help businesses better understand their customers' needs and preferences. Messer emphasizes that education is a critical component of their service, and they work closely with their clients to help them understand how AI can benefit their sales processes. The importance of mindset in selling: Stephen emphasizes that having the right mindset is crucial to successful selling, especially during tough times. He encourages salespeople to focus on what they can control and to approach their work with a positive attitude. He also stresses the importance of being empathetic and understanding the challenges that customers are facing. Connect with ? Stephen and say thanks for coming on the show. This episode is brought to you by Growth ForumGrowth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program. Join NowThe program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

How AI will transform Sales

During this weeks episode of the Skalable Growth Podcast, we're getting real about the struggles that hold us back from achieving our goals.In this episode, Luigi is in the hot seat....and spills the beans on how imposter syndrome stopped him from for over a year launching his podcast, until he discovered the secret to overcoming it.And who better to interview him than the man, the myth, the Sales Evangelist - Donald C Kelly!During this episode Luigi talks about how why he started the podcast and how the podcast enabled him to travel the world and meet some amazing people, all while learning some kickass sales skills.But the best part? Luigi's honesty about the tough moments and the lessons he learned from them. He's proof that with a little grit and determination, you can conquer your fears and make your dreams come true.So, if you're feeling stuck or like an imposter, this episode is for you. Join us for some real talk, some good vibes, and a reminder that you're not alone in the struggle. Let's do this!Big thank you to Donald C Kelly for being this weeks host. Connect with Donald and say thanks for being a big part in inspiring Luigi to start his podcast.https://www.linkedin.com/in/donaldckelly/ This episode is brought to you by Growth Forum Growth Forum is a place to Connect, Learn and Grow. Join now to access the Skalable Growth Prospecting Program. Join Now The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

What I learned recording 200 Podcast Episodes with Donald C Kelly.

In this episode, Rachel Fox discusses effective sales strategies for startups that have limited budgets. The Rachel shares some of her successful techniques that have helped her generate more leads and increase her conversion rates.Key Takeaways: Cold calling is not always the most effective way to generate leads. The speaker prefers cold emailing, which she finds more enjoyable and has seen success with. Social media platforms like LinkedIn can be valuable tools for outreach. The speaker leverages her personal brand to generate excitement around her company, but also utilizes her company's page for content distribution. Using tools like HubSpot to track engagement data can help prioritize leads and make the most of limited time and resources. When creating email sequences, the speaker recommends targeting specific industries and personas, and incorporating industry-specific articles and third-party content. Emails should be short and engaging, as most people only read the first few sentences. Rachel shares tips and strategies for mastering the art of sales and highlights the importance of building strong relationships with customers and understanding their needs.This episode is brought to you by Growth Forum - sign up for 30-days free, https://growthforum.circle.so/checkout/subscribeGrowth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. This program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://growthforum.circle.so/checkout/subscribe

Using your Strengths to Grow your Pipeline

What is like going from High Performing Sales Professional to managing sales professionals? This week on the podcast, Jon Feldman VPP of Customer Acquisition from Absolute Software shares his journey from salesperson to sales manager, discussing the characteristics of high-performing sales teams and practical tips for differentiation.Jon discusses the characteristics that make up a high performer in sales and shares tips on how sellers can differentiate themselves in 2023. Key Takeaways from the Podcast:- 4 things top performers do differently - Good sales managers are not just coaches but also mentors who take an interest in their team's development.- Having a strong work ethic and a positive attitude is essential to achieving success in sales.- The importance of building strong relationships with customers and maintaining those relationships even after the sale is made. This episode will provide actionable advice and inspiring stories for those looking to improve their sales skills and achieve success in 2023.Connect with Jon -  https://www.linkedin.com/in/feldmanjon/This episode is brought to you by Growth Forum - sign up for 30-days free, https://growthforum.circle.so/checkout/subscribeGrowth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. This program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://growthforum.circle.so/checkout/subscribe

What top Sales Professionals Do Differently

The podcast features Tom Stanfill Founder of Aslan Training, who shares his unique methodology for prospecting and selling. The focus is on changing the traditional approach to selling, which involves dropping the tension between the salesperson and the customer, listening to the customer's needs, and providing ultimate solutions to their problems. Tom emphasize the importance of leading with the customer's interests and needs and treating them as the hero of their own story.Key takeaways: Customers are overwhelmed with information and resistant to salespeople, so sales reps need to change their mindset to put the customer first. Salespeople should focus on understanding the customer's interests and needs to capture their attention and provide ultimate solutions to their problems. Sales reps should drop the tension between themselves and the customer and communicate honestly about the value of their product to reduce buyer resistance. Connect with Tom https://www.linkedin.com/in/tomstanfill/This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. This program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

How to Win Unreceptive Prospects and Customers.

In today's rapidly evolving business landscape, technology has become an essential tool for sales professionals. Despite this, some salespeople may still feel intimidated or uncertain about how to effectively use technology in their work. However, with the right tools and techniques, salespeople can leverage technology to their advantage, creating a level of differentiation in the marketplace and helping them achieve greater success in their sales process. In this episode, we will explore why salespeople should embrace technology and not fear it, and how they can use it to their advantage in the sales process. This week we are joined by the Director of Sales or Lusha. A tech platform that makes it easier for salespeople to find contact data for their prospects. During this episode, George will share how he started in sales. What changes he has seen and what sellers can do to leverage technology to drive results. So sit back, relax, and get ready to learn how technology can help you take your sales game to the next level!Connect with George https://www.linkedin.com/in/george-nammour/This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

How to Sell in the Modern World and Leverage Tech

Sales and marketing are two critical components of a successful business, and each plays a unique role in generating revenue. While sales focuses on closing deals and making transactions, marketing is responsible for creating awareness and building the brand. However, salespeople who also think like marketers have a distinct advantage in today's competitive landscape.By incorporating marketing tactics into their approach, salespeople can differentiate their offerings, build trust and credibility with prospects, and create a compelling value proposition. This allows them to better understand the customer's needs, anticipate objections, and provide relevant solutions that meet those needs. A salesperson who thinks like a marketer is better equipped to leverage content and digital marketing tools to engage prospects, generate leads, and close more deals. During this interview with Chip House, CMO of CRM and Marketing Platform Insightly, Chip shares a number of different strategies that sellers need to consider when creating awareness. Connect with Chip https://www.linkedin.com/in/chiphouse/This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

Why all sellers need to be marketers.

Discovering what a buyer needs is not just about sellers learning about their potential customers, it's also about the buyers learning about what the seller can offer them. In this week's episode of our sales podcast, we sat down with sales Practitioner Kyle Asay to discuss the importance of the discovery stage in the sales process. Kyle shared his tried-and-true tactics and strategies for effectively guiding prospects from their initial conversation all the way to closing the deal. It's a must-listen for anyone looking to take their sales game to the next level!Connect with Kyle https://www.linkedin.com/in/kyleasay/This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/

Educating buyers through the sales process

Growth Forum is a place to Connect, Learn and Grow. Launching February 2023 Growth Forum has a new prospecting program to help Sellers take control of their pipeline. The program is usually valued at $2500 but if you sign up to Growth Forum now you will receive access to this program for free! https://www.growthforum.io/ To help get you ready for a big 2023 we are continuing the focus on Outbound and this week we have Ryan Reisert, an Outbound Practitioner  who will share a number of strategies to help drive more pipeline from outbound. During this week's episode Ryan will break down his outbound strategy. Ryan is very strategic is his Outbound approach and protects his list. Ryan talks about why it's important to take each piece of feedback from prospects as a learning and use the information in he next outreach step. Connect with Ryan https://www.linkedin.com/in/salesdevelopmentrepresentative/ This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Hearing NO from a prospect should not stop your outreach.

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30Show em you know em has become a famous quote in sales. This week we are privileged to welcome Samantha Mckenna founder of #samsales who joins us to share insights and ideas on what sellers can do to differentiate in a crowded marketplace.https://www.linkedin.com/in/samsalesli/ Don't forget to check out https://www.growthforum.io/ and join the waitlist for a community like no other. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Show em you know em and watch your reply rates boom!

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW302022 has been a difficult year for many sellers. Companies reducing head count, economic uncertainty causing deals to slip. And the amount companies are spending on inbound has dropped. So how do you thrive during uncertain times. Creating a predictable outbound sales framework. Even though outreach is becoming harder it is still the number 1 method to self generate pipeline. During this episode Michael Hanson will break down his outreach process. This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

Controlling your pipeline though Outbound with Michael Hanson

Visit www.growthforum.io for 30-days free of The only community focused exclusively on your growth. Use the code: GROW30 Join Luigi Prestinenzi as he brings you insights from thought leaders from around the globe about the art and science of sales and marketing, personal development and the mindset required to sell more every day. Listen here or go to our website for more episodes and awesome content focusing on Sales and Marketing.

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Skalable Growth

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