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Thought Leadership

Prod MBA: Friday Talk Week #2 with Thibaut Souyris, CEO of SalesLabs

The T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

Prod MBA: Friday Talk Week #2 with Thibaut Souyris, CEO of SalesLabs

I’ve been invited by Henry Latham to share a few insights on sales and cold outreach.

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. [NEW] Join the T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen. Join here.

2. Join the T-shaped Sales Development Program

Ditch the old sales development playbook and learn the skills that will make you successful in tomorrow’s sales environment. Apply today.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Thought Leadership

How to Negotiate: The Top 5 Sales Negotiation Strategies

The T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

How to Negotiate: The Top 5 Sales Negotiation Strategies

Top 5 Sales Negotiation Strategies

I got invited by the team at Demodesk to share my top 5 negotiation strategies.

You can find the article here.

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. [NEW] Join the T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen. Join here.

2. Join the T-shaped Sales Development Program

Ditch the old sales development playbook and learn the skills that will make you successful in tomorrow’s sales environment. Apply today.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Podcast

Episode 15 – How to build employment security, with Scott Leese, CEO & Founder of Scott Leese Consulting

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 15 – How to build employment security, with Scott Leese, CEO & Founder of Scott Leese Consulting

In this new episode, Thibaut receives Scott Leese, CEO & Founder of Scott Leese Consulting for an in-depth conversation about Scott’s sales career.

Scott has been in sales leadership in 6 tech startups and built 9 figures revenues multiple times. He’s now fully focused on his sales consulting business.

In this interview, you will learn about Scott and his career, understand how to quickly become a sales leader, and why he had the idea to create The Surf and Sales Summit.

You can find Scott on LinkedIn here.

Buy Scott’s book here.

Go check the Surf and Sales Podcast here.

Enjoy the show!

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. Grab a free copy of my Ultimate LinkedIn Outreach Sequence

Find out how to get a 55% answer rate and 15% booking rate, using Thibaut’s proven strategies. Grab it here.

2. Find out how to reach 25K+ in monthly sales

If you keep failing at prospecting, I’ve built a free online training to build your success plan. You can signup here.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Videos

The T-shaped SDR – Your guide to modern prospecting

The T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

The T-shaped SDR – Your guide to modern prospecting

In this webinar recording, Thibaut offers insights on how to become a T-shaped SDR.

Here is what you will learn:

  • What is a T-shaped SDR
  • Key skills to develop as a T-shaped SDR
  • Your first 30 days as a T-shaped SDR

This recording is aimed at the following people:

  • SDRs/BDRs
  • Sales Development Managers
  • AEs, AMs, CSMs
  • Sales Managers, Sales Leaders
Get the slides here.

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. [NEW] Join the T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen. Join here.

2. Join the T-shaped Sales Development Program

Ditch the old sales development playbook and learn the skills that will make you successful in tomorrow’s sales environment. Apply today.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Podcast

Episode 14 – A customer success guide for salespeople, with Saood Shah, VP Customer Success at Contentful

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 14 – A customer success guide for salespeople, with Saood Shah, VP Customer Success at Contentful

In this new episode, Thibaut receives Saood Shah, VP Customer Success and Professional Services at Contentful for a conversation on customer success and how this crucial business unit can help sales.

Saood has a strong experience in building professional services units, and more recently, customer success teams.

In this interview, Saood and Thibaut exchange on how sales and customer success work together, especially on the handover and onboarding, churn reduction, and expansion.

You can find Saood on LinkedIn here.

Go check Contentful here.

Enjoy the show!

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. Grab a free copy of my Ultimate LinkedIn Outreach Sequence

Find out how to get a 55% answer rate and 15% booking rate, using Thibaut’s proven strategies. Grab it here.

2. Find out how to reach 25K+ in monthly sales

If you keep failing at prospecting, I’ve built a free online training to build your success plan. You can signup here.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Podcast

Episode 13 – How to run a solid SaaS demo online, with Veronika Riederle, CEO & Co-Founder at Demodesk

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 13 – How to run a solid SaaS demo online, with Veronika Riederle, CEO & Co-Founder at Demodesk

In this new episode, Thibaut receives Veronika Riederle, CEO & Co-Founder at Demodesk for a conversation on how to run an online SaaS demo.

Veronika has experience working in the corporate world and consulting, before founding Demodesk, an intelligent online meeting tool for sales teams.

In this interview, Veronika and Thibaut exchange on how to prepare for a good online demo, mistakes to avoid as a junior rep running a demo and tips and tricks around scheduling or keeping control of a sales process.

You can find Veronika on LinkedIn here.

Go check Demodesk here.

Enjoy the show!

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. Grab a free copy of my Ultimate LinkedIn Outreach Sequence

Find out how to get a 55% answer rate and 15% booking rate, using Thibaut’s proven strategies. Grab it here.

2. Find out how to reach 25K+ in monthly sales

If you keep failing at prospecting, I’ve built a free online training to build your success plan. You can signup here.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Blog

Sales Process vs Buyer’s Journey

The T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

Sales Process vs Buyer’s Journey

If you are in sales, you probably hear the word sales process all the time. But one equally important concept is the buyer’s journey.

Find out more about these two concepts in this post.

What is a buyer's journey?

The buyer’s journey is the mental journey your prospects are going through when making a buying decision.

According to Gong.io, it is composed of the following steps:

  • Latent pain
  • Active pain
  • Solution Development
  • Evaluation
  • Decision

We’ll use my washing machine as an illustration of each phase.

1. Latent Pain

Latent pain is the first phase of the journey. Your prospects are typically aware that they have a problem, but it doesn’t hurt enough for them to do anything about it.

For example, we started thinking about buying a new washing machine, when we had to clean it every 10 cycles. Nothing was preventing us from washing clothes, but it was a bit annoying.

2. Active Pain

Active pain is the second phase of the journey. In that case, prospects have a clear pain. Inbound leads typically come in that phase.

Coming back to our washing machine story, when ours started to make worrying noises during the spinning cycle, we knew we had to quickly buy another one before it breaks.

We had an active pain.

3. Solution Development

Solution development is the phase in which your prospect is trying to gather information and build use cases to fix a problem.

In our case, we went to an appliance store and started comparing models, price, energy consumption, and all these specific details.

4. Evaluation

When entering the evaluation phase, things are getting serious. This is when prospects ask about pricing and try to figure out if the investment will bring enough value.

For our washing machine, a discussion with a rep helped us understand if the delivery was included in the price, if the machine was really worth that investment and if we could buy it in multiple payments.

5. Decision

And finally, the decision phase is the moment when a prospect decides to buy or not.

We decided to move on and buy the machine online, as the rep didn’t want to give a discount for the model we wanted to buy.

As you can see, a buyer can always decide to move further with a competitor, even at the end of the buyer’s journey.

The Sales Process Calculator

Find out if your rales targets are realistic and build a plan to reach them.

What is a sales process?

According to Hubspot, a sales process or sales funnel, is a repeatable set of steps a sales team takes to move a prospect from an early-stage lead to a closed customer.

There are many types of sales processes, but here is one that I particularly like.

It is composed of the following steps:

  • Discovery call or meeting
  • Usecase demo
  • Contract or proposal review
  • Negotiation

1. Discovery Call or Meeting

A discovery call or meeting is an initial conversation to understand if a prospect has a concrete, qualified pain, and to find out if your solution could potentially be a fit.

It is not a demo, and talking about the features of your solution is not what it’s made for.

Running a good discovery is an art as much as a science. But with good training and a lot of practice, it allows you to keep control of a deal and have a clear understanding of the steps required to close that deal.

2. Usecase Demo

When your discovery has confirmed that the prospect has a qualified pain, within a reasonable timeline, it’s now time for a usecase demo.

A usecase demo is not a product or solution demonstration. It is actually a call or meeting to build a solution. That solution should solve the pains or challenges identified during the discovery.

It is a collaborative process with your prospect.

You are not expected to bring polished slides to regurgitate for 2 hours.

If a usecase demo proves successful, the next logical step is a contract or proposal review.

3. Contract or Proposal Review

Some prospects will ask you to “send an offer”. Never do that.

Instead, going through the details of the offer with your prospect, outlining specific payment terms, or discussing over deliverables is a great way to keep a level of control on the deal.

4. Negotiation

And finally, negotiation is the last part of the process, where a prospect is trying to get the best deal possible. This part is complex, because it often involves many stakeholders, and it is almost always emotionally loaded.

But with a good framework and concrete usecases, you can always build a win-win scenario and close a deal.

Wrapping it up

If you respect these 4 basic steps, you should be able to select qualified deals and drive them to close.

Now you know how a basic sales process looks like. You also have a better understanding of the mental journey of a buyer.

Before you go...

Are you having difficulties building your sales process? If you can’t find any way to make it work for your sales team, book a free consultation with me.

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. [NEW] Join the T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen. Join here.

2. Join the T-shaped Sales Development Accelerator

Ditch the old sales development playbook and learn the skills that will make you successful in tomorrow’s sales environment​. Signup today.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

About the Author

My name is Thibaut Souyris. I’m the CEO & Founder of SalesLabs. I train and coach B2B sales teams to start more conversations.

I am the Co-host of The B2B Sales Podcast and I’m regularly invited to speak at events with Hubspot, Pipedrive or Techstars.

You can read and hear my opinion and ideas on various podcasts and blogs, including Sales Hacker, G2 and Demodesk.

I have helped 100+ SDRs and BDRs build cold outreach sequences and I work with companies like Comtravo, Homelike or Styla.

Categories
Blog

3 easy ways to get started with social selling

The T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

3 easy ways to get started with social selling

If you hang out on LinkedIn, you have certainly heard of social selling. But what is it really about? And how to get started?

Find out in this post.

What is social selling?

According to Hootsuite, social selling is the art of using social media to find, connect with, understand, and nurture sales prospects.

It’s the modern way to develop meaningful relationships with potential customers so you’re the first person or brand a prospect thinks of when they’re ready to buy.

For this post, we will focus on how to use LinkedIn.

How to get started with social selling?

We’ve all been there. Someone is adding your on LinkedIn and 10 seconds later, you receive a templated message, asking to book 15 minutes in your calendar.

Here’s how it often looks:

I know, it’s gross

Now you have a better idea of what not to do, but how do you get started?

It’s actually simple, you need to follow a structured, 3-steps framework.

1. Content Creation

Creating content is at the core of social selling. Traditionally, it’s the job of marketing, but you cannot expect to be successful without sharing content.

And it’s actually a lot simpler than you think.

First, you have to pick your voice and make sure it fits with your target audience, or Ideal Customer Profile. For example, I chose to be direct and authentic, because it is how I am and a lot of decision-makers tend to appreciate these traits.

Once you’ve picked your voice, the best thing to do is to identify problems your prospects are trying to solve.

For example, if you’re selling an expense management software to consulting companies, a common problem your prospects are facing would be to get VAT invoices from airlines like Easyjet or Ryanair.

As soon as you understand the problems your prospects are trying to solve, you can either create or curate content, in the form of posts, checklists or any other format.

In our expense management software example, producing a 5-steps checklist post to show how to request an Easyjet or Ryanair invoice is a great content idea.

2. Network Building

As you start creating or curating content, an important step is to proactively build your network. 

You can create the best content in the world. If your network is composed of your colleagues and your friends, you won’t get far.

What I always recommend is to build an Ideal Customer Profile Matrix before connecting with strangers. It will help you build lists of potential customers, based on their job title and any other segmentation factor.

Once done, you can run a search with the corresponding criteria and invite people who fit with your ICP to connect.

This is what I call a soft connect. A semi-personalized invitation, that provides enough information to your prospect, without sounding too threatening or salesy.

3. Strategic Outreach

With your content creation ongoing and your network slowly growing, you are in a good position to start outreaching your prospects strategically.

And I insist on strategically.

The goal is not to put your prospects in an 18 touchpoint automated sequence. The goal here is to approach a prospect with relevance and creativity.

To do so, I recommend using a trigger. A trigger is an indication that a prospect may have a problem you can solve.

Take our expense management software. A startup hiring 30+ sales reps is a strong indication that expense management may become a burden for the organization.

And this kind of information is available publicly, through job boards.

With that in mind, you could approach a prospect, who is connected to you and send a LinkedIn voicemail.

Yes, you can send voicemails on LinkedIn. Just go on the mobile app, enter the message section, look for the person you want to contact and hit the microphone icon to record a 60 seconds message.

Wrapping things up

If you follow this framework, you’ll be able to provide value and start generating attention and traffic to your LinkedIn profile. Start by creating or curating content that reflects your personality, build your network proactively and outreach prospects strategically, using triggers,

When you do that, you are both relevant and different. And this is why social selling is so powerful.

It positions you as a resource for your prospects, not another pushy sales rep.

Before you go...

Getting started with social selling on LinkedIn can be overwhelming and challenging. If you can’t wrap your head around a clear strategy, you can book a free consultation.

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. [NEW] Join the T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen. Join here.

2. Join the T-shaped Sales Development Accelerator

Ditch the old sales development playbook and learn the skills that will make you successful in tomorrow’s sales environment​. Signup today.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

About the Author

My name is Thibaut Souyris. I’m the CEO & Founder of SalesLabs. I train and coach B2B sales teams to start more conversations.

I am the Co-host of The B2B Sales Podcast and I’m regularly invited to speak at events with Hubspot, Pipedrive or Techstars.

You can read and hear my opinion and ideas on various podcasts and blogs, including Sales Hacker, G2 and Demodesk.

I have helped 100+ SDRs and BDRs build cold outreach sequences and I work with companies like Comtravo, Homelike or Styla.

Categories
Videos

The New SDR – A tactical guide to start more conversations

The T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

The New SDR – A tactical guide to start more conversations

In this webinar recording, Thibaut offers insights on how to be a modern SDR and book more meetings.

You can find the slides here.

Here is what you will learn:

  • What your job as an SDR/BDR could look like
  • How to be creative and relevant with your outreach
  • Simple steps to get started and book more meetings

This recording is aimed at the following people:

  • SDRs/BDRs
  • Sales Development Managers
  • AEs, AMs, CSMs
  • Sales Managers, Sales Leaders

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. [NEW] Join the T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen. Join here.

2. Join the T-shaped Sales Development Program

Ditch the old sales development playbook and learn the skills that will make you successful in tomorrow’s sales environment. Apply today.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Podcast

Episode 12 – How to coach and develop sales people, with Robert Anders, Head of Sales at Comtravo

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 12 – How to coach and develop sales people, with Robert Anders, Head of Sales at Comtravo

In this new episode, Ara receives Robert Anders, Head of Sales at Comtravo, for a conversation on how to develop and coach sales people.

Robert has experience building companies and sales teams from scratch. Before joining Comtravo as Head of Sales, he co-founded Travelcircus.

In this interview, Robert and Ara exchange on how to develop and coach sales people, how to make sure boundaries are clear when your direct reports are also your friend, and how to implement coaching programs for your sales team.

You can find Robert on LinkedIn here.

Go check Comtravo here.

Enjoy the show!

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. Grab a free copy of my Ultimate LinkedIn Outreach Sequence

Find out how to get a 55% answer rate and 15% booking rate, using Thibaut’s proven strategies. Grab it here.

2. Find out how to reach 25K+ in monthly sales

If you keep failing at prospecting, I’ve built a free online training to build your success plan. You can signup here.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!