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Thought Leadership

Thibaut Souyris on the T-shaped SDR

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Thibaut Souyris on the T-shaped SDR

Thibaut Souyris is the founder of SalesLabs. He’s a sales coach and trainer who came up with a really cool concept called the T-shaped SDR. In this episode, we dig into how you can supplement cold outreach with networking and content creation.

Connect with Thibaut here on LinkedIn and check out SalesLabs here.

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
Thought Leadership

How to Set Achievable Sales Targets for an Outbound Sales Team

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

How to Set Achievable Sales Targets for an Outbound Sales Team

Are you having issues setting sales targets for your outbound sales team?

Or do you have a clear target, but no clue how you will get there?

Then check my latest article on how to set achievable sales targets for an outbound sales team.

I got invited to share a tactical guide by the team at Woodpecker.

Go check it directly on their blog here.

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 35 – How to build your personal brand on LinkedIn, with Justin Welsh

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 35 – How to build your personal brand on LinkedIn, with Justin Welsh

In this first episode of season 4, Thibaut receives Justin Welsh to discuss about building your personal brand on LinkedIn.

Justin is the founder of JW Strategic Advisory.

Together with a live audience, Justin and Thibaut will discuss what it means to use authenticity to build your own personal brand and attract your ICP. Justin explains the importance of consistently creating new content to grow your exposure and attract customers.

You can find Justin on LinkedIn here

Go check JW Strategic Advisory 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
Uncategorized

Case Study Vainu

Case Study

Vainu.io

Discover how I helped Vainu’s sales development team reach a 13.8% hit rate

90

demos booked in 1 month

13.8%

hit rate

When you have different touchpoints, people get familiar with your brand, familiar with you as a person, and the conversion rate will be higher.

Floris Egbers, Manager of Team Business Development at Vainu

The challenges

The team approached me when they were in the process of launching their business development team. They knew outbound would be very different from inbound, but they were struggling to build a tactical cold outreach sequence that would get answers.

How I helped

We worked in two steps:

Cold Outreach Sequence

The Vainu team downloaded my Ultimate LinkedIn Outreach Sequence and they immediately updated their sequences to add multi-channel touchpoints.

Team Workshop

After seeing great initial results, they booked me for an online training and I showed the sales team how to find triggers and build prospecting experiments.

The results

With the online training and the knowledge of the sequence, two new Business Development Reps were hired and they booked 90 demos in their first month, with 13.8% of prospects contacted booking a call with them.

Categories
Uncategorized

Daily Tips – Week 42

Weekly Sales Tip

The daily email notification that generates new opportunities

This week's topic:

Working with thought-leaders to generate business

Monday

Tuesday

Wednesday

Thursday

Friday

Download the checklist

About Your Host

Thibaut Souyris

About Me

I’m Thibaut Souyris,

For the past decade, I’ve been selling technology products, from SaaS to professional services and training/coaching programs.

I work with SDRs, BDRs, AEs, and other sales professionals who are tired of using the same old playbook to generate opportunities and drive business.

By joining this newsletter, you’ll get tactical tips to reduce your prospecting efforts and increase your outcome, so you can focus on growing professionally and financially.

Categories
Podcast

Episode 34 – Season 3 wrap up, with Ara & Thibaut

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 34 – Season 3 wrap up, with Ara & Thibaut

In this season 3 wrap up, Ara and Thibaut exchange on this second season and the 13 episodes they ran together.

They share their analysis of each episode and guest, as well as their learnings.

Season 4 will start on the 14th of October, and we have something special for you.

We are looking for candidates to get free coaching and consulting from the best experts in B2B sales. If that’s you, fill this form.

We are also looking for sponsors for the show, if that’s you, fill this form.

You can add Ara on LinkedIn here.

You can add Thibaut on LinkedIn 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
Uncategorized

Daily Tips – Week 41

Weekly Sales Tip

The daily email notification that generates new opportunities

This week's topic:

You should not build a personal brand

Monday

Tuesday

Wednesday

Thursday

Friday

Download the checklist

About Your Host

Thibaut Souyris

About Me

I’m Thibaut Souyris,

For the past decade, I’ve been selling technology products, from SaaS to professional services and training/coaching programs.

I work with SDRs, BDRs, AEs, and other sales professionals who are tired of using the same old playbook to generate opportunities and drive business.

By joining this newsletter, you’ll get tactical tips to reduce your prospecting efforts and increase your outcome, so you can focus on growing professionally and financially.

Categories
Podcast

How to find your voice and express it, with Blake Hudson

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

How to find your voice and express it, with Blake Hudson

In this new episode, Thibaut interviews Blake Hudson about finding your voice and expressing it.

Blake is a Sales Manager at Victory Lap, and LinkedIn content creator.

In this discussion, Blake shares his tips on how to find your voice and express it. He also shares his experience running for state senate at 24, as well as differences and similarities between sales and politics.

You can find Blake on LinkedIn here.

Go check Victory Lap 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

7 prospecting plays to land more meetings from your cold outreach

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

7 prospecting plays to land more meetings from your cold outreach

In this new episode, Thibaut receives Jason Bay, for a tactical conversation on cold outreach and prospecting.

Jason is Chief Prospecting Officer at Blissful Prospecting. He is also an incredibly talented marketer.

In this interview, Jason shares 7 prospecting plays he teaches and uses to land more meetings. He also shares the tactics that got him invited on over 60 podcasts, as well as his thoughts on modern cold outreach.

You can find Jason on LinkedIn here.

Go check Blissful Prospecting 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

How To Deal With Emotional Buyers

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

How To Deal With Emotional Buyers

Dealing with emotional buyers can be a real challenge. Here’s an extract of a coaching call where I share two tactics to get the best out of a tense negotiation.

So what you need to do is to get out of the emotional state. One thing to do that, it’s actually a technique called Labeling or an Accusation Audit that comes from a guy called Chris Voss, who’s a FBI negotiator.

I would try to understand a bit more what they say. And so, one good way to do that is to say, “It sounds like you think the price is completely off-limits.” When you say that; it sounds, it looks like, you’re actually just addressing the elephant in the room. So in that case, they just go crazy, they just go emotional. So when you say, “Okay, it sounds like you think the price is way too high”, they will say, “Yes, it’s way too high.” And then what you’ll do is do a thing that you call mirroring. So you will just say, “It’s way too high.” You will use the last one, two, three words they said; way too high, with an upward intonation. And then they will start opening up more.

And the idea there, when people are going in this thing, is to make them talk as much as possible, is to actually understand what they mean by that.

Because often, I guess, when people are going emotional like that… I guess you’re talking to people who are very experienced in negotiation and they’re playing with you, seriously. I’m sure they’re playing with you because they know how much it costs. And if you’re in market, if your customer is actually selling that, it’s because they must be in the market or they must be doing something right.

So I would really try to do that. Whenever people go emotionally like that, you make them talk, just keep going there and don’t be emotional. Just make them talk. And then in general, they will relax.

Yeah. He’s really great in terms of sales negotiation. I can tell you it really works.

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!