Author: saleslabs

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Podcast

Episode 17 – How to build your personal brand on LinkedIn, while working on a full-time job, with Alfie Marsh, Head of US Sales at Spendesk

Alfie Marsh

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

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Episode 17 – How to build your personal brand on LinkedIn, while working on a full-time job, with Alfie Marsh, Head of US Sales at Spendesk

In this new episode, Thibaut receives Alfie Marsh, Head of US Sales at Spendesk for an interview on how to build a personal brand on LinkedIn, while working on a full-time job.

Alfie was the first SDR for Spendesk in the UK, before climbing the ladder and taking over the US market.

In this interview, you will discover the routine of Alfie to create regular content, how he managed to create high quality video content, and what to start posting when you don’t have years of experience.

You can find Alfie on LinkedIn here.

Go check Spendesk here.

Go buy Jab, Jab, Jab, Right Hook 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!

The ultimate LinkedIn sequence
Sales Starter Success Plan
Sales Diagnostic Session
Categories
Videos

How reps can build credible content to book meetings, with Kevin Indig, VP SEO & Content at G2

How reps can build credible content to generate leads

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.

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How reps can build credible content to book meetings, with Kevin Indig, VP SEO & Content at G2

In this webinar recording, Thibaut receives Kevin Indig, VP SEO & Content at G2.

Here is what you will learn:

  •  How to build quality content and generate demand on LinkedIn and socials
  • How to build credibility in content when starting a career
  • How to craft content for Germany vs the US

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!

The ultimate LinkedIn sequence
T-shaped Sales Community
T-shaped Sales Development Program
Categories
Podcast

Episode 16 – Using personalized gifts in prospecting, with Trevor Martin, CEO of Noms Bake Shop

Trevor Martin

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

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Episode 16 – Using personalized gifts in prospecting, with Trevor Martin, CEO of Noms Bake Shop

In this new episode, Thibaut receives Trevor Martin, CEO of Noms Bake Shop for an interview on how to use gifts in cold outreach sequences.

Trevor has founded Noms Bake Shop in 2015 in Phoenix, Arizona.

In this interview, you will discover how to build sequences using physical gifts like cookies. Trevor shares a framework to select a gift provider and best practices to include these gifts in your cold outreach sequence. He also shares his experience validating physical addresses when your prospects work from home.

You can find Trevor on LinkedIn here.

Go check Noms Bake Shop here.

Get the 5 steps framework here.

Get your 10% discount by typing the code “b2bsalespodcast” at the checkout.

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!

The ultimate LinkedIn sequence
Sales Starter Success Plan
Sales Diagnostic Session
Categories
Thought Leadership

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

Product MBA

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 Now

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!

The ultimate LinkedIn sequence
T-shaped Sales Community
T-shaped Sales Development Program
Categories
Thought Leadership

How to Negotiate: The Top 5 Sales Negotiation Strategies

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.

Join Now

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!

The ultimate LinkedIn sequence
T-shaped Sales Community
T-shaped Sales Development Program
Categories
Podcast

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

Scott Leese

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

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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!

The ultimate LinkedIn sequence
Sales Starter Success Plan
Sales Diagnostic Session
Categories
Videos

The T-shaped SDR – Your guide to modern prospecting

The T-shaped SDR

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 Now

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!

The ultimate LinkedIn sequence
T-shaped Sales Community
T-shaped Sales Development Program
Categories
Podcast

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

Saood Shah

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Watch Now

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!

The ultimate LinkedIn sequence
Sales Starter Success Plan
Sales Diagnostic Session
Categories
Podcast

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

Veronika Riederle

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Watch Now

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!

The ultimate LinkedIn sequence
Sales Starter Success Plan
Sales Diagnostic Session
Categories
Tactical Selling

Sales Process vs Buyer’s Journey

Sales process vs buyer's journey

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.

Sales Process Calculator

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

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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.

Book A Call

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.

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