Categories
Podcast

Episode 28 – How to build rapport when your prospects don’t watch US football

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 28 – How to build rapport when your prospects don’t watch US football

In this new episode, Thibaut receives Francis Brero, for a conversation on how to build rapport and sell in the US vs Europe.

Francis is the Co-Founder and CRO or Madkudu, a marketing opps platform to help marketers bring their data together.

In this interview, you will discover the main differences and similarities between selling in the US vs Europe. You will also learn tactical tips on how to qualify leads and close annual contracts.

You can find Francis on LinkedIn here.

Go check Madkudu 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 27 – Everything you need to know about cold calling in 2020, with Richard Smith

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 27 – Everything you need to know about cold calling in 2020, with Richard Smith

In this new episode, Thibaut receives Richard Smith, for a tactical conversation on how to generate opportunities through cold calling in 2020.

Richard is the Co-Founder and Head of Sales or Refract, a sales call analysis solution.

In this interview, you will discover why is cold calling still important in 2020, how to get started with cold calling, and tactical tips to build healthy cold calling habits.

You can find Richard on LinkedIn here.

Go check Refract 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
Tactical Selling

How to use your Out Of Office Message to book meetings

How to use your Out Of Office Message to book meetings

Finally.

Your well deserved holiday is around the corner. You’re almost ready to close your computer and forget about your work for a few days or weeks.

The last thing you need to do is to set your OOO message. While most people see that as a formality, you can actually use this message to bring value to your prospects and book calls while you’re away.

Here’s how.

Tell a story

While most OOO messages are pretty standard and boring, we tend to forget that every single person sending us an email while we are away will receive our automated message. Sharing a story is a good way to grab your prospect’s attention and get them to read the rest of your message. I personally give a few details about my trip and share some fun anecdote about what I’m planning to do.

Have a call to action

As you finish your story, always make sure to drop a call to action, so your prospect can get value while you are away. You can drop a link to a blog post, a free resource, or a meeting link. I personally drop a link to my Free Online Training as it educates warm leads and often turns them into hot leads.

A template for you

Here’s the last template I used when I went motorcycling to Portugal. It generated 10 leads (while I was enjoying some great sights and having a beer by the pool).

Hi, I am currently somewhere in Portugal, riding a motorcycle and enjoying a nice break.

There is no time difference with Berlin, but you know, I may get a bit lazy and take some time to answer.

Also, I am running a business so I will monitor my mails and LinkedIn. But if your question can wait a few hours, it will wait a few hours.

If you really need to have a quick answer, put URGENT in the title of your message.

In the meantime, you can check the recording of the Sales Development Accelerator Plan here.

Best,

To conclude

OOO messages are great tools to make your story unique and show that you are more than just a job title. They help telling your story and build rapport while you’re away. You can even drop a quick video to go even further.

 

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!

Subscribe to the Newsletter

Get my free, 4 min weekly newsletter. Used by 5.900+ salespeople to book more meetings and work when, where, and how they want.

Subscribe to the Newsletter

Get my free, 4 min weekly newsletter. Used by 5.900+ salespeople to book more meetings and work when, where, and how they want.

Categories
Videos

Live Coaching, with Bram Van Kleef & Thibaut Souyris

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.

Live Coaching, with Bram Van Kleef & Thibaut Souyris

In this LinkedIn Live recording, Thibaut shares some innovative outreach ideas and coaches Bram Van Kleef. Fun fact, the coaching session allowed Bram to close a 250K for one of his customers.

Here is what you will learn:

  • How to be creative and relevant when running cold outreach campaigns
  • How to deal with emotional buyers
  • What’s the coaching style of Thibaut

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 26 – How to scale a small sales team and be a role model for women in sales

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 26 – How to scale a small sales team and be a role model for women in sales

In this new episode, Thibaut receives Patricia DuChene, for an inspiring conversation on how to build small sales teams and become a role model for women in sales.

Patricia is the VP of Sales at Postal.io. She has extensive experience building sales teams in the US, EMEA and APAC.

In this interview, you will discover how Patricia has built sales teams all around the world, a few strategic moves when building a first sales team, and how she became a role model for women in sales.

You can find Patricia on LinkedIn here.

Go check Postal.io.

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 25 – Tactical bombs, with James Buckley

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 25 – Tactical bombs, with James Buckley

In this new episode, Thibaut receives James Buckley, for a spontaneous conversation on sales and sales development.

James is the Director of Sales Execution & Evolution at JBarrows Sales Training. He has been selling door-to-door for a few years, before moving to tech sales and finally joining the JBarrows Sales Training team.

In this interview, you will learn about building a personal brand on LinkedIn, what is the C+P* = S formula, and what ABM prospecting tactics can be used to land on your Ideal Customer Profile LinkedIn feed.

This episode was super tactical, we started the conversation and decided not to cut anything, as it was already extremely valuable!

You can find James on LinkedIn here.

Go check JBarrows Sales Training 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
Thought Leadership

Your Ultimate Guide to Developing a Successful SDR Playbook

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.

Your Ultimate Guide to Developing a Successful SDR Playbook

If you’re having issues delivering consistent results with your sales development team, you could potentially solve that problem with an SDR playbook.

I’ve built the Ultimate Guide to Developing a Successful SDR Playbook for G2.

You’ll find everything, from goal setting to tools you can use to build your playbook.

Go check it directly on G2 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
Videos

7 steps for successful selling in 2020, with Gert Scholts

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.

7 steps for successful selling in 2020, with Gert Scholts

In this LinkedIn Live recording, Thibaut receives Get Scholts.

Here is what you will learn:

  • What sales people and sales leaders have to do to be successful in 2020
  • The 7-steps framework to sell in 2020
  • Where is prospecting actually coming from

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 24 – From Co-Founder to SDR, with Alex Olley

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 24 – From Co-Founder to SDR, with Alex Olley

In this new episode, Thibaut receives Alex Olley, for a discussion on how he re-became an SDR to help his team during the lockdown.

Alex is the Co-Founder of Reachdesk. He has been for 9 years and he now heads the revenue and marketing teams and helps sales development teams use direct mail and gifting to start conversations.

In this interview, you will discover why Alex decided to go back to prospecting, what has changed in sales development in the last few years, and what tools he uses to generate business opportunities.

You can find Alex on LinkedIn here.

Go check Reachdesk 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
Tactical Selling

The falafel technique

The falafel technique

🧆 Have you heard of the falafel technique? 🧆

If you work in the food industry, you may be familiar with it.

If not, here’s a quick story for you.

A few weeks ago, after leaving a friend’s place around 22:00, I found a Lebanese restaurant that was still open.

There was one problem though.

There was almost no more chicken (shawarma) on the spit.

So I stood at the entrance of the shop, not sure if I wanted to get in.

The boss of the restaurant was standing behind his counter and he saw that I was hesitant.

So he took a falafel, dipped it in hummus, and proposed it to me from his counter.

What did I do next?

Check this video to find out.

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!

Subscribe to the Newsletter

Get my free, 4 min weekly newsletter. Used by 5.900+ salespeople to book more meetings and work when, where, and how they want.

Subscribe to the Newsletter

Get my free, 4 min weekly newsletter. Used by 5.900+ salespeople to book more meetings and work when, where, and how they want.