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Episode 54 – How sales have changed in the last 25 years, with Denise Lubaway

Denise Lubaway

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

Episode 54 – How sales have changed in the last 25 years, with Denise Lubaway

In this new episode, Thibaut receives Denise Lubaway, VP Growth & Partnerships at Ultranauts.

Denise has been working in sales for the past 25 years and she came to share her view on how things have changed since she first started.

In this interview, you’ll discover what has changed, what didn’t change, and how previous salespeople would have dreamed of having all the tools we use in 2021.

You can find Denise on LinkedIn here.

Enjoy the show!

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
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Episode 53 – How to get more answers with video prospecting, with Thibaut Souyris

Video 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.

Join Now

Episode 53 – How to get more answers with video prospecting, with Thibaut Souyris

In this new episode of The B2B Sales Podcast, Thibaut shares 4 tips to get more answers with video prospecting.

You will discover the differences between core videos and prospecting videos, how Thibaut builds his video scripts as well as additional resources to send prospecting videos.

Thanks, Lee for submitting this question!

And if you’re interested in sending prospecting videos, you can purchase the LinkedIn Video Prospecting Training

If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.

Enjoy the show!

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
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Episode 52 – How to prospect a SaaS CEO, with Marius Stäcker

Marius Stäcker

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

Episode 52 – How to prospect a SaaS CEO, with Marius Stäcker

In this new episode, Thibaut receives Marius Stäcker, CEO of ToolTime.

Marius founder ToolTime in January 2019 and has since raised over €20 million to digitize the craftsmen market in the DACH region.

In this interview, you’ll discover how a European SaaS CEO buys, how to approach Marius, and what to avoid. You’ll also discover the metrics Marius is tracking as well as the way he’s making decisions.

You can find Marius on LinkedIn here.

ToolTime is looking for a VP of Sales, check the job here.

Enjoy the show!

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
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Episode 51 – How to time-box your outreach, with Thibaut Souyris

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.

Join Now

Episode 51 – How to time-box your outreach, with Thibaut Souyris

In this new episode of The B2B Sales Podcast, Thibaut talks about his framework to time-box his outreach.

You will discover the concept of Powerhour, how Thibaut structures his outreach as well as additional resources to book more meetings.

Thanks, Henry for submitting this question!

If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.

Enjoy the show!

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
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Episode 50 – Hyper-personalized outreach and ABM, with Jerry Henry

Jerry Henry

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

Episode 50 – Hyper-personalized outreach and ABM, with Jerry Henry

In this new episode, Thibaut receives Jerry Henry, Manager, Solution Architects and Onboarding Specialists at Sendoso.

Jerry has been with Sendoso for 2 years and he has extensive experience building ABM programs in tech.

In this interview, you’ll discover that ABM and hyper-personalization don’t need to be expensive and you’ll get tactical tips on how to get started. You’ll learn how to pick top accounts and what solutions exist to increase reply rates with personalized gifts.

You can find Jerry on LinkedIn here.

Go check Sendoso here.

Enjoy the show!

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
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Episode 49 – Questions to answer before creating an opportunity

Ara 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.

Join Now

Episode 49 – Questions to answer before creating an opportunity

In this new episode of The B2B Sales Podcast, Ara talks about the framework she uses to qualify a discovery call.

You will learn her approach to performing a discovery call, as well as the questions she answers before creating an opportunity.

Thanks Tyrone for submitting this question!

If you want to submit your own question or suggest a guest, you can join the T-shaped Sales Community and get one month for free at https://www.saleslabs.io/tsc/.

Enjoy the show!

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!

The ultimate LinkedIn sequence
T-shaped Sales Community
T-shaped Sales Development Accelerator
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Episode 48 – Managing a sales team when you’re a professional athlete

Nina Djordjevic

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

Episode 48 – Managing a sales team when you’re a professional athlete

In this new episode, Thibaut receives Nina Djordjevic, Head of Sales at Sendcloud.

Nina is a professional salesperson, as well as a professional beach tennis athlete.

In this interview, you’ll get her take on coaching in sales and why it’s so similar to professional sports. You’ll also hear Thibaut getting coached by Nina, and you’ll hear Nina’s wins and failures, and what she learned from these.

You can find Nina on LinkedIn here.

Go check Sendcloud here.

Enjoy the show!

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!

The ultimate LinkedIn sequence
T-shaped Sales Community
T-shaped Sales Development Accelerator
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Podcast Uncategorized

Episode 47 – Season 5 launch – The T-shaped Sales Community

The B2B Sales Podcast

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

Episode 47 – Season 5 launch – The T-shaped Sales Community

In this episode, Thibaut gives an overview of the season 5 format.

After 46 episodes, The B2B Sales Podcast’s format is changing, and you will have the opportunity to impact the topics and guests of the podcast.

You can join the T-shaped Sales Community and get your first month for free with the code “b2bsalespodcast” at checkout.

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!

The ultimate LinkedIn sequence
T-shaped Sales Community
T-shaped Sales Development Accelerator
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Daily Tips – Week 53

Daily Sales Tip

The daily email notification that generates new opportunities

Get Your Tips

This week's topic:

2020 retrospective

See previous week's topic

Monday

Tuesday

Wednesday

Thursday

Friday

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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.

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Episode 46 – From customer retention to community building, with Leslie Greenwood

Leslie Greenwood

Free Workshop Library

A Selection of Free Online Workshops to Help You Generate More Opportunities

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Episode 46 – From customer retention to community building, with Leslie Greenwood

In this new episode, Thibaut receives Leslie Greenwood, Vice President Member Success at Revenue Collective.

Leslie has been leading customer success teams for 6 years, before joining Revenue Collective as VP Member Success in July 2020.

In this interview, you’ll discover how she kept customers happy, what community members and customers have in common, and tactics to keep community members engaged.

You can find Leslie on LinkedIn here.

Go apply to Revenue Collective 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. [NEW] Signup for a FREE, 5-days online challenge

Build a cold outreach sequence from scratch, learn how to generate conversations every day, and optimize your LinkedIn profile for sales in 5 days.

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 Diagnostic Session