In this episode, Thibaut dives into the critical metrics every B2B sales professional should monitor to enhance their prospecting performance. Whether you're an individual contributor or a manager, understanding these metrics can help you pinpoint what's working and what needs improvement in your sales process. Main Topics Covered: Prospects Added to Your Sequence: Importance of initiating contacts and monitoring additions to your sales sequence. LinkedIn Connection Acceptance Rate: Strategies for improving LinkedIn connection requests and the significance of monitoring acceptance rates. Repl ..read more

Join Thibaut in this episode of the B2B Sales Podcast as he outlines four straightforward steps for busy account executives to maintain effective prospecting. Learn how to carve out time, prioritize existing relationships, and identify new opportunities to keep your pipeline flowing smoothly and meet your sales targets. Main Topics Covered: Protect Your Time: Establish a routine with a recurring time block to focus on prospecting, avoiding interruptions. Identify Existing Accounts: Segment your current and past accounts into tiers for targeted follow-ups. Identify Top Tier New Accounts: Focus ..read more

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his step-by-step process for personalizing outreach efforts. Discover how to identify personalized elements, link them to your prospects, and effectively use them as triggers to increase engagement and book more meetings. Main Topics Covered Understanding Prospect's Problems: Thibaut emphasizes the importance of knowing your prospect's problems before personalizing outreach efforts. Finding Personalization Elements on LinkedIn Profiles: Learn where to find personalized elements on your prospect's LinkedIn profiles ..read more

Join Thibaut, your host, in this episode of the B2B Sales Podcast as he unveils his efficient process of leveraging Amplemarket's AI features for prospecting. Discover actionable steps to integrate Amplemarket into your tech stack and explore time-saving features to streamline your prospecting efforts. Main Topics Covered Leveraging Amplemarket for Prospect Export: Thibaut shares insights on how to export leads from LinkedIn using Amplemarket's AI features, enhancing your prospecting efficiency. Data Enrichment with Amplemarket: Learn how to enrich data and verify lead relevance using Amplema ..read more

In this episode of the B2B Sales Podcast, Thibaut shares his exact process for identifying prospects' problems. By following these steps, you'll demonstrate to your prospects that you understand their needs, increasing your chances of capturing their attention and securing deals. Main Topics Covered: Understanding prospects' goals and metrics Identifying key initiatives related to prospects' goals Listing common problems faced by prospects during their initiatives Highlighting specific symptoms of these problems to improve prospecting messages Links: Sign up for Tactical Selling Newsletter ..read more

In this episode of the B2B Sales Podcast, Thibaut shares his proven process for booking meetings with LinkedIn's help. A tactic detailed in his prospecting engine, this approach utilizes thought leaders' posts to engage prospects at scale. Learn the four practical steps to leverage LinkedIn's digital footprint, significantly increasing your chances of securing replies and booking valuable meetings. Main Topics Covered LinkedIn Prospecting Tactic: A step-by-step guide to maximize LinkedIn for effective prospecting. Extract Prospects from Engagements: Utilize reactions and connection degrees to ..read more

In this episode of the B2B Sales Podcast, Thibaut shares an effective cold calling opener. While not a fan of traditional cold calling, Thibaut highlights the benefits of utilizing simulators for comfortable and rejection-free practice. Main Topics Covered Colloquial Opener for Cold Calls: Thibaut introduces a three-part structure for a cold calling opener.Salutation: A brief introduction with the first name to capture the prospect's attention. Labeling the call: Addressing the unfamiliarity and nature of the call, setting the stage for transparency. Suggesting to End the Call: Offering the p ..read more

In this episode of the B2B Sales Podcast, Thibaut introduces the powerful concept of the "Netflix Effect" for salespeople. Learn how to shift your focus from merely booking meetings to stimulating conversations using human curiosity. Thibaut draws parallels with Netflix series cliffhangers to explain how teasing instead of giving information can elevate your prospecting game. Main Topics Covered The Netflix Effect Concept: Understanding how the approach of teasing information sparks curiosity and engagement. Real-world Example: Applying the Netflix Effect to prospecting in the B2B tech indust ..read more

In this episode of the B2B Sales Podcast, Thibaut unveils the power of creating a problem calculator for effective prospecting. Learn how to identify significant, quantifiable problems, connect them to measurable metrics, and build a compelling before-and-after calculator. Thibaut shares the strategy to tease this calculator in prospecting messages, capturing curiosity and prompting more replies. Main Topics Covered Identifying Prospect Problems: The importance of finding massive, quantifiable issues your prospects care about. Connecting Problems to Metrics: Matching the identified problem wi ..read more

In this insightful episode, Thibaut shares a practical guide on creating a "Power Hour" for focused prospecting, emphasizing how consistency is key to sales success. He walks through a three-step process to establish a productive prospecting routine that can transform your sales results. Main Topics Covered Designing Your Power Hour: The importance of protecting your calendar and dedicating a specific time for prospecting. Planning Your Power Hour Activities: A detailed breakdown of activities including follow-ups, finding new prospects, and adding them to sequences. The Prospecting Engine Co ..read more