Outbound Squad

In this episode, Jason and Clara Johnson break down why reps need an omnichannel outbound strategy and show how using coordinated calls, emails, social touches, and AI-driven research can triple contact rates and unlock pipeline. Check out more free content and get coaching at ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://outboundsquad.com.

This episode is the audio from our webinar on sales mastery. We were joined by ⁠Rona Cohen and Ryan Smith at ZoomInfo to share how they closed the largest deal in company history ($30M+) and what it takes to get big opportunities across the finish line. Check out more free content and get coaching at ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://outboundsquad.com.⁠

Clara Johnson, a seasoned sales leader with expertise in outreach and team building, joins to discuss cold calling strategies. She reveals why autodialers often reduce connection and conversion rates. Clara advises against the high-volume dialing approach, sharing insights on how spam detection can hurt progress. Instead, she emphasizes smarter call selection and opening with a concise, buyer-focused reverse pitch to engage prospects effectively. Tune in for practical tips that can transform your cold calling results!

Clara Johnson, Head of Training at Outbound Squad, shares her sales enablement expertise to help businesses revive closed-lost opportunities. She emphasizes that these accounts are low-hanging fruit waiting for the right approach. Clara discourages routine follow-ups, urging urgency-driven outreach instead. She promotes using AI for personalized messages based on past interactions and highlights the importance of treating old prospects like fresh leads. The key takeaway? Leverage time-based insights and past context to recreate genuine interest.

Clara Johnson, a seasoned sales leader and former BDR/AE manager from Outreach and Catalyst, joins to discuss her new role as Head of Training. She shares insights on creating a formal outbound methodology and emphasizes the importance of hands-on learning and role-playing in sales. Clara explores the future of outbound sales, highlighting the impact of AI and the necessity for AEs to self-source leads. She also offers career advice and discusses innovative outreach tactics like LinkedIn voice notes, ensuring a human touch in a tech-driven world.

Todd Caponi, an author and negotiation expert known for his works on transparency-based sales, dives deep into effective negotiation strategies. He challenges outdated tactics and emphasizes transparent, customer-focused approaches. Caponi introduces his Four Levers of Negotiating, outlining how elements like volume and payment timing can influence deals. He also discusses how fear impacts pricing confidence and shares insights on when negotiations should truly begin. Caponi's expert tips aim to empower salespeople to protect their value while fostering better client relationships.

Marcus Chan, Founder and CEO of Bentley Consulting and a former sales leader, reveals his secrets to generating over $70M in weekly pipeline. He shares his six-step PipeGen framework, emphasizing reverse-engineering activity targets and the importance of team accountability through live scoreboards. Chan discusses creating a focused environment with mandatory prospecting blocks and coaching alongside reps. He also highlights the significance of structured onboarding, hiring for coachability, and removing ambiguity in processes.

Mark Hunter, a seasoned sales author and consultant, dives into the art of effective sales coaching. He reveals how understanding individual motivators and fostering team culture can transform performance. Daily huddles, energetic leadership, and consistency are key to sustaining engagement and celebrating small wins. Mark emphasizes tailored coaching for each rep, delivering specific feedback, and building rapport. He advocates for diversity in teams and the power of peer training, providing a comprehensive framework for lasting behavior change.

Clara Johnson, Head of Training at Outbound Squad, shares her rich experience in sales to tackle the challenge of getting veteran AEs back into prospecting. She emphasizes using data to highlight the benefits of AE-sourced pipelines, making prospecting time-efficient with short daily sessions. Clara also discusses the importance of teaching AI as a skill, not a crutch, and advocates for a structured approach to AI prompts that ensures quality messaging. The episode is packed with practical tips for engaging seasoned reps.

Jason and Clara dive into the importance of AEs self-sourcing their own pipelines in response to industry changes. They discuss how embedding prospecting into weekly routines strengthens accountability, featuring daily huddles and activity updates. Leaders actively participating in prospecting sessions fosters a culture of engagement and commitment. Practical tips are shared on managing meeting loads while making training relevant and impactful. Overall, it’s about aligning leadership behaviors with the prospecting efforts of the team.