Outbound Squad

Mastering cold outreach can transform your networking success. Discover the types of offers that capture attention and increase meeting bookings. Learn how value-driven messaging plays a crucial role in engaging potential clients. Find out why enticing offers are key to improving response rates and making a lasting impression.

Heath Barnett, VP of Revenue at Mixmax, talks about enhancing sales effectiveness while Amber Smith and Karen Hor from ZoomInfo emphasize building strong client relationships. They delve into the power of multi-threading in sales, sharing strategies to engage multiple stakeholders and drive growth. The trio discusses the importance of personalized outreach to executives, the give-to-get approach in relationship building, and the necessity of thorough research before sales interactions. Their insights can help reps win bigger deals and shorten sales cycles.

Heath Barnett, VP of Revenue at Mixmax, shares valuable insights on the changing dynamics of the buyer's journey and the rise of AI in sales. He emphasizes a buyer-centric approach, advocating for adaptive sales strategies and the vital role of technology. Barnett reveals methods for sales reps to self-source leads and enhance client engagement. He discusses the challenges of maintaining productivity in sales teams and highlights the importance of clear communication in modern go-to-market strategies, ultimately focusing on long-term customer relationships.

Andrew Barbuto, author of 'Top Sales Producer', shares his incredible journey of scaling a book of business from $1 million to $100 million in just six years. He dives into expert sales strategies, highlighting the importance of thorough research and crafting tailored messages for specific audiences. Andrew discusses the value of adding insights to establish trust, and the necessity of ownership transfer in engaging buyers. He also addresses co-creating solutions with prospects and effectively managing time to enhance sales performance.

Join sales experts Will Aitken, founder of WillAitken.com, Jack Wauson from Mixmax, and Abdulla Casino of ZoomInfo as they dive into the art of objection handling. They share relatable anecdotes, emphasizing the importance of an adaptable mindset and genuine communication in sales. Discover strategies for addressing common objections, such as budget concerns, while fostering client engagement through humor and thoughtful questioning. Gain insights to create relaxed interactions that turn objections into opportunities for connection.

Jack Wauson, an SDR Manager at Mixmax, and Florin Tatulea, the Founder of SalesFlow and an outbound wizard, dive into the art of cold emailing. They discuss how to personalize messages without excessive research, utilizing effective structures and engaging subject lines. The conversation reveals strategies for maximizing efficiency with simple tools, building interest before requests, and utilizing social proof for better responses. Key tips include keeping emails brief and relatable while optimizing for mobile to enhance outreach success.

Jason Dorfman, Founder and CEO of Orum, shares insights from his journey as a sales leader. He discusses a solid cold calling framework and proven tactics to enhance those crucial first 30 seconds. With a focus on building trust and credibility, he offers strategies for effective communication while highlighting the need for product knowledge. Jason also tackles productivity challenges faced by remote sales teams, advocating for calendar blocking. He emphasizes the importance of resilience in sales leadership and highlights robust hiring practices to strengthen teams.

Ross Nibur, Director of Customer Onboarding Operations at Toast, shares insights from his extensive sales background. He reveals that a staggering 90% of sales reps forget their training within a month and presents a four-part framework to create lasting sales habits. Ross discusses the importance of aligning sales strategies with actual customer behaviors and highlights how data automation can streamline processes. He also advocates for continuous evaluation and objective metrics to optimize both enterprise and SMB sales approaches.

Cir Crawford, an Enterprise Sales Rep at ZoomInfo known for his expertise in AI-driven sales tactics, joins Jack Wauson, a Sales Manager at Mixmax and a recurring guest, to discuss the future of cold emailing. They unveil a powerful AI framework designed to enhance reply rates and share insights on crafting engaging emails by avoiding generic subject lines and ensuring clarity. The duo emphasizes the importance of personalization and provides practical strategies for leveraging AI to streamline outreach, improve engagement, and optimize communication.

Keith Weightman, RVP of National Accounts at Bullhorn, specializes in coaching and sales leadership. In this conversation, he shares insights on fostering a coaching culture that benefits both reps and leaders. He highlights effective strategies for impactful discovery calls, emphasizing preparation and stakeholder involvement. Weightman also discusses the importance of continuous improvement and curiosity in sales, and how to build trust with clients through storytelling and insightful questioning, transforming the sales experience.