Episodios
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In this episode, Jason shares how to leverage customer stories to build credibility and engage buyers effectively during cold calls.
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In this episode, Jason shares strategies to retain your best SDRs by creating a clear progression path and keeping them engaged. From implementing a “belt system” with tiered roles and pay bumps to providing AE prep enablement, we’ll cover how to motivate your team to stick around and crush their goals while waiting for that promotion. Plus, we’ll discuss how SDRs can focus on generating high-quality pipeline through better cold outreach—emails, calls, and beyond—to position themselves for future AE success.
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In this episode, we’re talking about why traditional account plans might be slowing you down and how to replace them with a streamlined approach: Reasons to Meet (RTMs). Jason walks you through how to ditch the exhaustive research and focus on the minimum you need to land that critical first meeting—because you don’t need a full account strategy before making contact. RTMs take just 15 to 30 minutes to create, saving you hours of prep time while keeping your outreach sharp and targeted.
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This episode is the audio from our recent webinar on landing meetings with busy executives. We were joined by Steven Bryerton, SVP of Sales at ZoomInfo, Laura Guerra, Vice President, Regional Sales at Varicent, and Kyle Nelson, Regional Sales Manager at Varicent.
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To successfully land meetings with enterprise executives, especially in larger deals, your outreach must match the scale of the opportunity. Simple personalization, like referencing a quarterly report, won’t cut it. To stand out, you need a higher-value offer to get their attention. In this episode, Jason shares three strategies used by our top-performing clients to capture executive interest.
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In this episode, Jason shares five powerful tips to instantly elevate your outbound messaging. Learn how to impress executives, secure more meetings, feel confident in your cold emails and calls, and boost business acumen for yourself and your entire sales team.
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In this episode, Jason shares a 3-part framework you can use to get introduced to more execs in your deals.
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In this episode, we’re sharing the audio from our recent webinar on the current state of sales development. Colin Specter, SVP of Revenue at Orum, joined us to discuss 2024 trends and offer insights and predictions for 2025.
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In this episode, we go in a bit of a different direction and dive into motivations beyond surface-level desires like financial success or material possessions. Our guest, Alex Kremer, Founder and CEO of Alluviance, explores the inner game of sales. The conversation shifts away from typical sales tactics to focus on managing emotions, discovering intrinsic motivation, and being authentic. It emphasizes the often-overlooked aspects essential for achieving greatness in sales.
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This episode is the audio from our recent webinar on cold calling. We were joined by Megan Huston and Abdulla Casino of ZoomInfo who shared ZoomInfo’s winning cold call formula with tons of actionable takeaways for both reps and sales leaders.
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In this episode, Jason shares two different styles of approaches that you can use to reengage or reawaken a dead or stalled deal.
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This episode is the audio from our recent webinar on outbound and how to land a ton of meetings in H2. Bryan Tunick and Jack Reilly of ZoomInfo joined Jason to share how to build a scalable and standardized outbound program to rally your team around.
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In this episode, Jason talks with Mark Hunter, author of A Mind for Sales, High-Profit Prospecting, and High-Profit Selling. They discuss strategies for selling to the C-Suite, covering topics such as communication tactics, preparation for meetings, professional conduct, and effective methods for gaining introductions when starting below the power line and aiming for access to the C-Suite.
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In this episode, Jason shares a voicemail script you can start using ASAP to double your cold email reply rate and increase future cold call pick-up rates by 25%+.
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This episode is the audio from our recent webinar on messaging. Jason shares why poor messaging is likely why outbound isn’t working for you and how to build messaging that resonates with executives so you can land meetings from your cold emails & cold calls.
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This episode is the audio of the 1:1 interview with Armand Farrokh from our recent webinar on moving up market. Armand is a founder of 30 Minutes to President’s Club and the co-author of the recently released book, Cold Calling Sucks (And That’s Why it Works). Jason and Armand discuss leveraging founders and executives to gain an edge in meetings against more established competitors in the enterprise space.
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This episode is the audio from our recent webinar on moving up market. Jason was joined by Rona Cohen and Tory Speer of ZoomInfo, Colin Specter, and Armand Farrokh to share how you can effectively move up-market to secure larger deals.
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This episode is the audio of the 1:1 interview with Anthony Iannarino from our recent webinar on displacing competitors. Anthony is the author of Eat Their Lunch, a playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition. Check out the episode for more on competitor displacement.
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This episode is the audio from our recent webinar on displacing competitors. We were joined by Anthony Iannarino, Ralph Barsi, and Ryan Oosterveld of ZoomInfo. Check out the episode to learn how to convince a buyer to take a meeting, even though they’re in an active contract with a competitor.
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In this episode, Armand Farrokh and Nick Cegelski, Founders of 30 Minutes to President’s Club, share insights from their new book, "Cold Calling Sucks. And That's Why It Works". This isn't just another guide on cold calling—it's a tactical playbook packed with practical strategies tailored for various industries, from software to professional services. Check out the episode for a sneak peek into what makes this book a game-changer for anyone looking to elevate their sales game.
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