Episodes
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Did you know the average sales rep spends only 34% of their time actually selling?
Tom Lavery reveals proven strategies to reclaim your day and maximize your selling time.
You’ll develop a framework for planning strategically, prioritizing effectively, and performing consistent execution of your most important sales activities, and as a result, get more done in less time.
You'll Learn:Ways to structure your day to maximize actual selling timeStrategies for implementing proven prioritization techniques that drive resultsHow to create accountability systems that ensure consistent executionThe Speakers:
Leslie Douglas and Tom Lavery
If you want to catch The Daily Sales Show live, join here
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Thank you to our sponsors: Jiminny
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Is your account research actually helping you close deals, or just eating up valuable selling time?
Junior Lartey reveals his proven research framework that turns information into opportunities. You’ll learn how to quickly find the right data points, leverage AI for efficiency, and transform research into compelling conversations that drive deals forward.
He will also show you how to move beyond basic company research to develop insights that actually matter to prospects and help you secure more meetings.
You'll Learn:How to find valuable account insights – beyond the usual sourcesUnique ways to transform research into compelling conversation startersMethods for building account maps for successful multi-threadingThe Speakers:
Will Aitken and Junior Lartey
If you want to catch The Daily Sales Show live, join here
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Episodes manquant?
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Are you spending hours on research, identifying all the pain points, and still not getting responses to your messaging?
We reveal the strategies to research, identify, and act on the pain points you discover. Learn how to spot the subtle signs that indicate when prospects are ready to hear more – and transform them into messaging that gets prospects to reply.
We broke down how to develop personalized messaging strategies that align with specific buyer behaviors, optimize your outreach timing, and help you know where to look for the key pain points.
You'll Learn:How to identify and interpret pain points and buyer readinessCreate targeted messages that respond to specific buyer activitiesBuild effective multi-channel campaigns based on your researchThe Speakers:
James Buckley, Darin Alpert and Tom Alaimo
If you want to catch The Daily Sales Show live, join here
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Thank you to our sponsors: ZoomInfo
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Is your follow-up strategy stuck in a rut of "just checking in" emails? You are not alone.
Experts Lindsey Boggs and Krysten Conner reveal proven techniques for transforming cold prospects into engaged opportunities. They broke down why traditional follow-up methods fall flat and share actionable strategies that align with your buyers' decision-making process.
Learn how to craft messages that resonate, anticipate buyer questions, drive momentum in Q1, and move beyond generic tactics to develop a follow-up approach that consistently drives engagement.
You'll Learn:How to create compelling follow-ups that address core buyer concernsWays you can replace overused tactics with proven engagement techniquesTactics to develop a strategic Q1 follow-up framework that drives resultsThe Speakers:
James Buckley, Krysten Conner and Lindsey Boggs
If you want to catch The Daily Sales Show live, join here
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Thank you to our sponsors: Aligned
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With the rise of AI and information, so many warm lead sources are available to us as sellers.
And the best thing is that you don’t need to break the bank on expensive tech to find them.
Max Greenwald shared his top methods for finding warm outbound signals that you can use to personalize your messaging (at scale) and book more meetings as a result.
You'll Learn:What are the different types of warm lead sourcesHow and where to find warm leadsLive warm lead prospecting exampleThe Speakers:
Jed Mahrle and Max Greenwald
If you want to catch The Daily Sales Show live, join here
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Thank you to our sponsors: Legacy Media and Gong
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Kyle Rasmussen is a cold email mastermind.
He works with companies to build pipeline driving cold email systems. And he’s joining us to share his exact method.
Everything from relevance vs personalization, how to test new plays, how to scale them, and creative ideas anyone can try today.
You'll Learn:How to think about relevance vs personalizationWays to rapidly test campaign ideasHow to scale a campaign that’s workingThe Speakers:
Jed Mahrle and Kyle Rasmussen
If you want to catch The Daily Sales Show live, join here
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Thank you to our sponsors: Parakeet
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Cold call opening lines that grab a prospect’s interest – it’s a challenge we all face. So what do we do when what worked well last quarter stops working today, or when successful openers start falling flat?
Sophie Ellis and Leslie Venetz are joining us to share their best openers as well as those that have flopped and why. They’re dissecting their methods so you can learn what’s working now, plus how to shift your strategy mid-call when you need to.
From honesty to research, to different ways to ask for a prospect’s time, these cold calling pros will have you updating your cold calling game and seeing more conversions in no time.
You'll Learn:How to soften your opener for a more open-minded responseThe latest proven ways to open a cold call, based on data and experienceOpeners to avoid and what to ask insteadThe Speakers:
Leslie Douglas, Leslie Venetz and Sophie Ellis
If you want to catch The Daily Sales Show live, join here
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Thank you to our sponsors:
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Are your discovery conversations leading to dead ends? If they are, you are not alone.
Debra Senra shares strategies for elevating discovery conversations beyond surface-level discussions. We’ll explore frameworks for crafting questions that uncover genuine customer needs and lead to action.
She will outline methods for gathering relevant data, adapting questioning techniques in real time, and ensuring you directly address core customer challenges so you can start closing more deals.
You'll Learn:How to develop meaningful, data-driven discovery frameworksWhat strategic questioning tactics will uncover the deepest customer needsHow to nail your prospect’s specific challengesThe Speakers:
Leslie Douglas and Debra Senra
If you want to catch The Daily Sales Show live, join here
Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game
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Thank you to our sponsors: ZoomInfo
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Not all prospects offer equal opportunity, so how do you identify and prioritize your accounts, and then message them in a way that gets a response?
Charlotte Johnson, top Account Executive at Salesloft, shares her methods of strategically tiering accounts and developing tier-specific messaging that gets results.
Charlotte will reveal how she evaluates prospect potential beyond company size and name recognition and develops targeted outreach strategies based on meaningful opportunity indicators.
You'll Learn:How to evaluate and tier accounts based on opportunity potentialTechniques for focused outreach, using strategic research and insightsSpecific messaging strategies that consistently drive engagementThe Speakers:
Will Aitken and Charlotte Johnson
If you want to catch The Daily Sales Show live, join here
Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game
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Thank you to our sponsors: ZoomInfo
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Mastering discovery is one of the toughest yet most critical skills in sales. Without it, your deal has little chance of success.
George Mann, a seasoned sales leader, shares invaluable lessons from his career, including how lost deals helped him perfect the art of uncovering pain points and aligning urgency.
His strategies led his sales team to an impressive 190% quota attainment last year.
You'll Learn:Lost deal lessons from over a decade of experienceHow to find pain points & build your championHow to avoid misaligned urgencyThe Speakers:
Jed Mahrle and George Mann
If you want to catch The Daily Sales Show live, join here
Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game
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Getting enough quality offers out to prospects is one of the toughest metrics to hit in sales, especially when the competition is so strong. A big part of the problem is when the messaging doesn’t connect.
Tom Slocum reveals his strategy for creating compelling offers that consistently convert, using emotional drivers and strategic storytelling.
Learn how to align your messaging with audience values and core motivators, understand emotional drivers, and build a scalable messaging system that connects with your ICP. Nick will break down the core elements of effective offer creation and show you the specific frameworks he uses to create proposals that move deals forward.
You'll Learn:How to craft messaging that aligns with your prospect's core motivations and valuesWays to identify your prospect’s emotional drivers and leverage them in your sales proposalsHow to build a repeatable framework for creating high-converting offersThe Speakers:
James Buckley and Tom Slocum
If you want to catch The Daily Sales Show live, join here
Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game
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Thank you to our sponsors: Salesloft
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The response of "Let's reconnect in the new year" often signals the start of stalled opportunities. As prospects return from holiday breaks juggling new projects and initiatives, your previously hot opportunities can quickly cool down.
Sales experts Gabe Lullo and Tom Alaimo share proven strategies to maintain momentum and drive genuine urgency in your 2025 pipeline.
Learn their methods to immediately restart stalled conversations and get deals back on track, how to structure your sales process to naturally create and maintain urgency throughout the entire year, and techniques for helping prospects make your solution a priority.
You'll Learn:How to restart stalled conversations and reignite deal momentumWays to build urgency triggers into your sales process that keep deals moving forwardSteps to help prospects prioritize your solution among competing Q1 initiativesThe Speakers:
Will Aitken, Tom Alaimo and Gabe Lullo
If you want to catch The Daily Sales Show live, join here
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Thank you to our sponsors: Regie.AI
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AI can be effective in just about every area of the sales process, but it’s easy to do wrong and have a negative impact.
So we invited a top AI sales expert and CEO of an AI cold email company to share their perspectives and actionable advice on how to use AI in everything from list building to messaging.
You’ll learn no-BS tactics for creating high-impact outbound campaigns, that deliver more results, in less time.
You'll Learn:The best ways to use AI in your sales processSimple AI list-building tacticsHow to use AI for personalization at scaleThe Speakers:
Jed Mahrle, Sujan Patel and Jordan Crawford
If you want to catch The Daily Sales Show live, join here
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Thank you to our sponsors: ZoomInfo
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As we wrap up the prospecting masterclass series, three top experts in the field joined us to deliver the finest techniques for cold email, social selling, and cold calling that will drive higher conversion rates.
They shared everything from email structure and personalization to social media DMs and video messaging, to cold call openings and objection responses, and all that happens in between.
Learn all the best strategies for improving your outreach game, and crush your 2025 goals.
You'll Learn:Why some outreach fails (and how to fix it)Which channels work best for your goals and where to focus your efforts firstData-driven strategies for higher conversion ratesThe Speakers:
James Buckley, Jason Bay, Armand Farrokh and Nick Cegelski
If you want to catch The Daily Sales Show live, join here
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Thank you to our sponsors: Gong and Seamless.AI
Looking to up your sales skills?
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Want to know what your prospects are really thinking? Then stop asking basic questions that don’t uncover the real pain.
Expert sales coach Marcus Chan shares advanced discovery techniques that uncover true pain points and buying motivations.
Get 9 specific questions and follow-ups that dive deeper than the basic surface-level inquiries and responses, gaining a true insight into their problem, and you’ll learn exactly how to follow up for maximum insight. He’ll also share the questions you don’t want to ask, and why.
You'll Learn:High-impact questions that reveal true pain pointsFollow-up techniques that uncover hidden motivationsConversation control methods that position you as best as possibleThe Speakers:
Leslie Douglas and Marcus Chan
If you want to catch The Daily Sales Show live, join here
Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game
Explore our YouTube Channel
Thank you to our sponsors: ZoomInfo
Looking to up your sales skills?
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List building is the #1 skill in outbound today.
In this Daily Sales Show episode, we were joined by a world-class expert who’s handled list building for dozens of top sales orgs.
Andrew Elsakr shows us the top tools to use for list building, tactics for coming up with list ideas, and a live demonstration of list building strategies.
You'll Learn:The best list building tools in the market todayHow to build targeted prospecting listsLive list building demonstrationThe Speakers:
Jed Mahrle and Andrew Elsakr
If you want to catch The Daily Sales Show live, join here
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A lot of reps think that negotiating involves discounting but, there's a better way.
Negotiation expert Christina Brady shows to start your year with powerful negotiation strategies that protect pricing integrity while driving deals forward.
This practical session will equip you with specific language patterns and response techniques. You’ll learn exactly when and how to deploy strategic incentives and how to identify and engage key decision-makers early in the sales cycle.
You'll Learn:Proven negotiation tactics to maintain pricing power from day oneStrategic timing of incentives that preserve deal valueKey stakeholder engagement strategies for complex dealsThe Speakers:
Leslie Douglas and Christina Brady
If you want to catch The Daily Sales Show live, join here
Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game
Explore our YouTube Channel
Thank you to our sponsors: Salesloft
Looking to up your sales skills?
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How much thought have you given to your cadence? How many days between touchpoints, best times to send, duration, response monitoring to adjust timing… it’s a lot to master.
This is why cadence experts, Jill Bruno and Andy Mewborn joined the show to talk about what’s working and what we should expect for the new year, including what a great cadence looks like, why they work, and how to execute them well.
Learn how to make the most impact of your messaging, and watch your response rate grow.
You'll Learn:What type of cadences work, with scripts and frameworks you can stealHow to identify the best channels to use, and how many touchpoints you needHow intentional A/B testing can help pinpoint your best email strategyThe Speakers:
James Buckley, Jill Bruno and Andy Mewborn
If you want to catch The Daily Sales Show live, join here
Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game
Explore our YouTube Channel
Thank you to our sponsors: Distribute
Looking to up your sales skills?
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Want to learn how to do effective cold LinkedIn outreach?
Mandy McEwen and Darren McKee joined us to walk you through their proven frameworks for engaging high-value prospects on LinkedIn, including some lesser-known approaches to finding them.
Learn the right way to engage in content, how to make the most of a “follow,” how most sellers waste time in the DMs – and what you should do instead. Get ready to fill your pipeline and book more meetings than ever.
You'll Learn:Where your best prospects are hiding (hint: not where everyone else is looking)The content engagement formula that starts conversations naturallyOutside-the-box ideas to engage prospects on LinkedInThe Speakers:
Will Aitken, Mandy McEwen and Darren McKee
If you want to catch The Daily Sales Show live, join here
Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game
Explore our YouTube Channel
Thank you to our sponsors: Gong
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Before you reach out to a prospect, there’s one crucial thing you must do - research.
Erik Fisher is an expert in studying prospects. He joined us to share what kind of research you need to do and how it will help you advance the customer’s journey. By following his strategies, you’ll be better prepared to identify opportunities and needs, know what kind of approach will work best, and understand their pain points.
Take away his playbook of techniques for the most effective prospect research and become more successful in your outreach efforts.
You'll Learn:Where to look, what to look for, and how to use research dataPros, cons, and common mistakes when preparing to reach out to prospectsHow to find natural entries into conversations that can lead to salesThe Speakers:
James Buckley and Erik Fisher
If you want to catch The Daily Sales Show live, join here
Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game
Explore our YouTube Channel
Thank you to our sponsors: ZoomInfo
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