Shows / Outbound Squad
Outbound Squad
This sales podcast is for B2B reps and sales teams who want to turn complete strangers into paying customers. Join me (you can call me JBay) as I interview sales experts, leaders, and top-performing reps to learn the stories, secrets, and skills of the world’s most successful sales professionals.
Episodes
Outbound SquadPatrick Downs on spotlight questions and improving messaging
Patrick Downs is a Team Lead at PandaDoc. In this episode, Patrick shares several killer outbound techniques. Spotlight questions to point out problems they…
Outbound SquadLEADERS SERIES EP 8 - Capturing "coaching moments" with Mike Adams, founder of Grain.co
Mike Adams is the Founder of Grain. In this episode, Mike shares how you can capture coaching moments that you can share with the rest of your team. Connect…
Outbound SquadLEADERS SERIES EP 7 - Reducing outbound waste with Marcus Cauchi
Marcus Cauchi is the Chairman of SalesDRIIVN. In this episode, Marcus goes off on the 99.9997% of waste effort and money in most outbound sales organizations…
Outbound SquadRyan Staley on decision-making funnels
Ryan Staley is a Founder and CEO at Whale Boss. In this episode, Ryan shares his framework for finding and closing whales. Connect with Ryan on LinkedIn here…
Outbound SquadJordan Benjamin on how to run your life and create a personal operating system
Jordan Benjamin is the Founder of My Core OS. In this episode, Jordan shares a killer four-part framework he learned from his dad on how to optimize your…
Outbound SquadCold Email: How to pattern interrupt the way recruiters do with Taylor Duncan and Shane Shown
Taylor Duncan is a Chief Operating Officer at NxT Level. While Shane Shown is a Chief Executive Officer and Chief Recruiting Officer at NxT Level. In this…
Outbound SquadSALES RANTS: Prospecting narcissism, reluctance to change, cost objections with Jeff Bajorek and Jenn Walsh
Jenn Walsh is the Founder and Executive Coach at GenuineShift, and Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff…
Outbound SquadSKILLS SERIES - "Curating content" doesn't build authority, do this instead
In this episode, I talk about the importance of being a "best practices broker" for your clients. Resources mentioned in the episode: Show Notes Page Here are…
Outbound SquadSKILLS SERIES - Planning your activity
In this episode, I talk about the importance of knowing your numbers. You'll learn a simple formula for calculating your activity requirements. Resources…
Outbound SquadLive cold calling workshop
This is an audio excerpt from a live workshop I did on cold calling with a group of a few hundred. Resources mentioned in the episode: Show Notes Page Here are…
Outbound SquadCold Calling: David Priemer on how you're messing up the easiest part
David Priemer is a Founder and Chief Sales Scientist at Cerebral Selling. In this episode, David Priemer is back! We did a webinar that had such a great…
Outbound SquadInsurance Brokers: 3 proven strategies to grow your pipeline
Jenn Walsh is the Founder of GenuineShift. In this episode, you'll hear the audio snippet from a LinkedIn live I did with Jenn Walsh for insurance brokers…
Outbound SquadCharlotte Johnson on cutting the fluff and viewing from your prospect's eyes
Charlotte Johnson is the Sales Development Representative at SalesLoft. In this episode, Charlotte shares some really great techniques for learning more about…
Outbound SquadBecoming expert advisors, finding pain, and creating urgency with Ryan Heaphy
Ryan Heaphy is the Director of Sales at Qualia. In this episode, Ryan spends some time teaching us how to become expert advisors for our prospects. And how to…
Outbound SquadJames Bawden on “bad advice” that actually works
James Bawden is the Vice President of Sales Development at SalesGig. In this episode, James shares all of the typical "bad sales advice" he's seeing working…
Outbound SquadLEADERS SERIES EP 7 - Alex Newmann on how to identify why revenue is stalling
Alex Newmann is the Founder and CEO of Newmann Consulting Group. In this episode, Alex and I talk about five areas where sales leaders can look to see why…
Outbound SquadMatt Wolach on the Perfect D.E.A.L. Process
Matt Wolach is a Founder at Xsellus. In this episode, Matt and I focus on our conversation on discovery. If you're an SDR/BDR doing your own discovery, you'll…
Outbound SquadLEADERS SERIES EP 6 - Kayla Cytron-Thaler on onboarding and leading an SDR team
Kayla Cytron-Thaler is the Head of Sales at Canny. In this episode, we welcome Kayla back for a second time! Instead of focusing on prospecting, she's sharing…
Outbound SquadProspecting to IT executives with David Silverstein and Randy Gaboriault
David Silverstein is a Regional Vice President at ePlus. In this episode, I'm doing something very different. It's focused very much on IT personas…
Outbound SquadLarry Long Jr. on creating a mindset for success
Larry Long Jr. is the Director of Collegiate Sales at Teamworks. In this episode, Larry shares a lot of great techniques on the mental game of sales. He's…
Outbound SquadCold Calling: How to be disarmingly blunt and drop the formality with Nick and Armand
Nick and Armand are the hosts of the 30 Minutes to President's Club podcast. In this episode, you'll get to hear the audio excerpt from a webinar I did with…
Outbound SquadMeghann Misiak on the three whys of great discovery
Meghann Misiak is the Founder of The Path to President's Club. In this episode, Meghann and I mix it up a little bit and talk about discovery. Meghann and I…
Outbound SquadKyle Vamvouris on why we need to stop the prospecting porn
Kyle Vamvouris is a CEO at Vouris. In this episode, Kyle talks about why we need to stop the prospecting porn. You don't need to spend hours researching an…
Outbound SquadLEADERS SERIES EP 5 - Christine Rogers on hiring, onboarding, and growing a world-class sales team
Christine Rogers is the President & COO at Aspireship. In this episode, Christine and I talk about how to hire, onboard, and grow a world-class sales team. She…
Outbound SquadHow top SDR at PandaDoc Jed Mahrle prospects
Jed Mahrle is a Sales Development Representative at PandaDoc. In this episode, Jed and I dig into his entire outbound process from start to finish. It's…
Outbound SquadSALES RANTS: Why COVID is great for sales, apologies vs. acknowledgement, morning routines, the problem with feedback with Jeff Bajorek and Jason Bay
Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff and I dig into these four topics: why COVID is great for sales…
Outbound SquadLEADERS SERIES EP 4 - Ethan Hall on teaching your team "relationship building extras"
Ethan Hall is the Sales Development Manager at TOPS Software. In this episode, Ethan shares his journey in becoming Sales Development Manager at TOPS Software…
Outbound SquadSKILLS SERIES - Prospects don’t need apologies, they need acknowledgement
In this episode, I talk about what you can do instead of apologizing during your cold calls. Resources mentioned in the episode: Show Notes Page…
Outbound SquadSKILLS SERIES - No-oriented questions, we're taking this too far
In this episode, I talk about a very popular technique right now around asking no-oriented questions. And how you can avoid overusing it. Resources mentioned…
Outbound SquadSKILLS SERIES - Don’t be “nice” to your prospects
In this episode, I share a personal story about being too nice and how it affected my personal and business life. If you relate, you'll definitely want to tune…
Outbound SquadSKILLS SERIES - How to handle "not interested" through email
In this episode, I talk about how to handle "not interested" when prospects email you back. Resources mentioned in the episode: Show Notes Page…
Outbound SquadSALES RANTS: Zoom Fatigue, how to make team meetings more fun, phone vs. video meetings, and how to scale your time with Jeff Bajorek and Jason Bay
Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff and I dig into these four topics: Zoom Fatigue, how to make team…
Outbound SquadEthan Beute on using video to rehumanize your prospecting
Ethan Beute is the Chief Evangelist of BombBomb. In this episode, Ethan shares the big picture behind video and why it will be a crucial part of capturing your…
Outbound SquadSKILLS SERIES - Troubleshoot cold emails with this checklist
In this episode, I share a checklist of things I use to troubleshoot underperforming cold emails. Learn how to address low open rates, low reply rates, and low…
Outbound SquadSKILLS SERIES - The Killer Week Blueprint™
In this episode, I share a framework called The Killer Week Blueprint™. Wondering how best to set up your week for maximizing results? Look no further…
Outbound SquadSKILLS SERIES - How to follow up when prospects don't respond
In this episode, I share two follow up techniques guaranteed to boost your positive reply rates. Resources mentioned in the episode: Show Notes Page…
Outbound SquadSKILLS SERIES - The Problem Finder
In this episode, I share a framework called The Problem Finder. If you're having trouble empathizing with your prospect's day-to-day challenges, you'll get…
Outbound SquadSKILLS SERIES - Using LinkedIn to find low-hanging fruit
In this episode, I share five ways you can use LinkedIn to finding low-hanging fruit opportunities. Resources mentioned in the episode: Show Notes Page…
Outbound SquadSKILLS SERIES - The "Short and C-Suite" Cold Email™
In this episode, I share a framework called the "Short and C-Suite" Cold Email™. Your prospects have the attention spans of a goldfish these days. Check out…
Outbound SquadSALES RANTS: Mastery, toxic positivity, mediocrity, and personal problems with Jeff Bajorek and Jason Bay
Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on these four topics: mastery, toxic positivity…
Outbound SquadJames Harper on cold calling, ringless voicemail, and LinkedIn
James Harper is the Founder of AgencyFlare. In this episode, James shares his journey getting into sales. He's a true practicioner and I love jamming with…
Outbound SquadSALES RANTS: Intent, novelty vs. context, rejection, and professional discovery with Jeff Bajorek and Jason Bay
Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on these four topics: Intent, novelty vs…
Outbound SquadMitch Pelroy on inbound vs. outbound prospecting and transactional vs. relationship selling
Mitch Pelroy is an Inside Sales Executive at BombBomb. In this episode, Mitch shares a TON of actionable tips on how he become a top BDR at BombBomb. He also…
Outbound SquadNick Capozzi on video, building rapport, and being more personable
Nick Capozzi is the CEO at SalesPitching. In this episode, Nick shares his journey starting out in sales on cruise ships. He's a super likable dude and talks…
Outbound SquadZoe Hartsfield on sending 4,000 personalized videos as a BDR
Zoe Hartsfield is a Community Marketing Associate at BombBomb. In this episode, Zoe talks about what she learned from sending 4,000+ personalized videos. She…
Outbound SquadSALES RANTS: First to respond, "are you sure?", sending your tech on vacation and more with Jeff Bajorek and Jason Bay
Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on these four topics: why being first to respond…
Outbound SquadLEADERS SERIES EP 3 - Jeff Swan on sequencing, continuous optimization, and autonomy
Jeff Swan is a Founder and Chief Playmaker at RevUp Sales. In this episode, Jeff talks about how much autonomy to give your team, sequencing best practices…
Outbound SquadWill Allred on the four C's email etiquette
Will Allred is the Co-Founder and COO at Lavender. In this episode, Will shares the four C's of email etiquette. We talk everything email, from how to send…
Outbound SquadSKILLS SERIES - Deflating Objections
In this episode, I share a few frameworks for deflating objections. You'll learn to use the EVO Objection Handling Framework™ to effectively respond when a…
Outbound SquadSKILLS SERIES - Cold Calling: From Reluctant to Confident™
In this episode, I share a framework for cold calling. You'll learn how to work with gatekeepers (I prefer calling them "assistants"), leave effective…
Outbound SquadSKILLS SERIES - The REPLY Method™
In this episode, I share a framework called the REPLY Method™. You'll learn a repeatable messaging structure you can apply to your cold emails and cold call…
Outbound SquadSKILLS SERIES - The Perfect-Fit Identifier™
In this episode, I share a framework called The Perfect-Fit Identifier™. You'll learn a framework for going beyond Ideal Client Profiles and Personas to find…
Outbound SquadLEADERS SERIES EP 2 - Daniel Kushner on building an internal coaching culture
Daniel Kushner is a CEO at Oktopost. In this episode, Daniel shares how to create an internal coaching culture and how to move beyond role plays. Connect with…
Outbound SquadSKILLS SERIES - KISS (Keep It Simple Sequencing)™
In this episode, I share a framework called KISS (Keep It Simple Sequencing). You'll learn the structure behind a great sequence along with the best ways to…
Outbound SquadSALES RANTS: When enough is enough, creating a narrative, acting as if, and more with Jeff Bajorek and Jason Bay
Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig into these four topics: when enough is enough…
Outbound SquadTyler Lessard on the state of video prospecting & selling moving into 2021
Tyler Lessard is the VP of Marketing and Chief Video Strategist at Vidyard. In this episode, Tyler digs into everything video. We talk about tactical…
Outbound SquadLEADERS SERIES EP 1 - Armand Farrokh on how to be a badass sales manager
Armand Farrokh is the Sales Manager at Pave. In this episode, Armand Farrokh digs into what it takes to be a badass sales manager. We dig into the five buckets…
Outbound SquadKristina Jaramillo on personalization and prospecting through LinkedIn
Kristina Jaramillo is the Founding Partner at Personal ABM. In this episode, Kristina Jaramillo talks about a concept she calls Personal ABM. We dig into…
Outbound SquadSALES RANTS: Dressing the part, values vs. pain, New Year's Resolutions, and more
Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig into these four topics: dressing the part, values…
Outbound SquadBuilding business acumen and lessons learned from sending 1,600+ videos with David McHale
David McHale is a Principal at HailBytes. In this episode, David McHale shares his 22-part onboarding process for ramping reps quickly and building business…