Episodes

This episode’s guest has created a reliable formula for generating warm leads on LinkedIn in several different industries. What I really like about his approach is that you can adapt it to any target market and use multiple data sources and Sales Navigator to accurately narrow down to your exact, ideal customer. This makes your sales messaging more powerful and effective. In this episode you’re going to learn how to identify your target market using LinkedIn as well as a simple messaging cadence...

My guest in today’s episode is using a reverse sales funnel strategy to significantly improve his outbound prospecting results. We’ll discuss an initial campaign he ran using multiple channels including postal mail that got huge results as well as a winback campaign that he ran to bring back customers after COVID. We’ll even get to listen in on a follow up phone call to one of his prospects. You’ll want to stay tuned to the very end on this one. Patrick Spielmann is the Founder of Uptics. Uptick...

If you like case studies about industries outside of the typical sales, marketing, and tech lead generation space, this episode is for you. During this interview my guest went over several examples of how he’s able to read the mind of his client’s prospects and get incredible results with cold email across a variety of different industries. He also used a very clever campaign to generate leads for himself which I know you’ll get a kick out of. Stay tuned to the end because this episode is full o...

My guest in this episode has taken an interesting path in his cold outreach journey. He started out with classic, high-volume outreach going for the direct sale but has since shifted to lower volume outreach targeting specific people. I can guarantee his strategy is not what you think it is. Since making this shift, his results have exploded exponentially and he’s bringing in more leads than ever. Johnathan Grzybowski is the CMO and Founder of Penji, an unlimited graphic design platform that all...

My next guest is using a cultural phenomenon to bring back prospects who have ghosted him and close 7-figure deals. When I saw what he was doing on Facebook I immediately reached out to him to bring him on the show. I’ve seen people use this particular strategy and tactic before but I haven’t seen someone executing at this level You’re going to want to stick around to the very end because my guest is going to provide actionable, tactical information that you can start using today, immediately......

I really enjoyed interviewing my next guest and I bet you’ll like the interview too. The reason is my guest isn’t a lead generation professional. He owns a service business and created a simple process for generating leads with email. Everything from the sales process, to the targeting, to the setup, to the copy is extremely simple. See, I really love sharing what’s new and exciting in the world of cold outreach with you all but not everyone is an outbound sales nerd like me. If you’re a listene...

My guest in today’s episode is using personalized video on LinkedIn to find new customers for his LinkedIn lead generation agency. Video prospecting isn’t what you probably think it is. You don’t have to use cameras with special lenses, perfect three point lighting, or a green screen. In fact, my guest is using his cell phone to make a quick video in one take. The best part is he isn’t spending hours shooting videos. He’s been able to find the perfect balance between personalization and automati...

Imagine being brand new in a sales role - it’s your first day on the job. You sit at your desk and all you have is your phone, your computer, and a list of prospects to contact. How would you bring in new business? Where would you start? My guest in this episode will reveal how to do this and more - She’s a tech sales rep here in Chicago and she’s made a name for herself in the industry by being an extremely diligent, skilled, and fearless prospector. She’s not afraid to pick up the phone and re...

One of the biggest factors of success in your cold outreach campaigns has nothing to do with what you write in your emails. It doesn’t even involve who’s on your prospect list. You see when you send someone a cold email, there are steps that the recipient goes through before they respond to you. These things can involve visiting your website, your LinkedIn, or even Googling your name or your company. When someone checks you out you want to make sure that they’re compelled to respond to you. You ...

If you want to know where the future of B2B lead generation is headed and what metrics are becoming most important, start paying attention to conversations. Getting prospects engaged in a conversation is becoming increasingly important. Your ability to use the different tools at your disposal to generate conversations with prospects will determine the number of opportunities you’re able to generate. You have to figure out not only what to say to prospects but how to find prospects who are more l...

Do you know the fastest way to generate leads? There’s no shortage of software, templates, tools, personalization, hyper-personalization and hacks for cold outreach - but once you strip everything down to it’s core do you know the most efficient way to quickly generate leads. Getting bogged down in the tech can leave you stuck in analysis paralysis. So where do you start? What do you do? And most importantly how do you keep it simple? My guest today is Alex Gray - the co-founder of an agency tha...

We all know that it’s important to personalize your outreach to increase your reply rate and meeting book rate. That you should make your messaging relevant, personalized, and provide context for what’s going on in your prospect’s world. So - why don’t we personalize our messaging every time we reach out to a prospect? One word - Time...It takes time to research an individual, company, and industry. It takes time to put together a creative way for getting their attention. It takes time to elegan...

Lloyd Yip is the Founder of Attract & Scale. he helps online entrepreneurs selling high-ticket solutions and products scale from zero to multi-six figures in profit organically, in under a year. Join a community of SaaS founders, agency owners, and entrepreneurs sharing cold outreach tips, tricks, and strategies: https://morgandwilliams.com/community If you don’t want Zuckerberg to spy on you but you still want valuable cold outreach tips, head on over to https://morgandwilliams.com/newsletter a...

Matthew Hunt is the founder of Automation Wolf. Automation Wolf helps B2B companies automate their lead generation with AI-assisted technology and community building that allows you to build rapport, shorten your sales cycles, and scale your sales with fewer people to manage. Matthew’s system offers a straightforward process to generate loads of attention, traffic, leads, without having to invest in SEO, content creation, expensive PPC ads, or any complicated marketing funnels. It can ALL be aut...

Adam Springer, founder of StartupSales.io, helps B2B startups engage and convert more prospects into paying clients by creating simple sales processes so they can grow and scale their companies. Adam is here to talk about specific results he and his clients have gotten using LinkedIn as an outbound sales channel. In this episode, we discuss how craft a LinkedIn message that gets responses, how to connect with prospects without coming off like a spammer, and a follow up cadence generates a predic...

Justin Stephens is the President of Prospecting Done For You, prospecting Done for You is built to take the headache of lead generation and prospecting off of high-trained closers and instead let them focus solely on closing. Their team of expert business development reps take leads through an 17 step follow-up process. This process allows them to build a relationship with the customer and then once they are ready for help solving a problem, they bring in the highly skilled salespeople who need ...

Ian Naylor is the Co-Founder of Hyperise. Hyperise allows you to personalize your website and Grow your conversions without code. Delight visitors by personalizing your images and website content. In this episode, we discuss how to drastically low your customer acquisition cost, a few out-of-the-box ways to get your potential customer's attention in 2020, and a growth hack for getting your ideal prospects to send you emails telling you about their business problems and asking to collaborate with...

Anthony Blatner is the advertising director of ModernMedia, a LinkedIn advertising agency that scales your B2B products & services. After working with 100s of Software Products, SaaS Platforms, and Professional Services, and managing millions of Adspend Anthony’s team has developed a lead generation framework that is signing up dozens of *qualified* B2B leads each month, for each client. This is not about posting on social, not about spamming connection requests, not email, and not Facebook ads....

Niraj Kapur is an expert sales coach, trainer, and bestselling author. Niraj has trained salespeople at large companies like Barclay’s and over 300 SME’s on sales strategies, techniques, and selling with integrity. In his book, Everybody Works In Sales, he tells his life story of nonstop failure and his rise to success. For Niraj, It’s not just how much you know, it’s how much you take action on. Also, Learning and implementing are major keys to success in sales and business. In this episode, we...

Nathan Hirsch is the Co-Founder of Outsource School, an education platform for entrepreneurs that want to learn how to scale their business using reliable virtual assistants. Nathan and his co-founder scaled their first eCommerce business to $25 million in total sales using virtual assistants. Then, they scaled and sold their second company, FreeUp, with a 100% remote team of virtual assistants. They have been recognized on 250+ podcasts such as Entrepreneur on Fire and were on the Entrepreneur ...

Nish Mahen is a Sales Manager at ReplyApp. Reply automates sales and puts your email outreach on autopilot while still making each communication personal. It dramatically increases your sales productivity, allows you to easily scale your outreach, send more & better emails, and never miss a follow-up again. In this episode, we discuss what type of outreach works in 2020, the best way to get attention from prospects (most salespeople aren't doing this), and what channels you should be using when ...

Erik Kostelnik is the Founder and CEO of Postal.io. Postal.io is an integrated direct mail platform for sales and marketing teams that leverages machine learning to automate and optimize the creation, delivery, and reporting of personalized physical assets in the sales process. Erik is an award-winning entrepreneur and sales leader that has founded and scaled multiple technology companies that have led to hyper revenue growth, major capital investments, and 3 favorable exits. In this episode we ...

David Freudenberg is a Link Building and Content Marketing Specialist who is the founder of SEO With David (seowithdavid.com), a Freelance Link Building Agency. David has had the privilege of being around business owners, leaders, and influencers. But, he noticed that even the best ideas and brands were limited by whether or not they were found online. David is committed to making sure your SEO works for you. If you’ve got a great brand, David can get it ranked, and found! In this episode, we di...

David Masover is the Owner of David Masover Consulting. Sales and company leaders hire David when they want: More of their leads to convert into opportunities, more effective movement of opportunities into and out of rep pipelines, and More visibility and control for management over those processes. Having worked in sales and sales management since 1991, he’s seen first hand: How reps and organizations struggle to get consistent and focused results, how management struggles to move the collectiv...