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Hey {First Name}, An Insider's Guide to Outbound Sales

Hey {First Name}, An Insider's Guide to Outbound Sales

By Morgan Williams
Are you running outbound sales campaigns but not getting replies or meetings? Are you looking to get started with outbound sales and cold outreach but don’t know where to start? If so, you’re in the right place. Each week, B2B outbound sales expert Morgan Williams interviews SaaS founders, agency owners, and offers his own unique insight about proven cold outreach tactics that get replies and book meetings so you can quickly grow MRR without wasting time on things that don’t work: Learn cold email, LinkedIn and other social media, cold calling, and direct mail. Tune in and subscribe right now!
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#001: How to Use Automation and Chatbots to Generate Leads with Nolan Clemmons

Hey {First Name}, An Insider's Guide to Outbound Sales

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#171: The Case Against Writing Short Cold Emails
People will tell you that you should only write short emails because prospects have short attention spans and don’t read long copy. As blanket advice this is false. This episode explains why and what to focus on instead so you can get more replies and book more meetings. Join the community - 2,700+ SaaS founders, agency owners, and entrepreneurs sharing cold outreach tips, tricks, and strategies: 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 morgandwilliams.com/newsletter and put in your best email.
08:16
September 27, 2022
#170: Building Three Online Businesses on the Back of Cold Email (Andre Haykal Jr.)
Andre Haykal is the Co-Founder of three different companies in the B2B lead generation agency space - KnowledgeX is the most advanced B2B lead gen system for email marketing agencies providing on-demand sales meetings for it’s clients, List Kit provides hyper-personalized B2B contact lists delivered straight to your inbox in 24 hours, and Client Ascension  which is is a coaching program for agency owners wanting to add $10k-$20k to their monthly revenue. Join the community - 2,500+ SaaS founders, agency owners, and entrepreneurs sharing cold outreach tips, tricks, and strategies: morgandwilliams.com/community If you don’t want Zuckerberg to spy on you but you still want valuable cold outreach tops but, head on over to morgandwilliams.com/newsletter and put in your best email.
34:24
September 14, 2022
#169: How to Personalize Cold Emails at Scale
If you’ve ever spent countless hours or $$$ writing custom first lines (or hiring someone to) for your cold emails only to have your campaign flop with a 0% response rate, the reason why is you’re not in touch with the game that’s being played around you. You spend so much time and energy painstakingly personalizing the perfect cold email looking to get ignored. If you’ve been there before and want things to change, by the end of this episode you’ll discover how to get maximum reply rates (10%) in minimum time. Join the community - 2,000+ SaaS founders, agency owners, and entrepreneurs sharing cold outreach tips, tricks, and strategies: morgandwilliams.com/community If you don’t want Zuckerberg to spy on you but you still want valuable cold outreach tops but, head on over to morgandwilliams.com/newsletter and put in your best email.
09:18
August 16, 2022
#168: $49 in 3 mos. to $24k MRR after sending 3M Cold Emails - 86% open, 36% positive reply (Matt McQuinn)
Can you imagine people thanking you for sending a cold email. Yes, you read that correctly - not telling you to go to hell or asking not to be contacted I mean actually thanking you for contacting them and asking to start a sales conversation. My guest in today’s episode went from being a furniture salesman to starting a productized service business making $49 in 3 months (yes, that’s right - 49), to eventually growing his business to $24k MRR. After sending over 3 million emails he’s learned first hand what really works and what really doesn’t with cold email. This episode kicks off by my guest explaining his origin story as well as obstacles he’s faced and insights he’s discovered while building a quarter million dollar recurring revenue business. In the second half of the interview he’ll share a specific tactic that you can implement immediately that’s generated 86% open rates, 36% positive reply rates, and people thanking him for his outreach. If you’re  looking to step up your cold email game you’ll want to stay tuned to the very end. 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 and put in your best email.
38:33
August 02, 2022
#167: [Start Here] A 5 Step Framework for Successful Outbound Sales Campaigns
Tell me if you can relate to this...No matter what you try you just can’t seem to get this outbound thing to work. Maybe you feel that you’re not a good writer and your email copy isn’t good. Maybe you’re getting responses, but they're mostly no’s. Or, maybe  some people show interest but you can’t seem to book them on a call. It doesn’t have to be this way. By the end of this episode you’ll understand exactly what it takes to predictably fill your calendar with sales meetings. Join the community - 2,000+ SaaS founders, agency owners, and entrepreneurs sharing cold outreach tips, tricks, and strategies: morgandwilliams.com/community If you don’t want Zuckerberg to spy on you but you still want valuable cold outreach tops but, head on over to morgandwilliams.com/newsletter and put in your best email.
29:53
July 18, 2022
#166: How to Find Prospects That are Ready to Buy Now
Tell me if you can relate to this - you reach out to prospects over email, phone, or LinkedIn, and you keep getting the same responses. No thanks. Not interested. Reach out in six months. Or, even worse than a no, you reach out and hear nothing but...crickets. Sometimes it can feel like you're on a cold streak and nothing you're trying is working. You try all different sorts of email copy, you try video, more personalization, and nothing is working. Let me tell you right now, it doesn't have to be that way. By the end of this episode, you'll find out how to find droves of rabid buyers that are looking for what you have and are ready to buy right now. And if you stick around until the end, I've got a cheat code that will help you do this even faster. Join the community - 2,000+ SaaS founders, agency owners, and entrepreneurs sharing cold outreach tips, tricks, and strategies: morgandwilliams.com/community Find prospects who are ready to buy now - get your list of 25+ buying triggers here: morgandwilliams.com/triggers
19:12
July 10, 2022
Big Announcement!
There are big changes coming to the show. Listen to this brief message for more information. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
01:30
July 05, 2022
#165: Three Outbound Prospecting Plays You Can Use to Get a Sales Meeting Today (Patrick William Joyce)
Patrick William Joyce is the Founder of Modern Virtual. Modern Virtual helps founders build outbound sales teams through training, coaching, recruiting, fractional management + operations. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
28:09
June 28, 2022
#164: Productized Service: 6 Step Cold Email Sequence = 4% reply rate, 2% conversion rate, 40 new customers, and $20k in sales (Patrick Frank)
Patrick Frank is a Video Entrepreneur and the Founder of Patchbay Media. Patchbay Media works with creative agencies, schools & education organizations, small businesses, and advocacy nonprofits to create targeted, cinematic videos for more effective online marketing. He’s also the Founder of EditVideoCalls.com. EditVideoCalls.com turns your everyday Zoom calls into useful, shareable videos. by helping coaches & consultants create social media videos, training videos, and website videos from the Zoom calls they're already having. He’s also the author of Zoom Out, the video first playbook. EditVideoCalls.com: https://editvideocalls.com/ Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
25:20
June 21, 2022
#163: B2B SaaS: Two Step LinkedIn Outreach + a Case Study = 30% accept rate, 50% reply rate, and 10 to 15 appts./mo. (Theo Kanellopoulos)
Theo Kanellopoulos is an angel investor and the Founder of PlanetGrowth.io. PlanetGrowth.io is a growth accelerator that helps ambitious B2B SaaS entrepreneurs reach $1M ARR in 12 Months Or Less. Theo's YouTube channnel: https://www.youtube.com/c/TheoKanellopoulos Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
33:15
June 15, 2022
#162: Amazon PPC Agency: Upwork + Video + Irresistible Offer = 15% Reply Rate and 80% of Prospects Who Reply Book a Sales Call (Milan Gol)
Milan Gol is the Co-Founder and CEO of GrowSmartly. GrowSmartly helps Direct to Consumer brands sell their products on Amazon. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
30:30
June 06, 2022
#161 (Re-Air): B2B SaaS: Incredible Offer + Phone + Email = 25% Connect Rate, 25% Close Rate, No Demos, and a 1 week sales cycle (Curtis Boyd)
Curtis Boyd is the Founder of Objection.co, Objection.co is a reputation SaaS platform that uses AI and Machine Learning to identify and dispute illegitimate online reviews. Their software flags and submits removal requests to administrators on most major review websites. They have successfully helped clients across the USA, Canada and Europe. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
22:08
May 31, 2022
#160 (Re-Air): B2B Lead Gen Agency: 20% Cold Email Reply Rates Using Layered Segmentation and Affinity Targeting (Arnaud Renaux)
Arnaud Renoux is Co-Founder of The Scalelab, a Lead Acquisition Agency and Consulting firm that helps companies make the best first impressions in front of their prospects by using cold email and cold LinkedIn messages. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
44:12
May 25, 2022
#159 (Re-Air): CMO and CEO Outreach: Email + Direct Mail + Phone + LinkedIn = 85% Open Rate, 40% Reply Rate, and $1.8M+ Opportunity Value (Will Wang)
If you’re in sales you know how important it is to have buy-in from prospects who are high on the corporate ladder. This includes Directors, VPs, and C-Level executives. Having a member of upper management on your side can make or break any deal. But, the problem is that these people are some of the most coveted prospects at any company. Every salesperson, marketer, and growth hacker is trying to get the attention of these people. Their inboxes and phones get pounded with emails and phone calls every day. So, with all that noise - how do you break through? My guest in this episode has found a way. Using a multichannel approach he’s achieved 85% open rates and 40% reply rates from CEOs and CMOs at Enterprise level companies. His efforts generated millions of dollars in opportunity value. In this episode we’ll step into his shoes and discuss exactly what was going through his head when he created the campaign. We’ll do a deep dive and step-by-step we’ll look at how he achieved success. Will Wang is the Chief Marketing Strategist at Growth Labz. Growth Labz helps businesses implement sales and marketing systems that not only brings them a steady flow of leads, but does so in a way that is cost and time effective. They are laser focused on getting results quickly (days, not weeks or months) and aim to be "cost neutral" within the first month. In fact, they only take on clients if we KNOW we can deliver a 10x ROI for them. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
29:23
May 17, 2022
#158: Using Sales Communities to Thrive in the New Era of Selling (Sam Jacobs)
Sam Jacobs is the Founder and CEO of Pavillion. Pavilion is a safe haven and private center for high-growth operators to achieve their professional potential with function-based communities for Sales, Marketing, Customer Success, Revenue Operations, General Operations, Finance, and soon to be many more. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
29:28
May 09, 2022
#157: Podcast Analytics & Insights Software: Close 2 Deals By Sending 10 Emails using Ex-Employee and Lookalike Prospecting Strategies (Trent Anderson)
Trent Anderson is Head of Rev Ops at Podchaser. Podchaser is the world’s most comprehensive podcast database — collecting, enriching, and distributing podcast insights to power discovery for listeners, podcasters, and brands. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
36:09
May 02, 2022
#156: Using "Peer Prospecting" to Book Meetings With VPs and Executives More Easily (Junior Lartey)
Junior Lartey is an Account Executive at Pickle.ai. Pickle.ai allows you to Capture & share key moments from Zoom Meetings and Eliminate your sales team’s blind spots, know exactly why you win or lose deals, & boost revenue with Conversation Intelligence. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
30:34
April 25, 2022
#155: How to Have 8-10x More Live Conversations with Qualified Prospects, Every Day (Chris Beall)
Chris Beall is the CEO of Connect And Sell. Connect and Sell helps sales reps get on the phone with 10x more decision-makers with zero effort. It also gives managers perfect visibility, control, real-time coaching and continuous improvement without violating anyone’s privacy. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
48:42
April 19, 2022
#154: (Re-Air) Sales Enablement SaaS: Advanced Outreach Strategies for Sales, Podcast Guesting, Finding Affiliates, and PR
Andy Cabasso is the Co-Founder of Postaga. Postaga is an all-in-one outreach tool that helps you quickly build links and drive traffic to your website by creating custom, automated campaigns. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
38:04
April 12, 2022
#153: How to Build a Community of 24,000+ salespeople, marketers, and RevOps professionals (Jared Robin)
Jared Robin is the Co-Founder of RevGenius. RevGenius is a community of revenue generating sales and marketing professionals brought together to learn, share, support, and grow with each other. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
29:55
March 30, 2022
#152: How to Scale SDR and Sales Teams From 0 - 150+ Reps While Going From 0 - $100M ARR (Kevin Dorsey)
Kevin Dorsey is a Practice Lead at Winning By Design - focused on creating and leading world class coaching, training and content for SaaS Sales Leaders through playbooks, courses, training and on-going coaching. His belief is that frontline managers and directors are the KEY to any orgs growth, but are massively underserved from a training and coaching level Kevin has worked with top sales organizations and previously held roles with PatientPop, ServiceTitan, and SnackNation before joining PatientPop. In 2018 he was named one of the Top 10 Sales Leaders in the country by InsideSales.com, and is a highly sought after sales coach, consultant, and speaker for top national sales conferences.
33:07
March 22, 2022
#151: Document Automation SaaS: From $18.5M to $55M ARR with Outbound Sales - $1B Valuation (Jed Mahrle)
Jed Mahrle is the Global Manager of Outbound Sales Development at Panda Doc. Teams use PandaDoc to improve document workflows, insights, and speed while delivering an amazing experience for their customers. Businesses trust PandaDoc’s all-in-one document automation software to streamline the process to create, approve, and eSign proposals, quotes, contracts, and more. A weekly round up of the the latest actionable insights, strategies, and tips on outbound sales from around the web (Outbound Weekly): https://outboundweekly.substack.com Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
19:02
March 16, 2022
#150: Ecommerce Agency Facebook Ads: Cold Email = 85% open rate, 40% reply rate, and 3% meeting book rate, (Jan van Musscher)
Jan van Musscher is the Co-Founder of ColdAgency, a lead generation agency that helps digital marketing agencies fill up their calendars with more ideal clients. He’s also the Co-Founder of ColdList a Software as a Service tool that automatically personalizes your cold outbound messages. A weekly round up of the the latest actionable insights, strategies, and tips on outbound sales from around the web (Outbound Weekly): https://outboundweekly.substack.com Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
26:14
March 07, 2022
#149: How to Scale SDR Teams for Fortune 500 companies (Tito Bohrt)
Tito Bohrt is the founder and CEO of AltiSales, a leading Sales Development Consultancy and Outsourcing company. Tito was awarded "Best SDR Leader of 2018" at the Sales Development Conference, and is a Certified Sales Expert by Sales Hacker. Tito has hired and trained over 100 SDRs and written extensively about Excellent Sales Development practices. Tito is an avid public speaker, having spoken at Outreach Unleash and The Sales Development Conference. He is also an investor and advisor to fast growing startups like Piio, LightningAI, and Kylie.ai and has sold software deals ranging from $1,000/yr to $1,000,000/yr all over videoconferencing. A weekly round up of the the latest actionable insights, strategies, and tips on outbound sales from around the web (Outbound Weekly): https://outboundweekly.substack.com Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
01:00:30
February 28, 2022
#148: Sales Intelligence Software: Cold Email + Partnership Webinars = 10% attendee-to-customer conversion (Julien Le Coupanec)
Julien Le Coupanec is the Founder of ProspectWith.com. ProspectWith is one of the largest company databases with more than 14 million companies and 50+ data points updated on a weekly basis. Find your next customers today by prospecting the right companies. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
25:26
February 21, 2022
#147: B2B Lead Gen Agency: 20% Cold Email Reply Rates Using Layered Segmentation and Affinity Targeting (Arnaud Renaux)
Arnaud Renoux is Co-Founder of The Scalelab, a Lead Acquisition Agency and Consulting firm that helps companies make the best first impressions in front of their prospects by using cold email and cold LinkedIn messages. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup A weekly round up of the the latest actionable insights, strategies, and tips on outbound sales from around the web (Outbound Weekly): https://outboundweekly.substack.com
44:12
February 14, 2022
#146: Sales Enablement SaaS: Advanced Outreach Strategies for Sales, Podcast Guesting, Finding Affiliates, and PR
Andy Cabasso is the Co-Founder of Postaga. Postaga is an all-in-one outreach tool that helps you quickly build links and drive traffic to your website by creating custom, automated campaigns. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
38:04
February 09, 2022
#145: (Re-Air) Ecommerce Software Sales: M.E.D.D.I.C. + Tech = 95% Forecast Accuracy and +36% (68% TTL) increase in win rates (Meghann Misiak)
Meghann Misiak is the Founder of Path to Presidents Club. Path to President’s club is a consultancy that helps salespeople & sales leaders achieve their wildest dreams. Whether you're a salesperson looking to get to President's Club in your first year or a sales leader looking to get to $100M in revenue, she can help. In this episode We’ll take a look at a specific example of how Meghann entered an international sales org that was pulling itself in multiple directions, how she implemented a sales framework that was proven to work looking at the company’s own data, and a way that she reverse engineered natural human instincts to get sales reps to want to use her new system which led to faster user adoption and immediate results inside of one quarter. We’ll discuss the three top reasons that most sales teams underperform, a data-driven way to determine the areas where you can see an immediate positive impact in your sales numbers, and how putting a twist on an existing sales methodology can be the difference between “that didn’t work for us” and a pretty revenue graph that goes up and to the right. Are you looking to generate more sales and revenue? If so, make sure you listen to the very end of this episode. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
59:37
February 03, 2022
#144: [Industry Focus] Connecting Farmers to Commodity Brokers
Nick Tsiolis is the Founder of Farmer’s Keeper. Farmer's Keeper enrolls Farmers in Managed Pricing Programs led by their Commodity Broker clients. "MPPs", similar to Mutual Funds, allow Farmers to contract different quantities of grain to be priced by a professional while they focus on what they do best... Farming! Join the community: https://www.facebook.com/groups/B2BSaaSColdOutreachMastery
26:02
January 26, 2022
#143: (Re-Air) Outbound Sales: The Next Decade of Outbound (Alex Gray)
Alex Gray is the Co-Founder and CMO of List Kit. ListKit is a Done-For-You, hyper-personalized B2B list building service that delivers contact lists straight to your inbox. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
38:41
January 20, 2022
#142: Fire Damaged Property Data: 23% Reply Rates with a One-Sentence Email (TaeWoo Kim)
TaeWoo Kim is the Co-founder of Get Sales Fox. GetSalesFox is software for building & automating sales pipeline. Sales development reps, growth hackers, business developers, , agencies, and marketers use GetSalesFox to build a list of hyper relevant sales prospects, and automates much of the grunt work related to sales outreach.
49:04
January 10, 2022
#141: (Re-Air) Manufacturing Cold Outreach: 6 Emails + Landing Page w/ Video + Retargeting Ads = 90% open rate, 25% reply rate, and 20% meeting book rate (Rashpal Singh)
Imagine that you’re in the bread aisle at the grocery store. You pick up the brand you want and put it into your cart or bag. Did you notice that little metal twist tie or clip at the top? Probably not. It’s something we all come in contact with every day but typically don’t think twice about. My guest in this episode, Rashpal Singh, was tasked with generating sales meetings for a manufacturer of bread bag twists. That’s right. The entire company is dedicated to creating these tiny metal twists for bread bags. What’s unique about the challenge Rashpal was faced with is that his company was tasked with generating exposure and sales conversations with prospects on a different continent, during COVID lockdown, and in an old-school industry that historically relies on relationships and face to face meetings. With all the odds stacked against him my guest executed an incredible multi-channel outreach campaign to drive incredible results for his client. He did this leveraging email, video, storytelling, landing pages, and retargeting ads to drive massive ROI for his client. During this interview we go incredibly deep into the principles, strategies, and tactics that Rashpal used. You won’t want to miss this one. I’ll see you on the other side. Rashpal's agency: boxmedia.tv Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
40:39
December 15, 2021
#140: (Re-Air) BPO Agency: 300 cold calls and follow up emails/day = 35 conversations = 1 appointment (Chris Martinez)
In this episode we’ll hear from an agency owner who has built his business using a variety of channels including cold calling and cold email. You’ll hear about what it takes to outsource cold outreach using a call center as well as some nuances of cold calling that can make or break your success on the phone. Chris Martinez is the CEO and Founder of Dudeagency.io. Dude provides unlimited web design and development for digital marketers, funnel consultants, and digital agencies. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
28:01
December 09, 2021
#139: RevOps SaaS: Outbound SDR + The Alfred Method = Going from 4 Meetings Booked/mo. to 12 Meetings/Mo.
Jeff Swan is the Founder and Head Coach of Outbound SOS. Jeff helps sellers and sales leaders book 10+ meetings a month with the Alfred Method™️ - an outbound sales framework that focuses on the buyer, not the seller to generate opportunities and drive revenue.
33:32
December 01, 2021
#138: Building and Scaling SDR / AE Teams From Scratch = 3x Revenue and a Series B Funding Round (Kyle Vamvouris)
Kyle Vamvouris the CEO of Vouris, a strategic sales advisory for early-stage startups. Vouris offers Sales and SDR advisory for teams serious about exceeding their goals as well as strategy and process recommendations to help accelerate growth. Community - Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup LinkedIn - Morgan Williams: https://www.linkedin.com/in/morgandwilliams/
28:26
November 23, 2021
#137: [Soft Skills Series] Using Humor and Joke Writing to Get Better Responses from Buyers (Jon Selig)
Jon Selig is a former salesperson turned stand up comic and consultant that helps salespeople get more positive responses from prospects using humor to get a deeper understanding of their buyers and their relevance to them. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
38:46
November 16, 2021
#136: (Re-Air) Real Estate Lead Gen: 2 Step Cold Email Sequence = 30% Open Rate, 3% Reply Rate, and 1,546% ROI (Andrew Hodukavich)
My guest in this episode is getting a high ROI from his outbound sales campaigns with only a two-step email sequence and in spite of low open and response rates. We’ll even take a look under the hood at my guest’s Lemlist account and discover the exact email copy he’s using and his stats across the 11 cold email accounts he’s running. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
48:07
November 09, 2021
#135: [Soft Skills Series] A Framework for Building High Performance Sales Teams (Jason Cutter)
Jason Cutter is the Founder of Cutter Consulting Group, a specialized advisory firm focused on inside sales call center operations that offers Business-To-Consumer (B2C) or Business-To-Business (B2B) products and services. The fundamental goal is to help companies achieve a profitable and scalable Cost Per Acquisition through performance improvement of systems that support the sales process. This could include scripting, training, phone systems, technological solutions, and marketing optimization. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
30:59
November 01, 2021
#134: Sales Engagement SaaS: Outbound + Content + Facebook + LinkedIn = $1M ARR to $10M ARR in under 2 Years (Guillaume Moubeche)
Guillaume Moubeche is the Founder & CEO of Lemlist. Lemlist is an all-in-one outbound sales solution that allows you to Personalize cold emails, automate follow-ups, and engage with leads across all channels. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
36:35
October 25, 2021
#133: (Re-Air) Facebook Ads Agency Outreach: 95% Open Rate, 35% Response Rate, 10% Meeting Book Rate, and 3 Clients (Michael Gardiner)
Tell me if you can relate to this: What worked several years ago in the cold outreach space simply doesn’t work as well because there are so many more people fighting over prospect attention spans. This becomes a vicious cycle of declining open rates, lower reply rates, fewer conversions, and diminishing ROI. Today you’re going to learn exactly what it takes to succeed in this new era of cold outreach. We’ll look at exactly how to systematize and streamline a simple yet incredibly powerful and effective cold outreach process from the ground up. Michael Gardiner is a 20 year old digital nomad and serial entrepreneur who is the Founder of Done-For-You Meetings, a prospecting agency that specializes in generating sales meetings for Marketing agencies, SaaS companies, and other B2B businesses. Michael's Agency: www.dfymeetings.com Michael's Website: www.michaelrgardiner.com Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
48:39
October 21, 2021
#132: B2B Lead Generation SaaS: Targeting + Offer + Personalization = 30% LinkedIn Accept Rate and 25% Email Reply Rate (Nick Abraham)
Nick Abraham is  a B2B lead generation expert who runs a portfolio of SaaS companies in the cold outreach space, including: Inboxy.io - a cold email domain warming tool, Quicklines.ai - an AI-powered email personalization tool, and Closify.com - a service that matches your business with proven salespeople.
27:00
October 11, 2021
#131: B2B SaaS: Incredible Offer + Phone + Email = 25% Connect Rate, 25% Close Rate, No Demos, and a 1 week sales cycle (Curtis Boyd)
Curtis Boyd is the Founder of Objection.co, Objection.co is a reputation SaaS platform that uses AI and Machine Learning to identify and dispute illegitimate online reviews. Their software flags and submits removal requests to administrators on most major review websites. They have successfully helped clients across the USA, Canada and Europe. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
22:08
October 04, 2021
#130: (Re-Air) Building an Inbound Engine Using Outbound: 25% cold email reply rate + Webinars + LinkedIn + YouTube + Podcasts = $2M opportunity value (Ayhan Isaacs)
Well, what do you do when cold email doesn’t work? You find the right prospects and use the right messaging but the sales meetings just don’t come. That’s exactly what happened to my guest. Ayhan Isaacs is the Founder of Growth Rhino. A sales agency that works with SaaS companies to build scalable outbound engines. He got into a situation where he was working with a client to drive sales meetings using cold email but his campaigns weren’t working. He even tried Google Ads, Facebook Ads, and pretty much every other marketing channel to drive revenue but alas - nothing materialized form his efforts for six months. At this point - most people would give up and chalk it up to a loss. But, Ayhan didn’t let this stop him. As a naturally curious and talented growth hacker Ayhan took a new approach to cold outreach that opened up a flood of new business for his client. But, the results didn’t come like he expected. This new angle unlocked a revenue engine for his client’s business and the results have continued to compound. Over the past 12 months he has taken the agency from 0 to 25K in MRR completely bootstrapped. Previous to running the agency Ayhan worked as a BDR at a number of couple different early stage startups followed by doing a number of consulting jobs. He is certified in Conversion Optimization from CXL institute and holds a Masters in Innovation & Entrepreneurship from Ryerson University. In this episode we’ll take a look at the exact steps Ayhan took to connect with executives at Deutsche Bank, HSBC, KPMG, Orange Theory Fitness and other billion dollar companies. We’ll discuss his outreach copy, how he leveraged Webinars, LinkedIn, and YouTube to build a content machine to drive new business 24/7, and how he iterated on his process to drive even faster results using fewer resources. Are you looking to build a multi-channel campaign that drives exponential growth?  If so, make sure you listen to the very end of this episode. I’ll see you on the other side. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
46:46
September 30, 2021
#129: Outbound Sales: The Next Decade of Outbound (Alex Gray)
Alex Gray is the Co-Founder and CMO of List Kit. ListKit is a Done-For-You, hyper-personalized B2B list building service that delivers contact lists straight to your inbox. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
38:41
September 21, 2021
#128: (Re-Air) 5 meetings/wk, 60% open rate, 20% CTR, 12% reply rate, $70k - $500k deal size (Justin Stephens)
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 to do the complex design and building process of the scope. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
46:46
August 19, 2021
#127: Social Media Cold Outreach That Works (Mohit Asthana)
Mohit Asthana is the Co-Founder of SocialCycle.io, social sales enablement tool that helps coaches find new business on social media. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
24:31
August 06, 2021
#126: A.I. Cold Email Copywriting (Leon Coe)
Leon Coe is the co-founder of Bound, a prospect intelligence platform that uses AI to bring context to your sales conversations and create engaging and effective outreach in just seconds. Bound instantly finds topics for you to personalize on so you don't have to spend hours doing prospect research. Simply select a topic, and Bound creates an engaging, personal and unique message that's ready to send at any stage of your outbound sequence. They help hundreds of sales reps and teams book more meetings, in less time.
23:42
July 30, 2021
#125: B2B SaaS: LinkedIn and Email = 75% Open Rate, 35% Reply Rate, and 5% Meeting Book Rate (Brie Moreau)
Brie Moreau is the Founder and CEO of White Light Digital Marketing. White Light Digital Marketing is the anti-agency: a smart, lean, remote league of e-commerce entrepreneurs who partner with the best in the industry. They believe that numbers speak louder than words, and use their streetwise style of business intelligence to cut through the bullshit, growing your ROI while you sleep at night. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
27:56
July 22, 2021
#124: (Re-Air) SaaS Podcast Guesting: Cold email automation + 4 step sequence = 130+ podcast guest appearances in 5 mos. (Jeroen Corthout)
Jeroun Corthout is the Co-Founder of Sales Flare. Salesflare is a simply powerful CRM that automates your data to build better relationships and make more sales. It's a fast, visual and easy-to-use sales machine. Built on happiness with the latest tech, by humans for humans. Salesflare is the most popular CRM ever on both Product Hunt and AppSumo. It also got featured on TechCrunch and Entrepreneur.com. If you’ve been paying attention to what’s happening in online media, you know that podcasts are exploding right now. But, if you’ve only been listening to podcasts and not using them as a marketing tool. You’re missing out. I’m not talking about starting your own podcast. I’m talking about a faster way of taking advantage of this rapidly growing medium. I’m talking about getting featured on popular podcasts in your market. Doing this will allow you to leverage the audience’s of respected players in your market and get in front of thousands of your ideal customers - for free. Today I’m going to talk to the CEO of a successful SaaS company who’s used cold email automation to get himself booked on 130 podcasts in the span of 5 months. He’s used this process to gain awareness for his software, grow his influence, and gain new customers. After implementing this strategy, you’ll have a framework for getting yourself on podcasts too.
20:59
July 15, 2021
#123: Real Estate Broker Cold Outreach: 3 Emails + Webinar = 60% Open Rate, 20% Reply Rate, and $100,000+ Revenue (Alex Ivanov)
In this episode we’ll take a look at how the Co-Founders of a lead generation agency developed a method for helping their client book meetings and start relationships with some of the biggest names in U.S. real estate. This clever approach turned into a method that their client continues to use to open doors to some of the largest brokerages in North America After reaching out to 500 people using a simple, 3 step automated process they landed 20 - 30 meetings, 5 demos, and closed 2 enterprise deals worth over six figures. This is a very in-depth episode and I know you’ll get a ton of value out of it. I’ll see you on the other side. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
27:26
July 07, 2021
#122: (Re-Air) SaaS Sales Process: 4 Step Approach (D.E.A.L. Method) = INC 500 List and a 9 Figure Acquisition (Matt Wolach)
On this podcast I typically walkthrough an audio case study of a cold outreach campaign with a guest. We go through the specifics of the principles, strategies, and tactics that they used in a campaign as well as the results. But, what happens after you’ve generated the lead and that person has entered your sales process. How do you take them through a sales process that turns prospects into customers at a high percentage. What are the boxes you need to check before someone becomes a customer? My guest in today’s episode created and executed a sales process within his software company that grew the company to #1 in the industry within 3 years - making the Inc 500 two years in a row and the INC 5000 five years in a row. His sales process was so successful that it led to the company being acquired for 9 figures. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
34:42
July 01, 2021
#121: (Re-Air) Job Hunting: Email Personalization + 4 follow ups = 70% reply rate and 13 job offers in 4 weeks (Abdul Mukati)
In this episode I speak to a serial entrepreneur who’s built a cold outreach SaaS that’s growing rapidly. During our conversation we’ll go into multiple, unique ways to use cold outreach that I’m sure you haven’t thought of before. This conversation will change the way you think about cold outreach and get you excited about the possibilities that come from scaling it. Abdul Mukati is the founder of Outreach Bin. Outreach bin is the go-to Email Warm-up & Outreach platform for your business. Use code morgan10 to get 75% Outreach Bin FOREVER!: https://outreachbin.com/ Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
28:00
June 22, 2021
#120: (Re-Air) A.I. Sales SaaS: Accurate Data + Hyper-targeted messaging + Omnichannel Outreach = Closing in on $100M+ ARR
In this episode I speak with the founder of a fast-growing, business intelligence SaaS that’s revolutionizing the B2B data industry. My guest’s company has over 10,000 success stories of customers who’ve been able to explode their sales pipelines using his proprietary technology. During our conversation we’ll take a deep dive into his formula for generating scalable, repeatable, and predictable revenue for his company. This includes what channels to use, how to write cold emails, how to deliver an effective pitch over the phone, and how to scale your messaging to thousands of prospects. There’s a ton of energy and insights in this one. I know you’ll enjoy it. Brandon Bornancin is the CEO and Founder of Seamless.ai. Seamless.ai delivers the world's best sales leads. Maximize revenue, increase sales and acquire your total addressable market instantly using artificial intelligence. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
33:15
June 16, 2021
#119: (Re-Air) Commercial Cleaning Lead Generation: 6 Step Sequence = 30% open rate, 2% reply rate, and 17% call pickup rate = 3 - 4 Meetings/wk (James Harper)
In this episode we talk to an agency owner in a very niche, specific market who’s dialed in a process for generating high quality leads using a multichannel approach. In fact, one of these channels is one that’s rarely talked about but it’s highly effective. I know you’ll enjoy this one. I’ll see you on the other side. James Harper is the Founder of Agency Flare a results driven outbound sales agency that has a narrow focus on B2B sales, cold prospecting and setting qualified appointments for their clients. Their goal is to allow you to have more meaningful conversations with your most ideal prospects. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
41:07
June 07, 2021
#118: Manufacturing Cold Outreach: 6 Emails + Landing Page w/ Video + Retargeting Ads = 90% open rate, 25% reply rate, and 20% meeting book rate (Rashpal Singh)
Imagine that you’re in the bread aisle at the grocery store. You pick up the brand you want and put it into your cart or bag. Did you notice that little metal twist tie or clip at the top? Probably not. It’s something we all come in contact with every day but typically don’t think twice about. My guest in this episode, Rashpal Singh, was tasked with generating sales meetings for a manufacturer of bread bag twists. That’s right. The entire company is dedicated to creating these tiny metal twists for bread bags. What’s unique about the challenge Rashpal was faced with is that his company was tasked with generating exposure and sales conversations with prospects on a different continent, during COVID lockdown, and in an old-school industry that historically relies on relationships and face to face meetings. With all the odds stacked against him my guest executed an incredible multi-channel outreach campaign to drive incredible results for his client. He did this leveraging email, video, storytelling, landing pages, and retargeting ads to drive massive ROI for his client. During this interview we go incredibly deep into the principles, strategies, and tactics that Rashpal used. You won’t want to miss this one. I’ll see you on the other side. Rashpal's agency: boxmedia.tv/ Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
40:39
June 02, 2021
#117: CMO and CEO Outreach: Email + Direct Mail + Phone + LinkedIn = 85% Open Rate, 40% Reply Rate, and $1.8M+ Opportunity Value (Will Wang)
If you’re in sales you know how important it is to have buy-in from prospects who are high on the corporate ladder. This includes Directors, VPs, and C-Level executives. Having a member of upper management on your side can make or break any deal. But, the problem is that these people are some of the most coveted prospects at any company. Every salesperson, marketer, and growth hacker is trying to get the attention of these people. Their inboxes and phones get pounded with emails and phone calls every day. So, with all that noise - how do you break through? My guest in this episode has found a way. Using a multichannel approach he’s achieved 85% open rates and 40% reply rates from CEOs and CMOs at Enterprise level companies. His efforts generated millions of dollars in opportunity value. In this episode we’ll step into his shoes and discuss exactly what was going through his head when he created the campaign. We’ll do a deep dive and step-by-step we’ll look at how he achieved success. Will Wang is the Chief Marketing Strategist at Growth Labz. Growth Labz helps businesses implement sales and marketing systems that not only brings them a steady flow of leads, but does so in a way that is cost and time effective. They are laser focused on getting results quickly (days, not weeks or months) and aim to be "cost neutral" within the first month. In fact, they only take on clients if we KNOW we can deliver a 10x ROI for them. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
29:23
May 25, 2021
#116: (Re-Air) LinkedIn: 10 warm leads/wk, 60% connect rate, 20% reply rate, 30% lead through rate (Adam Springer)
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 predictable flow of leads. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
38:38
May 17, 2021
#115: Building an Inbound Engine Using Outbound: 25% cold email reply rate + Webinars + LinkedIn + YouTube + Podcasts = $2M opportunity value (Ayhan Isaacs)
Well, what do you do when cold email doesn’t work? You find the right prospects and use the right messaging but the sales meetings just don’t come. That’s exactly what happened to my guest. Ayhan Isaacs is the Founder of Growth Rhino. A sales agency that works with SaaS companies to build scalable outbound engines. He got into a situation where he was working with a client to drive sales meetings using cold email but his campaigns weren’t working. He even tried Google Ads, Facebook Ads, and pretty much every other marketing channel to drive revenue but alas - nothing materialized form his efforts for six months. At this point - most people would give up and chalk it up to a loss. But, Ayhan didn’t let this stop him. As a naturally curious and talented growth hacker Ayhan took a new approach to cold outreach that opened up a flood of new business for his client. But, the results didn’t come like he expected. This new angle unlocked a revenue engine for his client’s business and the results have continued to compound. Over the past 12 months he has taken the agency from 0 to 25K in MRR completely bootstrapped. Previous to running the agency Ayhan worked as a BDR at a number of couple different early stage startups followed by doing a number of consulting jobs. He is certified in Conversion Optimization from CXL institute and holds a Masters in Innovation & Entrepreneurship from Ryerson University. In this episode we’ll take a look at the exact steps Ayhan took to connect with executives at Deutsche Bank, HSBC, KPMG, Orange Theory Fitness and other billion dollar companies. We’ll discuss his outreach copy, how he leveraged Webinars, LinkedIn, and YouTube to build a content machine to drive new business 24/7, and how he iterated on his process to drive even faster results using fewer resources. Are you looking to build a multi-channel campaign that drives exponential growth?  If so, make sure you listen to the very end of this episode. I’ll see you on the other side. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
46:46
May 10, 2021
#114: Ecommerce Software Sales: M.E.D.D.I.C. + Tech = 95% Forecast Accuracy and +36% (68% TTL) increase in win rates (Meghann Misiak)
Meghann Misiak is the Founder of Path to Presidents Club. Path to President’s club is a consultancy that helps salespeople & sales leaders achieve their wildest dreams. Whether you're a salesperson looking to get to President's Club in your first year or a sales leader looking to get to $100M in revenue, she can help. In this episode We’ll take a look at a specific example of how Meghann entered an international sales org that was pulling itself in multiple directions, how she implemented a sales framework that was proven to work looking at the company’s own data, and a way that she reverse engineered natural human instincts to get sales reps to want to use her new system which led to faster user adoption and immediate results inside of one quarter. We’ll discuss the three top reasons that most sales teams underperform, a data-driven way to determine the areas where you can see an immediate positive impact in your sales numbers, and how putting a twist on an existing sales methodology can be the difference between “that didn’t work for us” and a pretty revenue graph that goes up and to the right. Are you looking to generate more sales and revenue? If so, make sure you listen to the very end of this episode. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
59:37
May 03, 2021
#113: Facebook Ads Agency Outreach: 95% Open Rate, 35% Response Rate, 10% Meeting Book Rate, and 3 Clients (Michael Gardiner)
Tell me if you can relate to this: What worked several years ago in the cold outreach space simply doesn’t work as well because there are so many more people fighting over prospect attention spans. This becomes a vicious cycle of declining open rates, lower reply rates, fewer conversions, and diminishing ROI. Today you’re going to learn exactly what it takes to succeed in this new era of cold outreach. We’ll look at exactly how to systematize and streamline a simple yet incredibly powerful and effective cold outreach process from the ground up. Michael Gardiner is a 20 year old digital nomad and serial entrepreneur who is the Founder of Done-For-You Meetings, a prospecting agency that specializes in generating sales meetings for Marketing agencies, SaaS companies, and other B2B businesses. Michael's Agency: www.dfymeetings.com Michael's Website: www.michaelrgardiner.com Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
48:39
April 26, 2021
#112: SaaS LinkedIn Outreach: Content + 4x8 sequence = 25% accept rate, 10% reply rate, 2% meeting book rate = $3.9M (Will Richman)
In this episode I talk with a SaaS founder in the outbound sales space that’s created an all-in-one solution for generating sales meetings using email and LinkedIn. During our conversation we talk about the exact process he’s used to generate leads, drive sales for his SaaS, and ultimately build a $3.9M software company. We’ll look at everything from targeting, to the sequence he uses, and email copywriting. This is an opportunity to look under the hood of an outbound sales process that’s built a seven figure SaaS business. Will Richman is the Co-Founder and COO of GrowthGenius. Growth Genius believes that great founders and salespeople shouldn't have to worry about prospecting. That’s why they help B2B companies book more sales meetings with their ideal customers. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
40:05
April 19, 2021
#111: (Re-Air) B2B SaaS (CX): LinkedIn + VSL + Email = 81% open rate, 6% meeting book rate, and 60 opportunities (Joe Petruzzi)
My guest in today’s episode is using a combination of LinkedIn, Video Sales Letters, and Email to generate new sales meetings and opportunities What’s really interesting about my guest’s approach is that he has an engineering background and he’s used that skillset to create his outbound sales framework He calls this framework “Outbound Engineering” and he routinely uses it to rake In 30+ Demos/Month in 90 Days or Less with 0 SDRs If you want a systematic approach to booking meetings at scale, you’ll want to tune into this entire episode. Joe Petruzzi is the CEO & Principal of the Waylan Consulting Group, a group of Outbound Engineers who design and run potent, visceral outbound cadences and funnels that get you demos on your calendar, customers on your platform and MRR in the bank, period. A weekly report of new, Fortune 500 marketing decision makers who have high buyer intent (includes contact info): http://hiredlist.com/ Join the Facebook Group (B2B SaaS Cold Outreach Mastery): https://morgandwilliams.com/fbgroup
32:02
April 13, 2021
#110: [Soft Skills Series] Removing Limiting Beliefs and Mental Blocks to Improve Sales Performance Using NLP (Umar Hameed)
Today we have another edition of the soft skills series - we’ll talk to a professional about how to remove the mental and psychological blocks that are harming your sales performance. In this episode we go deep into the human psyche and discuss how to rewire limiting beliefs that are holding you back from reaching your full potential. If you’ve ever felt like you know what to do but don’t understand why you won’t do it OR if you’ve felt like you’ve hit a plateau and can’t get past a certain level - This episode is for you. Umar Hameed is the CEO of No Limits Selling. No Limits Selling is a professional training and coaching company that specializes in improving sales performance. They guarantee their work by offering an increase of 30% - 50% in sales performance or your money back. No Limits Selling uses the latest insights from neuroscience and NLP to help salespeople and sales teams break through their limitations and perform at a higher level. A weekly report of new, Fortune 500 marketing decision makers who have high buyer intent (includes contact info): http://hiredlist.com/ Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
48:35
April 05, 2021
#109: A.I. and B2B Intent Data SaaS: Hyper-Targeted 4 Step Sequence = 70% Open Rate and 35% reply rate (Eugenia & Artem)
One of the most time-consuming tasks in B2B outbound sales is building prospect lists. If you’re going through the trouble to build lists with accurate data, you want to make sure that your lists contain your best fit prospects. There’s nothing worse than running an outbound sales campaign and hearing nothing but crickets. Building lists of prospects who are ready to buy now solves that problem. On this episode I speak with two co-founders who are leveraging A.I. and intent data to build hyper-targeted lead lists for sales prospecting. They’ve found a way to surface high-potential leads - ones that are exhibiting sales ready buying signals. We’ll also talk about how they approach outreach once they’ve built a high intent prospect list. I’m confident that intent data will be a big theme of this decade. A weekly report of new, Fortune 500 marketing decision makers who have high buyer intent (includes contact info): http://hiredlist.com/ Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
35:23
March 29, 2021
#108: SaaS Sales Process: 4 Step Approach (D.E.A.L. Method) = INC 500 List and a 9 Figure Acquisition (Matt Wolach)
On this podcast I typically walkthrough an audio case study of a cold outreach campaign with a guest. We go through the specifics of the principles, strategies, and tactics that they used in a campaign as well as the results. But, what happens after you’ve generated the lead and that person has entered your sales process. How do you take them through a sales process that turns prospects into customers at a high percentage. What are the boxes you need to check before someone becomes a customer? My guest in today’s episode created and executed a sales process within his software company that grew the company to #1 in the industry within 3 years - making the Inc 500 two years in a row and the INC 5000 five years in a row. His sales process was so successful that it led to the company being acquired for 9 figures. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
34:42
March 22, 2021
#107: A.I. Sales SaaS: Accurate Data + Hyper-targeted messaging + Omnichannel Outreach = Closing in on $100M+ ARR
In this episode I speak with the founder of a fast-growing, business intelligence SaaS that’s revolutionizing the B2B data industry. My guest’s company has over 10,000 success stories of customers who’ve been able to explode their sales pipelines using his proprietary technology. During our conversation we’ll take a deep dive into his formula for generating scalable, repeatable, and predictable revenue for his company. This includes what channels to use, how to write cold emails, how to deliver an effective pitch over the phone, and how to scale your messaging to thousands of prospects. There’s a ton of energy and insights in this one. I know you’ll enjoy it. Brandon Bornancin is the CEO and Founder of Seamless.ai. Seamless.ai delivers the world's best sales leads. Maximize revenue, increase sales and acquire your total addressable market instantly using artificial intelligence. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup Case Study: How to Use Automated Cold Email Marketing to Spend $166.70 and Make $3,435.30 in Profit (2,061% ROI) – Email Templates Included: http://morgandwilliams.com/case-study Free Video: How to Create a Repeatable Process for Generating High-Quality Leads and Predictably Book Your Calendar With Interested Prospects on Autopilot Without Cold Calling or Ads: https://outboundleadaccelerator.com/
33:15
March 15, 2021
#106: Job Hunting: Email Personalization + 4 follow ups = 70% reply rate and 13 job offers in 4 weeks (Abdul Mukati)
In this episode I speak to a serial entrepreneur who’s built a cold outreach SaaS that’s growing rapidly. During our conversation we’ll go into multiple, unique ways to use cold outreach that I’m sure you haven’t thought of before. This conversation will change the way you think about cold outreach and get you excited about the possibilities that come from scaling it. Abdul Mukati is the founder of Outreach Bin. Outreach bin is the go-to Email Warm-up & Outreach platform for your business. Use code morgan10 to get 75% Outreach Bin FOREVER!: https://outreachbin.com/ Case Study: How to Use Automated Cold Email Marketing to Spend $166.70 and Make $3,435.30 in Profit (2,061% ROI) – Email Templates Included: http://morgandwilliams.com/case-study Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup Free Video: How to Create a Repeatable Process for Generating High-Quality Leads and Predictably Book Your Calendar With Interested Prospects on Autopilot Without Cold Calling or Ads: https://outboundleadaccelerator.com/
28:00
March 08, 2021
#105: Hyper-personalization: Increase cold email reply rates by 300% - 900% (Inder Raj Singh Virdi)
In this episode I speak with a SaaS founder who’s created a scalable technology and method for increasing reply and meeting book rates from cold email campaigns. What’s interesting about this approach is that it’s simple yet extremely effective and helps you stand out from the masses of others sending cold email. I’m sure you’ll get some new insights from this episode. I’ll see you on the other side. Inder Raj Singh is the Founder of Nexweave, Nexweave helps Sales & Marketing teams create hyper-personalized & interactive customer journeys that deliver a minimum of 3X better results. Case Study: How to Use Automated Cold Email Marketing to Spend $166.70 and Make $3,435.30 in Profit (2,061% ROI) – Email Templates Included: http://morgandwilliams.com/case-study Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup Free Video: How to Create a Repeatable Process for Generating High-Quality Leads and Predictably Book Your Calendar With Interested Prospects on Autopilot Without Cold Calling or Ads: https://outboundleadaccelerator.com/
20:10
February 28, 2021
#104: Commercial Cleaning Lead Generation: 6 Step Sequence = 30% open rate, 2% reply rate, and 17% call pickup rate = 3 - 4 Meetings/wk (James Harper)
In this episode we talk to an agency owner in a very niche, specific market who’s dialed in a process for generating high quality leads using a multichannel approach. In fact, one of these channels is one that’s rarely talked about but it’s highly effective. I know you’ll enjoy this one. I’ll see you on the other side. James Harper is the Founder of Agency Flare a results driven outbound sales agency that has a narrow focus on B2B sales, cold prospecting and setting qualified appointments for their clients. Their goal is to allow you to have more meaningful conversations with your most ideal prospects. Case Study: How to Use Automated Cold Email Marketing to Spend $166.70 and Make $3,435.30 in Profit (2,061% ROI) – Email Templates Included: http://morgandwilliams.com/case-study Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup Free Video: How to Create a Repeatable Process for Generating High-Quality Leads and Predictably Book Your Calendar With Interested Prospects on Autopilot Without Cold Calling or Ads: https://outboundleadaccelerator.com/
41:07
February 21, 2021
#103: Real Estate Lead Gen: 2 Step Cold Email Sequence = 30% Open Rate, 3% Reply Rate, and 1,546% ROI (Andrew Hodukavich)
My guest in this episode is getting a high ROI from his outbound sales campaigns with only a two-step email sequence and in spite of low open and response rates. We’ll even take a look under the hood at my guest’s Lemlist account and discover the exact email copy he’s using and his stats across the 11 cold email accounts he’s running. Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
48:07
February 15, 2021
#102: (Re-Air) Cold Calling + LinkedIn + Email: 1,000 touches/yr. > 300 discovery calls > 150 demos > 20 closed deals (Alexine Mudawar)
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 reach out to prospects day after day to set new meetings and drive in new business. If you’re looking to drive in new business from scratch using the phone. Pay attention to this entire episode until the very end as my guest brings tons of value all throughout our conversation. Stay tuned. Alexine Mudawar is a Major Account Executive at Displayr. Displayr is an all-in-one statistical analysis and reporting tool designed for survey data. Analyze, visualize and share beautiful dashboards & interactive reports. Carrying 7+ years of SaaS sales experience, Alexine is backed by numerous President’s Club awards, quarterly high achievement recognitions, and a consistent track record of surpassing quota. Outside of her day-to-day sales role, she's an Adjunct Professor and teaches sales courses for Aspireship, Victory Lap, and Re:Work Training. Alexine is also a champion for diversity and inclusion in the workplace and has founded two women-focused Employee Resource Groups. Free Video: How to Create a Repeatable Process for Generating High-Quality Leads and Predictably Book Your Calendar With Interested Prospects on Autopilot Without Cold Calling or Ads: https://outboundleadaccelerator.com/ Case Study: How to Use Automated Cold Email Marketing to Spend $166.70 and Make $3,435.30 in Profit (2,061% ROI) – Email Templates Included: http://morgandwilliams.com/case-study Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup
52:18
February 08, 2021
#101: SaaS and Agency: The psychology of 70% reply rates (Ron Story Jr.)
My guest in today’s episode has built two companies - a software and a service - on the back of cold email. This interview takes an interesting turn away from the outstanding results Ron’s gotten with cold email. But, I guarantee that there is a ton of value in this extended episode. Ron has a powerful approach to cold email and in this conversation we go deep into not only what works but also the psychology behind why it works. Stay tuned to the very end of this one. I’ll see you on the other side. Ron Story Jr. is the owner of Five Contacts and PitchDB. Five Contacts is a service that helps you find the right person at the right time and reach them with the right message. Five Contacts is a cold outreach service that helps traditional businesses apply the growth hacking techniques of today’s most advanced high growth startup software companies. PitchDB is the world’s largest search engine for public speakers. Search over 2 million podcasts, associations, businesses, and conferences worldwide.
58:49
February 03, 2021
#100: BPO Agency Lead Generation: 300 cold calls and follow up emails/day = 35 conversations = 1 appointment (Chris Martinez)
In this episode we’ll hear from an agency owner who has built his business using a variety of channels including cold calling and cold email. You’ll hear about what it takes to outsource cold outreach using a call center as well as some nuances of cold calling that can make or break your success on the phone.  Chris Martinez is the CEO and Founder of Dudeagency.io. Dude provides unlimited web design and development for digital marketers, funnel consultants, and digital agencies. 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 and put in your best email.
28:41
January 27, 2021
#099: Telecom SaaS Lead Generation: Dream 100 Strategy = 25% reply rate, 33% meeting book rate, and a 50% close rate = 21 new clients and $4M in revenue (Doug C. Brown)
In this episode, I have the pleasure of chatting with a B2B sales veteran. He’s had the opportunity to work for both Tony Robbins and Chet Holmes selling their training programs. He has a wealth of wisdom and knowledge on selling and optimizing sales processes. If you’re looking for insight into how to grow revenue throughout your sales process, and not just the beginning, you’ll get a lot out of this episode. I’ll see you on the other side. Doug Brown is the CEO of Business Success Factors. Business Success Factors specializes in helping CEOs, business owners and companies to optimize sales processes while dramatically increasing revenues. 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 and put in your best email.
27:11
January 18, 2021
#098: SaaS Cold Outreach for SEO: 1,000 emails/day = 20 backlinks/day for a SaaS company using only one outreach email (Gerard Compte)
In this episode, my guest is the CEO and Co-Founder of two SaaS outbound automation tools and is scaling cold outreach campaigns to generate backlinks for SEO to drive tons of traffic to his websites. The best thing about his process is that it’s very simple but highly effective. This is definitely something that you could replicate and use to drive tons of traffic to whatever you’re working on. I guarantee you’ll really enjoy this one. Gerard Compte is the CEO of FindThatLead and Scrab.in. FindThatLead is a SaaS tool that finds authentic business emails of new leads at any given company using just their first names, last names and website names. Scrab.in is a LinkedIn sales automation tool. 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 and put in your best email.
42:29
January 11, 2021
#097: High-Touch Consulting (Digital Transformation) 4 Step Email Sequence = 10 leads per rep; 25% become opportunities (Ahmed Ammar)
In this episode my guest will show us how his company solves a very large, complex problem for its customers and his strategy for executing outbound sales campaigns against his target market If you want to know how to develop cold outreach campaigns when the problem you solve is very complicated, you’ll want to listen to this episode. I’ll see ya on the other side. Ahmed Ammar is the Vice President of Commercial and Expansion at Logical Applications for Business Solutions or LABS. LABS provides a full Range of SAP Business Management Applications, Business Profitability & Growth Analytics, Enterprise Mobility, and Database & Technology related implementations. 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 and put in your best email.
24:16
January 05, 2021
#096: SaaS Podcast Guesting: Cold email automation + 4 step sequence = 130+ podcast guest appearances in 5 mos. (Jeroen Corthout)
Jeroun Corthout is the Co-Founder of Sales Flare. Salesflare is a simply powerful CRM that automates your data to build better relationships and make more sales. It's a fast, visual and easy-to-use sales machine. Built on happiness with the latest tech, by humans for humans. Salesflare is the most popular CRM ever on both Product Hunt and AppSumo. It also got featured on TechCrunch and Entrepreneur.com. If you’ve been paying attention to what’s happening in online media, you know that podcasts are exploding right now. But, if you’ve only been listening to podcasts and not using them as a marketing tool. You’re missing out.  I’m not talking about starting your own podcast. I’m talking about a faster way of taking advantage of this rapidly growing medium. I’m talking about getting featured on popular podcasts in your market. Doing this will allow you to leverage the audience’s of respected players in your market and get in front of thousands of your ideal customers - for free. Today I’m going to talk to the CEO of a successful SaaS company who’s used cold email automation to get himself booked on 130 podcasts in the span of 5 months. He’s used this process to gain awareness for his software, grow his influence, and gain new customers. After implementing this strategy, you’ll have a framework for getting yourself on podcasts too. 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 and put in your best email.
21:39
December 28, 2020
#095: [Soft Skills Series] This Is What's Keeping You From Achieving Consistent Peak Performance (Kilian Markert)
If you’re a fan of the show, you know that the interviews I do are audio case studies. My guest and I do a deep dive into the process, metrics, and results of cold outreach campaigns. I’ve gotten incredible feedback about how helpful these episodes are. But, There’s a piece of the puzzle that doesn’t get discussed enough which is - how you do one thing is how you do everything. Your mental, emotional, and physical health have an incredible impact on your business. Before you click away - I want you to seriously consider this for a moment and listen to this episode - Kilian has a wealth of knowledge in this space and I guarantee you that you will come away with a few gems that will improve your performance at work. Kilian Markert is the CEO of Consistent Performance Mentoring. He helps busy business owners optimize their days and performance so that they can grow their business and still have enough time to not neglect other life areas or risk burnout. High Performing Business Owners FB Group: https://www.facebook.com/groups/highperformingbusinessowners 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 and put in your best email.
45:54
December 21, 2020
#094: (Re-Air) Outbound + Inbound Hybrid: FB/LI post (100+ engagements) > DM's (10 - 15 calls) > 20% close rate (Lloyd Yip)
What if you could spend all your time talking to prospects who you knew were 100% interested in what you have to offer? Instead of wasting time with tire kickers and price shoppers, you would only speak with people you knew you could bring the most value There’s always been a debate about what’s better - inbound or outbound leads - inbound leads are easier to sell to but the volume of inbound leads usually aren’t as high as outbound. With outbound you can more or less control your own destiny but since you’re starting cold - it usually takes much more time, energy, and education to successfully sell to them My guest today is going to show us how to have the best of both worlds - the high-intent of inbound mixed with the scalability of outbound. We go very deep into implementation in this one - principles, strategies, and tactics. All that good stuff. By the end of this episode, you’ll know exactly how to find interested prospects on demand, get them to reach out to you, and engage them in a sales conversation in a non-salesy way. 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 and put in your best email.
01:15:46
December 14, 2020
#093: Micro-SaaS Audience Marketing: Using Conversational Sales and Community Building to Launch a SaaS Product (Todd Larsen)
The reason I reached out to my next guest is because what he’s doing now is where I believe the future of outbound sales and marketing is headed. What I’m referring to specifically is community building, conversational selling, and micro products. I’m seeing a shift in the market from large online platforms to smaller, niche communities. Facebook groups, Slack channels, Discord servers, Etc. I’m also seeing a shift towards messaging apps like Facebook Messenger, Telegram, WhatsApp, and even good old fashioned text messaging. More sales opportunities and conversations are being found and happening in these communities and on these apps. B2B Enterprises simply can’t ignore this shift that is happening. Which brings us to today. In this interview we’ll take a look at how this serial founder is using community building and conversational selling to create and sell micro SaaS products to rabid customers. Todd Larsen is the owner of a growing portfolio of Micro SaaS companies. He has a systematic approach to researching niche audiences, catering SaaS products directly to their needs, and rapidly releasing a product to generate immediate sales. Some of his products include getfliptool.com, subself.io, and salesandsoftware.com 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 and put in your best email.
29:48
December 07, 2020
#092: Ecommerce SaaS Virtual Summit: 400 Attendees, 20 speakers, 18 partners, 2 sponsors (Natalie Luneva)
Typically my guests discuss using cold outreach for direct selling. They’re starting a sales conversation with a potential customer using email, LinkedIn, direct mail, etc. Well, my guest is using an approach that’s allowing her to tap into large audiences with much less effort than it would take to have sales calls with every potential customer. She’s even leveraging the authority and credibility of others to attract more customers to her brand while making sure that everyone wins in the process. If you’re looking for the fastest way to build up your customer base without spending hours on sales calls, make sure you listen to the very end of this episode. Natalie Luneva is a Growth & Team Performance Coach for Bootstrapped SaaS founders at NatalieLuneva.com. She’s on a mission to help SaaS founders get unstuck, clarify marketing priorities, and grow high performing SaaS teams. Free strategy call with Natalie on how to create your own virtual summit: http://natalieluneva.com/done-for-you-online-summit 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 and put in your best email.
37:58
November 30, 2020
#091: B2B SaaS (CX): LinkedIn + VSL + Email = 81% open rate, 6% meeting book rate, and 60 opportunities (Joe Petruzzi)
My guest in today’s episode is using a combination of LinkedIn, Video Sales Letters, and Email to generate new sales meetings and opportunities What’s really interesting about my guest’s approach is that he has an engineering background and he’s used that skillset to create his outbound sales framework He calls this framework “Outbound Engineering” and he routinely uses it to rake In 30+ Demos/Month in 90 Days or Less with 0 SDRs If you want a systematic approach to booking meetings at scale, you’ll want to tune into this entire episode. Joe Petruzzi is the CEO & Principal of the Waylan Consulting Group, a group of Outbound Engineers who design and run potent, visceral outbound cadences and funnels that get you demos on your calendar, customers on your platform and MRR in the bank, period. Outbound Engineering Doc: https://docs.google.com/document/d/1A1_olOnKe42cDM_cakEgu8Jj8Yc4kzrbW_csBkZ0Mac/edit 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 and put in your best email.
31:27
November 23, 2020
#090: Disinfectant Manufacturer: 5 Step Email Sequence = 82% open rate, 42% CTR, 73% reply rate (Christian Duval)
My guest in this episode is using a 5 step email sequence that’s generating 82% open rates, 42% click through rates, and 73% reply rates. We’ll discuss how he builds lists, the copy he uses for his email sequences, and how he leverages personalized landing pages to boost click-through and reply rates. We’ll also learn about a tool you can use to build massive lists of local businesses. You’ll want to stay tuned to the very end on this one. Christian Duval is the founder of Littoral, a sales and marketing automation agency. Eliminate manual, recurring, and tedious tasks that take time away from your sales & marketing teams and grow your business. Increase your sales, offer 24/7 support, and strengthen your brand image. 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 and put in your best email.
34:10
November 16, 2020
#089: SaaS Cold Call Consultation (Hospitality) - Research, Script Building, and Live Cold Calls (Edvinas Liuima)
What you’re about to listen to is a recording of a consultation that did with the founder of a SaaS company. He wanted help building a cold call script and reaching out to prospective customers. In this call I ask him questions about his ideal customer and the transformation his product provides to that customer, next I use that information to draft a cold call script, finally we take turns making some calls and you get to see how the script works live in the field.  This is a long episode so I’ve put time stamps in the description box that note when we switch from research, to script building, to cold calling for easy reference. Also, we did a screen share for this consultation. I’ll include a link to the video as well. You’re going to get a lot out of the episode, including how to build a cold call script from scratch. Stay tuned to the very end. 02:10 - I ask questions to uncover pain points and determine the perceived/intrinsic value of the product 43:36 - We gather prospects to dial 50:10 - First dial and connected call Please note: this consultation was recorded in August of 2019 - Pre-COVID so my messaging now would be a little bit different. 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 and put in your best email.
01:06:15
November 11, 2020
#088: Energy & Sustainability A.I. SaaS: 68% open rate, 90% reply rate, 13.4% meeting book rate, $500k pipeline (Raj and Sud)
In this episode I speak with two co-founders who run a sales development agency for tech companies that have enterprise offerings and long sales cycles. These two take an extremely thoughtful approach and go incredibly deep into their breakdown of how they get the attention of higher level prospects in large organizations to get them on sales calls. If you enjoy detailed episodes, you’ll enjoy this interview because these two founders have one of the most detailed, thoughtful approaches to their sales process that I have ever seen. Raj and Sud are Co-Founders of InsightCraft. Insightcraft is a global sales as a service company. Both founders have been individual sales contributors for several businesses. With over 30 years of combined experience Raj and Sud know what it takes to drive revenue with direct B2B sales. 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 and put in your best email.
39:47
November 04, 2020
#087: CBD Industry + LinkedIn: 2,000 connection requests, 400 accepted, 40 warm leads, 10 - 12 meetings/mo. (Ves Georgiev)
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 to generate warm leads. Ves Georgiev is the Founder of Passion4Growth. Passion4Growth helps IT companies have more conversations with their ideal prospects using social selling strategies on LinkedIn. 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 and put in your best email.
28:52
October 27, 2020
#086: Bar/Restaurant Software: Reverse Sales Funnel + Direct Mail, Email, LinkedIn, and Phone = $67k in revenue (Patrick Spielmann)
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 helps you Win Customers Faster. Effortlessly launch outbound sales campaigns, pack your deal pipeline, and drive top-line revenue with sales automation. 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 and put in your best email.
39:27
October 20, 2020
#085: Oil & Gas, Lighting Mfr., and PPE Cold Email Lead Gen: 1,000 contacts, 60% Open Rate, 15 - 20 Meetings (Richard Mechaly)
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 of valuable information that will help you generate leads immediately. Richard Mechaly is the Co-Founder of Provoke.Agency. Provoke Agency builds crisp websites, creative designs & social media campaigns that infuse your brand's digital story. Provoke partners with companies who want to make authentic connections with consumers to help make their lives easier -- one sale at a time. Provoke is here for those who believe robots don’t build relationships, people do. 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 and put in your best email.
29:41
October 13, 2020
#084: Graphic Design Lead Gen: 15 - 25 warm leads/day using cold email without automation or templates (Johnathan Gryzbowski)
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 allows you to get the graphic design support you need at a flat monthly rate. Penji creates products that allow people to do more. Whether it’s running a business, growing a startup, scaling an agency, or managing a marketing campaign, Penji makes it more efficient and more affordable. Want unlimited graphic design? Use code MorganW15 to get 15% off your first month with Penji. https://penji.co/ 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 and put in your best email.
28:11
October 05, 2020
#083: Using Memes (Yes, Memes) = Bringing Back Prospects Who've Ghosted You + Closing 7 Figure Deals (Drewbie Wilson)
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...right now. Drewbie Wilson is the Vice President of Break Free Academy and an action taker with his finger on the pulse, who focuses on service, above all else, leading him to produce more than seven figures in revenues no matter what industry he worked. A servant first, operating with utmost integrity and humility, but not afraid to tell it like it is. Confidence and empathy are his superpowers. By going all-in on every area of life, he strives to inspire success-driven winners to become the most elite version of themselves. How does he do it? Living by the motto "Crush The Day Before It Crushes You!" Closer Memes course: https://closermemes.com 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 and put in your best email.
35:08
September 28, 2020
#082: Content Marketing Agency Lead Gen: 9% reply rate, 3% conversion, first order: $100, CLTV: $7,000 (Marc Bromhall)
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 listener of my podcast, you may be someone who just wants to get in, learn just enough to be dangerous, implement immediately, and get results. If so, you’re really going to like this episode. Stick around until the end so you can understand the entire process and then give it a try for yourself. I’ll see you on the other side. Marc Bromhall is the Co-Founder of Contentellect, a content marketing agency that creates Blog content for SaaS & SME's. Through excellently researched and written content, they’ll take your blog from basic to brilliant. Improve your search rankings, become a thought leader, and nurture prospects down the funnel with great content. Marc's company: https://www.contentellect.com 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 and put in your best email.
29:34
September 21, 2020
#081: LinkedIn Video: 100 connects/day, 25% accept, 20 calls/wk, 60% sched. follow up call, 90% close rate (Braden Wallake)
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 automation to send the same video to hundreds of prospects but have it be perceived as one-to-one contact. Prospecting on LinkedIn isn’t spamming if you do it the right way. In this episode you are going to learn the right way. Braden Wallake is the CEO of HyperSocial an agency that creates engaging, personable marketing campaigns that result in real, targeted leads and sales. Through social media, HyperSocial brings businesses and their ideal customers together for a return on investment that has their clients coming back to them every month with higher revenues and better close rates. BTW - during this episode my guest was traveling cross country so you may hear some ambient noise in the background. My editor has done his best to remove the noise so please excuse any background noise and listen to the very end to hear all the gems that my guest has to offer. 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 and put in your best email.
39:21
September 14, 2020
#080: Cold Calling + LinkedIn + Email: 1,000 touches/yr. > 300 discovery calls > 150 demos > 20 closed deals (Alexine Mudawar)
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 reach out to prospects day after day to set new meetings and drive in new business. If you’re looking to drive in new business from scratch using the phone. Pay attention to this entire episode until the very end as my guest brings tons of value all throughout our conversation. Stay tuned. Alexine Mudawar is a Major Account Executive at Displayr. Displayr is an all-in-one statistical analysis and reporting tool designed for survey data. Analyze, visualize and share beautiful dashboards & interactive reports. Carrying 7+ years of SaaS sales experience, Alexine is backed by numerous President’s Club awards, quarterly high achievement recognitions, and a consistent track record of surpassing quota. Outside of her day-to-day sales role, she's an Adjunct Professor and teaches sales courses for Aspireship, Victory Lap, and Re:Work Training. Alexine is also a champion for diversity and inclusion in the workplace and has founded two women-focused Employee Resource Groups. 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 and put in your best email.
52:58
September 08, 2020
#079: PPC Agency New Client Acquisition: 7 meetings/wk, 85% Open Rate, 27% Reply Rate, 20% positive (Liam Redmond)
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 want the the thought in their head to be “this is exactly who or what I am looking for.” How do you set yourself up for success in the best possible way? My guest in this episode is going to tell us how to do that. By the end of this episode you’ll discover how to create email campaigns that generate 6 - 7 meetings a week. I’ll see you on the other side. Liam Redmond is the Founder of Optimize Outbound, a self-professed group of geeks who are obsessive over optimizing outbound sales processes with data-driven decision making. He’s also the Growth Manager at Clearbanc, the largest e-commerce investor in the world. 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 and put in your best email.
31:25
September 01, 2020
#078: Scaling LinkedIn Outreach to Get Meetings with Wells Fargo and Citibank: 70% reply rate, 30% positive (David Hurley)
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 likely to respond to your outreach. Then, after that, you have to figure out how to elegantly turn your discussion in a sales conversation. So what’s the best way to do this? My guest in this episode is doing some incredibly cool things using LinkedIn and automation to generate conversations at scale. He’s developed a method for finding prospects who are more likely to be interested in what you have to offer and messaging principles for how to engage people in a non-spammy way. During this interview we go over a few different examples and this will be more of a free flowing conversation. Of course, we’ll go under the hood and check out real numbers and results. By the end of this episode you’ll know how to find great prospects and get their attention using LinkedIn. I’ll see you on the other side. 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 and put in your best email.
32:33
August 25, 2020
#077: Book a Meeting with SpaceX: 80% open rate, 30% reply rate (10% positive), 5% meeting book rate (Alex Gray)
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 that specializes in sales development for manufacturing tech companies. In this episode, you’ll learn how Alex creates outbound sales campaigns that don’t fail and how he got a meeting with SpaceX for his client. If you’re looking for a simple process to start generating B2B leads immediately for your business or day job, you’ll definitely want to tune in. By the end of this episode, you’ll know exactly how to quickly generate sales conversations and optimize underperforming campaigns. Make sure you listen to the entire episode. I’ll see you on the other side. By the end of this episode, you’ll know exactly how to do prospect research that makes your outreach stand out from the crowd, get noticed, and start generating sales conversations. You’re not going to want to miss this one. Stay tuned. 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 and put in your best email.
01:01:33
August 19, 2020
#076: Positioning: 84% open rate, 63% reply rate, 1MM+ ARR (Mark Colgan)
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 elegantly connect your solution to their pain points so you can make working with you a no-brainer. Why should you spend your time creating the perfect message for someone who statistically won’t reply? How do you figure out where to start, how much time you should actually spend doing this, and how do you determine which information is actually important? My guest today is the Chief Revenue Officer of a sales development agency that specializes in researching accounts for sales organizations. During this episode, you’ll learn his exact methodology, the tools his teams uses, and his process for finding the right information about the right prospects as quickly as possible. If you’re looking for a way to get that one prospect’s attention who never responds, or you need a way to start getting responses and meetings in general (and quickly)....listen to this episode. By the end of this episode, you’ll know exactly how to do prospect research that makes your outreach stand out from the crowd, get noticed, and start generating sales conversations. You’re not going to want to miss this one. Stay tuned. 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 and put in your best email.
47:44
August 12, 2020
#075: Outbound + Inbound Hybrid: FB/LI post (100+ engagements) > DM's (10 - 15 calls) > 20% close rate (Lloyd Yip)
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 and put in your best email.
01:15:46
August 03, 2020
#074: Cold Email + Hyper-personalization: 4 step sequence, 82% open rate, 26% reply rate, 18% interested (Matthew Hunt)
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 automated, so you can spend your time cherry picking the very best clients. 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 and put in your best email.
53:40
July 27, 2020
#073: LinkedIn: 10 warm leads/wk, 60% connect rate, 20% reply rate, 30% lead through rate (Adam Springer)
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 predictable flow of leads. 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 and put in your best email.
38:45
July 20, 2020
#072: 5 meetings/wk, 60% open rate, 20% CTR, 12% reply rate, $70k - $500k deal size (Justin Stephens)
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 to do the complex design and building process of the scope. 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 and put in your best email.
47:26
July 13, 2020
#071: How to 4x Your Sales Meetings Using Hyper-Personalization with Ian Naylor
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 you. 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 and put in your best email.
30:59
July 06, 2020
#070: LinkedIn Ads Strategies for Getting Larger Customers with Anthony Blatner
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...It’s using the world’s largest business directory to buy ads so you can target bigger customers, generate sales leads, and automate your pipeline. 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 and put in your best email.
29:02
July 01, 2020
#069: How to Sell During Hard Times with Niraj Kapur
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 discuss how excel in sales during a recession, how to execute when life gets the best of you, and what it takes to build a successful career in sales (in any economy). 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 and put in your best email.
32:51
June 23, 2020
#068: How to Outsource Your B2B Lead Generation to a Virtual Assistant with Nathan Hirsch
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 360 List for two years in a row commending them as one of the best entrepreneurial companies in America. At their core, they are systems entrepreneurs always looking for new ways to automate and outsource to virtual assistants and talented professionals. 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 and put in your best email.
30:45
June 15, 2020
#067: The Next Biggest Trend in Sales Development for SDRs, BDRs, and AEs with Nish Mahen
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 prospecting. 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 and put in your best email.
26:54
June 08, 2020
#066: The Best Sales Channel for Getting Your Prospect's Attention with Erik Kostelnik
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 discuss, how to scale a startup from $1M to $50M+, how reps can effectively get the attention of their prospects, and how to use one of the most effective sales channels of 2020 (hint: you're probably not using it now). 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 and put in your best email.
27:21
June 02, 2020
#065: How to Quickly Attract New Customers to Your Product With David Freudenberg
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 discuss how to promote your product to drive inbound leads, how to get people to respond to your outreach emails, and an overview of how David would promote a B2B software product to start driving inbound leads fast. 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 and put in your best email.
27:20
May 26, 2020
#064: How to Optimize Your Sales Process to Close More Deals in Less Time with David Masover
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 collective needle. and how hard it can seem to even find the right levers to make a meaningful impact  David is the author of "The Salesman's Guide to Dating", "Mastering Your Sales Process" and "Managing the Sales Process". His published works all embody the essence of the work that he does with his private coaching and consulting clients, and captures the lessons learned in his career and through his efforts to improve the effectiveness of his peers, staff, trainees and clients. In this episode, we discuss where to start when optimizing your sales process, how to get the most out of your CRM, and how to close more deals in less time. 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 and put in your best email.
32:35
May 19, 2020
#063: The Most Powerful Growth Lever for Growing a SaaS Company with Shaun Clark
Shaun Clark is the Co-Founder of High Level - a full suite of white-label software solutions and services guaranteed to add revenue to your bottom line overnight. High Level empowers businesses to grow their businesses by generating reviews from their customers, managing their listings across 80+ sites on the web, creating and managing conversations with their customers via all of the channels including social, SMS, and Google My Business. By offering a custom set of products companies can deploy literally within hours to help them add real revenue to the bottom line. In this episode, we discuss how to guarantee your business idea will be a success, how to grow a SaaS company from scratch, and a huge opportunity that exists for aspiring SaaS entrepreneurs. 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 and put in your best email.
25:25
May 13, 2020
#062: Podcast Prospecting: How to Get Sales Meetings with the C-Level (By Interviewing Them) with Michael Greenberg
Michael Greenberg is the CEO of Call for Content, a podcast agency that helps businesses generate revenue using podcasting. Growing businesses through authority marketing, podcast monetization, and audience growth. Call for Content helps you tap into this growing opportunity with strategies that get you in the ears of your ideal audience. Grow your business and share your ideas with the world. Podcasting isn’t going anywhere and it’s not just a fad; it’s here to stay. And the value of a podcast grows over time, so the sooner you start, the sooner you see results. In this episode, we discuss how to get face time with industry leaders, how to quickly build a network of highly qualified prospects, and the top two ways to promote your show so that you start attracting prospects (instead of seeking of seeking them out). 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 and put in your best email.
28:21
May 04, 2020
#061: How to Close More Deals in Your Sales Pipeline with Nicolas Vandenberghe
Nicolas Vandenberghe is the Co-Founder & CEO of Chili Piper, a tool that turns inbound leads into qualified meetings, instantly. Nicolas started selling newspapers on the streets of Paris in high school, after studying math as an undergrad and then attending Stanford Business School, he, started and sold 3 tech companies with up to 65 employees and $11M in revenues, ran Sales for a $2Bn telecom company negotiating billion dollar deals with companies like Google, and is the now Co-Founder and CEO of Chili Piper. Chili Piper  is used by Intuit, Square, Twilio, Gainsight and more than 300+ thought-leading companies worldwide for multiple use cases, from connecting prospects to sales reps instantly upon submitting a form to automating their on-boarding process. In this episode, we discuss what it takes to be a top performing salesperson, two qualities successful software salespeople share in common, and how anyone can start closing more deals in their sales pipeline. 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 and put in your best email.
30:04
April 28, 2020
#060: Drive B2B Prospect Engagement Through The Roof Using Text Messaging with Josue Sanchez
Josue Sanchez is the Chief Marketing Officer of ReplyBuy. ReplyBuy enables businesses to start and manage personalized conversations with consumers, at scale, using their two-way text messaging platform. Their text messaging solutions have helped hundreds of businesses across the nation unlock a new communication channel that is to-date producing up to 60% engagement rates. Companies are using ReplyBuy are building stronger relationships with their audience 4x faster and 10x more effectively than cold calling and emailing. Some have already seen up to 23x ROI in their first 30 days of use. In this episode, we discuss B2B consumer behavior in 2020,  mistakes to avoid when texting prospects, and how to utilize text messages for follow up to grow a healthy sales pipeline and close more deals. 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 and put in your best email.
32:39
April 20, 2020
#059: Three Simple Steps for Flooding Your Sales Pipeline With New Opportunities with Blake Johnston
Blake Johnston is the CEO of OutboundView. OutboundView helps organizations design, develop, and implement successful outbound sales and B2B lead generation strategies. Their services include outsourced sales development, buyer intent data, list building, and other lead generation services. All closed deals start with the identification of an opportunity, OutBound View helps organizations find more opportunities. In this episode we discuss, what all companies should have in place before starting an outbound prospecting program, how starting with the right data can help you avoid throwing your money in the trash, and three simple steps for flooding your sales pipeline with new opportunities. 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 and put in your best email.
30:27
April 14, 2020
#058: How to Create a Sales Proposal That Closes The Deal For You with Adam Hempenstall
Adam Hempenstall is the Founder and CEO of Better Proposals. Better Proposals is a simple proposal software for creating beautiful, high-impact proposals in minutes. Having helped his customers at Better Proposals win over $120M in business in only one year, he has launched the first Proposal Writing University where he shares business proposal best practices. In this episode, we discuss proposal mistakes that can kill your deal, how to create a winning proposal, and some simple things you can do to make your sales process simpler and more effective. 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 and put in your best email.
27:45
April 06, 2020
#057: How to Find Contact Data For Hundreds of LinkedIn Prospects in Just One-Click With Hans Dekker
Hans Dekker is the Head of Growth at Wiza, Wiza is a sales prospecting tool that turns any LinkedIn Sales Navigator search into a clean list of verified emails, ready for outreach. In this episode, we discuss what it takes to send cold email effectively, how to send a high volume of emails while keeping a human touch, and several buying signals that indicate someone may be in-market for your product or service. 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 and put in your best email.
29:46
March 30, 2020
#056: A Five-Step SEO Strategy for Generating 30+ Inbound Leads a Week with Deepak Shukla
Deepak Shukla is the Founder and CEO of Pearl Lemon an award-winning SEO agency based in the U.K. Deepak grows companies with results-driven Search Engine Optimization. Pearl Lemon outranks bigger, better-funded competitors of their clients. By managing a distributed team of SEO nerds at Pearl Lemon, Deepak is able to draw upon the BEST talent globally. Personally, Deepak is a TedX Speaker; has appeared in Inc, Huffington Post, and the BBC; Has his own weekly webinar on SEMRush; and has personally run over 30 marathons. In this episode, we discuss the three things a prospect must be certain of before buying from you, the DRAGON framework for running an efficient sales process, and a five-step SEO strategy for unleashing a flood of inbound leads. 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 and put in your best email.
40:03
March 24, 2020
#055: How to Grow a SaaS Company from 170 to 1,000+ customers in 2.5 years by educating your prospects with Nick Malekos
Nick Malekos is a Sr. Marketer at LearnWorlds. LearnWorlds.com is an e-learning company that is transforming self-paced learning. Their white-label SaaS platform offers professional trainers, training organizations, and businesses a hassle-free way to create their own, personally-branded, online school. LearnWorlds functions as an “educational amplifier”, transforming the study of textual and video-based learning material into an interactive, social, gamified, enjoyable and notably effective learning practice. In this episode, we discuss how to market a product to a large audience, how to create "sticky" customer relationships to reduce churn, and how to find and scale marketing channels to drive exponential growth. 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 and put in your best email.
32:44
March 16, 2020
#054: Ecommerce Cold Outreach Consultation Part 2 of 2
(This is part 2 of a 2 part series) In this special episode I speak with Julian Perera, Founder of Pooches Aroma, a unique body spray for dogs. Julian has seen early success by selling his product door to door to pet stores in the Greater New York area. Julian reached out to me because he was looking for a way to get in front of more pet store owners using cold email as a marketing channel. In this episode, we discuss the technical side of cold email (how to avoid going into the spam box), how to use landing pages and video in cold email outreach, and different angles to take for cold email copywriting. 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 and put in your best email.
45:18
March 09, 2020
#053: Ecommerce Cold Outreach Consultation Part 1 of 2
(This is part 1 of a 2 part series) In this special episode I speak with Julian Perera, Founder of Pooches Aroma, a unique body spray for dogs. Julian has seen early success by selling his product door to door to pet stores in the Greater New York area. Julian reached out to me because he was looking for a way to get in front of more pet store owners using cold email as a marketing channel. In this episode, we discuss the technical side of cold email (how to avoid going into the spam box), how to use landing pages and video in cold email outreach, and different angles to take for cold email copywriting. 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 and put in your best email.
49:18
March 03, 2020
#052: How to Use Video to Grow an Online Community and Sell SaaS Software with Jakub Zajíček
Jakub Zajíček is the CMO of Pitchground and Host of the Podcast Real Talks with Jakub. In the last 2 years, Jakub has done around 300 interviews with entrepreneurs, keynote speakers, consultants, millionaires - basically anyone who has a story to share. He also runs webinars as the CMO of PitchGround. PitchGround is a community-first platform for launching and growing SaaS companies. Without any upfront costs, Pitchground helps SaaS founders generate 5-6 figures within 90 days. In this episode, we discuss a simple approach for affiliate marketing success, how Jakub used online video to build a thriving community, and how SaaS companies can use video to make more sales. 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 and put in your best email.
30:55
February 24, 2020
#051: How to Build a 100% Commission-Only Sales Team with Laura McGregor
Laura McGregor is the CEO and Co-Founder of CommissionCrowd, a global B2B sales platform that connects companies with independent, commission-only sales agents. CommissionCrowd saves companies over six figures in sales team staffing costs. It can be very frustrating and overwhelming as a business owner, executive or VP of Sales to be responsible for business growth with limited resources and budget. Her platform allows you to network and connect with professional B2B commission-only sales partners around the world; so you can increase revenues at home as well as open up brand new markets.  In this episode, we discuss how salespeople can find great commission-only opportunities, how companies can attract commission-only sales agents, and what companies must do to prepare before brining on a 100% sales rep. 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 and put in your best email.
27:09
February 17, 2020
#050: Using Cold Outreach Growth Hacks to Scale a SaaS Company from $0 to $2.5M in Less Than 2 Years with Lloyd Yip
Lloyd Yip, Founder of LWY Consulting,  helps B2B Entrepreneurs solve these problems and more by helping them scale their high ticket offerings from
40:40
February 10, 2020
#049: How to Nurture B2B Leads Until They Are Ready to Buy with Andrea Palten
Andrea Palten is a marketing expert, trainer, consultant and host of the “Marketing Guide to Grow Your Business Podcast.” She teaches service-based business owners how to develop marketing strategies that grow their businesses so they can get new clients consistently. After 18 years she quit her lucrative, executive corporate marketing career to help people go after their dreams and be their own boss of a successful business. In this episode, she talks about how to warm up cold prospects, the best way to build trust with your audience, and a three step process for turning email subscribers into customers. 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 and put in your best email.
30:45
February 03, 2020
#048: A Simple, Three Step Process for Getting Your First 500 SaaS Customers Fast with Hadji Sall
Hadji Sall is the Founder of Obsessed with SaaS, a consulting company that helps motivated SaaS founders scale past $1M ARR in less than 12 months without raising a penny in funding. When working with his clients,  Hadji uses a step by step blueprint that gets more leads and customers for your SaaS product predictably. His company allows SaaS founders to break through the noise, find a message, and build customer generating machines.  In this episode, he talks about how to avoid shiny object syndrome so you can stay focused on growing your business, why most SaaS founders struggle to grow their companies, and how to use the POP technique to generate a flood of new customers for your business. 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 and put in your best email.
29:09
January 28, 2020
#047: How to Leverage Your CRM to Sell More Effectively with David Masover
David is a Sales Consultant and Owner of David Masover Sales 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 collective needle, and how hard it can seem to even find the right levers to make a meaningful impact. David is the author of "The Salesman's Guide to Dating", "Mastering Your Sales Process" and "Managing the Sales Process". His published works all embody the essence of the work that he does with his private coaching and consulting clients, and captures the lessons learned in his career and through his efforts to improve the effectiveness of his peers, staff, trainees and clients. In this episode, he discusses the biggest mistakes companies make when using a CRM, how to select the best CRM for your business, and how sales leaders can best align with their sales teams through the use of a CRM. 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 and put in your best email.
29:12
January 21, 2020
#046: How to Scale Cold Email to Acquire 100,000+ Users with Chase Dimond
Chase Dimond is the Co-Founder of Boundless Labs, a top e-commerce email marketing agency. Since launching Boundless Labs in June of 2018,  the company has helped their clients send hundreds of millions of emails resulting in over $25 million in email attributable revenue. A few of their clients include: The Chive,  Original Grain, TUSHY and Vinyl Me Please. Chase has used cold email to scale a product he built, marketed, and managed to 500,000 visitors in 6 months without spending a single traditional advertising dollar; acquire 500,000 subscribers in 10 months for a travel email newsletter he helped launch with spending very little traditional advertising dollars; and drive over 350,000 unique clicks and responses via cold email campaigns in 2017. In this episode, he talks about his process for scaling cold email, the technical side of handling campaigns this large, and a few simple ways you can use creativity and automation to boost your positive reply rates from cold email. Free Video: How to Create a Repeatable Process for Generating High-Quality Leads and Predictably Book Your Calendar With Interested Prospects on Autopilot Without Cold Calling or Ads: https://outboundleadaccelerator.com/ Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup Case Study: How to Use Automated Cold Email Marketing to Spend $166.70 and Make $3,435.30 in Profit (2,061% ROI) – Email Templates Included: http://morgandwilliams.com/case-study
31:57
January 13, 2020
#045: Cold Outreach Consultation with a Workflow Based Cloud Management Platform (TotalCloud)
In this special episode I speak with Sayonee Sharif, Product Marketer at TotalCloud, Inc., about her company's cold outreach strategy. We discuss how TotalCloud can generate more sales meetings with an audience that's not responsive to traditional sales outreach, the three building blocks of a solid outreach campaign, how to get the attention of hard to reach prospects, and two simple things they can do to start getting more replies to their cold emails. 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 and put in your best email.
49:16
January 08, 2020
#044: How to Book Sales Meetings with C-Level Prospects with Aaron Abodeely
In this special episode I had a discussion with Aaron Abodeely, host of the Outcome Studio Podcast about how to get the attention of C-Level prospects. We also discuss how to leverage content in the outreach process, how to follow up with prospects without being pushy or "checking in," and what sales reps can do to build their platform and attract their ideal customers. 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 and put in your best email.
37:04
December 30, 2019
#043: Using Creativity in Your Cold Outreach to Generate More Leads in Less Time with Yurii Veremchuk
Yurii is Head of Business Growth at Woodpecker. Woodpecker is a sales automation tool which sends cold emails & follow-ups automatically from your own mailbox. Woodpecker allows you to track your email opens, clicks, and detect replies, even those from different email addresses. Using Woodpecker, you can contact an unlimited number of prospects daily and build predictable revenue. In this episode, Yurii discusses how to find prospects who are actively looking for your solution, how to engage those prospects so that they agree to a sales conversation, and some creative ways to generate more leads in less time. 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 and put in your best email.
28:60
December 24, 2019
#042: How to Get Your Prospect's Attention With "Unboring" B2B Marketing with Ravi Jayagopal
Ravi Jayagopal has been selling online since 1997. He has created and sold a wide range of products and services, information products, desktop software, WordPress plugins, membership sites, online courses, eBooks and Kindle books, audiobooks, premium podcast, agency services, webinars, local meetups, consulting and coaching. He has coached, trained, mentored, and consulted with thousands of clients in the last 21 years including, solopreneurs, side hustlers, small businesses, and mid-sized corporations.  He’s helped clients create profitable online businesses using digital products, membership sites, online courses, and building a recurring revenue-based digital products. He’s helped companies get more leads, make more sales, build a bigger audience, establish their brand, get more exposure in the marketplace and ultimately grow their business. Ravi is the creator of cool cast player.com host of the subscribe me.fm podcast and the co-founder and co-developer of digital access pass.com DAP for short, a membership plugin for WordPress. In this episode, he talks about the #1 B2B marketing medium you'll want to focus on in 2020 and beyond, a marketing channel that's seeing a meteoric rise in attention, and how to leverage your existing content so you can get in front of your ideal prospects. 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 and put in your best email.
30:43
December 17, 2019