Digital Prospecting Podcast Jimmy Coleman

In this podcast episode, B2B sales coach Paul Gassée shares lessons from scaling a SaaS company to $1 million in revenue in 13 months. Key takeaways include testing various go-to-market strategies, focusing on top-of-funnel prospecting, investing in outbound marketing, and seeking guidance from sales coaches. To work with Paul, it starts with a one-hour, no-charge consultation to determine compatibility. Paul focuses on establishing processes that enable data-driven decisions to improve sales and prospecting outcomes.
Who’s the Guest?
Paul Gassée is a B2B sales coach and consultant specializing in go-to-market strategy and sales model build-outs for early stage companies. Paul has helped dozens of startups unlock their revenue potential and scale. Before providing sales coaching to start-ups, Paul was Head of Sales at Whitetruffle where he successfully launched the recruiting platform's SaaS offering and grew the business from $0 to 1MM in ARR in less than 13 months.

Highlights
Importance of prospecting and determining the top of the sales funnel Paul's experience at Whitetruffle, where he helped launch the recruiting platform SaaS offering and grew the business from zero to $1 million in annual recurring revenue in less than 13 months Working with Y Combinator clients and the benefits of having a trusted resource in sales coaching and consulting The case study of Whitetruffle, discussing the importance of testing and knowing when to put a bullet in a particular go-to-market tactic or sales tactic The value of recognizing when a tactic isn't working and saving time, energy, and resources by avoiding dead-end paths Emphasizing the importance of focusing on the top of the sales funnel at an early stage Focusing on finding ways to control the sale for better conversion rates and less leakage in the sales funnel Testing and learning from the market for better go-to-market strategies and tactics Scaling automated email outbound campaigns based on interest rates at various lead sizes, from 100 to 400 leads Selling the next step and providing value to prospects by understanding their perspective and offering industry trends, best practices, or tangible insights Reflection on balancing between annual deals and keeping hand on the pulse, weighing product-market fit and churn Offering one-hour sales consultations as an opportunity to pay it forward and gauge compatibility between potential clients and Paul's coaching style


Episode Resources Connect with Jimmy Coleman https://www.facebook.com/LeadBallers https://www.leadballer.com/?fbclid=IwAR3hYoOKjHaJNYsTbPU-1bE61Qtgpv7yudV1R1FKKi7-RUwdbiyYXf4OVNE https://www.linkedin.com/in/jimmy-grow-give/ Connect with Paul Gassée Blog/Website: www.paulgasee.com Testimonials: https://paulgassee.com/testimonial/ LinkedIn Profile: https://www.linkedin.com/in/paulgassee/ Twitter: https://twitter.com/Paul_Gassee  

In today's rapidly changing business landscape, leveraging cutting-edge solutions like regie.ai is no longer a luxury - it's a necessity for sales and marketing professionals who strive for excellence in prospecting and personalizing their outreach efforts. Embracing AI-powered tools can significantly enhance your performance, empowering you to stand out in a crowded marketplace and capture the undivided attention of your target audience.
With effective integration of AI tools into your sales and marketing processes, you can unlock unprecedented potential for growth, drive innovation, and cultivate a competitive edge. This powerful synergy of AI and human touch not only fosters authenticity and accuracy in your strategies but also elevates your outreach to new heights.
Who’s the Guest?
Amelia Taylor is the GTM Strategist of regie.ai. She specializes in AI content creation for modern GTM teams, meeting buyers where they "live testing” GTM strategies and techniques, backed by EQ + IQ, knowing both are wildly important for success.

Highlights
AI is not the enemy; it's a tool to enhance efficiency and productivity Early adoption of AI can provide a significant advantage in the business world Utilizing AI for targeted prospecting can generate valuable results and insights With AI tools like regie.ai, you can personalize your outreach at scale by incorporating aspects like the company's mission statement Never underestimate the importance of doing your homework, knowing your target's interests or recent company updates can improve the efficiency of AI-powered outreach campaigns Balancing AI-generated content with a human touch can create highly effective outreach campaigns that resonate with the target audience Trust in the power of AI and providing honest feedback can lead to a more refined and impactful user experience Collaborating with others and sharing knowledge about AI can lead to collective growth and innovation AI can enhance your communication and help build stronger connections with prospects through personalized messaging


Episode Resources Connect with Jimmy Coleman https://www.facebook.com/LeadBallers https://www.leadballer.com/?fbclid=IwAR3hYoOKjHaJNYsTbPU-1bE61Qtgpv7yudV1R1FKKi7-RUwdbiyYXf4OVNE https://www.linkedin.com/in/jimmy-grow-give/ Connect with Amelia Taylor https://www.regie.ai/ https://www.linkedin.com/in/amelia-taylor1/  

Matt, the founder of Coldlytics, explains how having the correct data is crucial for campaigns and how Coldlytics sets itself apart from other data companies by having human researchers find specific email contacts instead of just relying on database scraping. He also shares unique ways to curate lists, such as using Google Maps and LinkedIn Learning. Matt recommends that businesses split test prospecting methods and compare their client acquisition costs to determine what works best for them. He also discusses how businesses can test out Coldlytics' product with a paid trial option of $15 for 25 leads and emphasizes the importance of taking action and not getting stuck in analysis paralysis.

Highlights
How Matt McQuinn got started with prospecting and growing Coldlytics 98% of learning comes from making mistakes, so just take action and learn from it Data is the most important thing at the top of the funnel in prospecting Matt's experience in dealing with people at the top of the funnel comes from working in outbound deal origination for mergers and acquisitions for business brokers and investment banks Coldlytics is a platform that provides high-quality prospecting lists by having human researchers go out and find direct contact information for small businesses that are overlooked by big data companies Coldlytics is a premium provider that saves time and creates efficiency for scaling, but for startups with limited budgets, they should focus on taking action even with cheap lists from other providers to learn from mistakes The most important thing is taking action and getting started, as experience is invaluable


Episode Resources Connect with Jimmy Coleman https://www.facebook.com/LeadBallers https://www.leadballer.com/?fbclid=IwAR3hYoOKjHaJNYsTbPU-1bE61Qtgpv7yudV1R1FKKi7-RUwdbiyYXf4OVNE https://www.linkedin.com/in/jimmy-grow-give/ Connect with Matt McQuinn https://www.coldlytics.com/ https://www.linkedin.com/in/matt-mcquinn/?originalSubdomain=ca 

Believe it or not, there are more than 32.5 million small businesses in the United States, which account for 99.9 percent of all the businesses in the nation.
In a space where the competition is stiff and challenging, how can you ensure that you are growing and meeting with your target market?
In this episode, Jimmy welcomes Stu Heinecke, the “Father of Contact Marketing” and author of the book "How To Get A Meeting With Anyone" to talk about getting a meeting with people rather than just closing the deal. He shares the importance of connecting with enterprise level decision makers in order to be successful in selling. Stu emphasizes that if you can't get meetings, you can't sell and that connecting with others is essential for success in life.
Stu believes that the key to creating an effective contact campaign is to do something outrageous that will make people stop and take notice. He believes that by doing something different, he can get an unfair advantage in sales calls. He also thoroughly discusses the Weed Process, his strategies, and his new book "How to Grow Your Business Like a Weed".
Who’s the Guest?
Stu Heinecke started his career combining marketing with a one-in-a-million mentorship with top cartoonists from The New Yorker, resulting in a new genre of direct mail and hundreds of record-breaking campaigns for some of the world’s biggest direct marketers. A twice-nominated hall of fame marketer, bestselling business author and Wall Street Journal cartoonist, Stu’s first book, How to Get a Meeting with Anyone, was named one of the Top 64 Sales Books of All Time.
His latest release, How to Grow Your Business Like a Weed, lays out a complete model for explosive business growth, based on the strategies, attributes and tools weeds use to grow, expand, dominate and defend their turf. The Total Weed Award from Stu’s book is a new collaboration with the Nasdaq Entrepreneurial Center and a major business news outlet, to recognize weed-like growth among entrepreneurs, startups and investors.
Stu has collaborated with several of the world’s top management, ideation, sales, branding and publishing experts to produce a series of small-group/high-dollar strategy sessions in bucket-list locations, including Vail, the Louvre, Dubai, Barcelona and Sedona.
His story is currently under consideration for a reality TV show, tentatively titled “Chief Weed Officer.” He lives on a beautiful island in Puget Sound, Washington.
Highlights
1:57 Different things to love about the book, How to Get a Meeting with Anyone 7:20 The unfair advantage when meeting people for your business 8:04 Creative strategies for connecting with people 9:57 Unique campaigns and resourcefulness for meeting success 12:46 The power of contact marketing 16:03 Writing short copy that moves people 20:57 The value of relevant and timely communication especially in doing sales outreach 26:20 Humanizing communications and appreciating impactful work 29:41 The weeds model: Growing your business like a weed 35:29 Exploring the unfair advantages in business 38:34 Identifying and utilizing business strategies 39:50 Using the vine strategy in growing your business 40:27 Collaboration: The key to unlocking unprecedented success 43:06 Exploring growth summit opportunities in bucket list locations around the world 46:12 The mindset and framework of meeting VIPs like Richard Branson 48:41 Different ways to get in touch with Stu Heinecke 51:18 Preparing for market connections and turning your company into a movement  
Episode Resources
Connect with Jimmy Coleman https://www.facebook.com/LeadBallers https://www.leadballer.com/?fbclid=IwAR3hYoOKjHaJNYsTbPU-1bE61Qtgpv7yudV1R1FKKi7-RUwdbiyYXf4OVNE https://www.linkedin.com/in/jimmy-grow-give/ Connect with Stu Heinecke https://stuheinecke.com/ https://www.linkedin.com/in/stuheinecke https://twitter.com/bystuheinecke https://www.amazon.com/stores/author/B073C58ZQ3 https://www.instagram.com/stuheinecke

Do you agree with the saying “Sell people what they want.”? Give people what they need.
Jimmy welcomes the first guest of the Digital Prospecting Podcast, Cole Taylor. Together, they discuss Cole’s experiences working with Leadballer. Cole also shares the biggest things that set him apart from business owners. They also debunk why people are not playing the number’s game.

Highlights
What’s the starting line for Cole Taylor? - 1:24 Experience working with Leadballer. - 1:55 Working people who say yes to anyone who gives them money. - 4:23 Where Cole is prior to working with Jimmy and what changed. - 5:32 Breaking down what works. - 9:07 Figuring out how to speak with people: What will convert best and what do they want to hear? - 10:15 Two biggest things that set Cole apart. - 12:21 Speaking through the pain of the prospect. - 15:04 Why aren't all people playing the number’s game? 16:15 Knowing what are the things to say. - 17:31 Sometimes, the vehicle to solve that problem is irrelevant. - 19:33 What Cole has to say to people who would like to work with Leadballer, but are still on the fence. - 21:27 Best ways to get in touch with Cole. - 23:14


Episode Resources Connect with Jimmy Coleman https://www.facebook.com/LeadBallers https://www.leadballer.com/?fbclid=IwAR3hYoOKjHaJNYsTbPU-1bE61Qtgpv7yudV1R1FKKi7-RUwdbiyYXf4OVNE https://www.linkedin.com/in/jimmy-grow-give/ Connect with Cole Taylor cole@thestartingline.fit https://www.facebook.com/coletaylorfitness/ https://www.linkedin.com/in/coledavidtaylor 

LeadBaller's Chief Giver, Jimmy Coleman is fueling business relationships with authority. Tune in to his Digital Prospecting Podcast for ideas on account based processing and the importance of growing your B2B relationship.