Episode 25: Highly Effective Prospecting, with Thibaut Souyris

Stronger Sales Teams with Ben Wright

In this episode of Stronger Sales Teams, we welcome Thibaut Souyris, founder of Sales Labs, as he shares his insights on the changing landscape of prospecting in B2B sales. He emphasizes the importance of understanding human psychology and particularly that of trying to tap into peoples internal motivations. Thibaut discusses the challenges of reaching prospects in a world saturated with cold emails and calls, and offers strategies for standing out and starting meaningful conversations. He highlights the need for Sales Leaders to understand the motivations of their team members and create an environment that aligns with their needs. Thibaut also explores the role of AI in prospecting and the importance of crafting quality messages that resonate with potential customers.

Key Takeaways:

• Prospecting has become more challenging due to the abundance of connections being online, or happening virtually.
• Building a habit of consistent prospecting is crucial for success, but it's also important to experiment with different tactics and channels.
• Understanding human psychology and focusing on trying to uncover an individual's unique motivations.
• Sales Leaders should invest time in understanding the ideal customer profile and the problems their team can solve for potential customers.
• Active listening and understanding the motivations of team members are essential traits for successful sales leaders.

About Our Guest:

Thibaut Souyris is a successful entrepreneur, corporate leader, and expert sales coach. With over a decade of experience in selling technology products, he now focuses on training and coaching salespeople to improve their prospecting skills. He is the founder of Sales Labs, where he provides online training and coaching programs to help sales teams book more meetings and generate pipelines. Thibaut Souyris is also a published author and has been featured on various podcasts and platforms.

Rate, Review, & Follow

If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!
I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.