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Blissful Prospecting | B2B Outbound Sales with JBay
Blissful Prospecting | B2B Outbound Sales with JBay
Blissful Prospecting

This podcast is for B2B reps and sales teams who love landing big meetings with prospects—but hate not getting responses to their... more

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Episodes

176) Learnings from sending 2M+ cold emails with Joel Graber

Joel Graber is the Founder and CEO at Modern Outbound. In this episode, Joel shares what he's learned... more

25 Jan 2022 · 53 minutes
175) Unorthodox lead generation with AJ Cassata

AJ Cassata is a Founder & Director Of Sales Training at Revenue Boost. In this episode, AJ shares... more

18 Jan 2022 · 42 minutes
174) How 7-figure earner Brandon Fluharty sells

Brandon Fluharty is the VP of Strategic Account Solutions at LivePerson. In this episode, Brandon talks about his journey... more

11 Jan 2022 · 55 minutes
173) Sales DNA and traits of successful reps with Alex McNaughten

Alex McNaughten is a Founder and Leadership Coach at Sales Leaders. In this episode, Alex talks about the inherent... more

04 Jan 2022 · 51 minutes
172) Customer connection campaigns and customer service-oriented outbound with Jason Serota

Jason Serota is the Head of Growth Business Development in North America at Adobe. In this episode, Jason shares the... more

28 Dec 2021 · 41 minutes
171) Intent data and personalizing the outbound journey with Alex Austin

Alex Austin is a Director of Global Business Development at Media Effect. In this episode, Alex shares more on... more

21 Dec 2021 · 44 minutes
170) Earning 7-figures, #1 Salesforce rep, landing $100M in career sales with Ian Koniak

Ian Koniak is the Founder and President of Ian Koniak Sales Coaching. In this episode, Ian shares the story,... more

14 Dec 2021 · 51 minutes
169) Cold Calling: How to nail the first 7 seconds with Chris Beall

Chris Beall is the CEO of Connect&Sell.

07 Dec 2021 · 49 minutes
168) LEADERS SERIES EP 11 - Leading from the back with SDR Manager John Weiler

John Weiler is an SDR Manager at Path Robotics. In this episode, Jason talks to one of his clients about... more

30 Nov 2021 · 58 minutes
167) The Recap: Challenging your prospects

Ethan Parker is the Head of Sales at Altisales. In this episode, Ethan Parker and Jason Bay go behind... more

25 Nov 2021 · 49 minutes
166) SKILLS SERIES: Tonality in your cold calls

In this Skills Series episode, I talk about the importance of tonality in your cold calls. This episode is brought... more

23 Nov 2021 · 9 minutes
165) SKILLS SERIES: Don't like to prospect? Listen to this episode.

18 Nov 2021 · 4 minutes
164) SKILLS SERIES: The perfect cold call opener

In this Skills Series episode, I share the perfect cold call opener. This episode is brought to you by Outplay. Visit here for... more

16 Nov 2021 · 7 minutes
163) SKILLS SERIES: Decisions vs. outcomes

In this Skills Series episode, I talk about the importance of separating decisions from outcomes. This episode is brought... more

11 Nov 2021 · 4 minutes
162) Bulletproof Selling with Shawn Rhodes

Shawn Rhodes is the Chief Sales Sergeant at Bulletproof Selling. In this episode, Shawn shares his 3 Ms outbound... more

09 Nov 2021 · 56 minutes
161) The Recap: Cold Facetiming, good vs. bad sales content, LinkedIn polls

Ethan Parker is the Head of Sales at Altisales. In this episode, Ethan Parker and Jason Bay go behind... more

02 Nov 2021 · 44 minutes
160) The Recap: Running out of time in sales calls, splitting the ambivalence, quality vs. quantity

Ethan Parker is the Head of Sales at Altisales. In this episode, Ethan Parker and Jason Bay go behind... more

26 Oct 2021 · 37 minutes
159) The Recap: "We already do that," familiarity in outbound, pitching too soon in discovery, and much more

Ethan Parker is the Head of Sales at Altisales. In this episode, Ethan Parker and Jason Bay go behind... more

19 Oct 2021 · 41 minutes
158) Cold Calling - Steal this formula if you hate making mediocre cold calls with Belal Batrawy

Belal Batrawy is the Head of GTM & Customer Evangelism at GTM Buddy. This is the audio version of... more

12 Oct 2021 · 58 minutes
157) The Recap: Preventing Burnout, Inbound vs. Outbound, Discovery, Listening Skills, and much more

Ethan Parker is the Head of Sales at Altisales. In this episode, Ethan Parker and I go behind the... more

05 Oct 2021 · 49 minutes
156) LEADERS SERIES EP 10 - Karen Kelly on being a world-class sales coach

Karen Kelly is a Sales Coach and the CEO of K2 Performance Consulting. In this episode, Karen shares how... more

28 Sep 2021 · 51 minutes
155) SALES RANTS: Confidence and finding impact during discovery with Jeff Bajorek

Jeff Bajorek is a Podcast Host and a Consultant at Parabola Consulting. In this episode, Jeff and I dig... more

21 Sep 2021 · 20 minutes
154) SALES RANTS: Mark Hunter on "just checking in" and combining phone/email

Mark Hunter is "The Sales Hunter". In this episode, Mark and I dig into follow up and using the... more

14 Sep 2021 · 15 minutes
153) SALES RANTS: Finding your "why", planning for the unexpected, and more with Jeff Bajorek

Jeff Bajorek is a Podcast Host and a Consultant at Parabola Consulting. In this episode, Jeff and I dig... more

07 Sep 2021 · 34 minutes
152) Leslie Venetz on enterprise prospecting

Leslie Venetz is the Head of Sales at Procurement Leaders. In this episode, Leslie tells us everything we need to... more

31 Aug 2021 · 47 minutes
151) Steal this discovery call formula if you hate getting ghosted with Meghann Misiak

Meghann Misiak is the Founder of The Path to President's Club. This is an audio excerpt from a webinar... more

24 Aug 2021 · 58 minutes
150) Belal Batrawy on sales psychology top reps use to book more meetings and close more sales

Belal Batrawy is a SaaS Startup Advisor at Death to Fluff. This is an audio excerpt from a webinar Belal... more

17 Aug 2021 · 58 minutes
149) Kristina Finseth on mastery of channels when prospecting

Kristina Finseth is a Director of Growth Marketing at Interseller. is back again to talk about the importance of... more

10 Aug 2021 · 54 minutes
148) SALES RANTS: Working the bottom of your funnel first, rejection, working in bite-sized projects, and limiting procrastination with Jeff Bajorek

Jeff Bajorek is a Podcast Host and a Consultant at Parabola Consulting. In this episode, Jeff Bajorek and I dig... more

05 Aug 2021 · 25 minutes
147) SKILLS SERIES - How to eliminate procrastination

In this episode, I talk about how you can eliminate procrastination using a tip from the late Kobe Bryant.... more

03 Aug 2021 · 5 minutes
146) SKILLS SERIES - Get Shit Done Sessions

In this episode, I share what you can do to mix up your cold calling power hours with productive Get... more

29 Jul 2021 · 4 minutes
145) Charles Muhlbauer on building a discovery conversation roadmap

Charles Muhlbauer is a Lead Enablement Manager at CB Insights. In this episode, Charles gives a masterclass in discovery.... more

27 Jul 2021 · 50 minutes
144) Jordana Zeldin on the D.I.S.A.R.M. discovery agenda setting framework

Jordana Zeldin is the Founder and Sales Coach at Spriing Training. In this episode, Jordana digs into discovery and her... more

22 Jul 2021 · 51 minutes
143) LEADERS SERIES EP 9 - Jesse Gittler on creating buy-in and getting your reps to go the extra mile

Jesse Gittler is a Senior Sales Development Manager at PatientPop. In this episode, Jesse goes behind the scenes of a... more

20 Jul 2021 · 51 minutes
142) Patrick Downs on spotlight questions and improving messaging

Patrick Downs is a Team Lead at PandaDoc. In this episode, Patrick shares several killer outbound techniques. Spotlight questions to... more

15 Jul 2021 · 51 minutes
141) LEADERS SERIES EP 8 - Capturing "coaching moments" with Mike Adams, founder of Grain.co

Mike Adams is the Founder of Grain. In this episode, Mike shares how you can capture coaching moments that... more

13 Jul 2021 · 41 minutes
140) LEADERS SERIES EP 7 - Reducing outbound waste with Marcus Cauchi

Marcus Cauchi is the Chairman of SalesDRIIVN. In this episode, Marcus goes off on the 99.9997% of waste effort... more

08 Jul 2021 · 51 minutes
139) Ryan Staley on decision-making funnels

Ryan Staley is a Founder and CEO at Whale Boss. In this episode, Ryan shares his framework for finding... more

06 Jul 2021 · 37 minutes
138) Jordan Benjamin on how to run your life and create a personal operating system

Jordan Benjamin is the Founder of My Core OS. In this episode, Jordan shares a killer four-part framework he learned... more

01 Jul 2021 · 49 minutes
137) Cold Email: How to pattern interrupt the way recruiters do with Taylor Duncan and Shane Shown

Taylor Duncan is a Chief Operating Officer at NxT Level. While Shane Shown is a Chief Executive Officer and... more

29 Jun 2021 · 48 minutes
136) SALES RANTS: Prospecting narcissism, reluctance to change, cost objections with Jeff Bajorek and Jenn Walsh

Jenn Walsh is the Founder and Executive Coach at GenuineShift, and Jeff Bajorek is a Consultant and Podcast Host... more

24 Jun 2021 · 25 minutes
135) SKILLS SERIES - "Curating content" doesn't build authority, do this instead

In this episode, I talk about the importance of being a "best practices broker" for your clients. Resources mentioned... more

22 Jun 2021 · 7 minutes
134) SKILLS SERIES - Planning your activity

In this episode, I talk about the importance of knowing your numbers. You'll learn a simple formula for calculating your... more

17 Jun 2021 · 8 minutes
133) Live cold calling workshop

This is an audio excerpt from a live workshop I did on cold calling with a group of a... more

15 Jun 2021 · 1 hour, 1 minute
132) Case Study: How Ethan Parker increased his cold call meeting booked rate from 7.5% to 30%+

Ethan Parker is a Senior Enterprise Account Executive at Brandcast. This is an audio excerpt from a webinar we... more

10 Jun 2021 · 59 minutes
131) Cold Calling: David Priemer on how you're messing up the easiest part

David Priemer is a Founder and Chief Sales Scientist at Cerebral Selling. In this episode, David Priemer is... more

08 Jun 2021 · 56 minutes
130) Insurance Brokers: 3 proven strategies to grow your pipeline

Jenn Walsh is the Founder of GenuineShift. In this episode, you'll hear the audio snippet from a LinkedIn live I... more

03 Jun 2021 · 47 minutes
129) Charlotte Johnson on cutting the fluff and viewing from your prospect's eyes

Charlotte Johnson is the Sales Development Representative at SalesLoft. In this episode, Charlotte shares some really great techniques for learning... more

01 Jun 2021 · 44 minutes
128) Becoming expert advisors, finding pain, and creating urgency with Ryan Heaphy

Ryan Heaphy is the Director of Sales at Qualia. In this episode, Ryan spends some time teaching us how to... more

27 May 2021 · 49 minutes
127) James Bawden on “bad advice” that actually works

James Bawden is the Vice President of Sales Development at SalesGig. In this episode, James shares all of the typical... more

25 May 2021 · 48 minutes
126) LEADERS SERIES EP 7 - Alex Newmann on how to identify why revenue is stalling

Alex Newmann is the Founder and CEO of Newmann Consulting Group. In this episode, Alex and I talk about five... more

20 May 2021 · 46 minutes
125) Matt Wolach on the Perfect D.E.A.L. Process

Matt Wolach is a Founder at Xsellus. In this episode, Matt and I focus on our conversation on discovery. If... more

18 May 2021 · 49 minutes
124) LEADERS SERIES EP 6 - Kayla Cytron-Thaler on onboarding and leading an SDR team

Kayla Cytron-Thaler is the Head of Sales at Canny. In this episode, we welcome Kayla back for a second time! Instead... more

13 May 2021 · 42 minutes
123) Prospecting to IT executives with David Silverstein and Randy Gaboriault

David Silverstein is a Regional Vice President at ePlus. In this episode, I'm doing something very different. It's focused very... more

11 May 2021 · 46 minutes
122) Larry Long Jr. on creating a mindset for success

Larry Long Jr. is the Director of Collegiate Sales at Teamworks. In this episode, Larry shares a lot of great... more

06 May 2021 · 46 minutes
121) Cold Calling: How to be disarmingly blunt and drop the formality with Nick and Armand

Nick and Armand are the hosts of the 30 Minutes to President's Club podcast.

04 May 2021 · 55 minutes
120) Meghann Misiak on the three whys of great discovery

Meghann Misiak is the Founder of The Path to President's Club. In this episode, Meghann and I mix it up... more

29 Apr 2021 · 40 minutes
119) Kyle Vamvouris on why we need to stop the prospecting porn

Kyle Vamvouris is a CEO at Vouris.

27 Apr 2021 · 49 minutes
118) LEADERS SERIES EP 5 - Christine Rogers on hiring, onboarding, and growing a world-class sales team

Christine Rogers is the President & COO at Aspireship. In this episode, Christine and I talk about how to hire,... more

22 Apr 2021 · 49 minutes
117) How top SDR at PandaDoc Jed Mahrle prospects

Jed Mahrle is a Sales Development Representative at PandaDoc. In this episode, Jed and I dig into his entire outbound... more

20 Apr 2021 · 46 minutes
116) SALES RANTS: Why COVID is great for sales, apologies vs. acknowledgement, morning routines, the problem with feedback with Jeff Bajorek and Jason Bay

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff and I dig into these... more

15 Apr 2021 · 29 minutes
115) LEADERS SERIES EP 4 - Ethan Hall on teaching your team "relationship building extras"

Ethan Hall is the Sales Development Manager at TOPS Software. In this episode, Ethan shares his journey in becoming Sales... more

13 Apr 2021 · 47 minutes
114) SKILLS SERIES - Prospects don’t need apologies, they need acknowledgement

In this episode, I talk about what you can do instead of apologizing during your cold calls. Resources mentioned in... more

08 Apr 2021 · 5 minutes
113) SKILLS SERIES - No-oriented questions, we're taking this too far

In this episode, I talk about a very popular technique right now around asking no-oriented questions. And how you... more

06 Apr 2021 · 6 minutes
112) SKILLS SERIES - Don’t be “nice” to your prospects

In this episode, I share a personal story about being too nice and how it affected my personal and business... more

01 Apr 2021 · 6 minutes
111) SKILLS SERIES - How to handle "not interested" through email

In this episode, I talk about how to handle "not interested" when prospects email you back. Resources mentioned in... more

30 Mar 2021 · 6 minutes
110) SALES RANTS: Zoom Fatigue, how to make team meetings more fun, phone vs. video meetings, and how to scale your time with Jeff Bajorek and Jason Bay

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff and I dig into these... more

25 Mar 2021 · 28 minutes
109) Ethan Beute on using video to rehumanize your prospecting

Ethan Beute is the Chief Evangelist of BombBomb.

23 Mar 2021 · 45 minutes
108) SKILLS SERIES - Troubleshoot cold emails with this checklist

In this episode, I share a checklist of things I use to troubleshoot underperforming cold emails. Learn how to address... more

18 Mar 2021 · 10 minutes
107) SKILLS SERIES - The Killer Week Blueprint™

In this episode, I share a framework called The Killer Week Blueprint™. Wondering how best to set up your... more

16 Mar 2021 · 11 minutes
106) SKILLS SERIES - How to follow up when prospects don't respond

In this episode, I share two follow up techniques guaranteed to boost your positive reply rates. Resources mentioned in the... more

11 Mar 2021 · 5 minutes
105) SKILLS SERIES - The Problem Finder

09 Mar 2021 · 10 minutes
104) SKILLS SERIES - Using LinkedIn to find low-hanging fruit

In this episode, I share five ways you can use LinkedIn to finding low-hanging fruit opportunities. Resources mentioned in the... more

04 Mar 2021 · 7 minutes
103) SKILLS SERIES - The "Short and C-Suite" Cold Email™

In this episode, I share a framework called the "Short and C-Suite" Cold Email™. Your prospects have the attention... more

02 Mar 2021 · 9 minutes
102) SALES RANTS: Mastery, toxic positivity, mediocrity, and personal problems with Jeff Bajorek and Jason Bay

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on... more

25 Feb 2021 · 28 minutes
101) James Harper on cold calling, ringless voicemail, and LinkedIn

James Harper is the Founder of AgencyFlare.

23 Feb 2021 · 50 minutes
100) SALES RANTS: Intent, novelty vs. context, rejection, and professional discovery with Jeff Bajorek and Jason Bay

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on... more

18 Feb 2021 · 28 minutes
99) Mitch Pelroy on inbound vs. outbound prospecting and transactional vs. relationship selling

Mitch Pelroy is an Inside Sales Executive at BombBomb. In this episode, Mitch shares a TON of actionable tips on... more

16 Feb 2021 · 47 minutes
98) Nick Capozzi on video, building rapport, and being more personable

Nick Capozzi is the CEO at SalesPitching. In this episode, Nick shares his journey starting out in sales on cruise... more

11 Feb 2021 · 39 minutes
97) Zoe Hartsfield on sending 4,000 personalized videos as a BDR

Zoe Hartsfield is a Community Marketing Associate at BombBomb.

09 Feb 2021 · 52 minutes
96) SALES RANTS: First to respond, "are you sure?", sending your tech on vacation and more with Jeff Bajorek and Jason Bay

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on... more

04 Feb 2021 · 29 minutes
95) LEADERS SERIES EP 3 - Jeff Swan on sequencing, continuous optimization, and autonomy

Jeff Swan is a Founder and Chief Playmaker at RevUp Sales. In this episode, Jeff talks about how much autonomy... more

02 Feb 2021 · 46 minutes
94) Will Allred on the four C's email etiquette

Will Allred is the Co-Founder and COO at Lavender. In this episode, Will shares the four C's of email etiquette.... more

28 Jan 2021 · 49 minutes
93) SKILLS SERIES - Deflating Objections

In this episode, I share a few frameworks for deflating objections. You'll learn to use the EVO Objection Handling Framework™... more

26 Jan 2021 · 13 minutes
92) SKILLS SERIES - Cold Calling: From Reluctant to Confident™

In this episode, I share a framework for cold calling. You'll learn how to work with gatekeepers (I prefer calling... more

21 Jan 2021 · 25 minutes
91) SKILLS SERIES - The REPLY Method™

In this episode, I share a framework called the REPLY Method™. You'll learn a repeatable messaging structure you can apply... more

19 Jan 2021 · 22 minutes
90) SKILLS SERIES - The Perfect-Fit Identifier™

In this episode, I share a framework called The Perfect-Fit Identifier™. You'll learn a framework for going beyond Ideal Client... more

14 Jan 2021 · 16 minutes
89) LEADERS SERIES EP 2 - Daniel Kushner on building an internal coaching culture

Daniel Kushner is a CEO at Oktopost. In this episode, Daniel shares how to create an internal coaching culture and... more

12 Jan 2021 · 29 minutes
88) SKILLS SERIES - KISS (Keep It Simple Sequencing)™

In this episode, I share a framework called KISS (Keep It Simple Sequencing). You'll learn the structure behind a great... more

07 Jan 2021 · 10 minutes
87) SALES RANTS: When enough is enough, creating a narrative, acting as if, and more with Jeff Bajorek and Jason Bay

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig... more

05 Jan 2021 · 33 minutes
86) Tyler Lessard on the state of video prospecting & selling moving into 2021

Tyler Lessard is the VP of Marketing and Chief Video Strategist at Vidyard. In this episode, Tyler digs into everything... more

31 Dec 2020 · 50 minutes
85) LEADERS SERIES EP 1 - Armand Farrokh on how to be a badass sales manager

Armand Farrokh is the Sales Manager at Pave. In this episode, Armand Farrokh digs into what it takes to be... more

29 Dec 2020 · 50 minutes
84) Kristina Jaramillo on personalization and prospecting through LinkedIn

Kristina Jaramillo is the Founding Partner at Personal ABM. In this episode, Kristina Jaramillo talks about a concept she calls... more

24 Dec 2020 · 46 minutes
83) SALES RANTS: Dressing the part, values vs. pain, New Year's Resolutions, and more

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig into... more

22 Dec 2020 · 31 minutes
82) Building business acumen and lessons learned from sending 1,600+ videos with David McHale

David McHale is a Principal at HailBytes. In this episode, David McHale shares his 22-part onboarding process for ramping reps... more

17 Dec 2020 · 47 minutes
81) Billy Bateman on prospecting through chat plays

Billy Bateman is a VP of Operations at ChatFunnels. In this episode, Billy Bateman shares prospecting plays you can run... more

15 Dec 2020 · 38 minutes
80) Erika Fuchs on hitting 300% of quota in her first 2 months

Erika Fuchs is a Sales Development Representative at Falcon.io. In this episode, Erika shares how she's been able to hit... more

10 Dec 2020 · 48 minutes
79) BONUS: Sales rants with Jeff Bajorek

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig... more

08 Dec 2020 · 29 minutes
78) Ned Arick on creating an outbound process from scratch

Ned Arick is the Head of Sales at Canny. In this episode, Ned digs into three main areas: his process... more

03 Dec 2020 · 54 minutes
77) Brian Margolis on productivity, accountability, and creating super habits

Brian Margolis is the Owner of ProductivityGiant.

01 Dec 2020 · 48 minutes
76) Black Friday Bonus: 6 quick-hitting tips for your prospecting and sales calls

In this episode, I share 3 tips to improve your cold calls and 3 tips to improve your discovery... more

27 Nov 2020 · 13 minutes
75) BONUS: Sales rants with Jeff Bajorek

Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I dig through... more

26 Nov 2020 · 31 minutes
74) Kevin Clark on building a coaching culture

Kevin Clark is the SVP of Revenue of Synup. In this episode, Kevin shares how he and his team have... more

24 Nov 2020 · 43 minutes
73) Nick Cegelski on cold calling, routines, and habit stacking

Nick Cegelski is an Enterprise Account Executive at SurePoint Technologies. In this episode, Nick does a deep dive into his... more

19 Nov 2020 · 1 hour, 2 minutes
72) Andy Paul on self-directed coaching, motivation, and empathy

Andy Paul is the Founder of The Sales House. In this episode, we dig into habits and how you can... more

17 Nov 2020 · 44 minutes
71) BONUS: Cold call breakdown with Tim

In this episode, we break down a cold call from Tim Vickers. Resources mentioned in the episode: Wingman http://trywingman.com/... more

12 Nov 2020 · 13 minutes
70) BONUS: Cold call breakdown with Jon

In this episode, we break down a cold call from Jon Mahan. Resources mentioned in the episode: Wingman http://trywingman.com/... more

10 Nov 2020 · 14 minutes
69) BONUS: Cold call breakdown with Jordan

In this episode, we break down a cold call from Jordan Greek. Resources mentioned in the episode: Wingman http://trywingman.com/... more

05 Nov 2020 · 22 minutes
68) Mary Grothe on the behavioral quotient for success in sales

Mary Grothe is the CEO of Sales BQ. In this episode, we talk about BQ. You’ve heard about IQ... more

03 Nov 2020 · 53 minutes
67) Shruti Kapoor on COVID trends from analysis of 222,577 sales calls

Shruti Kapoor is the CEO of Wingman. In this episode, we dig into COVID trends from their analysis of over... more

29 Oct 2020 · 46 minutes
Blissful Prospecting | B2B Outbound Sales with JBay
68) Mary Grothe on the behavioral quotient for success in sales
Blissful Prospecting | B2B Outbound Sales with JBay
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Listen now on

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Stitcher
Castbox
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Podcast Addict
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Player FM
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Description

Mary Grothe is the CEO of Sales BQ. In this episode, we talk about BQ. You’ve heard about IQ and EQ.... more