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Still thinking about the deals that never closed last year because the prospect ghosted you? It’s a well-known phenomenon over the holidays. But now it’s time to re-engage and finish what was started.

Join Kyle Coleman and Caspian Lewke as they strategize about reclaiming ghost prospects. Find out how Kyle’s “pre-meeting drip” brought his 12% no-show rate down to just 2%, and how simple email content can break the silence.

Caspian is also joining us to share his own clever strategies to get you out of the ghost zone. And when it’s just not happening, you’ll learn how to recognize the signs when it’s time to move on.

Frameworks and best practices are great to have in theory, but translating all that into real-world cold outreach emails can be tricky.

Watch and learn as guest Nick Palasz rewrites cold emails, LIVE, sharing his insights on how to make your cold email outreach more effective.

He’ll also reveal some of the most common mistakes email-writing reps make, with tips on how to avoid them, and he’ll share some of the tools they use to get the job done right. Make sure to submit your own emails to events@bettermedia.xyz for live feedback!

Before you reach out to a prospect, there’s one crucial thing you must do -research.

Erik Fisher is an expert in studying prospects. He’s joining us to share what kind of research you need to do and how it will help you advance the customer’s journey. By following his strategies, you’ll be better prepared to identify opportunities and needs, know what kind of approach will work best, and understand their pain points.

You’ll take away his playbook of techniques for the most effective prospect research and become more successful in your outreach efforts.

Want to learn how to do effective cold LinkedIn outreach?

Mandy McEwen and Darren McKee are experts on it and they’re joining us to walk you through their proven frameworks for engaging high-value prospects on LinkedIn, including some lesser-known approaches to finding them.

You’ll learn the right way to engage in content, how to make the most of a “follow,” how most sellers waste time in the DMs – and what you should do instead. Get ready to fill your pipeline and book more meetings than ever.

How much thought have you given to your cadence? How many days between touchpoints, best times to send, duration, response monitoring to adjust timing… it’s a lot to master.

This is why cadence experts, Jill Bruno and Andy Mewborn are joining the show to talk about what’s working and what we should expect for the new year, including what a great cadence looks like, why they work, and how to execute them well.

Listen in and learn how to make the most impact of your messaging, and watch your response rate grow.

A lot of reps think that negotiating involves discounting but, there's a better way.

Join negotiation expert Christina Brady and learn how to start your year with powerful negotiation strategies that protect pricing integrity while driving deals forward.

This practical session will equip you with specific language patterns and response techniques. You’ll learn exactly when and how to deploy strategic incentives and how to identify and engage key decision-makers early in the sales cycle.

List building is the #1 skill in outbound today.

In this show, we’re inviting a world-class expert who’s handled list building for dozens of top sales orgs.

He’ll teach you the top tools to use for list building, tactics for coming up with list ideas, and a live demonstration of list building strategies.

Want to know what your prospects are really thinking? Then stop asking basic questions that don’t uncover the real pain.

Join expert sales coach Marcus Chan to learn advanced discovery techniques that uncover true pain points and buying motivations.

You'll get 9 specific questions and follow-ups that dive deeper than the basic surface-level inquiries and responses, gaining a true insight into their problem, and you’ll learn exactly how to follow up for maximum insight. He’ll also share the questions you don’t want to ask, and why.

As we wrap up the prospecting masterclass series, we’ve got three top experts in the field joining us: Jason Bay from Outbound Squad, plus Nick Cegelski and Armand Farrokh from 30MPC.

These ultra-successful pros are here to deliver their finest techniques for cold email, social selling, and cold calling that will drive higher conversion rates.

They’re sharing everything from email structure and personalization to social media DMs and video messaging, to cold call openings and objection responses, and all that happens in between.

Join us and learn all the best strategies for improving your outreach game, and crush your 2025 goals.

AI can be effective in just about every area of the sales process, but it’s easy to do wrong and have a negative impact.

So we’re inviting a top AI sales expert and CEO of an AI cold email company to share their perspectives and actionable advice on how to use AI in everything from list building to messaging.

You’ll learn no-BS tactics for creating high-impact outbound campaigns, that deliver more results, in less time.

The response of "Let's reconnect in the new year" often signals the start of stalled opportunities. As prospects return from holiday breaks juggling new projects and initiatives, your previously hot opportunities can quickly cool down.

Join sales experts Gabe Lullo and Tom Alaimo as they share proven strategies to maintain momentum and drive genuine urgency in your 2025 pipeline.

You’ll learn their methods to immediately restart stalled conversations and get deals back on track, how to structure your sales process to naturally create and maintain urgency throughout the entire year, and techniques for helping prospects make your solution a priority.

Getting enough quality offers out to prospects is one of the toughest metrics to hit in sales, especially when the competition is so strong. A big part of the problem is when the messaging doesn’t connect.

Join Nick Bennett as he reveals his strategy for creating compelling offers that consistently convert, using emotional drivers and strategic storytelling.

You'll learn how to align your messaging with audience values and core motivators, understand emotional drivers, and build a scalable messaging system that connects with your ICP. Nick will break down the core elements of effective offer creation and show you the specific frameworks he uses to create proposals that move deals forward.

Referrals are the best way to earn new business, with the strongest conversion rates. According to Nielsen, 92% of consumers worldwide trust a personal recommendation more than any other marketing channel.

So how do you secure referrals, and what do you do when you get them? Brian Leibel, Director of Sales Development at Ambition, has developed the strategy you need.

Watch and learn about the 3 types of referrals - how to ask for them, and the 5 steps to take when you get one. He’ll also disclose the most common mistakes you can avoid, how to overcome networking pitfalls, and how to leverage your network appropriately.

Not all prospects offer equal opportunity, so how do you identify and prioritize your accounts, and then message them in a way that gets a response?

Join us as Charlotte Johnson, top Account Executive at Salesloft, shares her methods of strategically tiering accounts and developing tier-specific messaging that gets results.

Charlotte will reveal how she evaluates prospect potential beyond company size and name recognition and develops targeted outreach strategies based on meaningful opportunity indicators.

Are your discovery conversations leading to dead ends? If they are, you are not alone.

In this show, Debra Senra will share strategies for elevating discovery conversations beyond surface-level discussions. We’ll explore frameworks for crafting questions that uncover genuine customer needs and lead to action.

She will outline methods for gathering relevant data, adapting questioning techniques in real time, and ensuring you directly address core customer challenges so you can start closing more deals.

Cold call opening lines that grab a prospect’s interest – it’s a challenge we all face. So what do we do when what worked well last quarter stops working today, or when successful openers start falling flat?

Sophie Ellis and Leslie Venetz are joining us to share their best openers as well as those that have flopped and why. They’re dissecting their methods so you can learn what’s working now, plus how to shift your strategy mid-call when you need to.

From honesty to research, to different ways to ask for a prospect’s time, these cold calling pros will have you updating your cold calling game and seeing more conversions in no time.

Kyle Rasmussen is a cold email mastermind.

He works with companies to build pipeline driving cold email systems. And he’s joining us to share his exact method.

Everything from relevance vs personalization, how to test new plays, how to scale them, and creative ideas anyone can try today.