4 steps to building a problem calculator, with Thibaut Souyris

02/20/24 • 3 min

In this episode of the B2B Sales Podcast, Thibaut unveils the power of creating a problem calculator for effective prospecting. Learn how to identify significant, quantifiable problems, connect them to measurable metrics, and build a compelling before-and-after calculator. Thibaut shares the strategy to tease this calculator in prospecting messages, capturing curiosity and prompting more replies.

Main Topics Covered

Identifying Prospect Problems: The importance of finding massive, quantifiable issues your prospects care about.
Connecting Problems to Metrics: Matching the identified problem with a metric your solution directly impacts.
Building Before-and-After Calculators: Creating a simple yet impactful calculator to showcase the potential improvement.
Teasing the Calculator in Messages: Crafting prospecting messages that tease the calculator to capture curiosity and prompt replies.

Important Links

Sign up for the Tactical Selling Newsletter for further assistance: Tactical Selling Newsletter
Access the example problem calculator: Calculator Example

Main Topics Covered

Identifying Prospect Problems: The importance of finding massive, quantifiable issues your prospects care about.
Connecting Problems to Metrics: Matching the identified problem with a metric your solution directly impacts.
Building Before-and-After Calculators: Creating a simple yet impactful calculator to showcase the potential improvement.
Teasing the Calculator in Messages: Crafting prospecting messages that tease the calculator to capture curiosity and prompt replies.

Important Links

Sign up for the Tactical Selling Newsletter for further assistance: Tactical Selling Newsletter
Access the example problem calculator: Calculator Example

Previous Episode

How I use triggers to get a 46.45% reply rate, with Thibaut Souyris

In this episode of the B2B Sales Podcast, Thibaut shares his strategy for achieving a 46.45% reply rate through the effective use of triggers in prospecting. He explains the importance of understanding intent data, identifying potential triggers, and how to apply this knowledge to engage prospects meaningfully in 2024.

Main Topics Covered

Understanding Intent Data: The importance of recognizing online behaviors that signal a buyer's potential next actions.
Listing Potential Triggers: How to identify and keep track of triggers that can initiate conversations with prospects.
Using Triggers to Start Conversations: Strategies for turning digital footprints into opportunities for engagement.

Important Links

Sign up for the Tactical Selling Newsletter to access more resources: Tactical Selling Newsletter
Access the Prospecting Template Swipe File for cold outreach templates: Prospecting Template Swipe File

Next Episode

What prospecting and Netflix have in common, with Thibaut Souyris

In this episode of the B2B Sales Podcast, Thibaut introduces the powerful concept of the "Netflix Effect" for salespeople. Learn how to shift your focus from merely booking meetings to stimulating conversations using human curiosity. Thibaut draws parallels with Netflix series cliffhangers to explain how teasing instead of giving information can elevate your prospecting game.

Main Topics Covered

The Netflix Effect Concept: Understanding how the approach of teasing information sparks curiosity and engagement.
Real-world Example: Applying the Netflix Effect to prospecting in the B2B tech industry, specifically for sales reps in a finance-focused platform.
The Role of Curiosity in Starting Conversations: Leveraging human curiosity to initiate meaningful dialogues.