#390 - Hall of Fame: Steven Bryerton
FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they dis...
25 Marras 202435min
#389 - How to Lead a Sales Team From $0 to $100M in 8-Years
Mark Kosoglow walks through the key skills, responsibilities, and attributes for a Sales Leader at each phase of company growth Doer Phase (0 to $1M ARR): The initial stage focused on finding produ...
21 Marras 202436min
#388 - How to Present HIGHER prices w/o Losing Sales (Belal Batrawy, Death To Fluff)
ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Inc...
19 Marras 202435min
#387 - Hall of Fame: Josh Braun
FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highl...
18 Marras 202435min
#386 - How to Cut New Hire Ramp Time in Half (John Sherer, Growth Assistant)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Buddy System in Hiring: Involve the new hire’s buddy in the interview process to ensure a strong match. Focused Onboarding Ownership: Assign one person to over...
14 Marras 202437min
#385 - The Secret to Uncovering True Buyer Motivation in Seconds (Garrett Palmer, Pipedrive)
ACTIONABLE TAKEAWAYS: Start with “Why Did You Take the Call?”: Kick off by understanding the prospect’s motivation. For inbound leads, ask directly, "What prompted you to reach out?" For outbound, ...
12 Marras 202429min
#384 - Hall of Fame: Joe McNeill
ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect. Setting...
11 Marras 202433min
#383 - How Gong's CRO Hires Top Talent: Mastering Interview Tactics (Shane Evans, Gong)
ACTIONABLE TAKEAWAYS: Ask About Interview Prep: Ask candidates, “What did you do to prepare?” to gauge their commitment and thoughtfulness. Challenge in Final Interviews: Address yellow flags, pa...
7 Marras 202440min
