#172 - Sealing the deal with executives (Lynn Powers, Enterprise Sales Director,@ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Preschedule the final executive meeting upfront if you get access to the executive buyer at t...
31 Touko 202336min
#171 - Negotiate like a pro during a savings showdown (Hunter Swanson, Enterprise Regional VP @ DocuSign)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When you are asked for a discount ask in return, “Why a discount at all” and then create a c...
24 Touko 202330min
#170 - Winning over the CEO by turning their team into champions (Henry Schuck, CEO & Founder @ ZoomInfo)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ZoomInfo: 5 Plays, 30MPC Style FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from askin...
17 Touko 202328min
#169 - Getting to power for executive level discovery (Kyle Asay, Regional VP @ MongoDB)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Kyle's Executive Multithreading & Agenda Email Templates FOUR ACTIONABLE TAKEAWAYS Prepare targeted questions...
10 Touko 202334min
#168 - Hall of Fame: Keenan
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Align on the problem and impact first, then start brainstorming root causes and solutions B...
8 Touko 202325min
#167 - Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start by aligning on the problem in the big team meeting and sell your champion on why it’s ...
3 Touko 202333min
#166 - Club Playbook: Run discovery with a point-of-view (ft. Sarah Brazier)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ACTIONABLE TAKEAWAYS Section 1 - Agenda: Have a plan & share it. Call out surprises before they, ya know, surprise yo...
1 Touko 202314min
#165 - Part 2: Weaving showmanship into your sales process (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Vin's 5 Emails from Prospecting to Close FOUR ACTIONABLE TAKEAWAYS Keep your multithreading separate to first...
26 Huhti 202328min
