#7 - Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)

FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don'...

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FOUR ACTIONABLE TAKEAWAYS Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone. Connect what you’re s...

17 Kesä 202431min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3" Consider running team training on Fridays to give reps th...

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Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get info...

11 Kesä 202431min

FOUR ACTIONABLE TAKEAWAYS PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business. Use bucket que...

10 Kesä 202427min

FOUR ACTIONABLE TAKEAWAYS Structure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they intend to book, then review a good & bad ...

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FOUR ACTIONABLE SALES TAKEAWAYS Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research Set a PPO agenda, coving the purpose, plan, a...

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FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize direct dials & operations (their job is...

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