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

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Roleplay the worst case scenario over and over again until you feel confidence. Reference a similar company that you work with in early-stage voicemails. Keep it cool when you jump on a call with an executive. Over-structure is the enemy. Use why questions to understand the intent behind the priorities. PATH TO PRESIDENT’S CLUB President of Venli Consulting Creator of the 6-Figure Sales Academy Founding member at RevGenius Member of the Forbes Business Council Salesforce Top Sales Influencer to Follow RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

9 Helmi 202236min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Strive to get 3/3 criteria before give price: technical validation, budget, power. Go exec-to-exec when you’re below the line. Never sell alone. Before you talk at the CXO, start by asking why you’re in the room at all today. Attach your product to key initiatives surrounding making money or saving money. PATH TO PRESIDENT’S CLUB Head of Enterprise Sales @ thepowersthatbe Former Sr. Director of North America Salse @ Particle Former Director of Strategic Accounts @ Box RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

2 Helmi 202230min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

31 Tammi 202225min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t show that you have the power in a negotiation. Slow down the negotiations, it should feel like work every time there’s an ask. Change the plane of negotiation on each ask. Certain “gives” should run out. Talk them out of a discount unless they’re sure it’s the only cut. PATH TO PRESIDENT’S CLUB Founder of Cerebral Selling Lecturer at Smith School of Business at Queen's University & London Business School Former VP of Sales @ Salesforce RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Tammi 202229min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PATH TO PRESIDENT’S CLUB CEO @ Sales Gravy Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

19 Tammi 202229min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Set the ground rules for your prospect’s competitive evaluation (sell the model) Lean on your winning zones & the prospect’s priorities, then identify where competitors fall short. Gain traction against incumbents by explaining why market leaders are playing the game wrong. Tell relatable, crispy customer stories by painting the specific people and their journeys. PATH TO PRESIDENT’S CLUB Director of Sales @ Sendoso First Sendoso Sales hire and employee #3 Former SDR & AE @ Talkdesk RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Tammi 202233min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use humbling disclaimers to level with the prospect to establish next steps. Ask about the buying process AFTER you get to the “aha” moment in discovery. Figure out the “why” when a signing deadline is missed - then determine next steps. Avoid leading questions which do the opposite of building rapport. PATH TO PRESIDENT’S CLUB VP of Revenue @ Dooly RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Tammi 202226min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to run a killer demo. FOUR ACTIONABLE TAKEAWAYS Show the 20% of your features that solve 80% of the problems. Always prep for who is in the room, what they want to see, and the objective of the call. Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions. Control the room by setting expectations upfront and directing excessive questions to future calls. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

29 Joulu 202137min