#25 - Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)

Four Actionable Takeaways:  Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on humbling disclaimers before asking the tough questions.  Bring the future to th...

6 Touko 202432min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a "headhunting drill" and have your new reps call your own executive team SDRs should have 300-400 prospects in sequence Test your rep's call from numbers to...

2 Touko 202434min

FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect...

30 Huhti 202430min

FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larg...

29 Huhti 202432min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questio...

25 Huhti 202429min

FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations ...

23 Huhti 202429min

FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s prompting that need?”. You can start talking...

22 Huhti 202430min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Name and define your competencies Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are g...

18 Huhti 202422min