#214 - Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance)
FOUR ACTIONABLE TAKEAWAYS Leverage the power of 7-38-55: 7 percent of meaning is communicated through words, 38 percent through tone, and 55 percent through body language. Encourage friction in your...
17 Loka 202331min
#213 - Build a Winning Sales Team With Commitment to Practice (Kevin "KD" Dorsey, SVP of Sales and Partnerships @ Bench Accounting)
THREE ACTIONABLE LEADERSHIP TAKEAWAYS Document the What Good Looks Like (WGLL): It's best if it's defined, documented, and demonstrated. Practice should be built into everyone’s week: You get good i...
12 Loka 202337min
#212 - 5 Ways To Negotiate Your Sales Job Offer
Watch in full vibrant color: https://bit.ly/3Q9HgOY 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schw...
11 Loka 20239min
#211 - Maintain momentum in your sales conversations (Brian LaManna, Senior Mid-Market Account Executive @ Gong)
FOUR ACTIONABLE TAKEAWAYS Use a "what I heard" slide to show you listened and as a reason to ask further questions. Ask your prospect to rate how they feel about your solution on a scale of 1-10. I...
10 Loka 202337min
#210 - Stop cold applying for sales jobs and do THIS instead
Watch in full vibrant color: https://bit.ly/3Q45Mkq 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schw...
5 Loka 20238min
#209 - Identifying decision-makers early (Brandon Sedloff, SVP of Sales @ Juniper Square)
FOUR ACTIONABLE TAKEAWAYS Use the NDA to test for signing authority early in the process. Send an executive update early in the process so that you have a thread to call on when things don't go so w...
4 Loka 202334min
#208 - NEVER Answer A Question Before Doing This
Watch in full vibrant color: https://bit.ly/3Pt8zly 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schw...
29 Syys 20235min
#207 - Crushing your cold call objections (Will Padilla, Sr. Account Executive @ GRIN)
FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in in...
27 Syys 202328min
