#31 - Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Grow your existing pipeline 50% by asking for referrals. Use these 3 common PLG (product-led growth) triggers to engage freemium users: sign-ups, increased usages, and multiple users on one account. Don’t immediately sell your roadmap. Instead, find customers who are 80% aligned with the vision and use the roadmap to bridge the 20%. If you’re selling early-stage, focus on the early adopters / innovative buyers. PATH TO PRESIDENT’S CLUB VP, Sales @ Tenderly Director, Enterprise Sales @ Drift VP, Sales @ Altocloud | Acquired by Genesys Director, Sales @ SmartBear RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

22 Maalis 202332min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Luke's Recap Email Templates FOUR ACTIONABLE TAKEAWAYS Build your sales process out step by step. This will fuel how you ask for next actions. Build templates for every part of your sales process. Ex: discovery recap email, group demo recap email, lost deal email. Once you finish your first discovery call, continue to recap the top 3 priorities in terms of the business problem.  Include a context guide with your MSA to speed up legal and help them understand terms that are unique to your business.  RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

15 Maalis 202333min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 UserGems’ Job Change Sequence 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 about solutions once you have an executive-level problem (e.g. down round, churn problem). Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ UserGems Enterprise+ Account Executive @ Outreach Enterprise Accounts, Financial Services @ Tableau Software Strategic Accounts @ PowerSchool RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Maalis 202330min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Anthony's 3-Step Email Framework FOUR ACTIONABLE TAKEAWAYS On a cold call: Get permission, lead with a problem statement and its negative consequences, then ask how they’re addressing it today. Once you have validation, book the meeting. On a normal discovery call: Ask why they took the call, why change at all, and lastly why change now. On a competitive discovery call: Start with why they bought their original solution and move to how their experience / goals have changed since then. Figure out where you stack on their priority list by asking: “When you’re on an all-hands, is this something people are talking about?”. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Lattice Commercial Account Executive @ Outreach Growth Account Direct, Mid-Market @ Demandbase Sr. Account Executive @ Ethos Lending LLC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

1 Maalis 202334min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS After the demo, get a sense of what they liked and use it to justify your ask to power. Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission. When you get to power, recap the key problems you found first, then open it up and ask what’s important to them. Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver. PATH TO PRESIDENT’S CLUB Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

22 Helmi 202328min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stop withholding the demo from your prospects, ask how they want to run it. 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat. Don’t force yourself to power. Enable your champion to have the conversations. If you need power, ask your champion questions they need power to answer. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

20 Helmi 202333min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto 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 questions to get problem agreement. Weave the top 3 problems into your opening questions.  When someone tells you what they want, restate it as a pain point. Turn solutions into problems.  The transition between discovery and demo is the perfect time for “might make sense”. PATH TO PRESIDENT’S CLUB Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

15 Helmi 202327min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it. Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly. Once you know the key metrics that drive their business (e.g., open rates, reply rates), you can deposit and add value by sharing industry benchmarks of what those could be. Prospect by identifying the top 2-3 problems that most people don’t know that they have, then try to find out where the prospect realistically lands currently.  PATH TO PRESIDENT’S CLUB Founder & CEO @ Flip the Script Head of Sales Development @ Chorus.ai Regional VP of Business Development @ G2 Sr. Manager, Inside Sales @ Gong.io  RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Helmi 202330min