#70 - Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Avoid no-decisions by focusing on the impact of inaction to drive a business case. * Always know the next steps (value) for every deal in your pipe + the result once you provide it. * Establish the agenda for your next meeting at the end of your current meeting. * Double down on the high priority items in an RFP and put the other questions on the backburner. ====================== Andy’s Path to President’s Club: * Host of Sales Enablement Podcast * Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". * Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
25 Elo 202125min
#69 - Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Figure out the cost of inaction when a prospect says “this isn’t a priority right now”. * Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product. * Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time). * A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you. ====================== Josh’s Path to President’s Club: * Founder, Josh Braun Sales Training * Former Head of Sales @ Basecamp * Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
18 Elo 202130min
#68 - Driving deal velocity with a Transformation Plan (Chris Von Huene, Sales Director @ Prodigal)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Ask each person for their personal top 3 goals to get out of the demo. * Always flow from champion discovery, to boss demo, to squad demo. * Capture the sales process with a Transformation Plan (Mutual action plan + MEDDIC). * Multithread your deal by running comercial term negotiations along with your POC. ====================== Chris’s Path to President’s Club: * Sales Director @ Prodigal * Founding Associate @ Revenue Collective * Top 3 AE at Xerox RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
11 Elo 202129min
#67 - Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Make your ask as specific as possible (person, company, etc.) when asking for referrals. * Film a video with your pitch for your contact to pass along to the referral. * Prep your reference with exact talking points and potential objections. * Display insights to establish credibility - don’t just ask questions. ====================== Scott’s Path to President’s Club: * Host of The Sales Success Stories Podcast * Account Director @ Relationship One (where he carries a $3M quota) * Creator of the Linkedin Sales Stars 100 list RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
4 Elo 202130min
#65 - Getting a promotion using quality discovery tactics (Sarah Brazier, AE @ Gong)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Break-down pricing objections to better understand whether it’s a timing, budgeting, or other issue. Dive into why the customer is evaluating a solution in the first place. Avoid the feature vs feature battle. Get ahead of potential objections by bringing them up preemptively. Treat your promotion plan like a sales cycle - multithread, figure out the buying process, etc. Sarah’s Path to President’s Club: Account Executive @ Gong Advisor @ Aligned, Chili Piper, and Ramped Instructor @ Sales Impact Academy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
21 Heinä 202131min
#64 - Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Break the mold by leveling with your prospect and recognizing that you’re a sales rep. * Find your top 3 buying triggers, in 3 minutes or less before you hit the phones. * Use email interactions as MQL triggers and prioritize those leads first. * Ask for a second chance when your opening pitch doesn’t go as well as you wanted. ====================== Parker’s Path to President’s Club: * SDR Manager @ Gong * 2018 SaaSy Sales Management Impact Award Winner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
14 Heinä 202126min
#63 - The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * “Cut” your prospect before showing them the band-aid - solidify the enemy. * Utilize stories when you hear a clear prospect pain-point. * Ask related questions before the big questions. Start small before going big. * Plant landmines with credibility and aligning yourself with the features your prospect cares about. ====================== David’s Path to President’s Club: * Founder of Cerebral Selling * Lecturer at Smith School of Business at Queen's University & London Business School RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
7 Heinä 202131min
