#127 - Uncovering the buying process with your customer (Marisa Sarabia, Principal Account Executive @ Dialpad)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Rank your buyer’s priorities in the first meeting so you know what to spend the majority of ...
31 Elo 202234min
#126 - Creating close plans for every step of the sales process (Jeremey Donovan, EVP, Sales & Customer Success, Insight Partners)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use a customer-facing close plan to map out the key steps (power, security, legal) in your s...
24 Elo 202229min
#125 - Playbook: Everything prospecting that isn't email or phone
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by...
17 Elo 202236min
#124 - Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you...
10 Elo 202232min
#123 - Prospecting into your customer's new company (Todd Busler, Co-founder & CEO @ Champify)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stay top of mind with your closed/lost opps with introductions, referrals, and nuggets (don'...
3 Elo 202230min
#122 - Managing expansion sales and executive teams (Evan Cassidy, Sr. Director, Mid-Market & Growth Expansion Sales @ Drift)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Get ahead of every executive conversation by first prepping with a champion pre-call. Use S...
27 Heinä 202227min
#121 - Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is bec...
20 Heinä 202230min
#120 - Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”. ...
13 Heinä 202229min
