62 (Sell): 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:  * Don’t be afraid to insert some humor when being confronted on a cold call. * Trade your cleverness with bewilderment to get the prospect to expand on the uncovered problem.  * Delight your buyer by offering up competitive analysis and pricing off the bat. * Use mic-drop questions to show you’ve done your research and eliminate “not interested” objections. ====================== Belal’s Path to President’s Club:  * Community Leader of #Death2Fluff * 7x Startup Seller and Sales Advisor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

16 Kesä 202133min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Cut out all the useless fluff from your emails and get right into your research.  * Start the video on your research - the whiteboard intros aren’t getting the job done. * Get creative with your email by screenshotting your research and including it in the body. * Lead with context when cold calling to establish credibility and generate more conversation. ====================== Charlotte’s Path to President’s Club:  * SDR @ SalesLoft * Host of Sales Development Sounbites RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

9 Kesä 202129min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Answer the question you WISHED you were asked to drive your narrative.  * Give your pitch in “story” form (background, journey, aha moment) insead of reciting your CV. * Embrace your “biggest weakness” and highlight the ways you deal with it. * Explain the pull towards your new job, instead of pushing away from your old one. ====================== Blake’s Path to President’s Club:  * Director of Sales Enablement @ re:work training * Former AE/Brand Manager @ Victory Lap RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

2 Kesä 202131min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Send a quick video after a big team demo instead of the 17 page deck. * Mark-up your case study with key takeaways before sending to the prospect. * Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z. * Avoid the massive 8 person exec demo and opt to multi-thread instead. ====================== Marks’s Path to President’s Club:  * VP of Sales at Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Touko 202131min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Remove all templates when reaching out to your AE Top 30 and AE Top 5.  * Look in your CRM for a prospect’s historical interactions, copy exact language for new outreach. * Recycle your highly personalized email with a new subject line if it didn’t get opened. * Switch your outreach frequently to increase the chances of breaking through. ====================== Vin’s Path to President’s Club:  * Mid-Market AE at Demandbase * President’s Club FY20 * SDR of the Year (Demandbase) * BEAST Award: The Best in Sales Development (Tenbound) - Responsible for sourcing over $6M in closed deals in 2019. Averaged 144% of New Business Opportunities each month. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

19 Touko 202130min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. EPISODES MENTIONED: Episode 6 w/ Ryan Reisert Episodes 4 & 47 w/ Kyle Coleman Episode 17 w/ Sarah Brazier Episodes 16 & 29 w/ Morgan Ingram Episode 1 & 35 w/ Joe Caprio Episode 7 w/ Keenan Episode 8 w/ Kevin “KD” Dorsey Episodes 25 & 46 w/ Charles Muhlbaur Episodes 18 & 40 w/ Adam O’Chart Episode 9 w/ Belal Batrawy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Touko 202132min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Backload your sequences (3 calls in one day then 3 emails in one day) to bump up replies.  * Use subject lines that will elicit an emotional response to drive more opens.  * Get a guaranteed response by sending the “I’m calling you tomorrow” email.  * Cover current state, negative consequences, ideal state, and business outcomes. ====================== Florin’s Path to President’s Club:  * Leads a team of 15+ SDR’s at Loopio * Career coach at SDR Nation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Touko 202126min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Send a pre-meeting agenda to set expectations and get feedback.  * Start meetings with three big-picture takeaways you want them to walk away with.  * Ask questions one level up on the value pyramid to drive your convo and next steps.  * Validate your value by speaking to the specific pain point of each person. ====================== Anthony’s Path to President’s Club:  * VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari * RVP of Enterprise Sales @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

28 Huhti 202132min