#108 - Finding success by adding structure to your prospecting Outreach (Anthony Natoli, Commercial AE @ Outreach)

ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosit...

27 Tammi 202536min

ACTIONABLE TAKEAWAYS: Ban Product-Specific Language: Prohibit product-focused terms like "roles-based access" in deal reviews. Instead, prompt reps to explore the customer’s "why" behind their needs,...

23 Tammi 202535min

Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast.  Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward. St...

21 Tammi 202550min

ACTIONABLE TAKEAWAYS: In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champio...

20 Tammi 202536min

FOUR ACTIONABLE TAKEAWAYS: Name Badge Optimization: Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge f...

16 Tammi 202536min

ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overl...

14 Tammi 202536min

Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your...

13 Tammi 202535min

ACTIONABLE TAKEAWAYS: SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdo...

9 Tammi 202538min