#307 - Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)
FOUR ACTIONABLE SALES TAKEAWAYS Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research Set a PPO agenda, coving the purpose, plan, a...
4 Kesä 202427min
#306 - Hall of Fame: Ryan Reisert
FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize direct dials & operations (their job is...
3 Kesä 202434min
#305 - Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey)
FOUR ACTIONABLE TAKEAWAYS When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that Coa...
30 Touko 202435min
#304 - Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
FOUR ACTIONABLE SALES TAKEAWAYS Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions Try to avoid putting words into...
28 Touko 202437min
#303 - Hall of Fame: Chris Orlob
FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the prob...
27 Touko 202430min
#302 - Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control Discounts drive velocity...
23 Touko 202432min
#301 - Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)
FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback Wh...
21 Touko 202434min
#300 - Hall of Fame: Henry Schuck
FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, th...
20 Touko 202428min
