#275 - Hall of Fame: Cory Bray
FOUR ACTIONABLE TAKEAWAYS: Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. Avoid open-ended q’s, instead use “typically” or “usually” language t...
25 Maalis 202429min
Product Roadmap: Q2 2024
Q2 ROADMAP We wrote the book on Cold Calling: Preview the Intro Mr. Miyagi Method: 18 Cold Call Objections & How to Handle Twitter: Follow Armand YouTube: Stay Tuned Tactic Teardowns: Registe...
22 Maalis 202414min
#274 - Tactics for Tackling Team Promotions and Behavior Changes (Jonah Mandel, Guesty)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Increase the surface area of your luck. Sometimes, getting promoted takes luck. So help out as much as possible in all the places you can. Don’t let a slow burn ...
21 Maalis 202431min
#273 - Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
FOUR ACTIONABLE TAKEAWAYS When you’re doing a POC, you should be surveying the users and participants in that POC about their experience. If you’re working in a fairly technical sale, don’t shy away...
19 Maalis 202428min
#272 - Hall of Fame: Doug Landis
FOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving into features until you've established “wh...
18 Maalis 202432min
#271 - How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
Chase Macaione's Discovery Call Prep Sheet & Guide FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What yo...
14 Maalis 202433min
#270 - Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection
Every 10th episode, we tear down one topic. This time, we’re talking about objections. ACTIONABLE TAKEAWAYS Most objections are actually reactions. So if you know how to handle the reaction, you’ll ...
12 Maalis 202432min
#269 - Hall of Fame: Keenan
Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first. * Condense the problem you solve into a single sentence - stop overcomplicating th...
11 Maalis 202432min
