157 (Sell): Riding rising stars on the way to enterprise deals (Chris Surdi, Strategic Account Manager @ Ascend)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Build your target list of companies based on geo, stage, market, product, and deal size Cold prospect to people directly in your job hunt and have introductory conversations Redirect the “walk me through your resume” question to focus on your strengths Close your interviews and hit em with the plan to action as the cherry on top Trish Bertuzzi’s Path to President’s Club: CEO of The Bridge Group Author of the Sales Development Playbook RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

22 Heinä 202023min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Start every day by planning out the whitespace for the day. Then just get after it. Use demoscovery. Ask how the process looks today, take the demo down a different path. Write a shared executive memo with recaps from every sales conversation. Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective. Scott Ingram’s Path to President’s Club Host of The Sales Success Stories Podcast Account Director @ Relationship One (where he carries a $3M quota) Creator of the Linkedin Sales Stars 100 list RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

15 Heinä 202029min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. The first 30MPC Playbook Episode covers everything cold calling. TOP ACTIONABLE TAKEAWAYS Preparation - Get all your research done before, 40 dials over 60 minutes Tone - Kill all your uptones and slow the conversation down like an executive Opener - ‘Heard our name tossed around’ or ‘ask for permission.’ Not ‘how’s it going.’ Value - Lead with typically language and problems. Then, solve the problem. Objections - Calibrate the objection first. Ask disarmingly blunt questions. Go in for the Kill - Suggest some times. If the calendar’s gone, send the placeholder RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Heinä 202029min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Send a meeting efficiency survey prior to your calls to get qualification out of the way Setup feeds for all of your top target accounts as the backbone for your disco Ask specific impact ?’s like “what happens to rep attainment if you don’t do this?” Use the subject line ‘Did I lose you?’ with a blank reply email for gone-dark opps John Barrow’s Path to President’s Club: CEO of JBarrows Consulting Host of Make it Happen Mondays RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

1 Heinä 202025min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need) First 15 seconds explain why you called, say it’s a cold call, then ask a peer question In the agenda, tell the customer you’re gonna give price before they get off the call Use what they want as the rows in your pricing instead of what you want (seats) Belal Batrawy’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

24 Kesä 202023min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Kevin “KD” Dorsey teaches us to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human. Four Actionable Takeaways: Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice. Use a slight downtone when hearing the response to get prospects to lean in Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having Use “I think this might make sense” before coming in hot with your value prop KD’s Path to President’s Club VP of Inside Sales @ PatientPop Head of Sales Development & Enablement @ ServiceTitan InsideSales Top 10 Sales Leader + Sales Development Executive of the Year RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

17 Kesä 202025min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Align on the problem and impact first, then start brainstorming root causes and solutions Build a problem identification chart with the problems, impacts, root causes of your ICP Talk to customers, become an expert. Why did they buy? What problems did you have? You need customers to agree to the problem they have and be willing to solve it with you. Keenan’s Path to President’s Club Author of Gap Selling CEO @ A Sales Guy Consulting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

10 Kesä 202025min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Open every conversation with “Hey it’s Ryan Reisert”, then stop. When they answer, ask if you can get 27 seconds to tell them why you’re calling? Work in buckets for everything - finding accounts, researching contacts, making dials. Document the path. Every time you hit a phone tree, write the dial path down. Ryan Reisert’s Path to President’s Club: Sales Director, ConnectAndSell Author, Outbound Sales, No Fluff Founder, The Sales Developers RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

3 Kesä 202025min