#288 - Testing Champions and Getting to Power (Maddy Jackson, Webflow)
FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations ...
23 Huhti 202429min
#287 - Hall of Fame: Krysten Conner
FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s prompting that need?”. You can start talking...
22 Huhti 202430min
#286 - Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Name and define your competencies Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are g...
18 Huhti 202422min
#285 - Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
FOUR ACTIONABLE TAKEAWAYS Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and si...
16 Huhti 202433min
#284 - Hall of Fame: Charly Johnson
FOUR ACTIONABLE TAKEAWAYS Start your email with research personalization to stand out in the inbox (vs generic greeting). Quote the prospect/company directly by researching where the company is inve...
15 Huhti 202430min
#283 - Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS The best reps never ask the same question twice. Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out o...
11 Huhti 202431min
#282 - Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in lega...
9 Huhti 202433min
#281 - Hall of Fame: Stephen Guerguy
FOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitors during the requirement-gathering phase. Require an exec-level bridge with your...
8 Huhti 202432min
