#56 - Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Remove all templates when reaching out to your AE Top 30 and AE Top 5. * Look in your CR...
19 Touko 202130min
#55 - Playbook: Top 10 moments that change the way we sell
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so fa...
12 Touko 202132min
#54 - Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Backload your sequences (3 calls in one day then 3 emails in one day) to bump up replies....
5 Touko 202126min
#53 - Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Send a pre-meeting agenda to set expectations and get feedback. * Start meetings with th...
28 Huhti 202132min
#52 - Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Reverse anchor on pricing with exaggerated deal terms. Sell the model vs the features wh...
21 Huhti 202131min
#51 - How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Format your emails with 4 paragraphs: Tailoring, Problem, Value, Ask Ask for interest ins...
14 Huhti 202132min
#50 - Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on...
7 Huhti 202132min
#49 - Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Ask your prospect “what do you like about X” instead of bashing your competition Use wedg...
31 Maalis 202131min
