#256 - How To Prep Reps Pre-Call And When To Jump In Yourself (Pleasant Middelhof, Convertr)

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

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Use the respect contract as your agenda to give the prospect the right to say no throughout the call Set a timer 5 minutes before the end of your call to drive next steps every time Use “commercial terms” instead of “price” when negotiating your deals When you give price, don’t just go silent. Ask “how does that feel?” Richard Harris’ Path to President’s Club: Founder, Harris Consulting Director of Sales Training, Sales Hacker Host, Surf & Sales Podcast RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

27 Touko 202020min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: 5x5x5: 5 minutes of research. Find 5 insights on the person/account. Write your message in 5 minutes. Use whitespace in your emails and have 1 idea per line. Make the structure and the tone conversational Keep your emails short. If you have to scroll more than once or if an email is over 125 words, fix it. Have your voicemails reference your emails and vice-versa. It boosts your reply rates. Kyle Coleman’s Path to President’s Club VP, Revenue Growth & Enablement @ Clari Sr Director, Sales Development & Optimization @ Looker A massive LinkedIn following with killer content RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

20 Touko 202027min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Avoid the double intro on the phone if they ask “wait, who’s this?” Just get on with it. Close the cold call with “here’s what happens next” instead of leaving it in their hands Disarm with “I’m not delusional enough to think I’m calling you at the right moment.” Lead your value prop with your customer’s problems instead of the features in your solution James Bawden’s Path to President’s Club: Host, Lunch Break Podcast Director, OutboundView And a damn well-known Linkedin personality RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Touko 202029min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Before a negotiation, know YOUR needs / wants + THEIR needs / wants Set expectations upfront that we don’t do end of month discounts before you need to Say the price and shut-up. Don’t try to justify it, it shows insecurity When they ask for discounts, ask probing questions to discover the truth behind the ask. Mark Raffan’s Path to President’s Club: Host, Negotiations Ninja Podcast President, Content Callout Negotiation Master Class, Harvard University RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Touko 202028min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chat First is best. Rank your top buying signals. The moment you find one, use it and move on. Use situational questions to narrow down the key problem areas in a discovery. Stop finishing sentences for prospects to placate your own insecurities. Let the silence sit. Joe Caprio's Path to President’s Club: Co-Founder, Reprise (today) VP Sales, Chorus VP Sales, InsightSquared RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Touko 202033min