#302 - Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control Discounts drive velocity...
23 Touko 202432min
#301 - Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)
FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback Wh...
21 Touko 202434min
#300 - Hall of Fame: Henry Schuck
FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, th...
20 Touko 202428min
#299 - How To Move Indecisive Customers With The JOLT Effect
Top performers deal with buyer hesitancy just like everyone else. Their secret to driving deals forward? A simple framework for handling indecision. In this show, Matt Dixon and Jen Allen-Knuth will...
17 Touko 202458min
#298 - Rep Shadowing & Ridealongs Done Right (Paul Canty, Pulley)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Shadowing to remind yourself and your reps of the basics to spot opportunity areas Setting a goal without a "how" is not a real goal, you have to understand how ...
16 Touko 202430min
#297 - May Special: Negotiation ft. Chris Voss (part 2)
FOUR ACTIONABLE TAKEAWAYS When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a co...
14 Touko 202430min
#296 - Hall of Fame: Miles Kane
FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap...
13 Touko 202428min
#295 - Enterprise Pipeline Reviews & Deal Planning (Greg Baumann, Outreach)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask your reps to think about the "first win" they can make with a large account Look for "Alumni" who have recently left key accounts who might be able to make i...
9 Touko 202433min
