#271 - How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Break the mold by leveling with your prospect and recognizing that you’re a sales rep. * Find your top 3 buying triggers, in 3 minutes or less before you hit the phones. * Use email interactions as MQL triggers and prioritize those leads first. * Ask for a second chance when your opening pitch doesn’t go as well as you wanted. ====================== Parker’s Path to President’s Club:  * SDR Manager @ Gong * 2018 SaaSy Sales Management Impact Award Winner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

14 Heinä 202126min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * “Cut” your prospect before showing them the band-aid - solidify the enemy. * Utilize stories when you hear a clear prospect pain-point. * Ask related questions before the big questions. Start small before going big. * Plant landmines with credibility and aligning yourself with the features your prospect cares about. ====================== David’s Path to President’s Club:  * Founder of Cerebral Selling * Lecturer at Smith School of Business at Queen's University & London Business School RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

7 Heinä 202131min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Aim to be a one-take-wonder. It’s the only way you’ll be able to efficiently video prospect in bulk. * Get your pleasantries/introductions out before the meeting with a quick video covering the agenda. * Send micro-demos after the call by recording yourself highlighting key points and next steps. * Don’t be afraid to call up your prospect for feedback after you see they’ve watched the video. ====================== Josh’s Path to President’s Club:  * Manger, Emerging Sales @ Vidyard * 255% of Direct Quarterly Quota Attainment * Led sales team to achieve 125% of Team Quarterly Target RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

30 Kesä 202128min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Understand every step it will take to get a deal done so you can move from a soft yes to commit. * Ask multiple people how the buying process goes so you can better triangulate the truth. * Get ahead of objections by figuring out what has gone right and wrong in past deals. * Beat procurement with multiple champions and multi-threading your negotiations. ====================== Devin’s Path to President’s Club:  * Head of Content Strategy @ Gong * B2B Marketing & Sales advisor @ TheReeder.co RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

23 Kesä 202129min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Don’t be afraid to insert some humor when being confronted on a cold call. * Trade your cleverness with bewilderment to get the prospect to expand on the uncovered problem.  * Delight your buyer by offering up competitive analysis and pricing off the bat. * Use mic-drop questions to show you’ve done your research and eliminate “not interested” objections. ====================== Belal’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

16 Kesä 202133min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Cut out all the useless fluff from your emails and get right into your research.  * Start the video on your research - the whiteboard intros aren’t getting the job done. * Get creative with your email by screenshotting your research and including it in the body. * Lead with context when cold calling to establish credibility and generate more conversation. ====================== Charlotte’s Path to President’s Club:  * SDR @ SalesLoft * Host of Sales Development Sounbites RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

9 Kesä 202129min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Answer the question you WISHED you were asked to drive your narrative.  * Give your pitch in “story” form (background, journey, aha moment) insead of reciting your CV. * Embrace your “biggest weakness” and highlight the ways you deal with it. * Explain the pull towards your new job, instead of pushing away from your old one. ====================== Blake’s Path to President’s Club:  * Director of Sales Enablement @ re:work training * Former AE/Brand Manager @ Victory Lap RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

2 Kesä 202131min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Send a quick video after a big team demo instead of the 17 page deck. * Mark-up your case study with key takeaways before sending to the prospect. * Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z. * Avoid the massive 8 person exec demo and opt to multi-thread instead. ====================== Marks’s Path to President’s Club:  * VP of Sales at Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Touko 202131min