#231 - Incentivizing Your Team to Dominate Q4 (Doug Landis @ Emergence Capital)
Mark Kosglow's Course FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Re-evaluate your Q4 incentives. Lots of sales reps aren’t making money now. Throw in SPIFs and kickers that squeeze the juice out of ICP dea...
30 Marras 202329min
#230 - Jen Puts Nick in the Hot Seat to Learn His Secrets to the Perfect Sales Call (Nick Cegelski @ 30 Minutes to President’s Club)
FOUR ACTIONABLE TAKEAWAYS Back Pocket Questions - Prepare multiple questions for your sales calls that you can pull out at any time. Use them if you get "stuck" at any point. Strategic Social Proof ...
28 Marras 202332min
#229 - Build a Better Sales Call with this Foolproof Framework (Jen Allen-Knuth @ DemandJen)
FOUR ACTIONABLE TAKEAWAYS Don't put your customer in box. Use "soft" language like "typically", "usually" and "what I've seen". Before holding an intro meeting with a new prospect, mine your ecosyst...
21 Marras 202333min
#228 - Lessons From A Renowned CRO: Evolving Your Sales Team Through Process And Accountability (Stevie Case @ Vanta)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology...
16 Marras 202332min
#227 - Utilize Discounts and Timelines to Never Let a Deal Slip (Harry Lort-Phillips @ Pave)
FOUR ACTIONABLE TAKEAWAYS Anytime you’re asking about a get — sell why it’s important to the business. IE: You moving faster allows us to get ahead in our heavy implementation season. Assign values ...
14 Marras 202333min
#226 - Club Playbook: Three Steps to Cold Calling Success (ft. Jason Bay of Outbound Squad)
Download Jason Bay’s Cold Calling Framework FOUR ACTIONABLE TAKEAWAYS Open a Cold Call with a permission-based opener to get prospects to opt into talking to you. Your tone of voice is key because i...
13 Marras 202316min
#225 - The Formula For Coaching Your Reps To President's Club (Patricia DuChene @ Postal)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Start & End of Week 15min stand-ups: Start each week by listing out by individual what you are going to accomplish this week, it should be measurable. Breakdown ...
9 Marras 202331min
#224 - Mastering the Bookends: How Your Open Dictates Your Close (Joe Diliberto @ Sandler Training)
FOUR ACTIONABLE TAKEAWAYS The person asking the questions is the person running the call. While it can feel good to respond to rapid fire questions, make sure you don't lose control of the call by se...
7 Marras 202323min
