#378 - How To Win Complete Control of Your Deals (Dan Flood, Challenger)
ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps: Use question...
29 Loka 202434min
#377 - Hall of Fame: Matthew Mazankowski
Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get info...
28 Loka 202432min
#376 - How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance)
ACTIONABLE TAKEAWAYS Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top r...
24 Loka 202437min
#375 - How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk)
ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach: When price ma...
22 Loka 202437min
#374 - Hall of Fame: Lylle Ryals
TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and...
21 Loka 202429min
#373 - How to Use Intent-Based Selling for Huge Sales Development Success (Florin Tatulea, Common Room)
ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blit...
17 Loka 202431min
#372 - (Special) Mastering Sales Tonality (Jeremy Miner, 7th Level)
ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosit...
15 Loka 202436min
#371 - Hall of Fame: Shelby Ferson
FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in lega...
14 Loka 202435min
