#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
#294 - May Special: Negotiation ft. Chris Voss (Part 1)
FOUR ACTIONABLE TAKEAWAYS Condition your prospect for future interactions by giving them time back in their calendar & leaving them on a positive note Do not talk to people when they are distracted,...
7 Touko 202432min
#293 - Hall of Fame: Charles Muhlbauer
Four Actionable Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on humbling disclaimers before asking the tough questions. Bring the future to th...
6 Touko 202432min
#292 - Overcoming Team Call Reluctance and Setting Activity Benchmarks (Ken Amar, Agoge Prospecting School)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a "headhunting drill" and have your new reps call your own executive team SDRs should have 300-400 prospects in sequence Test your rep's call from numbers to...
2 Touko 202434min
