#361 - Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus)

#361 - Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus)

Get our free Account Research toolkit FOUR ACTIONABLE TAKEAWAYS Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest. Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights. Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience more relevant. Real-World Business Case: Use the results from the match test to build a realistic business case, avoiding inflated ROI figures and focusing on actual outcomes. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Terminus Account Executive, Mid-Market @ Yext Senior AE, Partner @ Yext Business Development Account Manager @ Worldwide Express RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

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Jaksot(610)

#508 - I Got Promoted to VP of Sales at 29. Here’s how.

#508 - I Got Promoted to VP of Sales at 29. Here’s how.

This Is Why Everyone Else Is Getting Promoted Faster Wondering why you’re stuck while your peers keep getting promoted? It’s not about tenure or luck—it’s about strategy. In this video, we break down...

7 Loka 202522min

#507 - Creative deal structure that buyers can't resist  | Mark Kosoglow

#507 - Creative deal structure that buyers can't resist | Mark Kosoglow

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

6 Loka 202531min

#506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)

#506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

2 Loka 202520min

#505 - The Most Confusing Objection in Sales

#505 - The Most Confusing Objection in Sales

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

30 Syys 202513min

#504 - Directing your sales process like a movie | Mark Kosoglow

#504 - Directing your sales process like a movie | Mark Kosoglow

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

29 Syys 202530min

#503 - After Closing $250M in Deals, I Found a Faster Way to Sell

#503 - After Closing $250M in Deals, I Found a Faster Way to Sell

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

26 Syys 202537min

#502 - Software Demo Secrets That Instantly Close Deals

#502 - Software Demo Secrets That Instantly Close Deals

Struggling to move deals forward after group demos? In this video, sales expert Nick Cegelski reveals a proven software demo process that keeps prospects engaged and drives real buying conversations. ...

23 Syys 20259min

huge announcement

huge announcement

Huge Announcement 👉 Our next course is here: The Sales Management Operating System 🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system Free Launch Event: Mark will walk you thr...

22 Syys 20255min

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