#392 - How To Run a "Land & Expand" The Right Way (Eleanor Dorfman, ReTool)
ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-...
28 Marras 202435min
#391 - How to Use AI for Prospecting Executives (Kyle Coleman, Copy.ai)
ACTIONABLE TAKEAWAYS: Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions. Double Personalize...
26 Marras 202436min
#390 - Hall of Fame: Steven Bryerton
FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they dis...
25 Marras 202435min
#389 - How to Lead a Sales Team From $0 to $100M in 8-Years
Mark Kosoglow walks through the key skills, responsibilities, and attributes for a Sales Leader at each phase of company growth Doer Phase (0 to $1M ARR): The initial stage focused on finding produ...
21 Marras 202436min
#388 - How to Present HIGHER prices w/o Losing Sales (Belal Batrawy, Death To Fluff)
ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Inc...
19 Marras 202435min
#387 - Hall of Fame: Josh Braun
FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highl...
18 Marras 202435min
#386 - How to Cut New Hire Ramp Time in Half (John Sherer, Growth Assistant)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Buddy System in Hiring: Involve the new hire’s buddy in the interview process to ensure a strong match. Focused Onboarding Ownership: Assign one person to over...
14 Marras 202437min
#385 - The Secret to Uncovering True Buyer Motivation in Seconds (Garrett Palmer, Pipedrive)
ACTIONABLE TAKEAWAYS: Start with “Why Did You Take the Call?”: Kick off by understanding the prospect’s motivation. For inbound leads, ask directly, "What prompted you to reach out?" For outbound, ...
12 Marras 202429min
