48 (Sell): Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Reverse anchor on pricing with exaggerated deal terms. Sell the model vs the features when in a competitive deal negotiation. Focus on the outcomes in order to justify the price. You are the value proposition. Educate the customer on why getting higher level buy-in is in their best interest. Anthony’s Path to President’s Club: Over 30 years of sales experience in staffing & B2B Creator of Iannarino Sales Accelerator Founder of B2B Sales Coach & Consultancy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
21 Huhti 202131min
47 (Sell): How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Format your emails with 4 paragraphs: Tailoring, Problem, Value, Ask Ask for interest instead of time in your CTA paragraph Avoid over-using images, GIF’s, and links to minimize getting blacklisted by email servers Personalize at scale with problem-based bucket tailoring for your C tier accounts Kyle’s Path to President’s Club VP, Revenue Growth & Enablement @ Clari Sr Director, Sales Development & Optimization @ Looker A massive LinkedIn following with killer content RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
14 Huhti 202132min
46 (Sell): Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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 the present: let’s pretend you love what you see...what happens next? Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback. Charles’ Path to President’s Club: Sr Biz Dev Training Manager at CB Insights Founder at SalesShare RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
7 Huhti 202132min
45 (Sell): Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Ask your prospect “what do you like about X” instead of bashing your competition Use wedge questions to uncover pain points where your product wins vs competition Propose a follow up time or figure out the prospect’s buying window and reach out then Send videos to contacts that have gone dark, or shoot them a tentative calendar invite Katie’s Path to President’s Club: Director of Sales Training Golden Rule of Selling Podcast 9 years of medical device sales RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
31 Maalis 202131min
44 (Sell): Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Write a hand written note to your prospect, snap a photo, and message it to them Send Instagram/LI dm, follow with an email, then do a voice note, then video (mix it up) Get proper lighting, clean up the room, smile, and slow it down Read your notes out-loud and don’t be afraid to show some personality Tara’s Path to President’s Club: Gravy OG (Content + SDR Manager) Founding Managing Editor: RevGenius Mag LinkedIn Top 100 Sales Star RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
24 Maalis 202128min
43 (Sell): Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Talking to execs: figure out their pain points and do the digging in the weeds for them Start high, work down the chain, then bubble back up in one business case (Yo-Yo Selling) Leverage your executive champion to make intros and walk them through the process Lean on your technical resources for a better buyer AND seller experience Ian’s Path to President’s Club: Strategic Account Director @ Salesforce.com #1 Account Executive in the Enterprise Select Division of Salesforce.com 42 consecutive months over quota Founder of Ian Koniak sales training/consulting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
17 Maalis 202128min
42 (Sell): Removing the friction from your sales cycle (Todd Caponi, Sales Melon)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Remove all the bs from the journey Get price out early, and use it to disqualify Acknowledge your competitors’ strengths + highlight where your features match needs Keep negotiation simple by anchoring pricing and trading value for dollars Todd’s Path to President’s Club: Founder of Sales Melon Author of The Transparency Sale Former sales leader @ ExactTarge/SalesForce Former VP of Worldwide Sales & Field Operations @ SAP RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
10 Maalis 202128min
41 (Sell): Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Always get in front of the pro’s and con’s of your competitors Start asking questions to handle those objects to eliminate the con’s You must always be the vendor of choice before beginning negotiations Build a list of non-monetary “gives” and the things you want to “get” Colin’s Path to President’s Club: VP of Field & Inside Sales @ Orum Sales trainer, team builder and pipeline generator RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
3 Maalis 202127min
