Why Your Discovery Call Isn’t Finding Real Problems | Bite-Sized Tactics

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Avoid no-decisions by focusing on the impact of inaction to drive a business case. * Always know the next steps (value) for every deal in your pipe + the result once you provide it. * Establish the agenda for your next meeting at the end of your current meeting. * Double down on the high priority items in an RFP and put the other questions on the backburner. ====================== Andy’s Path to President’s Club: * Host of Sales Enablement Podcast * Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". * Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

25 Elo 202125min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Figure out the cost of inaction when a prospect says “this isn’t a priority right now”. * Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product. * Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time). * A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you. ====================== Josh’s Path to President’s Club: * Founder, Josh Braun Sales Training * Former Head of Sales @ Basecamp * Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

18 Elo 202130min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Ask each person for their personal top 3 goals to get out of the demo. * Always flow from champion discovery, to boss demo, to squad demo. * Capture the sales process with a Transformation Plan (Mutual action plan + MEDDIC). * Multithread your deal by running comercial term negotiations along with your POC. ====================== Chris’s Path to President’s Club:  * Sales Director @ Prodigal * Founding Associate @ Revenue Collective * Top 3 AE at Xerox RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

11 Elo 202129min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Make your ask as specific as possible (person, company, etc.) when asking for referrals. * Film a video with your pitch for your contact to pass along to the referral. * Prep your reference with exact talking points and potential objections. * Display insights to establish credibility - don’t just ask questions. ====================== Scott’s Path to President’s Club:  * Host of The Sales Success Stories Podcast * Account Director @ Relationship One (where he carries a $3M quota) * Creator of the Linkedin Sales Stars 100 list RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

4 Elo 202130min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to structure your discovery. FOUR ACTIONABLE TAKEAWAYS MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt. Set the agenda by building rapport, establishing expectations, and anchoring them to next steps. Utilize humbling disclaimers and stories to ask better questions. Schedule next steps for at least 70% of your opps to ensure you know their buying process. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

28 Heinä 202128min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Break-down pricing objections to better understand whether it’s a timing, budgeting, or other issue. Dive into why the customer is evaluating a solution in the first place. Avoid the feature vs feature battle. Get ahead of potential objections by bringing them up preemptively. Treat your promotion plan like a sales cycle - multithread, figure out the buying process, etc.  Sarah’s Path to President’s Club:  Account Executive @ Gong Advisor @ Aligned, Chili Piper, and Ramped Instructor @ Sales Impact Academy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

21 Heinä 202131min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Break the mold by leveling with your prospect and recognizing that you’re a sales rep. * Find your top 3 buying triggers, in 3 minutes or less before you hit the phones. * Use email interactions as MQL triggers and prioritize those leads first. * Ask for a second chance when your opening pitch doesn’t go as well as you wanted. ====================== Parker’s Path to President’s Club:  * SDR Manager @ Gong * 2018 SaaSy Sales Management Impact Award Winner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

14 Heinä 202126min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * “Cut” your prospect before showing them the band-aid - solidify the enemy. * Utilize stories when you hear a clear prospect pain-point. * Ask related questions before the big questions. Start small before going big. * Plant landmines with credibility and aligning yourself with the features your prospect cares about. ====================== David’s Path to President’s Club:  * Founder of Cerebral Selling * Lecturer at Smith School of Business at Queen's University & London Business School RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

7 Heinä 202131min