#25 - Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Plant pain early in your discovery through extreme industry expertise Use an upfront contract to propose next steps at the beginning of the call Use the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things” Ask for permission before hard questions like “if you didn’t have a team, would you buy?” Justin Welsh’s Path to President’s Club: Founder, Justin D Welsh, LLC Head of Sales at PatientPop Director of Sales at ZocDoc RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
14 Loka 202028min
#24 - Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways Use as few words as possible when answering a question Don’t be afraid to walk away from a deal and tell a customer it might not make sense Stop tip toeing around your discovery and ask the biggest DQ questions first “It’s okay to say no and I don’t wanna make these calls anyway” Alex Bruschi’s Path to President’s Club: Director of Acquisitions, Towerpoint 130% to quota and winner of one of the largest transactions at TowerPoint RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
7 Loka 202026min
#23 - Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Send Nick a coffee so he can feel important too 100 activities per day - mix up phone, email, LinkedIn, and Sendoso Multiple dials per day - don’t hesitate to hit one contact multiple times Dial around the organization - get intel from the CFO, use it on the controller Pick up the phone the moment you see an objection and hit ‘em hard Ashley Kelly’s Path to President’s Club: Sr Director, Sales Development at Brex Co-Founder, SDReady Director, Sales Development at Lever RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
30 Syys 202026min
#22 - Playbook: How to be a machine
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 be a machine: you’ll never make the “no time to prospect” excuse again. FOUR ACTIONABLE TAKEAWAYS Morning routine: Wake up, make the bed, read, exercise, start on your terms. Plan your attack: 8-3 are your golden hours, 3-6 are your admin hours. Batch everything. Crank the wheel: Close email, close slack, draw 80/20 lines everywhere and sprint Breathe: Unsubscribe from every mailing list, every unnecessary notification. Block it out. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
23 Syys 202029min
#21 - Selling pizzas and tearing down sequences with the blue-haired legend (Sam Nelson, SDR Leader at Outreach.io)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Don’t have 3000 sequences. Have 3 for your main personas and 1 low priority one. In the Agoge sequence - your first email is super tailored, followed by two bubble ups After that, tailoring didn’t work. Hit prospects with your best cold email. If they’ve accepted the invite, don’t sell more. No need to send the confirmation. Sam Nelson’s Path to President’s Club: SDR Leader at Outreach.io A huge LinkedIn brand and Host of Sam Nelson Live RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
16 Syys 202029min
#20 - Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Make your value prop simple - stop over complicating things Use 3-star Amazon reviews to figure out what granular problems your buyers have Optimize your LinkedIn page with what your buyers care about, not you Don’t pitch right away on LI - show gratitude, chat them up, then ask 10 days later Marcus Chan: Path to President’s Club: President of Venli Consulting Creator of the 6-Figure Sales Academy Founding member at RevGenius RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
9 Syys 202020min
#19 - Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Mirror the objection, then ask a loaded question for the anaconda squeeze Use slides to give prospects control and choice over what they want to discuss Ask your VP / CRO if they’re the type who wants to go really deep Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum. Adam O’Chart: Path to President’s Club: Top producing AE at Gong.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
2 Syys 202027min
#18 - Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Write like a human - especially in your Linkedin DMs. No over-formal language. Leverage up by reaching out to ICs, then getting referrals to the VPs Tell them it’s a cold call, then ask permission to sell before ya start selling. Use permission-based selling in your upfront contract. Get the buy-in on the agenda. Sarah Brazier’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
26 Elo 202026min
