#523 - How Top Sellers Find the Real Decision Makers in Deals | Kam Germany

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

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Aim to be a one-take-wonder. It’s the only way you’ll be able to efficiently video prospect in bulk. * Get your pleasantries/introductions out before the meeting with a quick video covering the agenda. * Send micro-demos after the call by recording yourself highlighting key points and next steps. * Don’t be afraid to call up your prospect for feedback after you see they’ve watched the video. ====================== Josh’s Path to President’s Club:  * Manger, Emerging Sales @ Vidyard * 255% of Direct Quarterly Quota Attainment * Led sales team to achieve 125% of Team Quarterly Target RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

30 Kesä 202128min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Understand every step it will take to get a deal done so you can move from a soft yes to commit. * Ask multiple people how the buying process goes so you can better triangulate the truth. * Get ahead of objections by figuring out what has gone right and wrong in past deals. * Beat procurement with multiple champions and multi-threading your negotiations. ====================== Devin’s Path to President’s Club:  * Head of Content Strategy @ Gong * B2B Marketing & Sales advisor @ TheReeder.co RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

23 Kesä 202129min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Don’t be afraid to insert some humor when being confronted on a cold call. * Trade your cleverness with bewilderment to get the prospect to expand on the uncovered problem.  * Delight your buyer by offering up competitive analysis and pricing off the bat. * Use mic-drop questions to show you’ve done your research and eliminate “not interested” objections. ====================== Belal’s Path to President’s Club:  * Community Leader of #Death2Fluff * 7x Startup Seller and Sales Advisor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

16 Kesä 202133min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Cut out all the useless fluff from your emails and get right into your research.  * Start the video on your research - the whiteboard intros aren’t getting the job done. * Get creative with your email by screenshotting your research and including it in the body. * Lead with context when cold calling to establish credibility and generate more conversation. ====================== Charlotte’s Path to President’s Club:  * SDR @ SalesLoft * Host of Sales Development Sounbites RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

9 Kesä 202129min