#7 - Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)

RESOURCES DISCUSSED: Club Pass (Course & Community) Johnny Larson (New Club Member) Johnny's Past Episodes: Episode 1 Episode 2 Episode 3 Q1 Tactic Teardowns (Sales Nav, Pitch Script)

6 Jan 202513min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS: Simplify Dashboards: Skip filters and create pre-built reports for dashboards. It saves time and provides clearer insights without extra clicks. Trim CRM Fiel...

2 Jan 202536min

The top 15 sales tips shared on the podcast in 2024 (full episodes linked below) Prospecting Best Practices: "That's Exactly Why I Called" Response: Use objections as a reason to keep the conversat...

31 Des 202425min

Enjoy this clip from episode 247 w/ Charles Muhlbauer ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this wil...

30 Des 202410min

ACTIONABLE TAKEAWAYS Prioritize Storytelling: Assess storytelling skills during interviews and coach reps on it. It's a foundational human communication skill that drives sales success. Evaluate Q...

26 Des 202436min

ACTIONABLE TAKEAWAYS Leverage POC Momentum: Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal. Involve Executives in POCs: Requir...

24 Des 202436min

FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel t...

23 Des 202431min

Get your forecasting resources ACTIONABLE TAKEAWAYS Commit Deal Essentials: Reps must report four details for commit deals: dollar amount, close date, economic buyer, and their engagement. If not e...

19 Des 202436min