#273 - Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
FOUR ACTIONABLE TAKEAWAYS When you’re doing a POC, you should be surveying the users and participants in that POC about their experience. If you’re working in a fairly technical sale, don’t shy away...
19 Mar 202428min
#272 - Hall of Fame: Doug Landis
FOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving into features until you've established “wh...
18 Mar 202432min
#271 - How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
Chase Macaione's Discovery Call Prep Sheet & Guide FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What yo...
14 Mar 202433min
#270 - Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection
Every 10th episode, we tear down one topic. This time, we’re talking about objections. ACTIONABLE TAKEAWAYS Most objections are actually reactions. So if you know how to handle the reaction, you’ll ...
12 Mar 202432min
#269 - Hall of Fame: Keenan
Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first. * Condense the problem you solve into a single sentence - stop overcomplicating th...
11 Mar 202432min
#268 - How to Build an Early Stage Sales Team Beyond the First Five Reps (Miles Kane, Tenderly)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers...
7 Mar 202433min
#267 - Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why s...
5 Mar 202429min
#266 - Hall of Fame: Jeb Blount
FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing soluti...
4 Mar 202429min
