#117 - Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Define success criteria before going into a pilot so you don’t waste your time. Run two pro...
29 Jun 202230min
#116 - Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every st...
22 Jun 202228min
#115 - Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t just set the next steps. Set the next next steps. 2nd meeting demos should be 100% bu...
15 Jun 202230min
#114 - Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Incept interest early by citing articles, years at role, X times they’ve had role, etc. Fin...
8 Jun 202228min
#113 - Playbook: Top 10 moments that change the way we sell
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so fa...
1 Jun 202229min
#112 - Challenging your customer to ensure the best mutual fit (Stephen Guerguy, Enterprise Sales Leader @ Monte Carlo)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitor...
25 Mai 202232min
#111 - Becoming a consultant in your sales cycle (Tonito De Leon, Senior Manager of Business Development @ Reprise)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Whiteboard out the vision state once you’ve identified the pain. Link their current state w...
18 Mai 202225min
#110 - Writing better emails with data-backed optimization (Will Allred, Co-Founder & COO @ Lavender)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Avoid using first names or commands in your subject lines. Use unsure tones (e.g. typically...
11 Mai 202229min
