#336 - Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highl...
6 Aug 202436min
#335 - Hall of Fame: Sara Plowman
FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the clos...
5 Aug 202437min
#334 - Sell Playbook: Cold Call Openers
Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 mil...
2 Aug 20249min
#333 - Founder-Led Sales: Taking Your Startup to Market (Peter Kazanjy, Atrium)
FOUR ACTIONABLE FOUNDER TAKEAWAYS Your first customers should come from the founder Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet ...
1 Aug 202425min
#332 - Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo)
FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they dis...
30 Jul 202435min
#331 - Hall of Fame: Ryan Reisert
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...
29 Jul 202429min
#330 - The Daily Habits That Set Top Sales Leaders Apart (Jordan Chavez, Navan)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently Always be recruiting (ABR) - Regularly connect with pote...
25 Jul 202434min
#329 - Unlocking Buyer Pain Points While Engaging Key Stakeholders (Maddy Jackson, Webflow)
FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals a...
23 Jul 202435min
