#124 - Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you...
10 Aug 202232min
#123 - Prospecting into your customer's new company (Todd Busler, Co-founder & CEO @ Champify)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stay top of mind with your closed/lost opps with introductions, referrals, and nuggets (don'...
3 Aug 202230min
#122 - Managing expansion sales and executive teams (Evan Cassidy, Sr. Director, Mid-Market & Growth Expansion Sales @ Drift)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Get ahead of every executive conversation by first prepping with a champion pre-call. Use S...
27 Jul 202227min
#121 - Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is bec...
20 Jul 202230min
#120 - Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”. ...
13 Jul 202229min
Product Roadmap: Q3 2022
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We like to drop new stuff from time to time. So here's the scoop... RESOURCES DISCUSSED Join our weekly newsletter ...
7 Jul 20227min
#119 - Taking control of the buying process (Lauren Bishop, Sr. Commercial Account Executive @ Gong)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Write down what you want to get out of the call and two ways you can get it. Use one team t...
6 Jul 202230min
#118 - Hall of Fame: Sarah Brazier
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. FOUR ACTIONABLE TAKEAWAYS Write like a ...
4 Jul 202229min
