#159 - Building trust when selling at early-stage companies (Miles Kane, VP, Sales @ Tenderly)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Grow your existing pipeline 50% by asking for referrals. Use these 3 common PLG (product-le...
22 Mar 202332min
#158 - Building your sales process step by step (Luke Floyd, Sr. Account Executive @ Deel)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Luke's Recap Email Templates FOUR ACTIONABLE TAKEAWAYS Build your sales process out step by step. This will ...
15 Mar 202333min
#157 - Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 UserGems’ Job Change Sequence FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any gi...
8 Mar 202330min
#156 - Adding discipline into your sales process (Anthony Natoli, Enterprise Account Executive @ Lattice)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Anthony's 3-Step Email Framework FOUR ACTIONABLE TAKEAWAYS On a cold call: Get permission, lead with a probl...
1 Mar 202334min
#155 - Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS After the demo, get a sense of what they liked an...
22 Feb 202328min
#154 - Hall of Fame: Joe Caprio
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stop withholding the demo from your prospects, ask how they want to run it. 5 min harbor de...
20 Feb 202333min
#153 - Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS PPI (Problem, Pain, Impact): Get agreement on a p...
15 Feb 202327min
#152 - Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagno...
8 Feb 202330min
