#45 - Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)

Guestie VP of Sales Jonah Mandel is back—and he’s bringing a battle-tested blueprint for leading a 60-person sales org. From onboarding frameworks to emotional pulse checks, this episode is a mastercl...

1 Mai 202536min

FOUR ACTIONABLE TAKEAWAYS: Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conver...

29 Apr 202533min

ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding ov...

28 Apr 202536min

FOUR ACTIONABLE TAKEAWAYS: Schedule Everything: Cold call success starts with structure. Use scheduled power hours, follow-ups, and prospecting blocks to bring order and focus to your SDRs' day. ...

24 Apr 202534min

FOUR ACTIONABLE TAKEAWAYS Assume your buyer has 60 seconds to pitch your product internally. When sending recaps or justification materials, skip the deck send 2–3 crisp bullets that clearly comm...

22 Apr 202532min

ACTIONABLE TAKEAWAYS: Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome. D...

21 Apr 202536min

Consensus close rate guide: https://goconsensus.com/checklist/close-rates-demo-automation/ ACTIONABLE TAKEAWAYS: Time-Box Your Tools: Avoid checking Slack or email first thing in the morning—protec...

17 Apr 202535min

Here are our 15 favorite tips from all 300 episodes of the 30 Minutes to Presidents Club Podcast Top 3 Cold Calling Tips Use "The Ledge" to buy yourself a second after objections with a preset line...

15 Apr 202539min