#75 - Adapting to the future of sales and prospecting into the millennial customer base (Collin Cadmus, Founder @ CollinCadmus.com)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Optimize your voicemail for transcription - keep it simple and skip the feature dump. * Get your golden nugget and turn it into a Next Step - don’t keep digging. * Keep your prospecting short and sweet to avoid rabbit holes. * Find different people/partners you can exchange leads with to keep our pipeline full. ====================== Collion’s Path to President’s Club: * Founder @ CollinCadmus.com * Former VP Sales @ Aircall RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
29 Sep 202128min
#74 - Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Segment your cadences based on industry / persona to further personalize. * Target multiple departments of your prospect’s business. Don’t just stop when you reach one. * Always be prepared to “give” with an initial theory on the prospect’s pains based on the market. * Avoid going right to the demo without getting some discovery in return. ====================== Tonima’s Path to President’s Club: * Senior AE @ Slack * Former Sales Manager @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
22 Sep 202128min
#72 - Getting to power with the right deals, at the right time (Ian Koniak, Founder of Ian Koniak Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Explain why any step would be better than the status-quo. Next, explain why your solution fits best. * Utilize your champion (until proven guilty) at which time it is okay to go over their head. * Never bash your champion, they will likely get reintroduced later on in the cycle. * Share your thesis when speaking with an executive, then jump into the gravity in their eyes. ====================== Ian’s Path to President’s Club: * Founder of Ian Koniak sales training/consulting * Strategic Account Director @ Salesforce.com * #1 Account Executive in the Enterprise Select Division of Salesforce.com * 42+ consecutive months over quota RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
8 Sep 202130min
#71 - Speed up your deal cycle with Second Voice and hitting the phones (Lydia Rahill, Director of Strategic Expansion @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * De-prioritize prospects that aren’t willing to commit to a re-connect call. * Always have the meeting scheduled by the end of your current one. * Have your boss send you an email to forward to your prospect. * Ask for internal emails in your negotiations to get prospects to commit. ====================== Lydia’s Path to President’s Club: * Over 300% of quota achiever @ CB Insights * Irelands’ 30 under 30 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
1 Sep 202122min
#70 - Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Avoid no-decisions by focusing on the impact of inaction to drive a business case. * Always know the next steps (value) for every deal in your pipe + the result once you provide it. * Establish the agenda for your next meeting at the end of your current meeting. * Double down on the high priority items in an RFP and put the other questions on the backburner. ====================== Andy’s Path to President’s Club: * Host of Sales Enablement Podcast * Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". * Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
25 Aug 202125min
#69 - Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Figure out the cost of inaction when a prospect says “this isn’t a priority right now”. * Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product. * Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time). * A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you. ====================== Josh’s Path to President’s Club: * Founder, Josh Braun Sales Training * Former Head of Sales @ Basecamp * Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
18 Aug 202130min
#68 - Driving deal velocity with a Transformation Plan (Chris Von Huene, Sales Director @ Prodigal)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Ask each person for their personal top 3 goals to get out of the demo. * Always flow from champion discovery, to boss demo, to squad demo. * Capture the sales process with a Transformation Plan (Mutual action plan + MEDDIC). * Multithread your deal by running comercial term negotiations along with your POC. ====================== Chris’s Path to President’s Club: * Sales Director @ Prodigal * Founding Associate @ Revenue Collective * Top 3 AE at Xerox RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
11 Aug 202129min
