#269 - Hall of Fame: Keenan
Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first. * Condense the problem you solve into a single sentence - stop overcomplicating th...
11 Mar 202432min
#268 - How to Build an Early Stage Sales Team Beyond the First Five Reps (Miles Kane, Tenderly)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers...
7 Mar 202433min
#267 - Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why s...
5 Mar 202429min
#266 - Hall of Fame: Jeb Blount
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...
4 Mar 202429min
#265 - Video Playbook: Book 1 In 3 Cold Calls With This Opener
The "Heard The Name Tossed Around Opener" - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now. RESOURCES DISCUSSED Join our we...
1 Mar 202411min
#264 - Why You Should Practice Breathwork Before Starting Team Meetings (Alex Kremer, Alluviance)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Have two one-on-ones in a week. One that talks deals and one focused on your rep as a person. Investing in a person always pays off with better deals. Practice b...
29 Feb 202432min
#263 - Why You Should Never Mention AI in Your Sales Calls (Nick Casale, Handoffs)
FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by...
27 Feb 202433min
#262 - Hall of Fame: Josh Braun
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 tal...
26 Feb 202430min
