#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. * Alwa...
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”. *...
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...
11 Aug 202129min
#67 - Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Make your ask as specific as possible (person, company, etc.) when asking for referrals. ...
4 Aug 202130min
#66 - Playbook: Discovery Teardown
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to structure your discovery. FOUR ACTIONABLE TAKEAWAYS MAKE I...
28 Jul 202128min
#65 - Getting a promotion using quality discovery tactics (Sarah Brazier, AE @ Gong)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Break-down pricing objections to better understand whether it’s a timing, budgeting, or ot...
21 Jul 202131min
#64 - Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Break the mold by leveling with your prospect and recognizing that you’re a sales rep. * ...
14 Jul 202126min
#63 - The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * “Cut” your prospect before showing them the band-aid - solidify the enemy. * Utilize stor...
7 Jul 202131min
