#332 - Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo)
FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they dis...
30 Jul 202435min
#331 - Hall of Fame: Ryan Reisert
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...
29 Jul 202429min
#330 - The Daily Habits That Set Top Sales Leaders Apart (Jordan Chavez, Navan)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently Always be recruiting (ABR) - Regularly connect with pote...
25 Jul 202434min
#329 - Unlocking Buyer Pain Points While Engaging Key Stakeholders (Maddy Jackson, Webflow)
FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals a...
23 Jul 202435min
#328 - Hall of Fame: Talha Husayn
FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, ...
22 Jul 202431min
#327 - Sell Playbook: The Ultimate Cold Calling Masterclass
To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how ...
19 Jul 202456min
#326 - Interview Smarter: Using Roleplays to Identify Top Sales Talent (Brooke Freedman, Chameleon)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs. Giving candidates extensive p...
18 Jul 202434min
#325 - The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC)
TOP ACTIONABLE SALES TAKEAWAYS: Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily. Make each concession painful for the cust...
16 Jul 202440min
