#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
#324 - Hall of Fame: Will Padilla
FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may b...
15 Jul 202427min
#323 - Lead Playbook: Fixing Your Pipeline Problem
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable Do not try and fi...
11 Jul 202437min
#322 - Set Yourself Up for Negotiation Success by Crafting Your Business Case Early (Spencer Ivey, Webflow)
FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions...
9 Jul 202435min
#321 - Hall of Fame: Stevie Case
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology...
8 Jul 202434min
#320 - Driving Accountability and Empowering Sales Teams for Peak Performance (Jason Bay, Outbound Squad)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Hold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust prospecting efforts to ensure accountability ...
4 Jul 202434min
