#286 - Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Name and define your competencies Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are g...
18 Apr 202422min
#285 - Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
FOUR ACTIONABLE TAKEAWAYS Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and si...
16 Apr 202433min
#284 - Hall of Fame: Charly Johnson
FOUR ACTIONABLE TAKEAWAYS Start your email with research personalization to stand out in the inbox (vs generic greeting). Quote the prospect/company directly by researching where the company is inve...
15 Apr 202430min
#283 - Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS The best reps never ask the same question twice. Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out o...
11 Apr 202431min
#282 - Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in lega...
9 Apr 202433min
#281 - Hall of Fame: Stephen Guerguy
FOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitors during the requirement-gathering phase. Require an exec-level bridge with your...
8 Apr 202432min
#280 - Why Your SDR Team Should Be Pipe Gen Forecasting (Maya Connet, Clari)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs. There's a top-down financial plan and a bottoms-up forecast. Us...
4 Apr 202432min
#279 - Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
FOUR ACTIONABLE TAKEAWAYS If you don’t have enough pain, ask for some documentation prior to the demo. The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call. Link the ...
2 Apr 202429min
