#99 - Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your calls with a point of view on how you can help your prospect. Kill the deck in t...
2 Mar 202234min
#98 - Injecting your demos with discovery (Mor Assouline, Founder of FDTC)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your demo with a round of intros + what each person wants to get out of the call. Rec...
23 Feb 202231min
#97 - Staying ahead with MEDDICC (Andy Whyte, Founder MEDDICC™)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Ask about the last time they bought something before asking for buying process. Don’t be af...
16 Feb 202230min
#96 - Nailing the tone of your discovery (Marcus Chan, Venli Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Roleplay the worst case scenario over and over again until you feel confidence. Reference a...
9 Feb 202236min
#95 - Selling the partnership instead of the widget (Dan Cutler, Head of Sales)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Strive to get 3/3 criteria before give price: technical validation, budget, power. Go exec-...
2 Feb 202230min
#94 - Hall of Fame: Ryan Reisert
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. FOUR ACTIONABLE TAKEAWAYS Eat the frog ...
31 Jan 202225min
#93 - Trading items of unequal value (David Priemer, Founder @ Cerebral Selling)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t show that you have the power in a negotiation. Slow down the negotiations, it should ...
26 Jan 202229min
#92 - Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections dif...
19 Jan 202229min
