#50 - Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on...
7 Apr 202132min
#49 - Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Ask your prospect “what do you like about X” instead of bashing your competition Use wedg...
31 Mar 202131min
#48 - Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Write a hand written note to your prospect, snap a photo, and message it to them Send Ins...
24 Mar 202128min
#47 - Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Talking to execs: figure out their pain points and do the digging in the weeds for them S...
17 Mar 202128min
#46 - Removing the friction from your sales cycle (Todd Caponi, Sales Melon)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Remove all the bs from the journey Get price out early, and use it to disqualify Acknowle...
10 Mar 202128min
#45 - Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Always get in front of the pro’s and con’s of your competitors Start asking questions to h...
3 Mar 202127min
#44 - Playbook: How to run a sales process
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 sales process. FOUR ACTIONABLE TAKEAWAYS Be...
24 Feb 202131min
#43 - Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Set up your exit criteria before you even touch the POC Let the prospect set the expectati...
17 Feb 202126min
