#364 - Own the Sales Cycle: How to Take Command from Call One (John Barrows)

#364 - Own the Sales Cycle: How to Take Command from Call One (John Barrows)

Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that. Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework. Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion. Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Episoder(589)

#511 - $3k vs $30k vs $300k Sales Close

#511 - $3k vs $30k vs $300k Sales Close

Mark's Kosoglow's Sales Leadership Course Armand Farrokh reveals how to close a $3K, $30K, and $300K sales deal — and why each one needs a different approach. He breaks down the five buyer agreemen...

14 Okt 202527min

#510 - Here’s my $250M ARR Sales Management System

#510 - Here’s my $250M ARR Sales Management System

🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT Sales managers: No one ever teaches you how to do your job. If you've ever wondered... Why are my pipeline review...

13 Okt 202518min

#509 - Sales Hiring Secrets No One Talks About

#509 - Sales Hiring Secrets No One Talks About

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

9 Okt 202530min

#508 - I Got Promoted to VP of Sales at 29. Here’s how.

#508 - I Got Promoted to VP of Sales at 29. Here’s how.

This Is Why Everyone Else Is Getting Promoted Faster Wondering why you’re stuck while your peers keep getting promoted? It’s not about tenure or luck—it’s about strategy. In this video, we break down...

7 Okt 202522min

#507 - Creative deal structure that buyers can't resist  | Mark Kosoglow

#507 - Creative deal structure that buyers can't resist | Mark Kosoglow

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

6 Okt 202531min

#506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)

#506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

2 Okt 202520min

#505 - The Most Confusing Objection in Sales

#505 - The Most Confusing Objection in Sales

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

30 Sep 202513min

#504 - Directing your sales process like a movie | Mark Kosoglow

#504 - Directing your sales process like a movie | Mark Kosoglow

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

29 Sep 202530min

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