#379 - Why Most Sales Reps Fail As Managers (Mark & Armand)
Mark & Armand link up live and in person to discuss the when, how, and who of promoting sales reps to sales managers ACTIONABLE TAKEAWAYS: Efficacy in Sales Management: A sales manager’s primary j...
31 Okt 202437min
#378 - How To Win Complete Control of Your Deals (Dan Flood, Challenger)
ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps: Use question...
29 Okt 202434min
#377 - Hall of Fame: Matthew Mazankowski
Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get info...
28 Okt 202432min
#376 - How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance)
ACTIONABLE TAKEAWAYS Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top r...
24 Okt 202437min
#375 - How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk)
ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach: When price ma...
22 Okt 202437min
#374 - Hall of Fame: Lylle Ryals
TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and...
21 Okt 202429min
#373 - How to Use Intent-Based Selling for Huge Sales Development Success (Florin Tatulea, Common Room)
ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blit...
17 Okt 202431min
#372 - (Special) Mastering Sales Tonality (Jeremy Miner, 7th Level)
ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosit...
15 Okt 202436min
