#254 - Hall of Fame: Adam Ochart
Four Actionable Takeaways: Mirror the objection, then ask a loaded question for the anaconda squeeze Use slides to give prospects control and choice over what they want to discuss Ask your VP / CRO...
12 Feb 202427min
#253 - How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions. Pre-carve books for reps to-be-hired and ...
8 Feb 202433min
#252 - Secrets to Break Into Top-Tier Accounts with Product-Led Growth (Andrew Johnston, Superhuman)
RESOURCES DISCUSSED View the written summary of this episode Get 1 month of Superhuman on us Other things you can steal FOUR ACTIONABLE TAKEAWAYS Do not enter a pilot or a POC without setting cl...
6 Feb 202432min
#251 - Hall of Fame: Belal Batrawy
Four Actionable Takeaways: Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need) First 15 seconds explain why you called, say it’s a cold call, then ask a peer question In t...
5 Feb 202423min
#250 - Lead Playbook: Armand and Mark Teach You How to Train Your Team
Every 10th episode, we tear down one topic. In this Lead Playbook, we’re talking about team training. FOUR ACTIONABLE LEADERSHIP TAKEAWAYS It is crucial to focus the initial six weeks of onboarding ...
1 Feb 202432min
#249 - Best Pre-Call Prep Tactics That Will Help You Nail Your Opening Sales Call (Taylor Lemke @ Zapier)
FOUR ACTIONABLE TAKEAWAYS Do not go in blind to an inbound lead meeting. Give your prospect a pre-meeting questionnaire to fill out so you can have a far more productive introductory conversation. B...
30 Jan 202433min
#248 - Hall of Fame: Charles Muhlbauer
FOUR ACTIONABLE TAKEAWAYS The humbling disclaimer: “I feel a bit crazy asking this question, but…” Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?” Take the hea...
29 Jan 202425min
#247 - How to Rip Through 10 Calls in a 30 Minute Sales Coaching Session (Sean Gentry @ Webflow)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Spend 30 minutes BEFORE your 1:1's figuring out what you want to coach on Start with the metrics, then use the metrics to figure out what parts of the call you s...
25 Jan 202432min
