#309 - Hall of Fame: Kevin "KD" Dorsey
FOUR ACTIONABLE TAKEAWAYS PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business. Use bucket que...
10 Jun 202427min
#308 - Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage)
FOUR ACTIONABLE TAKEAWAYS Structure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they intend to book, then review a good & bad ...
6 Jun 202433min
#307 - Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)
FOUR ACTIONABLE SALES TAKEAWAYS Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research Set a PPO agenda, coving the purpose, plan, a...
4 Jun 202427min
#306 - Hall of Fame: Ryan Reisert
FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize direct dials & operations (their job is...
3 Jun 202434min
#305 - Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey)
FOUR ACTIONABLE TAKEAWAYS When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that Coa...
30 Mai 202435min
#304 - Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
FOUR ACTIONABLE SALES TAKEAWAYS Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions Try to avoid putting words into...
28 Mai 202437min
#303 - Hall of Fame: Chris Orlob
FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the prob...
27 Mai 202430min
#302 - Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control Discounts drive velocity...
23 Mai 202432min
