#175 - Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari )
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS At the end of a discovery call, lay out a play-by-play recap and look for the nod. The 5-ch...
14 Jun 202335min
#174 - Selling with ChatGPT (Sonny Round, Director of Global Sales Development @ Panopto)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Sonny's ChatGPT Cheat Sheet FOUR ACTIONABLE TAKEAWAYS Three common ChatGPT use cases: pull out insights, writ...
7 Jun 202332min
#173 - Club Playbook: How to cold call (ft. Morgan J Ingram)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Morgan's Cold Call Script ACTIONABLE TAKEAWAYS Overview - Fisherman’s Framework: Break your cold call into W...
5 Jun 202313min
#172 - Sealing the deal with executives (Lynn Powers, Enterprise Sales Director,@ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Preschedule the final executive meeting upfront if you get access to the executive buyer at t...
31 Mai 202336min
#171 - Negotiate like a pro during a savings showdown (Hunter Swanson, Enterprise Regional VP @ DocuSign)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When you are asked for a discount ask in return, “Why a discount at all” and then create a c...
24 Mai 202330min
#170 - Winning over the CEO by turning their team into champions (Henry Schuck, CEO & Founder @ ZoomInfo)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ZoomInfo: 5 Plays, 30MPC Style FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from askin...
17 Mai 202328min
#169 - Getting to power for executive level discovery (Kyle Asay, Regional VP @ MongoDB)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Kyle's Executive Multithreading & Agenda Email Templates FOUR ACTIONABLE TAKEAWAYS Prepare targeted questions...
10 Mai 202334min
#168 - Hall of Fame: Keenan
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Align on the problem and impact first, then start brainstorming root causes and solutions B...
8 Mai 202325min
