#150 - Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Liam’s Account Planning Sheet FOUR ACTIONABLE TAKEAWAYS Start discovery by asking why they were hired in the...
25 Jan 202339min
#149 - Playbook: The Negotiation Playbook
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When giving price: explain how it works first, then give price and stop talking. When the c...
18 Jan 202327min
#148 - Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper...
11 Jan 202332min
#147 - Using pushes to handle objections (Will Padilla, Sr. Account Executive @ GRIN)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you ...
4 Jan 202323min
#146 - Booking more outbound meetings with slapping (Florin Tatulea, Director of Sales @ Barley)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Segment your sequences between above and below-the-line decision-makers. Permission Slap: A...
28 Des 202230min
#145 - 6 Ways to Get Coal in Your Stocking from Sales Santa (and what to do instead)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Prospect the right people: 80% of your prospecting time should be spent contacting folks ABO...
21 Des 202224min
Product Roadmap: Q1 2023
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
19 Des 202214min
#144 - Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS 3 ways to know you have a champion (influence & authority): always willing to hop on a call,...
14 Des 202233min
