#53 - Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Send a pre-meeting agenda to set expectations and get feedback. * Start meetings with three big-picture takeaways you want them to walk away with. * Ask questions one level up on the value pyramid to drive your convo and next steps. * Validate your value by speaking to the specific pain point of each person. ====================== Anthony’s Path to President’s Club: * VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari * RVP of Enterprise Sales @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
28 Apr 202132min
#52 - Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Reverse anchor on pricing with exaggerated deal terms. Sell the model vs the features when in a competitive deal negotiation. Focus on the outcomes in order to justify the price. You are the value proposition. Educate the customer on why getting higher level buy-in is in their best interest. Anthony’s Path to President’s Club: Over 30 years of sales experience in staffing & B2B Creator of Iannarino Sales Accelerator Founder of B2B Sales Coach & Consultancy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
21 Apr 202131min
#51 - How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Format your emails with 4 paragraphs: Tailoring, Problem, Value, Ask Ask for interest instead of time in your CTA paragraph Avoid over-using images, GIF’s, and links to minimize getting blacklisted by email servers Personalize at scale with problem-based bucket tailoring for your C tier accounts Kyle’s Path to President’s Club VP, Revenue Growth & Enablement @ Clari Sr Director, Sales Development & Optimization @ Looker A massive LinkedIn following with killer content RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
14 Apr 202132min
#50 - Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on humbling disclaimers before asking the tough questions. Bring the future to the present: let’s pretend you love what you see...what happens next? Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback. Charles’ Path to President’s Club: Sr Biz Dev Training Manager at CB Insights Founder at SalesShare RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
7 Apr 202132min
#49 - Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Ask your prospect “what do you like about X” instead of bashing your competition Use wedge questions to uncover pain points where your product wins vs competition Propose a follow up time or figure out the prospect’s buying window and reach out then Send videos to contacts that have gone dark, or shoot them a tentative calendar invite Katie’s Path to President’s Club: Director of Sales Training Golden Rule of Selling Podcast 9 years of medical device sales RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
31 Mar 202131min
#48 - Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Write a hand written note to your prospect, snap a photo, and message it to them Send Instagram/LI dm, follow with an email, then do a voice note, then video (mix it up) Get proper lighting, clean up the room, smile, and slow it down Read your notes out-loud and don’t be afraid to show some personality Tara’s Path to President’s Club: Gravy OG (Content + SDR Manager) Founding Managing Editor: RevGenius Mag LinkedIn Top 100 Sales Star RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
24 Mar 202128min
#47 - Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Talking to execs: figure out their pain points and do the digging in the weeds for them Start high, work down the chain, then bubble back up in one business case (Yo-Yo Selling) Leverage your executive champion to make intros and walk them through the process Lean on your technical resources for a better buyer AND seller experience Ian’s Path to President’s Club: Strategic Account Director @ Salesforce.com #1 Account Executive in the Enterprise Select Division of Salesforce.com 42 consecutive months over quota Founder of Ian Koniak sales training/consulting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
17 Mar 202128min
#46 - Removing the friction from your sales cycle (Todd Caponi, Sales Melon)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Remove all the bs from the journey Get price out early, and use it to disqualify Acknowledge your competitors’ strengths + highlight where your features match needs Keep negotiation simple by anchoring pricing and trading value for dollars Todd’s Path to President’s Club: Founder of Sales Melon Author of The Transparency Sale Former sales leader @ ExactTarge/SalesForce Former VP of Worldwide Sales & Field Operations @ SAP RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
10 Mar 202128min
