#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
#246 - Q&A: JBay and Armand Teach you to Write a Cold Outbound Sequence
FOUR ACTIONABLE TAKEAWAYS - How can I prevent myself from getting flagged as spam? Avoid as many links as possible in that first email. Stick to just a website link in your signature. Batch your ema...
23 Jan 202432min
#245 - Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots Get product involved in your big deals. Put ...
18 Jan 202432min
#244 - How to Tear Up Your Territory to Kickoff 2024 (Luke Floyd @ Deel)
Steal Luke’s Territory Planning Spreadsheet FOUR ACTIONABLE TAKEAWAYS When prospecting, start to look for lookalike accounts. For example, if you’re having success with intellectual property law firm...
16 Jan 202432min
#243 - The Ultimate Guide to Interview and Train High-Performing SDRs (Kyle Coleman @ Copy.ai)
Kyle Coleman's Metrics to Quota Calculator FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Kyle runs 3 live interviews with pair interviewers — having two people from your team will give you a better read Run ...
11 Jan 202432min
#242 - Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
Steal Clari’s templates to get your deals closer to close FOUR ACTIONABLE TAKEAWAYS Help your customer build a case for why they shouldn’t be trying to build their software in-house. If you’re havin...
9 Jan 202430min
