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Episoder
412 episoder
56 (Sell): Triangulating the truth to forecast better and drive timelines (Devin Reed, Head of Content Strategy @ Gong)
2021-06-23 • 29min
55 (Sell): Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff)
2021-06-16 • 33min
54 (Sell): Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)
2021-06-09 • 29min
53 (Sell): Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)
2021-06-02 • 31min
52 (Sell): Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)
2021-05-26 • 31min
51 (Sell): Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)
2021-05-19 • 30min
Playbook: Top 10 moments that change the way we sell
2021-05-12 • 32min
50 (Sell): Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)
2021-05-05 • 26min
49 (Sell): Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
2021-04-28 • 32min
48 (Sell): Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
2021-04-21 • 31min
47 (Sell): How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)
2021-04-14 • 32min
46 (Sell): Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
2021-04-07 • 32min
45 (Sell): Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
2021-03-31 • 31min
44 (Sell): Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)
2021-03-24 • 28min
43 (Sell): Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)
2021-03-17 • 28min
42 (Sell): Removing the friction from your sales cycle (Todd Caponi, Sales Melon)
2021-03-10 • 28min
41 (Sell): Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)
2021-03-03 • 27min
Playbook: How to run a sales process
2021-02-24 • 31min
40 (Sell): Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io)
2021-02-17 • 26min
39 (Sell): Data proven ways to transform the way you engage with customers (Jeremey Donovan, SVP Sales Strategy @ SalesLoft)
2021-02-10 • 31min
38 (Sell): Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)
2021-02-03 • 29min
37 (Sell): Leading with trust and curiosity to book more meetings over the phone (Chris Beall, CEO @ ConnectAndSell)
2021-01-27 • 27min
36 (Sell): Leveraging video to take your sales process to the next level (Tyler Lessard, Vidyard)
2021-01-20 • 31min
35 (Sell): Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
2021-01-13 • 31min
34 (Sell): Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)
2021-01-06 • 30min
33 (Sell): Lifting weights and booking 85% of your meetings through video (Kayla Cytron-Thaler, Domino Data Lab x Barbells & Biz Dev)
2020-12-30 • 31min
32 (Sell): Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)
2020-12-23 • 25min
31 (Sell): Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)
2020-12-16 • 24min
Playbook: Mastering negotiation
2020-12-09 • 31min
30 (Sell): Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)
2020-12-02 • 23min
29 (Sell): Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)
2020-11-25 • 28min
28 (Sell): Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)
2020-11-18 • 23min
27 (Sell): Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)
2020-11-11 • 25min
26 (Sell): Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)
2020-11-04 • 25min
25 (Sell): Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)
2020-10-28 • 25min
24 (Sell): Let your customers out of the deal and get to the truth without your smelly commission breath (Josh Braun, Founder at Josh Braun Sales Training)
2020-10-21 • 28min
23 (Sell): Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
2020-10-14 • 28min
22 (Sell): Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)
2020-10-07 • 26min
21 (Sell): Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)
2020-09-30 • 26min
Playbook: How to be a machine
2020-09-23 • 29min
20 (Sell): Selling pizzas and tearing down sequences with the blue-haired legend (Sam Nelson, SDR Leader at Outreach.io)
2020-09-16 • 29min
19 (Sell): Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)
2020-09-09 • 20min
18 (Sell): Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)
2020-09-02 • 27min
17 (Sell): Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)
2020-08-26 • 26min
16 (Sell): The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)
2020-08-19 • 32min
15 (Sell): Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)
2020-08-12 • 26min
14 (Sell): Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)
2020-08-05 • 28min
13 (Sell): Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io)
2020-07-29 • 25min
12 (Sell): Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group)
2020-07-22 • 23min
11 (Sell): Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories)
2020-07-15 • 29min