#33 - Playbook: Mastering negotiation
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to master negotiation. FOUR ACTIONABLE TAKEAWAYS Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before Price is based on internal (timeline, pain points) and external factors (competitve landscape) Explain how price is structured BEFORE you give it, then shut up Seek first to understand - get them to sell themselves first. Discounts need to have a give for get. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
9 Dec 202031min
#32 - Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: A room with 6 prospects needs at least 2 sales people. Never lose alone. Brief your team on personas, context, and outcomes before jumping onto the live call. Ask everyone what they want to get out of the call. Throw it into the Zoom chat. Customize your demo environments with their logos, role names, and problems. Amyra Rand’s Path to President’s Club VP Sales & Strategic Partnerships, Criteria Corp Chapter VP, AA-ISP VP Sales, Kareo RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
2 Dec 202023min
#31 - Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Time block when you’re asking for referrals from everyone you’ve ever sold or met with Send a connection with a blank note. You can always delete it, then resend it in LI. Throw the lurking GIF in a Linkedin DM when someone looks at your profile. Have a snippet for every buyer trigger and every objection you get Morgan Ingram’s Path to President’s Club Director of Sales Execution and Evolution, JB Sales Training Host, The SDR Chronicles RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
25 Nov 202028min
#30 - Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Get to power by asking someone to sign an NDA - requires a certain rank in the org Find the lowest ranking person in the company who can still buy something Raise prices to get to power - $10k purchases won’t get you to execs Bring in your executives for referrals, for early sponsorship, or for closing it all up Amit Bendov’s Path to President’s Club CEO, Gong.io CEO, SiSense CMO, Panaya RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
18 Nov 202023min
#29 - Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Build a shared G Drive of screenshots and GIFs for every competitor and situation Skip the pleasantries in your emails. I know you’re on this competitor, here’s a GIF. Know what to look for before you look for it. Stack rank your triggers, then research. “Hey it’s Jeremy from LeadIQ, is it cool if I explain the reason for my call in RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
11 Nov 202025min
#28 - Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Start all of your LinkedIn interactions with info about them and a tailored video Mix up your account based tailoring and person level tailoring Start every disco with “what do you wanna get out of this call?” Open with “thanks for taking my call, do you have a moment before your next meeting?” James Buckley’s Path to President’s Club Director of Sales Evolution and Execution at JBarrows Consulting Board Of Directors & Host of The UNCrushed Podcast RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
4 Nov 202025min
#27 - Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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 headtrash out on your calls and be overly transparent in your discovery Clarify, isolate, address the problems in a negotiation Charles Muhlbauer’s 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
28 Okt 202025min
#26 - 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)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways Detach from the outcome and just focus on finding the truth Use an accusation audit when asking questions: “Would it be ridiculous if…” Use “Have you given up on _____” as your one sentence breakup email Mirror the last three words of an objection, then label it with “sounds like ___” Josh Braun’s Path to President’s Club: Founder, Josh Braun Sales Training Head of Sales, Basecamp VP of Inside Sales, Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
21 Okt 202028min
