#76 - Breaking down negotiation tactics against every type of buyer persona (Morgan Melo, Sales @ Pave)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Use “typically” questions to demonstrate your credibility. Avoid the generic, open-ended ...
6 Okt 202130min
#75 - Adapting to the future of sales and prospecting into the millennial customer base (Collin Cadmus, Founder @ CollinCadmus.com)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Optimize your voicemail for transcription - keep it simple and skip the feature dump. * G...
29 Sep 202128min
#74 - Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Segment your cadences based on industry / persona to further personalize. * Target multip...
22 Sep 202128min
#73 - Becoming the CEO of your territory in your path to President’s Club (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: * Ask your customer how they build business cases instead of just sending over your ROI she...
15 Sep 202129min
#72 - Getting to power with the right deals, at the right time (Ian Koniak, Founder of Ian Koniak Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Explain why any step would be better than the status-quo. Next, explain why your solution...
8 Sep 202130min
#71 - Speed up your deal cycle with Second Voice and hitting the phones (Lydia Rahill, Director of Strategic Expansion @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * De-prioritize prospects that aren’t willing to commit to a re-connect call. * Always have...
1 Sep 202122min
#70 - Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Avoid no-decisions by focusing on the impact of inaction to drive a business case. * Alwa...
25 Aug 202125min
#69 - Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Figure out the cost of inaction when a prospect says “this isn’t a priority right now”. *...
18 Aug 202130min
