#85 - Death of the helpful seller: Use proven psychology to stop losing deals (Belal Batrawy, DeathtoFluff)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Disclose “often withheld” information around pricing, competition, weakness, and implemen...
8 Dec 202133min
#84 - Leading with data in your sales process and why traditional sales is broken (Anthony Iannarino, President @ SOLUTIONS Staffing)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Lead with insights to show the prospect that you know their business. * Don’t assume the ...
1 Dec 202132min
#83 - Selling to executives, selling with them, and everything in between (Kris Rudeegraap, CEO @ Sendoso)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Bring your executives early to accelerate the deal instead of at the end when it’s too la...
24 Nov 202128min
#82 - Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first. *...
17 Nov 202132min
#81 - Mapping out your demo during the discovery call to drive the ‘aha’ moment (Will Lui, CRO @ Pairsoft)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Tie each feature you demo to the discovery, then an example, then a use case so it really...
10 Nov 202127min
#80 - Working with your Sales Engineer to run effective discovery and demos (Zach Farber, AE @ Salesforce)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Lean on your champion to schedule large meetings with multiple functional groups. * Stay ...
3 Nov 202128min
#79 - Systematizing the way you use text messages in a deal cycle (Eric Buckley, President @ Skipio)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Don’t try to sell over text, your goal is to get a response, meeting, or call. * Keep you...
27 Okt 202126min
#78 - Perfecting the Up-Front Contract...straight from the source (Joe Diliberto, President/Owner @ Sandler Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Use an UFC at the beginning of your meeting to anchor customers to next steps at the end....
20 Okt 202132min
