#67 - Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media)

ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Inc...

19 Nov 202435min

FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highl...

18 Nov 202435min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Buddy System in Hiring: Involve the new hire’s buddy in the interview process to ensure a strong match. Focused Onboarding Ownership: Assign one person to over...

14 Nov 202437min

ACTIONABLE TAKEAWAYS: Start with “Why Did You Take the Call?”: Kick off by understanding the prospect’s motivation. For inbound leads, ask directly, "What prompted you to reach out?" For outbound, ...

12 Nov 202429min

ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect. Setting...

11 Nov 202433min

ACTIONABLE TAKEAWAYS: Ask About Interview Prep: Ask candidates, “What did you do to prepare?” to gauge their commitment and thoughtfulness. Challenge in Final Interviews: Address yellow flags, pa...

7 Nov 202440min

This was a preview from our upcoming course, Cold Calls to President's Club: register for the waitlist here ACTIONABLE TAKEAWAYS: No Value Propositions. Buzzwords make you sound like a telemarkete...

5 Nov 202423min

FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don'...

4 Nov 202433min