#258 - Hall of Fame: Joe Diliberto
Four Actionable Takeaways: * Use an UFC at the beginning of your meeting to anchor customers to next steps at the end. * Use an UFC at the end of your meeting to anchor to outcomes of the following m...
19 Feb 202432min
#257 - Club Playbook: How Gong's Top Rep Makes A Cold Call (ft. Jc Pollard)
FOUR ACTIONABLE TAKEAWAYS: Pre-research your subject for a more personalized cold call that makes the interaction intentional and human. It tells them you’ve taken the time to get to know them. Use ...
16 Feb 20248min
#256 - How To Prep Reps Pre-Call And When To Jump In Yourself (Pleasant Middelhof, Convertr)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Prep your reps on both what they should get out of the call and how they plan to get it Pay special attention to how your reps nail the first 7 golden minutes, t...
15 Feb 202432min
#255 - NOT Personalizing Your Emails to Get More Deals (Julia Carter, Marpipe)
FOUR ACTIONABLE TAKEAWAYS Don't shy away from including images in your prospecting emails, particularly if you sell a visual solution. Add value with a “thinking of you” email in advance of your sal...
13 Feb 202431min
#254 - Hall of Fame: Adam Ochart
Four Actionable Takeaways: Mirror the objection, then ask a loaded question for the anaconda squeeze Use slides to give prospects control and choice over what they want to discuss Ask your VP / CRO...
12 Feb 202427min
#253 - How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions. Pre-carve books for reps to-be-hired and ...
8 Feb 202433min
#252 - Secrets to Break Into Top-Tier Accounts with Product-Led Growth (Andrew Johnston, Superhuman)
RESOURCES DISCUSSED View the written summary of this episode Get 1 month of Superhuman on us Other things you can steal FOUR ACTIONABLE TAKEAWAYS Do not enter a pilot or a POC without setting cl...
6 Feb 202432min
#251 - Hall of Fame: Belal Batrawy
Four Actionable Takeaways: Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need) First 15 seconds explain why you called, say it’s a cold call, then ask a peer question In t...
5 Feb 202423min
