#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
#68 - Driving deal velocity with a Transformation Plan (Chris Von Huene, Sales Director @ Prodigal)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Ask each person for their personal top 3 goals to get out of the demo. * Always flow from...
11 Aug 202129min
#67 - Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Make your ask as specific as possible (person, company, etc.) when asking for referrals. ...
4 Aug 202130min
#66 - Playbook: Discovery Teardown
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 structure your discovery. FOUR ACTIONABLE TAKEAWAYS MAKE I...
28 Juli 202128min
