172 (Sell): Mastering the Bookends: How Your Open Dictates Your Close (Joe Diliberto @ Sandler Training)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Segment your sequences between above and below-the-line decision-makers. Permission Slap: Ask for permission to give valuable information. e.g. Can I send you a 90-second video so I can show how you might get a sense of what win rates look like in RFPs? Look for keywords in the investor day transcript or in the 10-K, then attach those to the messaging you use above the line. Prospect in bursts. Voicemails and social touches power email replies even if you don’t get a reply on that channel. PATH TO PRESIDENT’S CLUB Director of Sales @ Barley Director, Sales Development @ Plato Sr. Manager, Sales Development @ Loopio Business Development Manager @ PenPal Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

28 Dec 202230min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line. Set agendas like a human being: In the first 4 minutes of any meeting, address the time, the meeting content, & the potential next steps. Understand the intent behind your prospect's questions: If you get asked a broad question from a prospect, ask a question about their question to determine what information they are actually seeking. Keep Power in the loop: Share regular (succinct) status updates with the executive sponsor of your deal. It's your job to keep reiterating WHY their organization is looking to buy your thing. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

21 Dec 202224min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

19 Dec 202214min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS 3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams. In a team demo, use Slack/text for live internal communication and strategy. Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities.  Use PoCs to create urgency. Start them on a trial but ask for a legitimate commitment if they want to extend their usage. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Figma Direct, Enterprise Sales @ Scoop Technologies, Inc Global Accounts & Partnerships @ Dropbox Account Executive @ BrightEdge RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

14 Dec 202233min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS 3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn. Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call. Use “typically” language when prospects are hesitant to open up. By sharing common situations, it allows them to nail down their specific problem(s). Once you get to a problem, tell a story: “You make me think of a customer where XYZ was the problem, ABC is what we did, which led to 123 results”. This helps build trust and gets them to open up further. PATH TO PRESIDENT’S CLUB Founder @ #samsales Consulting Head of Sales, Enterprise, NYC @ LinkedIn VP, Sales, Enterprise @ ON24 Regional Sales Director, Enterprise @ Vcall RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

7 Dec 202230min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Check your profile views and ask your prospects “did I do something wrong?” The PLA Phone Opener: Pleasant, laugh, and arms-up. 5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps. 10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Dec 202232min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use the line “in order to be conscious of your time…” to lead into your post-opener statement. Jump into your research and follow up with a light question to earn another one. Use “client voice” to describe common challenges from your customers. Leverage those stories into open-ended questions to gauge fit. Demonstrate your understanding of their problem and use it to present a tailored pitch of your solution (we were made to solve this exact problem). PATH TO PRESIDENT’S CLUB Account Executive I @ ZoomInfo Sales Development Representative @ SalesIntel.io Business Development Executive @ Alliance Execut RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

30 Nov 202229min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery.  Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language. Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions) PATH TO PRESIDENT’S CLUB Co-Founder & CEO @ Stealth Startup Director of Sales & Go-To-Market @ Gong Co-Founder & CEO @ Conversature Regional Sales Manager - New Business @ InsideSales.com  RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

23 Nov 202230min