#228 - Lessons From A Renowned CRO: Evolving Your Sales Team Through Process And Accountability (Stevie Case @ Vanta)

FOUR ACTIONABLE TAKEAWAYS PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business. Use bucket que...

10 Juni 202427min

FOUR ACTIONABLE TAKEAWAYS Structure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they intend to book, then review a good & bad ...

6 Juni 202433min

FOUR ACTIONABLE SALES TAKEAWAYS Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research Set a PPO agenda, coving the purpose, plan, a...

4 Juni 202427min

FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize direct dials & operations (their job is...

3 Juni 202434min

FOUR ACTIONABLE TAKEAWAYS When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that Coa...

30 Maj 202435min

FOUR ACTIONABLE SALES TAKEAWAYS Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions Try to avoid putting words into...

28 Maj 202437min

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 prob...

27 Maj 202430min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control Discounts drive velocity...

23 Maj 202432min