#144 - Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)
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,...
14 Dec 202233min
#143 - Active listening to loosen up your discovery calls and first dates (Samantha McKenna, Founder @ #samsales Consulting)
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 compa...
7 Dec 202230min
#142 - Hall of Fame: Morgan Ingram
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 O...
5 Dec 202232min
#141 - Using "client voice" with your prospects (Rod Baptista, Account Executive I @ ZoomInfo)
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 statemen...
30 Nov 202229min
#140 - Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
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 ...
23 Nov 202230min
#139 - Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / b...
16 Nov 202234min
#138 - Creating and accelerating your emails (Kyle Coleman, SVP, Marketing @ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Read your emails out loud before you send them. Use contractions and shorter sentences to so...
9 Nov 202232min
#137 - Playbook: Cold Calling Playbook Part 2
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Part 1: The Playbook Revisited Use a permission-based or ‘heard the name tossed around’ opener Describe an excruciati...
2 Nov 202229min
