#233 - Steal Kyle Asay’s Sales Competency Framework to Produce World-Class Sellers
Kyle’s Competency Framework FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Pick 1-3 competencies to coach a rep on max. Train your team, then establish a coaching rhythm to reinforce the training and a metric ...
7 Dec 202332min
#232 - Close More Deals with Ninja-Like Operational Efficiency (Grace Presnick @ Outreach)
But wait! Want more from Grace & Outreach? Check out the 30MPC X Outreach: 1 Sequence to Create and 5 Templates to Close FOUR ACTIONABLE TAKEAWAYS Brainstorm how you're going to advance each of your...
5 Dec 202329min
#231 - Incentivizing Your Team to Dominate Q4 (Doug Landis @ Emergence Capital)
Mark Kosglow's Course FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Re-evaluate your Q4 incentives. Lots of sales reps aren’t making money now. Throw in SPIFs and kickers that squeeze the juice out of ICP dea...
30 Nov 202329min
#230 - Jen Puts Nick in the Hot Seat to Learn His Secrets to the Perfect Sales Call (Nick Cegelski @ 30 Minutes to President’s Club)
FOUR ACTIONABLE TAKEAWAYS Back Pocket Questions - Prepare multiple questions for your sales calls that you can pull out at any time. Use them if you get "stuck" at any point. Strategic Social Proof ...
28 Nov 202332min
#229 - Build a Better Sales Call with this Foolproof Framework (Jen Allen-Knuth @ DemandJen)
FOUR ACTIONABLE TAKEAWAYS Don't put your customer in box. Use "soft" language like "typically", "usually" and "what I've seen". Before holding an intro meeting with a new prospect, mine your ecosyst...
21 Nov 202333min
#228 - Lessons From A Renowned CRO: Evolving Your Sales Team Through Process And Accountability (Stevie Case @ Vanta)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology...
16 Nov 202332min
#227 - Utilize Discounts and Timelines to Never Let a Deal Slip (Harry Lort-Phillips @ Pave)
FOUR ACTIONABLE TAKEAWAYS Anytime you’re asking about a get — sell why it’s important to the business. IE: You moving faster allows us to get ahead in our heavy implementation season. Assign values ...
14 Nov 202333min
#226 - Club Playbook: Three Steps to Cold Calling Success (ft. Jason Bay of Outbound Squad)
Download Jason Bay’s Cold Calling Framework FOUR ACTIONABLE TAKEAWAYS Open a Cold Call with a permission-based opener to get prospects to opt into talking to you. Your tone of voice is key because i...
13 Nov 202316min
