#356 - Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Cut out all the useless fluff from your emails and get right into your research.  * Start the video on your research - the whiteboard intros aren’t getting the job done. * Get creative with your email by screenshotting your research and including it in the body. * Lead with context when cold calling to establish credibility and generate more conversation. ====================== Charlotte’s Path to President’s Club:  * SDR @ SalesLoft * Host of Sales Development Sounbites RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

9 Juni 202129min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Answer the question you WISHED you were asked to drive your narrative.  * Give your pitch in “story” form (background, journey, aha moment) insead of reciting your CV. * Embrace your “biggest weakness” and highlight the ways you deal with it. * Explain the pull towards your new job, instead of pushing away from your old one. ====================== Blake’s Path to President’s Club:  * Director of Sales Enablement @ re:work training * Former AE/Brand Manager @ Victory Lap RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

2 Juni 202131min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Send a quick video after a big team demo instead of the 17 page deck. * Mark-up your case study with key takeaways before sending to the prospect. * Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z. * Avoid the massive 8 person exec demo and opt to multi-thread instead. ====================== Marks’s Path to President’s Club:  * VP of Sales at Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Maj 202131min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Remove all templates when reaching out to your AE Top 30 and AE Top 5.  * Look in your CRM for a prospect’s historical interactions, copy exact language for new outreach. * Recycle your highly personalized email with a new subject line if it didn’t get opened. * Switch your outreach frequently to increase the chances of breaking through. ====================== Vin’s Path to President’s Club:  * Mid-Market AE at Demandbase * President’s Club FY20 * SDR of the Year (Demandbase) * BEAST Award: The Best in Sales Development (Tenbound) - Responsible for sourcing over $6M in closed deals in 2019. Averaged 144% of New Business Opportunities each month. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

19 Maj 202130min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. EPISODES MENTIONED: Episode 6 w/ Ryan Reisert Episodes 4 & 47 w/ Kyle Coleman Episode 17 w/ Sarah Brazier Episodes 16 & 29 w/ Morgan Ingram Episode 1 & 35 w/ Joe Caprio Episode 7 w/ Keenan Episode 8 w/ Kevin “KD” Dorsey Episodes 25 & 46 w/ Charles Muhlbaur Episodes 18 & 40 w/ Adam O’Chart Episode 9 w/ Belal Batrawy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Maj 202132min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Backload your sequences (3 calls in one day then 3 emails in one day) to bump up replies.  * Use subject lines that will elicit an emotional response to drive more opens.  * Get a guaranteed response by sending the “I’m calling you tomorrow” email.  * Cover current state, negative consequences, ideal state, and business outcomes. ====================== Florin’s Path to President’s Club:  * Leads a team of 15+ SDR’s at Loopio * Career coach at SDR Nation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Maj 202126min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Send a pre-meeting agenda to set expectations and get feedback.  * Start meetings with three big-picture takeaways you want them to walk away with.  * Ask questions one level up on the value pyramid to drive your convo and next steps.  * Validate your value by speaking to the specific pain point of each person. ====================== Anthony’s Path to President’s Club:  * VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari * RVP of Enterprise Sales @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

28 Apr 202132min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Reverse anchor on pricing with exaggerated deal terms.  Sell the model vs the features when in a competitive deal negotiation.  Focus on the outcomes in order to justify the price. You are the value proposition.  Educate the customer on why getting higher level buy-in is in their best interest.  Anthony’s Path to President’s Club:  Over 30 years of sales experience in staffing & B2B  Creator of Iannarino Sales Accelerator  Founder of B2B Sales Coach & Consultancy  RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

21 Apr 202131min