#291 - Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive)
FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect...
30 Apr 202430min
#290 - Hall of Fame: Morgan Melo
FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larg...
29 Apr 202432min
#289 - Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questio...
25 Apr 202429min
#288 - Testing Champions and Getting to Power (Maddy Jackson, Webflow)
FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations ...
23 Apr 202429min
#287 - Hall of Fame: Krysten Conner
FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s prompting that need?”. You can start talking...
22 Apr 202430min
#286 - Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Name and define your competencies Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are g...
18 Apr 202422min
#285 - Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
FOUR ACTIONABLE TAKEAWAYS Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and si...
16 Apr 202433min
#284 - Hall of Fame: Charly Johnson
FOUR ACTIONABLE TAKEAWAYS Start your email with research personalization to stand out in the inbox (vs generic greeting). Quote the prospect/company directly by researching where the company is inve...
15 Apr 202430min
