#152 - Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagno...
8 Feb 202330min
#151 - Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Wingman’s In-App Objection Handling Battlecards FOUR ACTIONABLE TAKEAWAYS Use typically language to help guide your b...
1 Feb 202329min
#150 - Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Liam’s Account Planning Sheet FOUR ACTIONABLE TAKEAWAYS Start discovery by asking why they were hired in the...
25 Jan 202339min
#149 - Playbook: The Negotiation Playbook
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When giving price: explain how it works first, then give price and stop talking. When the c...
18 Jan 202327min
#148 - Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper...
11 Jan 202332min
#147 - Using pushes to handle objections (Will Padilla, Sr. Account Executive @ GRIN)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you ...
4 Jan 202323min
#146 - Booking more outbound meetings with slapping (Florin Tatulea, Director of Sales @ Barley)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Segment your sequences between above and below-the-line decision-makers. Permission Slap: A...
28 Dec 202230min
#145 - 6 Ways to Get Coal in Your Stocking from Sales Santa (and what to do instead)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Prospect the right people: 80% of your prospecting time should be spent contacting folks ABO...
21 Dec 202224min
