80 (Sell): How to keep your demos interactive to navigate directly into your winning zones (Cory Bray, Managing Director @ ClozeLoop)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. * Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility. * Keep your demo’s interactive by asking the prospect what jumps out to them right away. * Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions) ====================== Cory’s Path to President’s Club: * Managing Director @ ClozeLoop * Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
22 Dec 202129min
The Xmas Special (click for gifts)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
21 Dec 202126min
79 (Sell): Embracing competitors and asking the right questions at the right time (Ryan Staley, Founder & CEO @ Whale Boss)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Learn from the 5 biggest deals you have lost and replace them with the 5 fastest deals you have won. * Ask questions to determine where you stand in the process before wasting months on a sale cycle. * Don’t shy away from the buyer’s conversations with competitors - use it to your advantage. * Fully understand every outstanding step to get a deal done to avoid surprises. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
15 Dec 202130min
78 (Sell): Death of the helpful seller: Use proven psychology to stop losing deals (Belal Batrawy, DeathtoFluff)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Disclose “often withheld” information around pricing, competition, weakness, and implementation. * Social bid often to get your prospects to share valuable insights that you wouldn’t get otherwise. * Pressure test how your champion’s willingness to change, which will help them sell to the committee. * Utilize emotionally charged messaging to attach with a deeper need than just product features. ====================== Belal’s Path to President’s Club: * Community Leader of #Death2Fluff * 7x Startup Seller and Sales Advisor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
8 Dec 202133min
77 (Sell): Leading with data in your sales process and why traditional sales is broken (Anthony Iannarino, President @ SOLUTIONS Staffing)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Lead with insights to show the prospect that you know their business. * Don’t assume the customer deeply understands their world, be prepared to share learnings. * Show the buyer what they should be considering during their evaluation. * Sell the model, not the features, of your business. ====================== 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
1 Dec 202132min
76 (Sell): Selling to executives, selling with them, and everything in between (Kris Rudeegraap, CEO @ Sendoso)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Bring your executives early to accelerate the deal instead of at the end when it’s too late. * Sell the vision of your deal (as the executive) before justifying the product with logic. * Avoid asking for meetings too far above the line. Instead as for a referral to the appropriate person. * Utilize the “Sent from my iPhone” subject to give a genuine feel to emails. ====================== Kris’ Path to President’s Club: * CEO and Co-Founder @ Sendoso * Writer for Forbes Technology Council RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
24 Nov 202128min
75 (Sell): Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first. * Condense the problem you solve into a single sentence - stop overcomplicating things. * Lean on their desired future state instead of talking about the past. * Get to the question/reason behind those unexpected/general questions. ====================== Keenan’s Path to President’s Club: * Author of Gap Selling * CEO @ A Sales Guy Consulting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
17 Nov 202132min
74 (Sell): Mapping out your demo during the discovery call to drive the ‘aha’ moment (Will Lui, CRO @ Pairsoft)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Tie each feature you demo to the discovery, then an example, then a use case so it really sticks. * Give examples of how existing customers with similar pain points are using your tool. * Avoid the deep-cut discovery with outbound prospects, present your thesis and let them react. * Once you get to power, immediately leverage them into a demo with the entire team for credibility. ====================== Will’s Path to President’s Club: * CRO @ Pairsoft * Former Director of Strategy and Operations @ Adobe Workfront RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
10 Nov 202127min
