#41 - Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Focus on prospects that are either accessible AND growable or just growable If price is the only objection, you are in a great position to close the deal Find 3 major differentiators and lead your prospects to that space Establish yourself as a consultant by asking questions that get the prospects thinking Jeff’s Path to President’s Club: Consultant at Parabola Consulting Author: When it Goes Sideways, The Five Forgotten Fundamentals of Prospecting, and Rethinking the Way you Sell Host of The Why and The Buy Podcast RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
3 Feb 202129min
#40 - Leading with trust and curiosity to book more meetings over the phone (Chris Beall, CEO @ ConnectAndSell)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Build trust in the first 7 seconds of the call by acknowledging you’re an interruption Cut out the yogi language (“I realize...”) Gain curiosity with “the breakthrough” instead of spewing product categorization Establish the 3 reasons why someone will gain value from taking the meeting Chris’ Path to President’s Club: CEO at ConnectAndSell Host of Market Dominance Guys RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
27 Jan 202127min
#39 - Leveraging video to take your sales process to the next level (Tyler Lessard, Vidyard)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Use “video for you” in your subject line and say how long the video is in your body Use voicemails, LinkedIn, and emails to drive prospects to the video Use videos to keep your prospect’s attention through the deal Expand your reach with a video any time another decision maker might need the info Tyler’s Path to President’s Club: VP Marketing and Chief Video Strategist, Vidyard Author of The Visual Sale Fearless 50 Marketer & Telly Award Winner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
20 Jan 202131min
#38 - Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Stop withholding the demo from your prospects, ask how they want to run it. 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat. Don’t force yourself to power. Enable your champion to have the conversations. If you need power, ask your champion questions they need power to answer. Joe's Path to President’s Club: Co-Founder, Reprise Former VP Sales, Chorus Former VP Sales, InsightSquared RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
13 Jan 202131min
#37 - Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Utilize the gatekeeper to book the meeting or get insider information Use simple voicemails to point the prospect to your email: “Voicemail from X” 12-15 touches over 3-4 weeks for your sequences. Doesn’t sink in until 7 views. Build snippets for every single buyer trigger - 120 words max on the entire email Jason Bay’s Path to President’s Club: Chief Prospecting Officer, Blissful Prospecting Owner, Jason Bay Consulting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
6 Jan 202130min
#36 - Lifting weights and booking 85% of your meetings through video (Kayla Cytron-Thaler, Domino Data Lab x Barbells & Biz Dev)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Zoom the camera into their Linkedin profile at the beginning of your video No notes in the connection request (Morgan Ingram also shared this one) Time block your research. No more than 3 minutes of time leading up to a video. Use the native LinkedIn videos instead of the cold email videos. Kayla Cytron-Thaler’s Path to President’s Club: ENT BDR, Domino Data Lab ENT BDR, Looker RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
30 Dec 202031min
#35 - Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Identify the boundaries to your customers being on your product and refer them out Then, now, how. Before it was this, now it’s this, here’s how you do it. Use typically language when prospects feel they’re the only one with their problem Prep for a few minutes for one persona. Then only dial into 1 persona for an hour. Phil Gerbyshak’s Path to President’s Club: Speaker and Sales Trainer at Digital Selling Strategies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
23 Dec 202025min
#34 - Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Your first email should have 4 lines: Premise, Hook, CTA, Push/Pull - that's it 16 multi-channel touches over 30 days for a successful sequence Keep your second email simple with: "Any thoughts?" + a little personalization Ask why they chose the competitor and how they have helped to achieve business goals Becc’s Path to President’s Club: CEO & Founder @ Flip the Script Former sales leader at Chorus AND Gong RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
16 Dec 202024min
