#516 - How to Differentiate Yourself in Every Sales Cycle | Chad Prezlomski

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use humbling disclaimers to level with the prospect to establish next steps. Ask about the buying process AFTER you get to the “aha” moment in discovery. Figure out the “why” when a signing deadline is missed - then determine next steps. Avoid leading questions which do the opposite of building rapport. PATH TO PRESIDENT’S CLUB VP of Revenue @ Dooly RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Jan 202226min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to run a killer demo. FOUR ACTIONABLE TAKEAWAYS Show the 20% of your features that solve 80% of the problems. Always prep for who is in the room, what they want to see, and the objective of the call. Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions. Control the room by setting expectations upfront and directing excessive questions to future calls. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

29 Dec 202137min

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

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

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

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

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

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