#352 - Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend)
FOUR ACTIONABLE TAKEAWAYS Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to th...
5 Sep 202432min
#351 - How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm wi...
3 Sep 202436min
#350 - Hall of Fame: Nick Casale
FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by...
2 Sep 202434min
#349 - How to Navigate Firing, Hiring, and PIPs as a Leader (Ken Amar, Agoge Prospecting School)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design compensation plans that allow top performers to e...
29 Aug 202434min
#348 - Mastering Multichannel Sales: How to Combine Cold Calls with Other Outreach (Sara Uy, Pareto)
FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel t...
27 Aug 202431min
#347 - Hall of Fame: Charles Muhlbauer
FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why s...
26 Aug 202430min
#346 - 5 Steps to Become the Sales Leader That Inspires Your Team (David Priemer, Cerebral Selling)
FOUR ACTIONABLE TAKEAWAYS Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload. When introducing new n...
22 Aug 202435min
#345 - Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad)
Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call RESOURCES DISCUSSED Join our weekly newsletter Things you can steal The Book on Co...
20 Aug 202447min
