#95 - Selling the partnership instead of the widget (Dan Cutler, Head of Sales)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Strive to get 3/3 criteria before give price: technical validation, budget, power. G...
2 Feb 202230min
#94 - Hall of Fame: Ryan Reisert
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. FOUR ACTIONABLE TAKEAWAYS Eat th...
31 Jan 202225min
#93 - Trading items of unequal value (David Priemer, Founder @ Cerebral Selling)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t show that you have the power in a negotiation. Slow down the negotiations, it ...
26 Jan 202229min
#92 - Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objecti...
19 Jan 202229min
#91 - Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Set the ground rules for your prospect’s competitive evaluation (sell the model) Lea...
12 Jan 202233min
#90 - Mastering conversational discovery to drive your sales process (Michelle Pietsch, VP of Revenue @ Dooly)
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 abo...
5 Jan 202226min
#89 - Playbook: Running a Killer Demo
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 t...
29 Dec 202137min
#88 - 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 stakeholde...
22 Dec 202129min
