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 Des 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 Des 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 Des 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
73 (Sell): Working with your Sales Engineer to run effective discovery and demos (Zach Farber, AE @ Salesforce)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Lean on your champion to schedule large meetings with multiple functional groups. * Stay active during the demo by linking discovery to features (instead of trolling through Facebook). * Take at least 15min before a large demo to review discovery notes with your Sales Engineer. * Send individualized recap emails highlighting points that hit well with that functional group. ====================== Zach’s Path to President’s Club: * AE/Magician @ Salesforce * Forme AE @ Loopio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
3 Nov 202128min
72 (Sell): Systematizing the way you use text messages in a deal cycle (Eric Buckley, President @ Skipio)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Don’t try to sell over text, your goal is to get a response, meeting, or call. * Keep your texts short and sweet to encourage a quick response. * Bump your thread back to the top with a “bubble-up” text. * Use a pulse check text to get informal context/feedback during your deal cycle. ====================== Eric’s Path to President’s Club: * President @ Skipio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
27 Okt 202126min
