8 (Sell): Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)

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 something they asked for is not the best idea, make those reasons about them and in their best interest. Don't chase tennis balls. Create equal footing by getting something before we just jump to giving. Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every ask through “is this actually the best way for the buyer to get what they're looking for?” PATH TO PRESIDENT’S CLUB Founder @ DiscoveryCoach.io Sales Enablement Manager @ AlphaSense Lead Revenue Enablement Manager @ CB Insights Senior Sales Training Manager @ CB Insights RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Mar 202429min

FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PATH TO PRESIDENT’S CLUB CEO @ Sales Gravy Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked. VP of Sales @ kgb VP Sales @ Sales Gravy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

4 Mar 202429min

The "Heard The Name Tossed Around Opener" - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal TIMESTAMPS (00:00) Intro (01:34) Traditional Openers (02:21) Intro Heard The Name Tossed Around Opener (02:38) Lead With Common Thread (03:05) Introduce Yourself (03:18) Have You Heard Our Name Tossed Around? (03:20) Talk Track (03:38) Breakdown (08:20) Recap

1 Mar 202411min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Have two one-on-ones in a week. One that talks deals and one focused on your rep as a person. Investing in a person always pays off with better deals. Practice breathwork at the beginning of your team meetings. It will help your team feel relaxed and engaged. Have one rep teach one mini skill builder for 5-10 minutes at the end of your team meetings. If one of those mini skill builders hits well, have a longer session around it. Use the mini skill builders training to test for things your team wants to be trained on. That’s how you build a powerful training program. PATH TO PRESIDENT’S CLUB Founder & CEO @ Alluviance Director of Sales @ Catalyst Software Director of Sales, Commercial @ Outreach Sales Director, Corporate @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

29 Feb 202432min

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 understanding lookalike conversations your team has had in the past. Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place. Don’t say “AI” in your sales call. Instead, focus on the problem they want to solve and what they want to do. PATH TO PRESIDENT’S CLUB Co-Founder @ Handoffs Director, Sales @ Sendoso Manager, MM & ENT Sales @ Sendoso Founding Account Executive @ Sendoso RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

27 Feb 202433min

Four Actionable Takeaways:  Figure out the cost of inaction when a prospect says “this isn’t a priority right now”. Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product. Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time). A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you. Josh’s Path to President’s Club: Founder @ Josh Braun Sales Training Former Head of Sales @ Basecamp Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Feb 202430min

RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

23 Feb 202458min

Check out Jake’s new book The Innovative Seller: Keeping Peace in an AI and Consumer-Centric World and order your copy today! FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Allocate your time into now, near future, and far future to identify true priorities. Use two-week blocks to understand where those priorities fall at any given time. When managing promotion expectations of reps, communication and clarity from you as a leader is the only way you can help them move up their place in line. Hitting numbers is table stakes, so be clear on what the above-and-beyond things are that get your reps to the front of the list. Figure out the problem that nibbles 20% percent of your day every single day and solve the entire thing before that consumes the entire 100% of your day. PATH TO PRESIDENT’S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

22 Feb 202432min