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

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

Register for the Tactic Teardown on how to beat any objection in a cold call. FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects. After your opener, go through the parts of your pitch, but end with an open-ended question. You can either go into “That’s why we should meet” if they give you those three priorities or roll with the objection - “Let me tell you how we work alongside and supplement a recruiter.” PATH TO PRESIDENT’S CLUB Senior Business Development Manager @ Pareto Senior Account Executive @ Pareto Account Executive @ Pareto Business Development Representative @ Pareto RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

20 Feb 202433min

Four Actionable Takeaways:  * Use an UFC at the beginning of your meeting to anchor customers to next steps at the end. * Use an UFC at the end of your meeting to anchor to outcomes of the following meeting. * Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth. * When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed. Path to President’s Club: * President/Owner @ Sandler Training SF RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

19 Feb 202432min

FOUR ACTIONABLE TAKEAWAYS: Pre-research your subject for a more personalized cold call that makes the interaction intentional and human. It tells them you’ve taken the time to get to know them. Use a permission-based opener to make your prospect feel like they are choosing to speak with you. Deliver your opener with conviction, and bring energy and enthusiasm. Build this as you pre-research because if you believe it, they’ll be more likely to believe it. Execute a 3YU, aka 3 reasons that you are calling that are personal to them, and opens the door for WHY they would want to use your product. PATH TO PRESIDENT’S CLUB: Sr. Mid Market Account Executive @ Gong Senior Account Executive @ Tropic Mid-Market Account Executive @ Gong Senior Account Executive @ Gong RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

16 Feb 20248min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Prep your reps on both what they should get out of the call and how they plan to get it Pay special attention to how your reps nail the first 7 golden minutes, that’s where discovery is made When you’re on that call, listen for anything that you can quantify. Jump in if your reps don’t catch it. Coach to the controllable. Start with the expectations, then hold them accountable. PATH TO PRESIDENT’S CLUB VP of Sales @ Convertr Sr. Manager of Strategic Sales @ RollWorks Manager, New Business Sales @ RollWorks Strategic Sales @ Pendo.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

15 Feb 202432min

FOUR ACTIONABLE TAKEAWAYS Don't shy away from including images in your prospecting emails, particularly if you sell a visual solution. Add value with a “thinking of you” email in advance of your sales call that shows some examples of what some of their peers are doing with you or what other similar customers are doing. When you open your email using a trigger-based approach, state your observation confidently and then follow it up with an unsure tone question. Example is: “Here's what I've seen your ads look like. Have you ever tried to do X? Use intentionally boring subject lines, like “Podcast Episode” that follow the “internal camouflage” principle. PATH TO PRESIDENT’S CLUB Account Executive @ Marpipe Senior SDR @ Marpipe Sales Development Representative @ Smartly.io Client Service Associate @ Guidepoint RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

13 Feb 202431min

Four Actionable Takeaways: Mirror the objection, then ask a loaded question for the anaconda squeeze Use slides to give prospects control and choice over what they want to discuss Ask your VP / CRO if they’re the type who wants to go really deep Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum. Adam O’Chart: Path to President’s Club: Top producing AE at Gong.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Feb 202427min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions. Pre-carve books for reps to-be-hired and let your current reps squat in the territories until they’re on board. A nickname for a holdover opportunity is a slipped opportunity. Have a policy limiting the holdovers and allow for exceptions based on what’s best for the customer. Your team will remember how you treated them in the magic moments: promotions, 1st and last days, maternity leave, a loss in the family. PATH TO PRESIDENT’S CLUB SVP, Revenue Strategy & Operations @ Tropic VP, Revenue @ Clari VP, GTM Solutions @ Clari VP, Revenue - Enterprise @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Feb 202433min