105 (Sell): Taking control of the buying process (Lauren Bishop, Sr. Commercial Account Executive @ Gong)

105 (Sell): Taking control of the buying process (Lauren Bishop, Sr. Commercial Account Executive @ Gong)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Write down what you want to get out of the call and two ways you can get it. Use one team to prove your business case, then build it out for the others. Don't enter a PoC unless you have security, legal, etc. wrapped or in progress already. Don’t fixate on just a person’s title. Someone with tenure may have as much or more political capital than those with a newer, higher title. PATH TO PRESIDENT’S CLUB Sr. Commercial Account Executive @ Gong Account Specialist, SMB @ Salesforce Product Marketing Manager @ ProMathletics Account Manager @ The Food Mint RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Episoder(517)

YouTube: Stop Selling For Crappy Companies (Look For THIS)

YouTube: Stop Selling For Crappy Companies (Look For THIS)

Watch in full vibrant color: https://bit.ly/3LDnVmF 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

26 Sep 20238min

YouTube: BEFORE You Get Into Tech Sales, Here’s How It Works

YouTube: BEFORE You Get Into Tech Sales, Here’s How It Works

Watch in full vibrant color: https://bit.ly/3rn7VhD 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

22 Sep 20238min

162 (Sell): Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)

162 (Sell): Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)

Download Danilo's Hypothesis-Driven Disco Call Framework FOUR ACTIONABLE TAKEAWAYS 5 ways to research a prospect: [1] LinkedIn [2] Google search [3] podcast appearances on Listennotes.com [4] social channels [5] If they're a Ph.D., Google their name + “dissertation” Use that research in the first 2 minutes of the call. Start with their big business goals, then raise the problems and outcomes that YOU can solve to narrow them into your winning zone. Bucket your buyers with a market approach technique. You’re either a lean team putting together best-in-breed point solutions to cover your gaps or a mature team that wants an all-in-one solution. Which are you? PATH TO PRESIDENT’S CLUB Sr. Account Executive @ Databricks Co-founder @ B2B Syndicate Flex Adjunct Sales Coach @ Satellite Account Executive, Named Accounts @ New Relic, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

20 Sep 202330min

YouTube: How I Kickoff Every Sales Call

YouTube: How I Kickoff Every Sales Call

Watch in full vibrant color: https://bit.ly/46h819q 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

19 Sep 20236min

Product Roadmap: Q4 2023

Product Roadmap: Q4 2023

Get ready for the baddest 30MPC roadmap you've seen in your life. Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

18 Sep 202311min

161 (Sell): Crafting success with creative deals  (Mark Kosoglow, Chief Revenue Office @ Catalyst Software)

161 (Sell): Crafting success with creative deals (Mark Kosoglow, Chief Revenue Office @ Catalyst Software)

FOUR ACTIONABLE TAKEAWAYS B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW. When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging. Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years. When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?” PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of Global Sales @ Outreach Regional Sales Director @ School Specialty Planning & Student Development Sr. Account Management @ Great American Opportunities RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

13 Sep 202332min

YouTube: 4 Ways To NOT Sound Like A Telemarketer

YouTube: 4 Ways To NOT Sound Like A Telemarketer

Watch in full vibrant color: https://bit.ly/45N3Vpq 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

12 Sep 20236min

YouTube: Push Your Prospects Away To Sell More Deals

YouTube: Push Your Prospects Away To Sell More Deals

Watch in full vibrant color: https://bit.ly/3Em7hUz 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

8 Sep 20236min

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