113 (Sell): Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)

113 (Sell): Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone. Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem. Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up. Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off? PATH TO PRESIDENT’S CLUB Founder & Host @ 30 Minutes to President’s Club VP of Sales @ Pave Director, Sales @ Carta Sr Associate, Corporate Strategy & Venture Investments @ Flex RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Episoder(513)

59 (Sell): Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)

59 (Sell): Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Break the mold by leveling with your prospect and recognizing that you’re a sales rep. * Find your top 3 buying triggers, in 3 minutes or less before you hit the phones. * Use email interactions as MQL triggers and prioritize those leads first. * Ask for a second chance when your opening pitch doesn’t go as well as you wanted. ====================== Parker’s Path to President’s Club:  * SDR Manager @ Gong * 2018 SaaSy Sales Management Impact Award Winner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

14 Jul 202126min

58 (Sell): The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)

58 (Sell): The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * “Cut” your prospect before showing them the band-aid - solidify the enemy. * Utilize stories when you hear a clear prospect pain-point. * Ask related questions before the big questions. Start small before going big. * Plant landmines with credibility and aligning yourself with the features your prospect cares about. ====================== David’s Path to President’s Club:  * Founder of Cerebral Selling * Lecturer at Smith School of Business at Queen's University & London Business School RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

7 Jul 202131min

57 (Sell): Taking your video selling game to the next level (Josh Kirkham, Manager, Emerging Sales @ Vidyard)

57 (Sell): Taking your video selling game to the next level (Josh Kirkham, Manager, Emerging Sales @ Vidyard)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Aim to be a one-take-wonder. It’s the only way you’ll be able to efficiently video prospect in bulk. * Get your pleasantries/introductions out before the meeting with a quick video covering the agenda. * Send micro-demos after the call by recording yourself highlighting key points and next steps. * Don’t be afraid to call up your prospect for feedback after you see they’ve watched the video. ====================== Josh’s Path to President’s Club:  * Manger, Emerging Sales @ Vidyard * 255% of Direct Quarterly Quota Attainment * Led sales team to achieve 125% of Team Quarterly Target RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

30 Jun 202128min

56 (Sell): Triangulating the truth to forecast better and drive timelines (Devin Reed, Head of Content Strategy @ Gong)

56 (Sell): Triangulating the truth to forecast better and drive timelines (Devin Reed, Head of Content Strategy @ Gong)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Understand every step it will take to get a deal done so you can move from a soft yes to commit. * Ask multiple people how the buying process goes so you can better triangulate the truth. * Get ahead of objections by figuring out what has gone right and wrong in past deals. * Beat procurement with multiple champions and multi-threading your negotiations. ====================== Devin’s Path to President’s Club:  * Head of Content Strategy @ Gong * B2B Marketing & Sales advisor @ TheReeder.co RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

23 Jun 202129min

55 (Sell): Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff)

55 (Sell): Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Don’t be afraid to insert some humor when being confronted on a cold call. * Trade your cleverness with bewilderment to get the prospect to expand on the uncovered problem.  * Delight your buyer by offering up competitive analysis and pricing off the bat. * Use mic-drop questions to show you’ve done your research and eliminate “not interested” objections. ====================== 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

16 Jun 202133min

54 (Sell): Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)

54 (Sell): Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Cut out all the useless fluff from your emails and get right into your research.  * Start the video on your research - the whiteboard intros aren’t getting the job done. * Get creative with your email by screenshotting your research and including it in the body. * Lead with context when cold calling to establish credibility and generate more conversation. ====================== Charlotte’s Path to President’s Club:  * SDR @ SalesLoft * Host of Sales Development Sounbites RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

9 Jun 202129min

53 (Sell): Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)

53 (Sell): Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Answer the question you WISHED you were asked to drive your narrative.  * Give your pitch in “story” form (background, journey, aha moment) insead of reciting your CV. * Embrace your “biggest weakness” and highlight the ways you deal with it. * Explain the pull towards your new job, instead of pushing away from your old one. ====================== Blake’s Path to President’s Club:  * Director of Sales Enablement @ re:work training * Former AE/Brand Manager @ Victory Lap RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

2 Jun 202131min

52 (Sell): Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)

52 (Sell): Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Send a quick video after a big team demo instead of the 17 page deck. * Mark-up your case study with key takeaways before sending to the prospect. * Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z. * Avoid the massive 8 person exec demo and opt to multi-thread instead. ====================== Marks’s Path to President’s Club:  * VP of Sales at Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Mai 202131min

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