Playbook: Top 10 moments that change the way we sell

Playbook: Top 10 moments that change the way we sell

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. Prospecting Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing! Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort Discovery Episode 110 Doug Landis: PPO Episode 137 Krysten Conner: The Menu of Pain Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it. Episode 113 Armand Farrokh: The 5-minute drill + big demo deck Process Episode 130 Morgan Melo: How are you gonna justify this internally? Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum. Episode 103 Miles Kane: What are you willing to offer in return? Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale. The NUMBER ONE TACTIC! Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Episoder(518)

240 (Sell) Master Parallel Selling Strategies to Speed Up Every Deal (Samantha McKenna, #samsales Consulting)

240 (Sell) Master Parallel Selling Strategies to Speed Up Every Deal (Samantha McKenna, #samsales Consulting)

ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers. SAM'S PATH TO PRESIDENTS CLUB: CEO @ Sam Sales Head of Enterprise Sales @ LinkedIn Vice President North America Sales @ ON24 Join our weekly newsletter Things you can steal

13 Aug 202438min

Hall of Fame: Will Padilla Ep. 163

Hall of Fame: Will Padilla Ep. 163

FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-cold call and get out of their way. PATH TO PRESIDENT’S CLUB Senior Account Executive @ Inveterate Sr. Account Executive @ GRIN Sales Coach @ CourseCareers Business Development Representative @ Connect Searh, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Aug 202434min

Sell Playbook: Value Propositions on Cold Calls

Sell Playbook: Value Propositions on Cold Calls

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls Join our weekly newsletter Things you can steal

9 Aug 202412min

239 (Lead) How to Avoid Hiring the Wrong Sales Reps and Build a Winning Team (John Sherer, Growth Assistant)

239 (Lead) How to Avoid Hiring the Wrong Sales Reps and Build a Winning Team (John Sherer, Growth Assistant)

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales. Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations. If unsure about a hire, don't proceed. Second-guessing can lead to issues and regret. Offer positions without negotiating compensation. Emphasize performance-based pay; top earners prove it on the leaderboard. PATH TO PRESIDENT’S CLUB COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Aug 202435min

238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)

238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)

FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state Ask about specific situations to accurately identify the exact problems the prospect is facing Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in PATH TO PRESIDENT’S CLUB Founder, Braun Training Former Head of Sales @ Basecamp Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Josh Braun's Tongue Tied flashcards Things you can steal

6 Aug 202440min

Hall of Fame: Sara Plowman Ep. 196

Hall of Fame: Sara Plowman Ep. 196

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

5 Aug 202439min

Sell Playbook: Cold Call Openers

Sell Playbook: Cold Call Openers

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls Join our weekly newsletter Things you can steal

2 Aug 20249min

237 (Lead) Founder-Led Sales: Taking Your Startup to Market (Peter Kazanjy, Atrium)

237 (Lead) Founder-Led Sales: Taking Your Startup to Market (Peter Kazanjy, Atrium)

FOUR ACTIONABLE FOUNDER TAKEAWAYS Your first customers should come from the founder Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are. If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing them on as a pilot customer. If you're not ready to solve the big problem yet, launch a customer advisory board. Offer a small amount of equity to early advisors who can help develop your product to the point where it can address a significant issue. PETER'S PATH TO PRESIDENT’S CLUB Co-Founder @ Atrium Founder @ Modern Sales Pros VP of Product @ Monster Founder @ TalentBin (Acquired by Monster) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

1 Aug 202427min

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