89 (Sell): Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your calls with a point of view on how you can help your prospect. Kill the deck in the first meeting with the executive, focus on listening. Sell the discovery process and yo-yo sell without fatiguing your executive. Target new executives - they’re usually brought in to solve problems. PATH TO PRESIDENT’S CLUB Founder of Ian Koniak sales training/consulting Former Strategic Account Director @ Salesforce.com RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
2 Mar 202234min
88 (Sell): Injecting your demos with discovery (Mor Assouline, Founder of FDTC)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your demo with a round of intros + what each person wants to get out of the call. Recap stories and pain points from your disco before showing a related feature. Validate whether or not the feature you showed actually solves their problem. Justify the questions you ask to help lower the customer’s guard. PATH TO PRESIDENT’S CLUB Founder of FDTC (From Demo To Close) Former VP of Sales @ Okendo RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
23 Feb 202231min
87 (Sell): Staying ahead with MEDDICC (Andy Whyte, Founder MEDDICC™)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Ask about the last time they bought something before asking for buying process. Don’t be afraid to call out when a deal doesn’t appear to be a top priority anymore. Get your execs involved when dealing with the buyer’s executive team. Demonstrate the research you’ve done EARLY in the sales cycle. PATH TO PRESIDENT’S CLUB Founder MEDDICC™ RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
16 Feb 202230min
86 (Sell): Nailing the tone of your discovery (Marcus Chan, Venli Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Roleplay the worst case scenario over and over again until you feel confidence. Reference a similar company that you work with in early-stage voicemails. Keep it cool when you jump on a call with an executive. Over-structure is the enemy. Use why questions to understand the intent behind the priorities. PATH TO PRESIDENT’S CLUB President of Venli Consulting Creator of the 6-Figure Sales Academy Founding member at RevGenius Member of the Forbes Business Council Salesforce Top Sales Influencer to Follow RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
9 Feb 202236min
85 (Sell): Selling the partnership instead of the widget (Dan Cutler, Head of Sales)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Strive to get 3/3 criteria before give price: technical validation, budget, power. Go exec-to-exec when you’re below the line. Never sell alone. Before you talk at the CXO, start by asking why you’re in the room at all today. Attach your product to key initiatives surrounding making money or saving money. PATH TO PRESIDENT’S CLUB Head of Enterprise Sales @ thepowersthatbe Former Sr. Director of North America Salse @ Particle Former Director of Strategic Accounts @ Box RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
2 Feb 202230min
Hall of Fame: Ryan Reisert Ep. 6
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. 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. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
31 Jan 202225min
84 (Sell): Trading items of unequal value (David Priemer, Founder @ Cerebral Selling)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t show that you have the power in a negotiation. Slow down the negotiations, it should feel like work every time there’s an ask. Change the plane of negotiation on each ask. Certain “gives” should run out. Talk them out of a discount unless they’re sure it’s the only cut. PATH TO PRESIDENT’S CLUB Founder of Cerebral Selling Lecturer at Smith School of Business at Queen's University & London Business School Former VP of Sales @ Salesforce RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
26 Jan 202229min
83 (Sell): Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
19 Jan 202229min
