106 (Sell): Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”. Use “To what extent” to turn any close-ended question into an open-ended question. Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this? Seek out hesitation. “Based on what you’ve seen today, what would prevent us from moving forward?” PATH TO PRESIDENT’S CLUB Lead Enablement Manager @ CB Insights Enterprise Account Executive @ Sentieo Sr. Account Executive & Team Lead @ Axial Sr. Associate @ Deloitte RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
13 Jul 202229min
Product Roadmap: Q3 2022
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We like to drop new stuff from time to time. So here's the scoop... RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
7 Jul 20227min
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
6 Jul 202230min
Hall of Fame: Sarah Brazier Ep. 17
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 Write like a human - especially in your Linkedin DMs. No over-formal language. Leverage up by reaching out to ICs, then getting referrals to the VPs. Tell them it’s a cold call, then ask permission to sell before ya start selling. Use permission-based selling in your upfront contract. Get the buy-in on the agenda. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
4 Jul 202229min
104 (Sell): Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Define success criteria before going into a pilot so you don’t waste your time. Run two products during the POC so your buyers choose between your options vs the competition. Establish a buying window by highlighting a compelling event OR the cost of inaction. Prioritize your pipeline as finish line deals > pilots > open deals > warm follow-ups. PATH TO PRESIDENT’S CLUB Director of Sales @ Orum Former Account Executive @ Namely Former Brand Ambassador @ Uber RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
29 Jun 202230min
103 (Sell): Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap to the buyer of where they are in the journey after every discovery call. Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Drift Former VP Sales @ Altocloud | Acquired by Genesys Former Direct, Sales @ SmartBear RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
22 Jun 202228min
102 (Sell): Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t just set the next steps. Set the next next steps. 2nd meeting demos should be 100% business application focused. NOT technical. Set that expectation upfront. In the 3rd meeting, lead with top 3 themes you’ve heard, then ask “what do you think?” before jumping into demo. In that meeting, have a 5 minute exec demo and a deep dive demo in your back pocket. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
15 Jun 202230min
101 (Sell): Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Incept interest early by citing articles, years at role, X times they’ve had role, etc. Find and rank top triggers, then use the first one you find when doing outreach. Establish trust by pointing out challenges or differences with typical customer profiles. Find design partners by being honest upfront with where your vision / product gaps are. PATH TO PRESIDENT’S CLUB Operating Partner @ Glasswing Ventures Former Co-Founder @ Reprise Former VP Sales @ Chorus Former VP Sales @ InsightSquared RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
8 Jun 202228min
