Fancy Discovery Questions Don’t Work (Ask These Qs Instead) | Keenan | Ep. 291 (Sell)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Morgan's Cold Call Script ACTIONABLE TAKEAWAYS Overview - Fisherman’s Framework: Break your cold call into Waiting (Openers), Bite (Value Props), Fight (Objections) Section 1 - Openers (Waiting): Use one of two cold call openers — the PLA (pleasant, laugh, arms-up) or the confident pause Section 2 - Value Props (Bite): Reverse engineer soundbites from your customers and have 2-3 foundational pillars of problems you solve to build your talk track. Section 3 - Objections (Fight): Handle any objection by pausing, acknowledging, questioning → pulling → driving the next step PATH TO PRESIDENT'S CLUB Founder and CEO @ Ascension Media Productions VP, GTM Talent and Development @ Sales Impact Academy Director of Sales Execution and Evolution @ Sell Better by JB Sales RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Jun 202313min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Preschedule the final executive meeting upfront if you get access to the executive buyer at the beginning of the sales cycle. Map out the 10 things you’ll need to do now, to prepare for the big executive meeting. Send 1:1 messages to each department lead before the call to find out what is important to them. Have your economic buyer pre-sell each executive before going into the big team meeting so that you can position it as the introduction to the implementation phase. PATH TO PRESIDENT’S CLUB Enterprise Sales Director @ Clari Commercial Account Representative @ Xactly Corp Commercial Account Representative @ MapR Technologies Technology Account Representative @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

31 Mai 202336min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When you are asked for a discount ask in return, “Why a discount at all” and then create a cost to each item they’re asking for. When asking for contract turnaround time, don’t just stop at legal approval. Break it down from prioritization to stakeholders. Take the time to get approval. Don’t make it seem like it’s too easy. When returning a proposal, walk through the additional savings being approved, and have the “Valid by” date in bold red. PATH TO PRESIDENT’S CLUB Enterprise Regional VP @ DocuSign Team Lead @ Strideline Marketing Representative @ Russell Investments RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

24 Mai 202330min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ZoomInfo: 5 Plays, 30MPC Style FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it. Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand. PATH TO PRESIDENT’S CLUB CEO & Founder @ ZoomInfo CEO & Co-founder @ DiscoverOrg Adjunct Professor @ Washington State University RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

17 Mai 202328min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Kyle's Executive Multithreading & Agenda Email Templates FOUR ACTIONABLE TAKEAWAYS Prepare targeted questions during pre-call prep to validate your research Repackage information in exec summaries by highlighting solutions and needed resources (don't just regurgitate the champion-level business case) When an exec is impatient, share your POV and ask for their input When asking for power, show how their involvement will benefit the project PATH TO PRESIDENT’S CLUB Regional VP @ MongoDB Regional VP of Sales @ Qualtrics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

10 Mai 202334min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Align on the problem and impact first, then start brainstorming root causes and solutions Build a problem identification chart with the problems, impacts, root causes of your ICP Talk to customers, become an expert. Why did they buy? What problems did you have? You need customers to agree to the problem they have and be willing to solve it with you. PATH TO PRESIDENT’S CLUB Author of Gap Selling CEO @ Noted Analytics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Mai 202325min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start by aligning on the problem in the big team meeting and sell your champion on why it’s important. At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you. In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems. Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation. PATH TO PRESIDENT’S CLUB Community Growth @ Lavender Chief Evangelist @ Challenger Player/Coach-Large Enterprise Sales @ CEB, now Gartner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

3 Mai 202333min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ACTIONABLE TAKEAWAYS Section 1 - Agenda: Have a plan & share it. Call out surprises before they, ya know, surprise you. Section 2 - Set the Table: Teach your customer something they don’t know, and you’ll gain credibility in their eyes. Section 3 - Dig In: Don’t just ask qualification questions. Understand their challenges today and the impact those are having on their business. Ask questions about areas the prospect might not have considered, but you know you can add extra value too. Section 4 - Dessert: Tell them what’s good and recommend they give it a try: i.e. tell them what the next step is and secure it at the end of the call. PATH TO PRESIDENT'S CLUB Account Executive @ Gong Advisor @ Aligned, Chili Piper, and Ramped Instructor @ Sales Impact Academy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

1 Mai 202314min