How to Coach Your Reps Like a Top 1% Sales Leader | Alex Kremer | Ep. 292 (Lead)

How to Coach Your Reps Like a Top 1% Sales Leader | Alex Kremer | Ep. 292 (Lead)

ACTIONABLE TAKEAWAYS: No Last-Minute Coaching: Avoid changing a rep’s game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome. Stick to One Coaching Theme: Don’t introduce a new area of improvement after every call. Focus feedback on a consistent theme to drive real progress. Align on Call Emotion: Before a discovery call, ask your rep how they want the prospect to feel. This sets the right tone and helps shape their delivery. Know Your Role in Calls: As a manager, decide if you’re leading, coaching, or just reading the room. Adapt based on the rep’s experience level and the call type. ALEX'S PATH TO PRESIDENT'S CLUB: Founder & CEO @ Alluviance Director of Sales Commercial @ Outreach Director of Sales Corporate @ Outreach Territory Account Executive @ Microsoft RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

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153 (Sell): Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)

153 (Sell): Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start with the lay of the land questions > heaven and hell questions > typically questions. If they don’t know the metric they’re trying to improve, it’s your job to educate THEM on the metric you can solve for. Tell. Show. Tell. Tell them what you’re going to show them > show it to them > then tell them what you just showed them and how it relates to what you learned about them in discovery. How to talk about implementation as a sales rep: Talk at the level of [1] the people involved [2] the stages of implementation [3] the timing of implementation. PATH TO PRESIDENT’S CLUB Director of Sales @ Catalyst Software Director of Sales, Commercial @ Outreach Territory Account Executive @ Microsoft Sales Representative @ DocuSign RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Jul 202335min

152 (Sell): Mastering momentum and winning 1:1's as an SDR (Zach Landres-Schnur, Head of Sales Development @ LiveRamp)

152 (Sell): Mastering momentum and winning 1:1's as an SDR (Zach Landres-Schnur, Head of Sales Development @ LiveRamp)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When prioritizing accounts, try to find the low-hanging internal research (CL Opps, Past Conversations), then move to external research (10-K, New Contact) In weekly 1:1s, do a look back on the past accounts you worked, and a look forward on the new ones. Have specific columns for the SDRs to fill in findings from their outreach. Look for triggers when you’re refreshing an account to change up messaging (New Person, Customer Move, 10-K, New Messaging) Work in 2-hour blocks (2hrs Nike, 2hrs for Adidas). Then use 1:1s to break up the day and refuel. PATH TO PRESIDENT’S CLUB Head of Sales Development @ LiveRamp Director @ Camp Kee Tov Editor @ The Big Picture Sports Blog Program Coordinator @ Playworks RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Jul 202328min

Club Playbook: Get to power every time (ft. Jason Bay)

Club Playbook: Get to power every time (ft. Jason Bay)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Jason Bay's Multithreading Masterclass Register for the July Tactic TV episode, What Should You Have Said Instead? (Multithreading Edition) ACTIONABLE TAKEAWAYS Create a hypothesis of the key stakeholders involved in the buying process and suggest their involvement by name during the initial call. Focus on selling the desired outcome rather than solely focusing on closing the deal. Involve influential decision-makers early in the sales process and maintain their engagement throughout. PATH TO PRESIDENT'S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Vault Studio (formerly known as Chamber DS) Marketing Director & Corporate Sales Trainer @ College Works Painting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

3 Jul 202312min

151 (Sell): Mastering every moment at your next conference (+ never lose at musical chairs) (Christine Nolan, Global VP of Sales @ Starburst)

151 (Sell): Mastering every moment at your next conference (+ never lose at musical chairs) (Christine Nolan, Global VP of Sales @ Starburst)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t drink and eat yourself to death at a conference. Keep your eye on the ball - meeting prospects. When you pre-set meetings before the conference, talk to the prospect’s team in advance. Focus the conversation on what you learned + what they’re hoping to get out of this. Add pictures of the people you want to meet in a Google doc. At the conference, create organic moments where you find those people. Play musical chairs at the conference - If one happy hour, session, or conversation isn’t a good use of your time, LEAVE. PATH TO PRESIDENT’S CLUB Global VP of Sales @ Starburst Director of Sales @ HackerOne Senior Account Executive @ Lyft Account Executive @ Checkmate.io  RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

28 Jun 202332min

Product Roadmap: Q3 2023

Product Roadmap: Q3 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Welcome to the biggest content launch quarter in 30MPC history: https://www.linkedin.com/pulse/q3-30mpc-roadmap-30-minutes-to-president-s-club RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Jun 202317min

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

21 Jun 202331min

150 (Sell): Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari )

150 (Sell): Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari )

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS At the end of a discovery call, lay out a play-by-play recap and look for the nod. The 5-chapter Recap Email: [1] What we learned, [2] How we can help (the 1-2 things they loved the most) [3] Suggest times [4] Gather inputs that can build a business case [5] lay out the sequence of events. The Technical Validation Call: Explain the 4 things we need upfront. SE sends a technical follow-up with the green light (low level of effort to deploy). The Hero’s Journey: The biggest problems, the ROI narrative, the number, and finally trade levers. PATH TO PRESIDENT’S CLUB Sr. Director of Sales @ Clari Sr. Enterprise Account Executive @ SetSail GM General Business @ SAP Litmos Enterprise Business Development @ Determine RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

14 Jun 202335min

149 (Sell): Selling with ChatGPT (Sonny Round, Director of Global Sales Development @ Panopto)

149 (Sell): Selling with ChatGPT (Sonny Round, Director of Global Sales Development @ Panopto)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Sonny's ChatGPT Cheat Sheet FOUR ACTIONABLE TAKEAWAYS Three common ChatGPT use cases: pull out insights, write emails based on that research, handle objections when they come in. Feed ChatGPT with relevant data like a 10-K to write a great tailored email for you. From there, you can plug your website or writing rules to craft an email for you. Don’t like that email? Ask for a revision or have it use Hemingway to rewrite this email at a 5th grade level. PATH TO PRESIDENT’S CLUB Director of Global Sales Development @ Panopto Sr. Manager, Global Sales Development @ Sift Manager, Account Development Team @ Mesosphere Sales Development Representative @ Mode RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

7 Jun 202332min

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