35 (Sell): Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Stop withholding the demo from your prospects, ask how they want to run it. 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat. Don’t force yourself to power. Enable your champion to have the conversations. If you need power, ask your champion questions they need power to answer. Joe's Path to President’s Club: Co-Founder, Reprise Former VP Sales, Chorus Former VP Sales, InsightSquared RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
13 Jan 202131min
34 (Sell): Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Utilize the gatekeeper to book the meeting or get insider information Use simple voicemails to point the prospect to your email: “Voicemail from X” 12-15 touches over 3-4 weeks for your sequences. Doesn’t sink in until 7 views. Build snippets for every single buyer trigger - 120 words max on the entire email Jason Bay’s Path to President’s Club: Chief Prospecting Officer, Blissful Prospecting Owner, Jason Bay Consulting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
6 Jan 202130min
33 (Sell): Lifting weights and booking 85% of your meetings through video (Kayla Cytron-Thaler, Domino Data Lab x Barbells & Biz Dev)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Zoom the camera into their Linkedin profile at the beginning of your video No notes in the connection request (Morgan Ingram also shared this one) Time block your research. No more than 3 minutes of time leading up to a video. Use the native LinkedIn videos instead of the cold email videos. Kayla Cytron-Thaler’s Path to President’s Club: ENT BDR, Domino Data Lab ENT BDR, Looker RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
30 Des 202031min
32 (Sell): Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Identify the boundaries to your customers being on your product and refer them out Then, now, how. Before it was this, now it’s this, here’s how you do it. Use typically language when prospects feel they’re the only one with their problem Prep for a few minutes for one persona. Then only dial into 1 persona for an hour. Phil Gerbyshak’s Path to President’s Club: Speaker and Sales Trainer at Digital Selling Strategies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
23 Des 202025min
31 (Sell): Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Your first email should have 4 lines: Premise, Hook, CTA, Push/Pull - that's it 16 multi-channel touches over 30 days for a successful sequence Keep your second email simple with: "Any thoughts?" + a little personalization Ask why they chose the competitor and how they have helped to achieve business goals Becc’s Path to President’s Club: CEO & Founder @ Flip the Script Former sales leader at Chorus AND Gong RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
16 Des 202024min
Playbook: Mastering negotiation
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to master negotiation. FOUR ACTIONABLE TAKEAWAYS Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before Price is based on internal (timeline, pain points) and external factors (competitve landscape) Explain how price is structured BEFORE you give it, then shut up Seek first to understand - get them to sell themselves first. Discounts need to have a give for get. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
9 Des 202031min
30 (Sell): Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: A room with 6 prospects needs at least 2 sales people. Never lose alone. Brief your team on personas, context, and outcomes before jumping onto the live call. Ask everyone what they want to get out of the call. Throw it into the Zoom chat. Customize your demo environments with their logos, role names, and problems. Amyra Rand’s Path to President’s Club VP Sales & Strategic Partnerships, Criteria Corp Chapter VP, AA-ISP VP Sales, Kareo RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
2 Des 202023min
29 (Sell): Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Time block when you’re asking for referrals from everyone you’ve ever sold or met with Send a connection with a blank note. You can always delete it, then resend it in LI. Throw the lurking GIF in a Linkedin DM when someone looks at your profile. Have a snippet for every buyer trigger and every objection you get Morgan Ingram’s Path to President’s Club Director of Sales Execution and Evolution, JB Sales Training Host, The SDR Chronicles RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
25 Nov 202028min
