123 (Sell): Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language. Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions) PATH TO PRESIDENT’S CLUB Co-Founder & CEO @ Stealth Startup Director of Sales & Go-To-Market @ Gong Co-Founder & CEO @ Conversature Regional Sales Manager - New Business @ InsideSales.com RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
23 Nov 202230min
122 (Sell): Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects. Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing. Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions. Play the negotiation table with ALL of your asks. If you get an ask on pricing, decline it, but in return give a non-monetary ask. PATH TO PRESIDENT’S CLUB Regional Director Majors-West & Central @ ThoughtSpot Regional Sales Manager @ Expanse Inc. Enterprise Account Executive @ AppDynamics Sr. Enterprise Account Executive @ ClearSlide RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
16 Nov 202234min
121 (Sell): Creating and accelerating your emails (Kyle Coleman, SVP, Marketing @ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Read your emails out loud before you send them. Use contractions and shorter sentences to sound less robotic. Speak the language of your target persona. Tie the problems of that persona to the company priorities. Use the 3x3 recap email: List the top 3 takeaways from the meeting, followed by the top 3 next steps. When phrasing the top takeaways, make it SHORT and focus most of your summary on the problem. PATH TO PRESIDENT’S CLUB SVP, Marketing @ Clari Co-founder @ SDRDefenders Sr. Director, Sales Development & Optimization @ Looker Account Executive @ gyro RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
9 Nov 202232min
Playbook: Cold Calling Playbook Part 2
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Part 1: The Playbook Revisited Use a permission-based or ‘heard the name tossed around’ opener Describe an excruciatingly painful problem prop Suggest times or send a placeholder invite Part 2: The Next Chapters Handle objections with the Mr. Miyagi framework Leverage 1-2 punch voicemails leading with context and redirecting to email Treat your call blocks like a workout and get dialing! RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
2 Nov 202229min
120 (Sell): The Don't Get Ghosted Playbook
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Section I: Preventing yourself from getting ghosted Pre-Meeting Confirm the calendar invite Set the placeholder Create a pre-meeting agenda Never leave a cancellation without a meeting, always punt the invite In the discovery call Upfront contract Labeling questions “sounds like” Question behind the question At the end of a discovery call: 5-minute drill Use a JEP / align on next next steps Benign note Section II: So you got ghosted, what do you do? Channels Communications: Call, LinkedIn, send something Targets: Call other prospects in the deal. Call the front line Change the voice: Use an exec-to-exec touch Messaging - Key is pitch-light / pushing away Did I mess something up? Did I lose you? If going above their head When to give it up? No bilateral communication within 30 days — it’s done From there… Charly’s value add / warming drip 1x / month Go prospect other people. X Company didn’t reject you, just that one person did Keep reminders on for new hires/events at the company Danger zone tactics Cold invite Going over their head Door knocking Weekly donut RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
26 Okt 202235min
119 (Sell): Using social proof tactics in your cold call (Terry Husayn, VP of Sales Development @ Orum)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona. Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach. PATH TO PRESIDENT’S CLUB VP of Sales @ Orum Account Executive @ Teamable Software Head of Sales @ Neptune.io Manager, Sales Development and Operations @ CloudVelox [Acquired by VMware] RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
19 Okt 202227min
118 (Sell): Optimizing for connections and completions in your cold calls (Ryan Reisert, Student of Sales, Principal @ Reisert Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible. Document your channel validation. For phones: direct vs operator, validated vs not validated, etc. Focus on the tone/pace of your opener vs the words themselves. Then preface with the intent of your call to lower their guard. PATH TO PRESIDENT’S CLUB Student of Sales, Principal @ Reisert Consulting Director, Paid Media + Audience @ Sprinklr VP Sales @ Booshaka, Inc. (Acquired by Sprinklr) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
12 Okt 202234min
117 (Sell): Building a business case with your champion (Nate Nasralla, Founder @ Fluint)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Include a short, one-page memo in your calendar invite so they can digest what you want to communicate. Then start your meeting 5 minutes later and dig right in. Create your business case in Mad Lib Style. Start with a framework and fill in the gaps as you go through the call, helping to build out the storyline. Use language in your business case that's internal to the buying team, weaving trigger words or trigger phrases that are going to signal to an executive that you're aligned with a priority they care about. When meeting with ‘below the line' buyers, find 1-2 workflows they spend 80% of their week in. Ask them to demo how that works today. After they share their screen, share yours, give them screen control, and guide them through that task in your product. PATH TO PRESIDENT’S CLUB Founder @ Fluint Chief Growth Officer @ GAN Managing Director, Enterprise Division @ Network for Good Director, Business Development @ Tiesta Tea Company RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
5 Okt 202230min
