18 (Sell): Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Mirror the objection, then ask a loaded question for the anaconda squeeze Use slides to give prospects control and choice over what they want to discuss Ask your VP / CRO if they’re the type who wants to go really deep Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum. Adam O’Chart: Path to President’s Club: Top producing AE at Gong.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
2 Sep 202027min
17 (Sell): Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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. Sarah Brazier’s 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
26 Aug 202026min
16 (Sell): The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Check your profile views and ask your prospects “did I do something wrong?” The PLA Phone Opener: Pleasant, laugh, and arms-up. 5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps. 10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask. Morgan Ingram: Path to President’s Club: Director of Sales Execution and Evolution, JB Sales Training Host of the SDR Chronicles Podcast RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
19 Aug 202032min
15 (Sell): Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Find a very granular problem from a call recording. Put that at the top of the sequence. Time and money are not specific. Pulse check with your prospect when things aren’t going well. Ask them if this is worth it. Not interested? Say “I get it. I was the one who cold called.” Then ask for permission. REPLY Method: Relevant results, empathy, personalization, laser focus, you. 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
12 Aug 202026min
14 (Sell): Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Leverage “I work with many who typically focus on X + Y” to lead the agenda. Ask your prospect for their top 2 priorities. If it’s too high level, prime the question. Bring people to the business priorities first instead of getting stuck in the process. Don’t disqualify an entire company when someone says no. Find another in. Jake Dunlap’s Path to President’s Club: CEO of Skaled VP of Sales, Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
5 Aug 202028min
13 (Sell): Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Double tap the phones - people are more likely to think it’s a real call. The moment you see someone reply, call them instead of writing a long email reply. Use a sequence for everything. Replies, objections, open opportunities. If you see someone opening your emails, call it out! It gets the conversation going. Ken Amar’s Path to President’s Club: SDR Team Lead, Outreach.io #1 All Time SDR, Outreach.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
29 Jul 202025min
12 (Sell): Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Build your target list of companies based on geo, stage, market, product, and deal size Cold prospect to people directly in your job hunt and have introductory conversations Redirect the “walk me through your resume” question to focus on your strengths Close your interviews and hit em with the plan to action as the cherry on top Trish Bertuzzi’s Path to President’s Club: CEO of The Bridge Group Author of the Sales Development Playbook RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
22 Jul 202023min
11 (Sell): Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Start every day by planning out the whitespace for the day. Then just get after it. Use demoscovery. Ask how the process looks today, take the demo down a different path. Write a shared executive memo with recaps from every sales conversation. Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective. Scott Ingram’s Path to President’s Club Host of The Sales Success Stories Podcast Account Director @ Relationship One (where he carries a $3M quota) Creator of the Linkedin Sales Stars 100 list RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
15 Jul 202029min
