Where Sales Reps Lose Deals Without Even Realizing It | Bite-sized Tactics

Where Sales Reps Lose Deals Without Even Realizing It | Bite-sized Tactics

Are you losing deals and not even realizing why? Bryan Charleton (Sales Manager @ Otter.ai) shares the two most critical moments in the sales process where deals are either won—or fall apart: 1️⃣ The first discovery call: Learn how elite reps build trust from the first question and become indispensable to buyers. 2️⃣ Stakeholder coverage: Stop going single-threaded. We show you how to cover all the right personas—IT, business leaders, and end users—to close airtight deals. RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides

Episoder(508)

82 (Sell): Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)

82 (Sell): Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Set the ground rules for your prospect’s competitive evaluation (sell the model) Lean on your winning zones & the prospect’s priorities, then identify where competitors fall short. Gain traction against incumbents by explaining why market leaders are playing the game wrong. Tell relatable, crispy customer stories by painting the specific people and their journeys. PATH TO PRESIDENT’S CLUB Director of Sales @ Sendoso First Sendoso Sales hire and employee #3 Former SDR & AE @ Talkdesk RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Jan 202233min

81 (Sell): Mastering conversational discovery to drive your sales process (Michelle Pietsch, VP of Revenue @ Dooly)

81 (Sell): Mastering conversational discovery to drive your sales process (Michelle Pietsch, VP of Revenue @ Dooly)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use humbling disclaimers to level with the prospect to establish next steps. Ask about the buying process AFTER you get to the “aha” moment in discovery. Figure out the “why” when a signing deadline is missed - then determine next steps. Avoid leading questions which do the opposite of building rapport. PATH TO PRESIDENT’S CLUB VP of Revenue @ Dooly RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Jan 202226min

Playbook: Running a Killer Demo

Playbook: Running a Killer Demo

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 run a killer demo. FOUR ACTIONABLE TAKEAWAYS Show the 20% of your features that solve 80% of the problems. Always prep for who is in the room, what they want to see, and the objective of the call. Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions. Control the room by setting expectations upfront and directing excessive questions to future calls. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

29 Des 202137min

80 (Sell): How to keep your demos interactive to navigate directly into your winning zones (Cory Bray, Managing Director @ ClozeLoop)

80 (Sell): How to keep your demos interactive to navigate directly into your winning zones (Cory Bray, Managing Director @ ClozeLoop)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. * Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility. * Keep your demo’s interactive by asking the prospect what jumps out to them right away. * Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions) ====================== Cory’s Path to President’s Club: * Managing Director @ ClozeLoop * Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

22 Des 202129min

The Xmas Special (click for gifts)

The Xmas Special (click for gifts)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

21 Des 202126min

79 (Sell): Embracing competitors and asking the right questions at the right time (Ryan Staley, Founder & CEO @ Whale Boss)

79 (Sell): Embracing competitors and asking the right questions at the right time (Ryan Staley, Founder & CEO @ Whale Boss)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Learn from the 5 biggest deals you have lost and replace them with the 5 fastest deals you have won. * Ask questions to determine where you stand in the process before wasting months on a sale cycle. * Don’t shy away from the buyer’s conversations with competitors - use it to your advantage. * Fully understand every outstanding step to get a deal done to avoid surprises. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

15 Des 202130min

78 (Sell): Death of the helpful seller: Use proven psychology to stop losing deals (Belal Batrawy, DeathtoFluff)

78 (Sell): Death of the helpful seller: Use proven psychology to stop losing deals (Belal Batrawy, DeathtoFluff)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Disclose “often withheld” information around pricing, competition, weakness, and implementation. * Social bid often to get your prospects to share valuable insights that you wouldn’t get otherwise. * Pressure test how your champion’s willingness to change, which will help them sell to the committee. * Utilize emotionally charged messaging to attach with a deeper need than just product features. ====================== Belal’s Path to President’s Club: * Community Leader of #Death2Fluff * 7x Startup Seller and Sales Advisor  RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Des 202133min

77 (Sell): Leading with data in your sales process and why traditional sales is broken (Anthony Iannarino, President @ SOLUTIONS Staffing)

77 (Sell): Leading with data in your sales process and why traditional sales is broken (Anthony Iannarino, President @ SOLUTIONS Staffing)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Lead with insights to show the prospect that you know their business. * Don’t assume the customer deeply understands their world, be prepared to share learnings. * Show the buyer what they should be considering during their evaluation. * Sell the model, not the features, of your business. ====================== Anthony’s Path to President’s Club: * Over 30 years of sales experience in staffing & B2B  * Creator of Iannarino Sales Accelerator  * Founder of B2B Sales Coach & Consultancy  RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

1 Des 202132min

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