Why You’re Losing Deals by Not Picking Up the Phone | Ep. 319 | Michelle Cecil

Download Danilo's Hypothesis-Driven Disco Call Framework FOUR ACTIONABLE TAKEAWAYS 5 ways to research a prospect: [1] LinkedIn [2] Google search [3] podcast appearances on Listennotes.com [4] social channels [5] If they're a Ph.D., Google their name + “dissertation” Use that research in the first 2 minutes of the call. Start with their big business goals, then raise the problems and outcomes that YOU can solve to narrow them into your winning zone. Bucket your buyers with a market approach technique. You’re either a lean team putting together best-in-breed point solutions to cover your gaps or a mature team that wants an all-in-one solution. Which are you? PATH TO PRESIDENT’S CLUB Sr. Account Executive @ Databricks Co-founder @ B2B Syndicate Flex Adjunct Sales Coach @ Satellite Account Executive, Named Accounts @ New Relic, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

20 Sep 202330min

Watch in full vibrant color: https://bit.ly/46h819q 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

19 Sep 20236min

Get ready for the baddest 30MPC roadmap you've seen in your life. Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

18 Sep 202311min

FOUR ACTIONABLE TAKEAWAYS B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW. When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging. Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years. When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?” PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of Global Sales @ Outreach Regional Sales Director @ School Specialty Planning & Student Development Sr. Account Management @ Great American Opportunities RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

13 Sep 202332min

Watch in full vibrant color: https://bit.ly/45N3Vpq 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

12 Sep 20236min

Watch in full vibrant color: https://bit.ly/3Em7hUz 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

8 Sep 20236min

Every 10th episode, we tear down one topic. This time, we’re talking about crushing your competitors. Actionable Takeaways 50% of deals are going to be won by just being a better seller, the other half by properly selling inside the winning zone. Start by figuring out what’s important to them, then recommend a few priorities specifically in your winning zone while seeding competitor losing zones. Against apples-to-apples competitors, tilt the odds in your favor with on-sites, power, and references. Throw competitive darts as you make cold calls or send cold emails so that you begin pushing to your winning zones. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

6 Sep 202335min

ACTIONABLE TAKEAWAYS Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response.  Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate. At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill.  It’s okay to sometimes lose a negotiation in favor of getting the deal done. Whenever possible, you should opt for a live conversation with your prospects. Abandon the belief that activity equals achievement. Instead, recognize that your job exists to accomplish outcomes. PATH TO PRESIDENT’S CLUB Founder @ 30 Minutes to President’s Club Sr. Account Executive @ Time by Ping Enterprise Account Executive @ SurePoint Technologies Account Executive @ Aderant RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

4 Sep 202321min