How Top Sales Leaders OWN Negotiations Without Owning the Deal | Lead Ep. 325 | Maryana Kessel

Chase Macaione's Discovery Call Prep Sheet & Guide FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call. Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing. List out discovery questions to get people from high-level pain to deeper pain. PATH TO PRESIDENT’S CLUB Director of Commercial Sales @ Zip Sales Director @ Celonis Strategic Account Executive @ Celonis Regional Sales Manager @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

14 Mar 202433min

Every 10th episode, we tear down one topic. This time, we’re talking about objections. ACTIONABLE TAKEAWAYS Most objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection. The intro to the Mr. Miyagi method - agree with the objection to remove the pressure, incentivize conversation to get them to share more about the objection, and sell the test drive. For dismissive objections be disarmingly blunt; for “not interested” objections, handle the reaction, not the objection; for situational objections, like “no budget”, or “too expensive”, remove the pressure of the sale entirely. Existing solution objections like “we already use X (your competitor)” are essentially “not interested” objections in disguise. Tackle them as such. RESOURCES DISCUSSED 18 Cold Call Objections & How to Handle Them The Book on Cold Calling Join our weekly newsletter Things you can steal

12 Mar 202432min

Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first. * Condense the problem you solve into a single sentence - stop overcomplicating things. * Lean on their desired future state instead of talking about the past. * Get to the question/reason behind those unexpected/general questions. ====================== Keenan’s Path to President’s Club: * CEO @ Noted Analytics * CEO @ A Sales Guy Consulting * Author of Gap Selling * Author of Not Taught RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

11 Mar 202432min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers. Do not do the things that you're horrible at. Hire for the things that are not your strengths. Invest your time in enablement. You and your reps should track how you win each deal for ongoing development. PATH TO PRESIDENT’S CLUB VP, Sales @ Tenderly Founding Member, First Hires Program @ First Round Capital Director, Enterprise Sales @ Drift VP, Sales @ AltoCloud RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

7 Mar 202433min

FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest. Don't chase tennis balls. Create equal footing by getting something before we just jump to giving. Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every ask through “is this actually the best way for the buyer to get what they're looking for?” PATH TO PRESIDENT’S CLUB Founder @ DiscoveryCoach.io Sales Enablement Manager @ AlphaSense Lead Revenue Enablement Manager @ CB Insights Senior Sales Training Manager @ CB Insights RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Mar 202429min

FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PATH TO PRESIDENT’S CLUB CEO @ Sales Gravy Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked. VP of Sales @ kgb VP Sales @ Sales Gravy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

4 Mar 202429min

The "Heard The Name Tossed Around Opener" - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal TIMESTAMPS (00:00) Intro (01:34) Traditional Openers (02:21) Intro Heard The Name Tossed Around Opener (02:38) Lead With Common Thread (03:05) Introduce Yourself (03:18) Have You Heard Our Name Tossed Around? (03:20) Talk Track (03:38) Breakdown (08:20) Recap

1 Mar 202411min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Have two one-on-ones in a week. One that talks deals and one focused on your rep as a person. Investing in a person always pays off with better deals. Practice breathwork at the beginning of your team meetings. It will help your team feel relaxed and engaged. Have one rep teach one mini skill builder for 5-10 minutes at the end of your team meetings. If one of those mini skill builders hits well, have a longer session around it. Use the mini skill builders training to test for things your team wants to be trained on. That’s how you build a powerful training program. PATH TO PRESIDENT’S CLUB Founder & CEO @ Alluviance Director of Sales @ Catalyst Software Director of Sales, Commercial @ Outreach Sales Director, Corporate @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

29 Feb 202432min