26 (Sell): Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Start all of your LinkedIn interactions with info about them and a tailored video Mix up your account based tailoring and person level tailoring Start every disco with “what do you wanna get out of this call?” Open with “thanks for taking my call, do you have a moment before your next meeting?” James Buckley’s Path to President’s Club Director of Sales Evolution and Execution at JBarrows Consulting Board Of Directors & Host of The UNCrushed Podcast RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
4 Nov 202025min
25 (Sell): Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways The humbling disclaimer: “I feel a bit crazy asking this question, but…” Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?” Take the headtrash out on your calls and be overly transparent in your discovery Clarify, isolate, address the problems in a negotiation Charles Muhlbauer’s Path to President’s Club: Sr Biz Dev Training Manager at CB Insights Founder at SalesShare RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
28 Okt 202025min
24 (Sell): Let your customers out of the deal and get to the truth without your smelly commission breath (Josh Braun, Founder at Josh Braun Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways Detach from the outcome and just focus on finding the truth Use an accusation audit when asking questions: “Would it be ridiculous if…” Use “Have you given up on _____” as your one sentence breakup email Mirror the last three words of an objection, then label it with “sounds like ___” Josh Braun’s Path to President’s Club: Founder, Josh Braun Sales Training Head of Sales, Basecamp VP of Inside Sales, Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
21 Okt 202028min
23 (Sell): Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Plant pain early in your discovery through extreme industry expertise Use an upfront contract to propose next steps at the beginning of the call Use the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things” Ask for permission before hard questions like “if you didn’t have a team, would you buy?” Justin Welsh’s Path to President’s Club: Founder, Justin D Welsh, LLC Head of Sales at PatientPop Director of Sales at ZocDoc RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
14 Okt 202028min
22 (Sell): Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways Use as few words as possible when answering a question Don’t be afraid to walk away from a deal and tell a customer it might not make sense Stop tip toeing around your discovery and ask the biggest DQ questions first “It’s okay to say no and I don’t wanna make these calls anyway” Alex Bruschi’s Path to President’s Club: Director of Acquisitions, Towerpoint 130% to quota and winner of one of the largest transactions at TowerPoint RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
7 Okt 202026min
21 (Sell): Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Send Nick a coffee so he can feel important too 100 activities per day - mix up phone, email, LinkedIn, and Sendoso Multiple dials per day - don’t hesitate to hit one contact multiple times Dial around the organization - get intel from the CFO, use it on the controller Pick up the phone the moment you see an objection and hit ‘em hard Ashley Kelly’s Path to President’s Club: Sr Director, Sales Development at Brex Co-Founder, SDReady Director, Sales Development at Lever RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
30 Sep 202026min
Playbook: How to be a machine
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 be a machine: you’ll never make the “no time to prospect” excuse again. FOUR ACTIONABLE TAKEAWAYS Morning routine: Wake up, make the bed, read, exercise, start on your terms. Plan your attack: 8-3 are your golden hours, 3-6 are your admin hours. Batch everything. Crank the wheel: Close email, close slack, draw 80/20 lines everywhere and sprint Breathe: Unsubscribe from every mailing list, every unnecessary notification. Block it out. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
23 Sep 202029min
20 (Sell): Selling pizzas and tearing down sequences with the blue-haired legend (Sam Nelson, SDR Leader at Outreach.io)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Don’t have 3000 sequences. Have 3 for your main personas and 1 low priority one. In the Agoge sequence - your first email is super tailored, followed by two bubble ups After that, tailoring didn’t work. Hit prospects with your best cold email. If they’ve accepted the invite, don’t sell more. No need to send the confirmation. Sam Nelson’s Path to President’s Club: SDR Leader at Outreach.io A huge LinkedIn brand and Host of Sam Nelson Live RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
16 Sep 202029min
