Hall of Fame: Sarah Brazier Ep. 17
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. 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. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
4 Jul 202229min
104 (Sell): Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Define success criteria before going into a pilot so you don’t waste your time. Run two products during the POC so your buyers choose between your options vs the competition. Establish a buying window by highlighting a compelling event OR the cost of inaction. Prioritize your pipeline as finish line deals > pilots > open deals > warm follow-ups. PATH TO PRESIDENT’S CLUB Director of Sales @ Orum Former Account Executive @ Namely Former Brand Ambassador @ Uber RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
29 Jun 202230min
103 (Sell): Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap to the buyer of where they are in the journey after every discovery call. Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Drift Former VP Sales @ Altocloud | Acquired by Genesys Former Direct, Sales @ SmartBear RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
22 Jun 202228min
102 (Sell): Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t just set the next steps. Set the next next steps. 2nd meeting demos should be 100% business application focused. NOT technical. Set that expectation upfront. In the 3rd meeting, lead with top 3 themes you’ve heard, then ask “what do you think?” before jumping into demo. In that meeting, have a 5 minute exec demo and a deep dive demo in your back pocket. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
15 Jun 202230min
101 (Sell): Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Incept interest early by citing articles, years at role, X times they’ve had role, etc. Find and rank top triggers, then use the first one you find when doing outreach. Establish trust by pointing out challenges or differences with typical customer profiles. Find design partners by being honest upfront with where your vision / product gaps are. PATH TO PRESIDENT’S CLUB Operating Partner @ Glasswing Ventures Former Co-Founder @ Reprise Former VP Sales @ Chorus Former VP Sales @ InsightSquared RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
8 Jun 202228min
Playbook: Top 10 moments that change the way we sell
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
1 Jun 202229min
100 (Sell): Challenging your customer to ensure the best mutual fit (Stephen Guerguy, Enterprise Sales Leader @ Monte Carlo)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitors during the requirement gathering phase. Require an exec level bridge with your CEO instead of spending hours in an RFP. Use carrots to drive close when internal compelling events are lacking. PATH TO PRESIDENT’S CLUB Enterprise Sales Leader @ Monte Carlo Former Enterprise Sales @ Segment (acquired by Twilio) Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
25 Mai 202232min
99 (Sell): Becoming a consultant in your sales cycle (Tonito De Leon, Senior Manager of Business Development @ Reprise)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Whiteboard out the vision state once you’ve identified the pain. Link their current state with how far off they are from their vision state. Bring new members back up to speed before jumping right into the demo. Use self deprecation on your cold calls - put it on yourself to lower the guard. PATH TO PRESIDENT’S CLUB Senior Manager of Business Development @ Reprise Founding Account Executive @ Amplemarket Former Account Executive @ Mixmax RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
18 Mai 202225min
