84 (Sell): Trading items of unequal value (David Priemer, Founder @ Cerebral Selling)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t show that you have the power in a negotiation. Slow down the negotiations, it should feel like work every time there’s an ask. Change the plane of negotiation on each ask. Certain “gives” should run out. Talk them out of a discount unless they’re sure it’s the only cut. PATH TO PRESIDENT’S CLUB Founder of Cerebral Selling Lecturer at Smith School of Business at Queen's University & London Business School Former VP of Sales @ Salesforce RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
26 Jan 202229min
83 (Sell): Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
19 Jan 202229min
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)
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
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)
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)
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)
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
