91 (Sell): Joining the resistance to create openings (Josh Braun, Founder @ Josh Braun Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Label and agree with objections to lower the zone of resistance. Create an opening by asking “what’s your take on [something they can’t do]”. Highlight business impacts by asking “are you aware of [relevant insight]”. Stop reacting and pitching. Instead, lean on humor and interest. PATH TO PRESIDENT’S CLUB Founder, Josh Braun Sales Training Former Head of Sales @ Basecamp Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
23 Mar 202231min
Playbook: How to land a killer sales job
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 land a killer sales job. FOUR ACTIONABLE TAKEAWAYS Build a top 25 accounts list that meet your criteria on space, prestige, size, etc. Have a non-hideous resume with short, punchy sentences and specific numbers. Prep for your interview by developing a point of view from the company’s perspective. Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
16 Mar 202234min
90 (Sell): Your questions answered on how to be a cold calling machine
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 WHAT YOU’LL HEAR Tone, prep, and cold calling fundamentals Openers & value pops Handling objections RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
9 Mar 202229min
89 (Sell): Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your calls with a point of view on how you can help your prospect. Kill the deck in the first meeting with the executive, focus on listening. Sell the discovery process and yo-yo sell without fatiguing your executive. Target new executives - they’re usually brought in to solve problems. PATH TO PRESIDENT’S CLUB Founder of Ian Koniak sales training/consulting Former Strategic Account Director @ Salesforce.com RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
2 Mar 202234min
88 (Sell): Injecting your demos with discovery (Mor Assouline, Founder of FDTC)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your demo with a round of intros + what each person wants to get out of the call. Recap stories and pain points from your disco before showing a related feature. Validate whether or not the feature you showed actually solves their problem. Justify the questions you ask to help lower the customer’s guard. PATH TO PRESIDENT’S CLUB Founder of FDTC (From Demo To Close) Former VP of Sales @ Okendo RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
23 Feb 202231min
87 (Sell): Staying ahead with MEDDICC (Andy Whyte, Founder MEDDICC™)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Ask about the last time they bought something before asking for buying process. Don’t be afraid to call out when a deal doesn’t appear to be a top priority anymore. Get your execs involved when dealing with the buyer’s executive team. Demonstrate the research you’ve done EARLY in the sales cycle. PATH TO PRESIDENT’S CLUB Founder MEDDICC™ RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
16 Feb 202230min
86 (Sell): Nailing the tone of your discovery (Marcus Chan, Venli Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Roleplay the worst case scenario over and over again until you feel confidence. Reference a similar company that you work with in early-stage voicemails. Keep it cool when you jump on a call with an executive. Over-structure is the enemy. Use why questions to understand the intent behind the priorities. PATH TO PRESIDENT’S CLUB President of Venli Consulting Creator of the 6-Figure Sales Academy Founding member at RevGenius Member of the Forbes Business Council Salesforce Top Sales Influencer to Follow RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
9 Feb 202236min
85 (Sell): Selling the partnership instead of the widget (Dan Cutler, Head of Sales)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Strive to get 3/3 criteria before give price: technical validation, budget, power. Go exec-to-exec when you’re below the line. Never sell alone. Before you talk at the CXO, start by asking why you’re in the room at all today. Attach your product to key initiatives surrounding making money or saving money. PATH TO PRESIDENT’S CLUB Head of Enterprise Sales @ thepowersthatbe Former Sr. Director of North America Salse @ Particle Former Director of Strategic Accounts @ Box RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
2 Feb 202230min
