135 (Sell): Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS After the demo, get a sense of what they liked and use it to justify your ask to power. Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission. When you get to power, recap the key problems you found first, then open it up and ask what’s important to them. Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver. PATH TO PRESIDENT’S CLUB Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
22 Feb 202328min
Hall of Fame: Joe Caprio Ep. 35
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stop withholding the demo from your prospects, ask how they want to run it. 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat. Don’t force yourself to power. Enable your champion to have the conversations. If you need power, ask your champion questions they need power to answer. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
20 Feb 202333min
134 (Sell): Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business. Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions. When someone tells you what they want, restate it as a pain point. Turn solutions into problems. The transition between discovery and demo is the perfect time for “might make sense”. PATH TO PRESIDENT’S CLUB Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
15 Feb 202327min
133 (Sell): Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it. Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly. Once you know the key metrics that drive their business (e.g., open rates, reply rates), you can deposit and add value by sharing industry benchmarks of what those could be. Prospect by identifying the top 2-3 problems that most people don’t know that they have, then try to find out where the prospect realistically lands currently. PATH TO PRESIDENT’S CLUB Founder & CEO @ Flip the Script Head of Sales Development @ Chorus.ai Regional VP of Business Development @ G2 Sr. Manager, Inside Sales @ Gong.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
8 Feb 202330min
132 (Sell): Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Wingman’s In-App Objection Handling Battlecards FOUR ACTIONABLE TAKEAWAYS Use typically language to help guide your buyer into the next steps. When the buyer wants to multithread to someone you’re not familiar with, ask how that person has contributed to purchases in the past. When your champion is proposing to finance, offer to be a “fly on the wall” to help support them. If you aren’t on the call, ask questions about what the call will look like and what issues could come up in it. Keep your buyer’s best interest in mind when driving the timeline. Don’t drive it using your quota or discount. PATH TO PRESIDENT’S CLUB Director, Content & Thought Leadership @ Clari Head of Content Strategy @ Gong Account Executive - Large Accounts @ Eventbrite Sr. Account Executive @ OneMob RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
1 Feb 202329min
131 (Sell): Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Liam’s Account Planning Sheet FOUR ACTIONABLE TAKEAWAYS Start discovery by asking why they were hired in the first place. It’ll help build rapport and understand the organizational vision. If you suspect someone is going to be a blocker in the deal, bring it up with your champion before it even happens. Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting. If you’re introduced to power: share your hypothesis, then introduce a few things only they can answer to further expand on your discovery. PATH TO PRESIDENT’S CLUB Go-to-Market @ Kleiner Perkins Director, GTM @ Unusual Ventures Regional Director, East @ MongoDB Director, Sales & Product GTM @ New Directions Behavioral Health RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
25 Jan 202339min
Playbook: The Negotiation Playbook
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When giving price: explain how it works first, then give price and stop talking. When the customer asks for a discount, act surprised and push away to encourage them to come back to the table. Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved. Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
18 Jan 202327min
130 (Sell): Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation. Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional. Leverage your own senior leaders to story-tell and pull in the people at power during the demo. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Pave Healthcare & Life Science Account Executive @ Carta Client Strategist @ PwC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
11 Jan 202332min
