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Treść dostarczona przez Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Cała zawartość podcastów, w tym odcinki, grafika i opisy podcastów, jest przesyłana i udostępniana bezpośrednio przez Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski lub jego partnera na platformie podcastów. Jeśli uważasz, że ktoś wykorzystuje Twoje dzieło chronione prawem autorskim bez Twojej zgody, możesz postępować zgodnie z procedurą opisaną tutaj https://pl.player.fm/legal.
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Mind The Business: Small Business Success Stories
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1 The SB Starter Kit - Everything You Need or Need to Know to Get Your Business Off the Ground (Part 1) - Trademarks, Patents, LLCs and SCorps 35:28
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Step one for starting a small business is often coming up with an exciting idea. But what is step two? Step three? Steps four through launch and beyond? On our second episode, and first iteration of our Small Business Starter Kit Series, Austin and Jannese visit The Candle Pour to chat with founders Misty and Dennis Akers . They’ll tell our hosts about how they got their business off the ground and about all the things that go with it: from incorporation to trademarks. Join us as they detail how they went from Grand Idea to Grand Opening. Learn more about how QuickBooks can help you grow your business: Quickbooks.com See omnystudio.com/listener for privacy information.…
How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame
Manage episode 460867988 series 2782528
Treść dostarczona przez Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Cała zawartość podcastów, w tym odcinki, grafika i opisy podcastów, jest przesyłana i udostępniana bezpośrednio przez Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski lub jego partnera na platformie podcastów. Jeśli uważasz, że ktoś wykorzystuje Twoje dzieło chronione prawem autorskim bez Twojej zgody, możesz postępować zgodnie z procedurą opisaną tutaj https://pl.player.fm/legal.
FOUR ACTIONABLE TAKEAWAYS
- Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that.
- Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework.
- Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion.
- Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout.
RESOURCES DISCUSSED
443 odcinków
Manage episode 460867988 series 2782528
Treść dostarczona przez Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Cała zawartość podcastów, w tym odcinki, grafika i opisy podcastów, jest przesyłana i udostępniana bezpośrednio przez Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski lub jego partnera na platformie podcastów. Jeśli uważasz, że ktoś wykorzystuje Twoje dzieło chronione prawem autorskim bez Twojej zgody, możesz postępować zgodnie z procedurą opisaną tutaj https://pl.player.fm/legal.
FOUR ACTIONABLE TAKEAWAYS
- Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that.
- Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework.
- Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion.
- Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout.
RESOURCES DISCUSSED
443 odcinków
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1 Stop Hiring the Wrong People, Use This Interview Structure Instead | Kevin "KD" Dorsey | Ep. 287 (Lead) 40:52
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FOUR ACTIONABLE TAKEAWAYS Interview Kits for Prep : Send candidates an interview kit outlining expectations, key questions, and details on interviewers. Poor answers indicate lack of prep or poor fit. Evidence-Based Questions Only : Avoid hypotheticals. Ask for proof of past performance (P.O.P.) to assess real experience and capabilities. Screening Videos Save Time : Require a three-minute video on a key trait (e.g., perseverance). Evaluate clarity, instructions-following, and presentation skills before a live interview. Live Deal Review Test : Have candidates walk through a real deal they closed. Assess how they sourced, ran discovery, demoed, and closed, treating it like an actual deal review. KD'S PATH TO PRESIDENT’S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting 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 Read : Join our weekly newsletter Steal : Templates, drips, scripts…
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1 The AI Playbook for Sales: How to Book More Meetings & Close More Deals With AI | Jake Dunlap | Ep. 286 (Sell) 42:48
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS ChatGPT Research Triangle : Before outreach, prompt ChatGPT with the industry (including sub-industry), job title, and your product’s value. This ensures messaging aligns with trends relevant to the prospect. Use Industry Jargon : Ask ChatGPT for insider terminology that VPs in specific industries use. This makes your messaging sound more credible and tailored to their world. Refine Email Sequences : Provide ChatGPT with your email templates and ask it to integrate industry-specific revenue drivers. This keeps messaging structured while adding personalization. Smarter Discovery Questions : Use ChatGPT insights to refine questions that demonstrate expertise. Instead of generic asks, tailor them to industry trends and job-specific challenges. PATH TO PRESIDENT’S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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1 Using Intent Signals in Cold Outreach | Florin Tatulea | 30MPC Hall of Fame 35:34
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ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; combine them with company insights to craft personalized, compelling outreach. 80/20 Email Framework: Provide reps with an 80% completed template (signal, company insight, ideal state, light CTA), letting them personalize the final 20%. FLORIN'S PATH TO PRESIDENTS CLUB: Head of Sales Development @ Common Room Director of Sales @ Barley Senior Manager, Sales Development @ Loopio Manager, Sales Development @ Loopio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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1 How to Fix a Broken Sales Org in 90 Days | Kevin "KD" Dorsey | Ep. 285 (Lead) 41:45
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FOUR ACTIONABLE TAKEAWAYS Focus on High-Impact Problems : Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues. Leverage 2x Multipliers : Target improvements that can double key metrics rather than marginal gains. Align leadership early so they understand why other issues aren’t top priority. Weekly Wiggle Wednesdays : Hold a one-hour leadership meeting to refine sales tactics. Use the four D’s: define, document, demonstrate, and deliberately practice new strategies. Transparent 1:1 Tracking : Link manager-rep 1:1 docs to the director’s 1:1 doc. Track each rep’s key metric, issue diagnosis, and growth plan for better coaching visibility. KD'S PATH TO PRESIDENT’S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting 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 Read : Join our weekly newsletter Steal : Templates, drips, scripts…
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1 How to Open & Close More Deals With Key Accounts | Maddy Jackson | Ep. 284 (Sell) 41:10
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ACTIONABLE TAKEAWAYS: Permission-Based Introduction : Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about. Funding Intent Matters : Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal. AE & SDR Account Strategy : AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance. Account Tiering System : Rank accounts as green (30-50), yellow (130), or red (30-50) based on deal size and buying likelihood to prioritize outreach effectively. MADDY'S PATH TO PRESIDENTS CLUB: Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies Account Executive @ Procore Technologies Senior Business Development Rep @ Procore RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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1 How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame 41:48
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ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods : Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach : When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack : Identify key timeline drivers, like contract end dates or business seasonality, to create urgency. Turn Want into Why : During discovery, dig deeper to find the real business problem behind a customer’s desire for change. JOHNNY'S PATH TO PRESIDENTS CLUB Commercial Account Executive @ Talkdesk Enterprise Sales Development Manager @Talkdesk Team Lead, Enterprise Sales Development @ Mimeo Enterprise SDR @ Mimeo RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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1 How to Build the Perfect Sales Team, Role by Role | Mark, Nick, & Armand | Ep. 283 (Lead) 55:13
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Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows. ACTIONABLE TAKEAWAYS: Hire Builders First : Early sales hires should create processes, while later hires follow them. CEO Sales Involvement : Founders should sell until they define the product and process, then transition to AEs. Scaling Key Roles : Maintain a 1:1 AE to SDR ratio early, shifting to 2:1 later. Hire RevOps early; SE and enablement depend on need. Manager & Director Timing : Keep managers at 8 reps max, stretching to 10-12 if needed. Delay director hires until managing at least three managers. RESOURCES DISCUSSED: Stages of Sales Leader Episode Join our weekly newsletter Things you can steal…
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1 No Champion, No Deal: How to Find and Develop Champions | Krysten Conner | Ep. 282 (Sell) 40:50
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ACTIONABLE TAKEAWAYS: Align Messaging to Roles : End users want simplicity, managers focus on team metrics, and execs care about goals and risk. Match your message accordingly. Use Credible Content : Share third-party sources like Gartner or HBR instead of only company case studies to build trust. Amplify the Problem Early : Send data or insights highlighting the problem’s urgency in the early stages of the sales cycle. Simplify Implementation Late : Provide resources like change management guides to ease rollout and reduce risk. KRYSTEN'S PATH TO PRESIDENTS CLUB: Founder @ KrystenConner.com Enterprise Account Executive @ UserGems Enterprise+ Account Executive @ Outreach Enterprise Accounts, Financial Services @ Tableau Software Strategic Accounts @ PowerSchool RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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1 Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame 41:05
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ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to think and respond meaningfully. Master the Five Types of Tone: Use different tones—curious, confused, concerned, challenging, and playful—to guide conversations and elicit the right responses. Challenge Prospects with a Direct Tone: A challenging tone helps push prospects to take action, especially when addressing tough issues like low-quality leads. JEREMY'S PATH TO PRESIDENT'S CLUB: Founder @ 7th Level VP of Sales @ Pinnacle Security RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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1 How to Train Teams on Discovery That Digs Deeper and Closes Bigger | Eleanor Dorfman | Ep. 281 (Lead) 39:46
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ACTIONABLE TAKEAWAYS: Ban Product-Specific Language: Prohibit product-focused terms like "roles-based access" in deal reviews. Instead, prompt reps to explore the customer’s "why" behind their needs, driving better customer questioning and understanding. Tie Incentives to Certifications: Require reps to complete critical certifications (e.g., discovery certification) to access desirable benefits, such as inbound leads, ensuring alignment between AE and leadership goals. Consistency in Value Framework: Maintain your value selling framework across every sales stage—from discovery to demo to proposal—ensuring consistent messaging and alignment throughout the cycle. Embed Framework into Processes: Update all sales processes, stages, and deal reviews to reflect new frameworks. Regularly reinforce these changes in weekly reviews to ensure training sticks and drives lasting behavior changes. ELEANOR'S PATH TO PRESIDENTS CLUB: Head of Sales @ Retool Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment Global Head of Commercial Renewals and Retention @ Segment Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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1 The Ultimate 5 Stage Sales Process to Speed Up Your Deals | 30MPC Playbook (Sell) 54:09
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Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast. Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward. Stage 2 Solution Agreement: Confirm the solution addresses the agreed problem effectively. Stage 3 Power Agreement: Secure buy-in from decision-makers and key stakeholders. Stage 4 Commercial Agreement: Reach consensus on pricing, terms, and conditions. Stage 5 Vendor Approval: Navigate internal processes to finalize and approve the deal. Map these stages to your sales cycle, define clear exit criteria for each, and identify opportunities to combine calls or stages to accelerate deal velocity. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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1 Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame 40:28
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ACTIONABLE TAKEAWAYS: In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses. In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them. PATH TO PRESIDENT’S CLUB" Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, Inc. Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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1 The Sales Leader SKO Survival Guide | JD Miller | Ep. 280 (Lead) 40:44
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FOUR ACTIONABLE TAKEAWAYS: Name Badge Optimization : Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge feel natural. Post-SKO Follow-Up Plan : SKO momentum fades quickly. Implement a follow-up plan within days to sustain energy and carry it into the sales year. Session Energy Management : Use high-energy sessions earlier when attention is stronger. Save interactive or fun activities for post-lunch when engagement dips. Pre-Vet Presenters : Plan sessions a month in advance and require presenters to rehearse. Avoid costly, unpolished presentations that waste valuable sales time. JD'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Kantata Chief Revenue Officer @ Motus Managing Director @ Bravo Solution Vice President, Americas @ Workplace Systems RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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1 How to Reframe Objections as Strengths | David Rosenstein | Ep. 279 (Sell) 40:15
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ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy. Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground. Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals. Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation. DAVID'S PATH TO PRESIDENTS CLUB: Senior Account Executive MM @ LinkedIn Account Executive SMB @ LinkedIn Sales Development Representative @ LinkedIn Creator Manager @ LinkedIn RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Club Pass…
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1 How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame 39:00
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Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that. Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework. Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion. Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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1 The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead) 42:53
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ACTIONABLE TAKEAWAYS: SPFs for Short-Term Change : Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdover Rules : Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency. The Iron Square : Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star. Customer-First Processes : Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs. ELEANOR'S PATH TO PRESIDENTS CLUB: Head of Sales @ Retool Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment Global Head of Commercial Renewals and Retention @ Segment Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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1 The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2 13:40
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The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways The biggest mistake in The Problem Proposition: going through the motions instead of joining the pain. Join the ridiculousness of the triggering problem. Almost brush over your one-sentence solution. Shrug your shoulders during the interest-based CTA.…
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1 The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1 17:21
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The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem. Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory. One-Sentence Solution. If you get the problem right, all you need is one sentence to explain your solution (we do X so that the problem goes away). Interest-Based CTA. Validate their interest before you ask for the meeting, using softening language, no-based questions, and mini push-aways.…
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1 Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel | Ep. 277 (Sell) 40:34
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ACTIONABLE TAKEAWAYS: Set Multiple Agendas : Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome. Dangle the Carrot : Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo. Anchor to an Outcome : Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time. Be Blunt About Goals : In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust. MARK'S PATH TO PRESIDENTS CLUB: Commercial Sales Manager @ Procore Sales Manager, Emerging @ Procore Enterprise Account Executive @ Procore Senior Account Executive, Mid-Market @ Procore RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Michelle Cecil Episode…
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1 Product Roadmap: Q1 2025 (Club Pass, New Club Member, Pipe Gen Teardowns) 13:33
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RESOURCES DISCUSSED: Club Pass (Course & Community) Johnny Larson (New Club Member) Johnny's Past Episodes: Episode 1 Episode 2 Episode 3 Q1 Tactic Teardowns (Sales Nav, Pitch Script)
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1 How to Measure Sales Team Metrics Without Micromanaging | John Sherer | Ep. 276 (Lead) 40:09
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS: Simplify Dashboards : Skip filters and create pre-built reports for dashboards. It saves time and provides clearer insights without extra clicks. Trim CRM Fields : Remove unused CRM fields. If you’re not reporting on them or they’re filled with junk data, they’re just slowing you down. Analyze Mature Pipeline : For accurate win rates, focus on qualified deals created in earlier quarters. Allow time for deals to mature before assessing. Core Metrics Dashboard : Track four key metrics—intro meetings, late-stage deals, win rates, and inbound versus outbound pipeline. JOHN'S PATH TO PRESIDENT’S CLUB COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
The top 15 sales tips shared on the podcast in 2024 (full episodes linked below) Prospecting Best Practices: "That's Exactly Why I Called" Response: Use objections as a reason to keep the conversation going (Sara Uy) Presuppose the Problem: Start with, "You've probably looked into X before, huh?" to reduce sales pressure and uncover nuance (Josh Braun) Call Yourself First: Test new phone numbers for spam labeling before dialing prospects (Ken Amar) Effective Email Structure: Combine business initiatives, industry trends, and triggers for personalized, resonant cold emails (Kyle Coleman) Heard the Name Tossed Around Opener: Open with network credibility, then focus on problem-centric pitches (from the "Cold Calling Sucks" book) Discovery & Sales Process Best Practices: Problem Storytelling: Turn problem agreement into a story by asking, "When did you realize this was a problem?" (Charles Muhlbauer) The 1–10 Feedback Question: Ask prospects to rate your demo and explore what would make it a 10 (Steven Bryerton) Don’t Mistake Activity for Achievement: Align sales stages with outcomes (Mark Kosoglow) Use Labels in Negotiations: Diffuse tension by labeling emotions, e.g., "It seems like you just want to get a good deal," to avoid triggering defensiveness (Chris Voss) Lead, Don’t Ask, Mid-Cycle: Overcome indecision by offering clear recommendations and removing irrelevant options (Matt Dixon) Leadership Best Practices: Invert the Hiring Funnel: Sell candidates on the opportunity first, then test skills later (Hiring Playbook) Disarming Transparency in Hiring: Share risks and weaknesses with candidates to surface objections early and build trust (Mark Kosoglow) 20/80 Training Rhythms: Spend 20% of the time introducing new skills and 80% reinforcing them weekly (Training Playbook) Pipeline Squeeze: Ask key questions (e.g., deal size, close date, buyer awareness) to assess pipeline health and socialize results (John Sherer) Document the Wiggle (W.G.L.L): Define "what good looks like," then practice targeted scenarios repeatedly for efficiency (Kevin Dorsey) Thanks sellers for tuning in this year! See you in 2025 with more of the most actionable tips in sales, be sure to subscribe to our weekly newsletter here.…
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1 How to Ask BETTER Sales Questions | Charles Muhlbauer | 30MPC Hall of Fame 10:29
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Enjoy this clip from episode 247 w/ Charles Muhlbauer ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured Position involving decision-makers as beneficial for them, making it easier to get in front of power PATH TO PRESIDENT’S CLUB Founder @ DiscoveryCoach.io Sales Enablement Manager @ AlphaSense Lead Revenue Enablement Manager @ CB Insights Senior Sales Training Manager @ CB Insights RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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1 Key Traits to Look for in Elite Sales Reps | Andrew Johnston | Ep 275 (Lead) 40:39
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ACTIONABLE TAKEAWAYS Prioritize Storytelling : Assess storytelling skills during interviews and coach reps on it. It's a foundational human communication skill that drives sales success. Evaluate Questions Asked : Learn as much from the questions a rep asks as you do from their answers. It reveals their curiosity and understanding. Mock Pitch Preparation : Let candidates pitch your product with basic information provided, such as target personas, company size, and common challenges. Avoid setting them up to fail. Grade with Context : When evaluating candidates, adjust expectations. Benchmark them one level lower than your top AEs to account for their lack of product knowledge. ANDREWS'S PATH TO PRESIDENTS CLUB: Head of Sales @ Superhuman Sr Director of Sales @ Scale AI Head of Global Email Sales & GTM @ Twilio Manager Enterprise Sales @ Twilio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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1 How to Run a Perfect Proof of Concept | Deren Rehr-Davis | Ep 274 (Sell) 40:45
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ACTIONABLE TAKEAWAYS Leverage POC Momentum : Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal. Involve Executives in POCs : Require VP-level involvement for POCs. Share examples of risks when executives are excluded to build alignment and trust. Confirm POC Entry Criteria : Secure problem agreement, power alignment, and price understanding before starting a POC to avoid misalignment. Set Realistic Exit Goals : Use achievable metrics, like output benchmarks, within the POC timeframe. Avoid long-term criteria that extend beyond the POC. DEREN'S PATH TO PRESIDENTS CLUB SVP of Sales @ JustCall VP WW Sales @ Ambassador Labs Global Head of Data Analytics Sales @ Google Head of Looker North American Sales @ Google RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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1 The Ultimate Multichannel Sales Framework | Sara Uy | 30MPC Hall of Fame 35:52
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FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. After sending a LinkedIn video, start by asking, "What did you think of the video?" followed by "What didn't you like about the video?" to engage prospects. Leverage your last interaction—whether it's a video, voicemail, or previous call—as the reason for your next outreach to create continuity and context. PATH TO PRESIDENT’S CLUB Sales Director @ Pareto Senior Business Development Manager @ Pareto Senior Account Executive @ Pareto Account Executive @ Pareto Business Development Representative @ Pareto RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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1 Building a Bulletproof Sales Forecast | Taylor Wilding | Ep 273 (Lead) 40:40
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Get your forecasting resources ACTIONABLE TAKEAWAYS Commit Deal Essentials : Reps must report four details for commit deals: dollar amount, close date, economic buyer, and their engagement. If not engaged, share the plan to involve them. Three Forecast Methods : Use a top-down pipeline view, a bottoms-up deal analysis, and AI tools for better forecast accuracy. Combining these improves reliability. Quarterly Milestones : By month one, secure 50% of forecasted deals. Month two should see 60% closed, leading to 100% by month three. Prioritize Best Case Deals : Spend less time on commits with clear criteria. Focus on best-case deals and strategies to convert a few more into wins. TAYLOR'S PATH TO PRESIDENTS CLUB: VP of Sales @ Xactly RVP, Sales - NA Growth & Commercial @ Xactly RVP, Sales - West & NA Growth Head of GTM @ roOomy RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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1 How to Spot Deals You’ll Actually Close | Johnny Larson | Ep 272 (Sell) 37:58
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ACTIONABLE TAKEAWAYS Streamline Proposals : Remove unnecessary features to cut costs and stand out from competitors with bloated quotes. If prospects need a feature, they’ll request it, giving you control to reintroduce it strategically. Ask Questions on RFPs : Use RFP responses to ask about priorities and requirements, opening the door for discovery and tailoring your response to their needs. Disqualify Early : Disqualify deals if your product isn’t a fit or their problem seems like a “nice-to-have.” Identifying this early saves time and lets you focus on better opportunities. Test Product Gaps : If a feature is missing, ask how critical it is to their goals. Confirm whether this gap is disqualifying or if the deal can move forward. JOHNNY'S PATH TO PRESIDENTS CLUB Commercial Account Executive @ Talkdesk Enterprise Sales Development Manager @Talkdesk Team Lead, Enterprise Sales Development @ Mimeo Enterprise SDR @ Mimeo RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Give Johnny a Follow…
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1 30 Minutes of Advanced Negotiation Strategies | Spencer Ivey | 30MPC Hall of Fame 39:04
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FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity. Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting. When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Webflow Senior Account Executive @ Webflow Account Executive @ Webflow Senior Corporate Account Executive @ Udemy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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1 The Science of Sales Training & What Top Teams Do Differently | 30MPC Playbook (Lead) 34:28
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Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team. ACTIONABLE TAKEAWAYS Use a capability & cognitive load matrix to decide what to focus your training on The best person for the job to be running that training and sales enablement is the most respected rep or manager on the team Train your managers before you train your teams Establish existing weekly rhythms then drop the reinforcement into one of those existing rhythms so you're not adding new meetings RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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