Afleveringen
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Q2 ROADMAP
We wrote the book on Cold Calling: Preview the Intro
Mr. Miyagi Method: 18 Cold Call Objections & How to Handle
Twitter: Follow Armand
YouTube: Stay Tuned
Tactic Teardowns: Register for Q2 Sessions
Kevin “KD” Dorsey Joins the Club: Congratulate KD
RESOURCES DISCUSSED
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Increase the surface area of your luck. Sometimes, getting promoted takes luck. So help out as much as possible in all the places you can.
Don’t let a slow burn hurt others. If a rep isn’t ready to be promoted, provide feedback early. Don’t create an environment where a toxic attitude spreads.
Test drive managers before promoting. Insert the best candidate in actual situations. Communicate your decision with the team so everyone is on the same page.
Make prospecting initiatives universal. If you’re driving your team to outbound — update your hiring profile, team meetings, and dashboards. Make it crystal clear
PATH TO PRESIDENT’S CLUB
VP of Sales @ Guesty
VP of Sales & Customer Success @ Capchase
VP of Sales & Partnerships @ Alibaba Group
Dir. of Sales @ Alibaba Group
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Zijn er afleveringen die ontbreken?
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FOUR ACTIONABLE TAKEAWAYS
When you’re doing a POC, you should be surveying the users and participants in that POC about their experience.
If you’re working in a fairly technical sale, don’t shy away from answering technical questions with your depth of understanding, but let the customer know that is your depth of understanding.
Use a pre-POC questionnaire to ensure that the champion is the right person to lead the POC.
Do a POC kickoff call to set yourself up for success.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive, Financial Services @ Databricks
Account Executive, Commercial @ Databricks
Sr. Account Executive, Mid-Market @ Databricks
Sr. Account Executive @ Datafox
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FOUR ACTIONABLE TAKEAWAYS
Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.
Avoid deep-diving into features until you've established “why change?” and “why now?”.
Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions.
Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep.
PATH TO PRESIDENT'S CLUB
Growth Partner @ Emergence Capital
Chief Storyteller @ Box
VP of Sales & Productivity @ Box
Sr Director, Corporate Sales Productivity @ Salesforce
RESOURCES DISCUSSED
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Chase Macaione's Discovery Call Prep Sheet & Guide
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer.
What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call.
Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing.
List out discovery questions to get people from high-level pain to deeper pain.
PATH TO PRESIDENT’S CLUB
Director of Commercial Sales @ Zip
Sales Director @ Celonis
Strategic Account Executive @ Celonis
Regional Sales Manager @ Oracle
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Every 10th episode, we tear down one topic. This time, we’re talking about objections. ACTIONABLE TAKEAWAYSMost objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection.The intro to the Mr. Miyagi method - agree with the objection to remove the pressure, incentivize conversation to get them to share more about the objection, and sell the test drive.For dismissive objections be disarmingly blunt; for “not interested” objections, handle the reaction, not the objection; for situational objections, like “no budget”, or “too expensive”, remove the pressure of the sale entirely.Existing solution objections like “we already use X (your competitor)” are essentially “not interested” objections in disguise. Tackle them as such.RESOURCES DISCUSSED18 Cold Call Objections & How to Handle ThemThe Book on Cold CallingJoin our weekly newsletterThings you can steal
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Four Actionable Takeaways:
* Don’t talk about root causes/technicalities until you get to the business impact first.
* Condense the problem you solve into a single sentence - stop overcomplicating things.
* Lean on their desired future state instead of talking about the past.
* Get to the question/reason behind those unexpected/general questions.
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Keenan’s Path to President’s Club:
* CEO @ Noted Analytics
* CEO @ A Sales Guy Consulting
* Author of Gap Selling
* Author of Not Taught
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set.
Your customers have the answers. Talk to your customers.
Do not do the things that you're horrible at. Hire for the things that are not your strengths.
Invest your time in enablement. You and your reps should track how you win each deal for ongoing development.
PATH TO PRESIDENT’S CLUB
VP, Sales @ Tenderly
Founding Member, First Hires Program @ First Round Capital
Director, Enterprise Sales @ Drift
VP, Sales @ AltoCloud
RESOURCES DISCUSSED
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FOUR ACTIONABLE TAKEAWAYS
If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize.
If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest.
Don't chase tennis balls. Create equal footing by getting something before we just jump to giving.
Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every ask through “is this actually the best way for the buyer to get what they're looking for?”
PATH TO PRESIDENT’S CLUB
Founder @ DiscoveryCoach.io
Sales Enablement Manager @ AlphaSense
Lead Revenue Enablement Manager @ CB Insights
Senior Sales Training Manager @ CB Insights
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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.
VP of Sales @ kgb
VP Sales @ Sales Gravy
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The "Heard The Name Tossed Around Opener" - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now.
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Things you can steal
TIMESTAMPS
(00:00) Intro
(01:34) Traditional Openers
(02:21) Intro Heard The Name Tossed Around Opener
(02:38) Lead With Common Thread
(03:05) Introduce Yourself
(03:18) Have You Heard Our Name Tossed Around?
(03:20) Talk Track
(03:38) Breakdown
(08:20) Recap -
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Have two one-on-ones in a week. One that talks deals and one focused on your rep as a person. Investing in a person always pays off with better deals.
Practice breathwork at the beginning of your team meetings. It will help your team feel relaxed and engaged.
Have one rep teach one mini skill builder for 5-10 minutes at the end of your team meetings.
If one of those mini skill builders hits well, have a longer session around it. Use the mini skill builders training to test for things your team wants to be trained on. That’s how you build a powerful training program.
PATH TO PRESIDENT’S CLUB
Founder & CEO @ Alluviance
Director of Sales @ Catalyst Software
Director of Sales, Commercial @ Outreach
Sales Director, Corporate @ Outreach
RESOURCES DISCUSSED
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FOUR ACTIONABLE TAKEAWAYS
Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally.
Prep for your sales calls by understanding lookalike conversations your team has had in the past.
Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place.
Don’t say “AI” in your sales call. Instead, focus on the problem they want to solve and what they want to do.
PATH TO PRESIDENT’S CLUB
Co-Founder @ Handoffs
Director, Sales @ Sendoso
Manager, MM & ENT Sales @ Sendoso
Founding Account Executive @ Sendoso
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Four Actionable Takeaways:
Figure out the cost of inaction when a prospect says “this isn’t a priority right now”.
Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product.
Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time).
A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you.
Josh’s Path to President’s Club:
Founder @ Josh Braun Sales Training
Former Head of Sales @ Basecamp
Former VP of Inside Sales @ Jellyvision
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Check out Jake’s new book The Innovative Seller: Keeping Peace in an AI and Consumer-Centric World and order your copy today!
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Allocate your time into now, near future, and far future to identify true priorities. Use two-week blocks to understand where those priorities fall at any given time.
When managing promotion expectations of reps, communication and clarity from you as a leader is the only way you can help them move up their place in line.
Hitting numbers is table stakes, so be clear on what the above-and-beyond things are that get your reps to the front of the list.
Figure out the problem that nibbles 20% percent of your day every single day and solve the entire thing before that consumes the entire 100% of your day.
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
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Register for the Tactic Teardown on how to beat any objection in a cold call.
FOUR ACTIONABLE TAKEAWAYS
Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call.
Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects.
After your opener, go through the parts of your pitch, but end with an open-ended question.
You can either go into “That’s why we should meet” if they give you those three priorities or roll with the objection - “Let me tell you how we work alongside and supplement a recruiter.”
PATH TO PRESIDENT’S CLUB
Senior Business Development Manager @ Pareto
Senior Account Executive @ Pareto
Account Executive @ Pareto
Business Development Representative @ Pareto
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Four Actionable Takeaways:
* Use an UFC at the beginning of your meeting to anchor customers to next steps at the end.
* Use an UFC at the end of your meeting to anchor to outcomes of the following meeting.
* Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth.
* When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed.
Path to President’s Club:
* President/Owner @ Sandler Training SF
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FOUR ACTIONABLE TAKEAWAYS:
Pre-research your subject for a more personalized cold call that makes the interaction intentional and human. It tells them you’ve taken the time to get to know them.
Use a permission-based opener to make your prospect feel like they are choosing to speak with you.
Deliver your opener with conviction, and bring energy and enthusiasm. Build this as you pre-research because if you believe it, they’ll be more likely to believe it.
Execute a 3YU, aka 3 reasons that you are calling that are personal to them, and opens the door for WHY they would want to use your product.
PATH TO PRESIDENT’S CLUB:
Sr. Mid Market Account Executive @ Gong
Senior Account Executive @ Tropic
Mid-Market Account Executive @ Gong
Senior Account Executive @ Gong
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Prep your reps on both what they should get out of the call and how they plan to get it
Pay special attention to how your reps nail the first 7 golden minutes, that’s where discovery is made
When you’re on that call, listen for anything that you can quantify. Jump in if your reps don’t catch it.
Coach to the controllable. Start with the expectations, then hold them accountable.
PATH TO PRESIDENT’S CLUB
VP of Sales @ Convertr
Sr. Manager of Strategic Sales @ RollWorks
Manager, New Business Sales @ RollWorks
Strategic Sales @ Pendo.io
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