Afleveringen
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How do you make sure all your hard work isn't wasted after your customer signs?
Max and Luke detail the work you can do upfront to make sure your deal sticks.
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How can you keep deals from going dark after meeting with your champion?
Max and Luke show you how to test their commitment and get connected to decision makers.
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Zijn er afleveringen die ontbreken?
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Nearbound: What is it?
It's probably more familiar than you think.
Luke and Jed discuss:
How to leverage intros, intel, and influence from your network to drive bigger deals, increase close rates (by 43%!), and land meetings with the right customers.
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Ever lose deals to the bigger, name brand competitor?
Max, Jed and Luke share insights on how to address these objections right away so they don't derail your deal
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Is ROI overrated?
Could be if you're skipping over critical discovery and trial closing steps to use the ROI calculator.
Today Max, Jed, and Luke detail how to successfully use ROI calculators and then things go off the rails.....
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How can you break the ice to open a meeting?
What could you add that will get your cold email read... or maybe even replied to?Luke walks you through what to look for on a LinkedIn profile to set the tone for your meeting.
What are the top things you look for before meeting with your prospects?
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This is the first installment of the Sales Cast quick fire series:
Where we go over short, quick intros to different types of tactics that you can implement.Ideas for the series? Drop us a comment.
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Want to make closing easier? Open your 1st call with a killer game plan.
Max's keys to success include:
1. Set an agenda
2. Do discovery to unlock pain
3. Map out their ideal end state
4. Answer their questions
Once you have them there... use Luke's demoing 101's to take them across the finish line.
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What’s the cost of inaction and the ripple effects on your prospects business?
To sell in today’s economy you have to be able to quantify the cost of inaction and get your prospect to buy into what that impact could have.
Maybe you should try giving yourself the best chance of this by narrowing your ICP and finding stakeholders no-one else will. -
Running into deals stalling after they say they're going to sign?
This might be a gut check: They're not telling you everything.Luke shares his 3 keys to transforming a commitment to a closed won deal.
(HINT: Tying this to a critical event FOR YOUR PROSPECT with next steps on the calendar is key.)
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You get that email you've been waiting for. "We should have the contract back to you by Thursday."
You respond instantly, "Thanks! Looking forward to working with you."
Then Thursday comes... and goes. No contract.
You bump the email, "Good to go?" you ask. No response.
You call, email, text.... but you've lost the momentum and the leverage.
What if there was a better way? Reid shares his secrets to make sure you don't lose the deal on the 1 yard line. -
Need a new cold call opener?
Missing out on meetings booked?
Asking too many questions that are losing your prospects?
Jed and Luke share their frameworks, openers, and top cold calling tips to help you book more meetings! -
When is the best time to send a proposal?
Could sending it earlier shorten your sales cycle, help unlock DM's, and keep prospects accountable to Mutual Action Plans?
Max and Luke share their insights on how to close more deals faster, by sending proposals sooner. -
Asking for time in your cold emails?
There's no quicker trip to a 1% or 2% reply rate.Others like "Open to learning more?" and "any thoughts?" played well for a while... but that fad is over.
Jed figured out how to increase value in his initial outreach to increase replies and up meeting's booked.... in the first WEEK of his test.What could this do for your pipeline?
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Sales Enablement: Best of both worlds, right?
You get all the fun of talking sales strategy and mentoring up and coming AE's....without the pressure of a quota!
...Wait a second. Patrick gives you the real story of what Sales enablement looks like and details if it might be the right career path for you. -
Ever get a pain point from a prospect, show them exactly what it takes to solve it, and then never hear back from them?
Max outlines his process for uncovering the real issue that a surface level pain point could be hiding....
What could uncovering that problem do for your close rate?
Give it a quick listen to find out! -
Luke and Michael sit-down to discuss account management, upselling, keeping customers happy, and how to build a world class post-sale revenue team.
About Michael: He was the first sales leader hired at Chili Piper and the company had less than $0m ARR when he joined and he scaled it successfully to Seed, Series A, and Series B, ending with a $350m valuation.
He built a repeatable process to hire, coach, train, and built out processes for the entire revenue org. -
Ever had a deal slip into next month?
Has a deal lost momentum and you weren't able to get next steps booked?
Looking for the easy wins that could separate you from your competition?
Jed, Max, and Luke share their top tips to make you look like a pro and produce a world class experience for your prospects.
SZN 3 kicks off...NOW! -
Max, Luke, and Jed talk about the essential tips and basics they use during their sales cycles to help shift the odds in their favor and get a few extra deals closed every month.
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In this episode, the team talks about all the best ways to deal with the fear of missing your number as a sales person.
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