Discovery moves the needle and drives deals. Have a great session, you’ll get great results. But rocking out at discovery means you have to slay with your questions - and not all questions are created equal. In this episode, you’ll learn how to use specific, proven discovery questions that unlock productive answers. You’ll get discovery processes the experts use to drive deals forward and keep their pipeline stocked full of profitable opportunities. You'll Learn: Specific discovery questions you...
Apr 28, 2023•45 min•Ep. 68
You need to be more creative if you want to catch their attention, and that means making your personalization matter. We’re bringing in Tom Alaimo and Jed Mahrle, to share how they harnesses inspiration to make their messages hit home. You’ll see real-life examples of their methods in action - and you’ll be able to leverage them for yourself right away. You'll Learn: The best places to find relevant info about your prospects Details on how to incorporate two proven email frameworks How to be bri...
Apr 27, 2023•45 min•Ep. 67
Enterprise sales is where many sellers want to be, but getting in the door and making it in a highly competitive area is tough - otherwise, everyone would do it. That’s the focus of this live show: breaking into the lucrative enterprise space and taking down big accounts. We’re covering everything from how to use earnings reports and other creative ways to research, to finding the right questions to use - and the right people to ask. You'll Learn: How to research and prospect into your most impo...
Apr 26, 2023•44 min•Ep. 66
You can’t just sell along one path these days - especially when the market’s tight and competition is at an all-time high. You need to multi-thread your way to the closing table, and that means understanding how to find, connect with, and book calls with contacts at all levels. No worries, though - Sell Better and guest, Krysten Conner, have you covered. You'll Learn: Learn Krysten’s 3x3x3 method for multi-threading any deal See practical examples of multi-threaded messages and sequence models L...
Apr 25, 2023•44 min•Ep. 65
Messages only resonate if they’re appropriate for the prospect - and there isn’t just one type of prospect. To win people over, you need to understand where they fit in the hierarchy and how to speak their language. That means creating relevant messaging sequences for the two types of contacts you’ll encounter. In this show, we’ll show you how to make this as streamlined and effective as possible. You'll Learn: How to segment your contacts into two groups, and why it matters The best messages an...
Apr 24, 2023•30 min•Ep. 64
You don’t have to sell from scratch every time you pursue an opportunity. Instead, you can build a playbook that helps you stay on track, overcome challenges, and handle any event the right way. If you’ve never built a playbook before - or if you want to seriously upgrade what you already have - then this show on top-level playbook construction is for you. You'll Learn: How to use a simple but proven foundation for your playbook Essential plays every playbook should contain (and when to use them...
Apr 21, 2023•45 min•Ep. 63
Video is an easy - yes, we said easy - way to reach more prospects and grab their attention. All you need is a simple, actionable guide to planning and creating prospecting videos that deliver impact without sacrificing quality - or taking forever to make. It’s the stress-free way to conquer quota with a camera, and you’re invited. You'll Learn: A tactical breakdown of the video-making process How to overcome common production obstacles without breaking a sweat When and where to put your videos ...
Apr 20, 2023•45 min•Ep. 62
Sellers spend a lot of time talking - but most of that chatter doesn’t lead to anything. The fact is, you need more opportunities from the conversations you have. You work hard to get the meeting, and you need something to show for it - and on time, so that you hit your quota. In this show, we’re going to focus on driving deals from conversations: finding opportunities and pushing them through the pipeline faster and more consistently, so you never miss your number. You'll Learn: How to get more...
Apr 19, 2023•45 min•Ep. 61
Seeing is believing, especially when it comes to learning how to cold call like an all-star. We can’t be with you on every call, so we’re doing the next best thing: hosting another round of our popular LIVE cold call reviews. We’re featuring mock calls that demonstrate the how - and why - of successful cold calling, and will also answer your burning questions. You'll Learn: How to handle cold calls using LIVE mock examples The latest mind-blowing cold call statistics every seller should know Spe...
Apr 18, 2023•44 min•Ep. 60
Struggling to get people to actually open your emails feels like a waste of time and effort. But with the right hooks, you can not only get your prospects to open your emails; you can get them to actually read your messages and take action - right away. In our show, we’re going to break down 5 hooks you can use today in your subject lines. We’ll help you learn how to test your messages and improve them, and even give you “oldie but goodie” tried and true subject lines that have stood the test of...
Apr 17, 2023•30 min•Ep. 59
LinkedIn Sales Navigator - one of the best sales tools in our arsenal - just unlocked several exciting new features, and we’re pumped to break down how they work and why you should jump right in and use them. In this show, we’re going to take a look at each new feature and not only explain how it works, but when and why you should put it into practice. Join us as we explore the cutting edge of sales tech together. You'll Learn: What Sales Navigator now allows you to do - and why it’s important H...
Apr 14, 2023•45 min•Ep. 58
Prospecting without research is just tossing darts at a dartboard - with a blindfold. If you want a pipeline that can deliver more return on your time, you need to upgrade how you research. That means adopting research best practices that not only help you find better opportunities, but close them out with more success. (It’s addictive, too - you’ll see.) You'll Learn: Prospect research techniques so effective, they’re addictive How to put together an optimal list of ideal prospects How to keep ...
Apr 13, 2023•45 min•Ep. 57
If you want to close big deals, you’re going to have to sell to big buyers: the people at the top with the power to say yes (or no). But selling to power isn’t as foreboding as you think if you know what executives look for and how they like to buy. Learn their preferred structures and how to speak their language, and you’ll unlock the treasury. You'll Learn: Learn how to identify and leverage what executives crave when they buy Find out how CFOs and financial buyers make decisions Get negotiati...
Apr 12, 2023•43 min•Ep. 56
Top-tier prospects generate top-tier commission checks - and bottom-tier prospects lead to bottom-tier results. If you want to blow it up, you need to find more potential customers who are more willing (and able) to buy. But if that were easy, everyone would do it. We’ll make it easier for you in this Sell Better show that’s laser-focused on prospecting for the highest quality of customers. You’ll learn what actually works, from fancy sales tools to methods, and how you can get in with the right...
Apr 11, 2023•45 min•Ep. 55
How do you know the cold call you’re on will lead to a legit opportunity - and not a waste of time? It all comes down to asking the right questions, and sometimes, those questions are looking to disqualify as much as qualify. In this show, Rod from ZoomInfo breaks down questions that indicate legit opportunities and when you should DQ the prospect. You’ll also get persona-specific questions that could make or break your win rate. You'll Learn: The top questions that create genuine sales opportun...
Apr 10, 2023•29 min•Ep. 54
You’ve done the hard part and booked the meeting. It's smooth sailing from there, right? It isn’t if your prospects don’t actually show up - and no-shows happen more than you think. And if they don’t take action after the meeting, that doesn’t do you any good, either. In this show, we’ll help you get your prospects to the table after you’ve put a call on the calendar with everything from sticky messaging to creative follow-up. You'll Learn: The secrets that make a booked meeting “stick”: urgency...
Apr 06, 2023•44 min•Ep. 53
When you want to be the best, learn from the best. In this Sell Better show, two prospecting masters will share their most effective cold techniques for finding and engaging customers across all walks of life. You’ll learn advanced strategies for everything from cold calls to email, social selling, content, and more. It’s a can’t-miss-don’t-miss show, and you’re invited. You'll Learn: Expert techniques for 5 channels of outreach How to create ideal content for any persona Action steps you can ta...
Apr 05, 2023•45 min•Ep. 52
Sometimes, despite our best efforts, the prospect says “No” - whether it’s at the beginning of a call, when asking for a demo, or any other step in the process. Hitting quota consistently means knowing how to handle rejection, dealing with setbacks, and persevering even if the deal falls apart. We’ll show you all of the above and then some in this live show. You'll Learn: Immediate steps to take after you encounter rejection 4 pillars for dealing with rejection in sales Keys to building a reject...
Apr 04, 2023•46 min•Ep. 51
Time is a sales rep’s most valuable resource - and their most limited. And our best tool to use time wisely and productively - our sales calendar - is our most misused. But in Q2, you’ll need a fully armed and operational calendar that preserves your time, allocates it appropriately, and keeps you on track toward hitting that number just 3 months away. We’ll break down proven calendar management tips and why they work so well in this Sell Better show. You'll Learn: The systems top reps use to ma...
Apr 03, 2023•30 min•Ep. 50
Discovery is all about asking questions and getting answers - but if you don’t ask the right, relevant, and substantive questions, you’ll only get the wrong answers (or none at all). In this show, we’ll help you remove the fluff from discovery and keep your process on track. You’ll get techniques - including top questions to ask - that’ll help you find and win over any financial buyer. You'll Learn: The critical discovery questions that lead to strong closes Top questions to convince financial b...
Mar 29, 2023•30 min•Ep. 49
