Sales reps often juggle multiple buyers for a single deal. With so much happening behind the scenes, how can you make sure you’re on track and maximize your opportunities? The answer: Mutual Action Plan (MAP). This Daily Sales Show episode will feature the benefits of using a MAP to manage expectations, uncover hidden stakeholders, and drive urgency. All while keeping control of your deal and creating shorter sales cycles. You’ll walk away knowing how to implement and use a Mutual Action Plan us...
Nov 03, 2023•32 min•Ep. 187
When it comes to hitting quota, sales reps often bank on a few big deals, or scatter their efforts over many small deals. But neither strategy guarantees success. But what if you knew how many closed/won deals, opps, calls, and emails you needed to make to hit your target every quarter? In this episode, Jason Bay will show you how to predictably crush your quota and narrow your focus for maximum impact with a simple 3-step guide. You'll Learn: Sales math and how it applies to your activity Ident...
Nov 02, 2023•44 min•Ep. 186
Cold calling can feel like a relentless battle. And when every dial seems to be met with rejection, the pressure of meeting Q4 quota is strong. That’s why we’re bringing Sara Plowman and Kevin Hopp on for this episode! They’ll show you ways to overcome the consistent rejection many sales reps experience today. Plus, they’ll share call strategies that work and talk about what day of the week is the best to cold call. What You'll Learn: How to overcome rejection and maintain momentum Q4 cold call ...
Nov 01, 2023•45 min•Ep. 185
Every sales rep needs to learn objection handling. There’s no way around it. But what most get wrong is assuming the brush off is the actual objection. When in reality, there’s a bigger issue you have to dig deeper for. Join us as we discuss how to identify if a prospect is *really* giving you an objection, and if so, how to handle them. You’ll walk away with objection-handling techniques that’ll make any objection easy to handle. You'll Learn: How to spot an objection from a brush-off Strategie...
Oct 31, 2023•46 min•Ep. 184
The average prospect's inbox is filled to the brim with cold emails. This is why your emails need to stand out and make an impact in the inbox. Tom Alaimo is sharing three things you need to include in your cold email to grab your prospect’s attention. We’ll do a deep dive into providing context, introducing the problem, and outlining a solution in your emails to better connect with your prospects. Plus, you’ll get some helpful tips on how to craft subject lines that compel opens, and how to use...
Oct 30, 2023•29 min•Ep. 183
When calls go unanswered, many sales reps wonder if it’s worth the time it takes to leave a well-crafted voicemail. Especially when many of their past voicemails have gone unanswered. But what if you knew how to craft voicemails that booked meetings? Belal Batrawy has learned how to leverage voicemails. That’s why we’ve invited him back to our show to share why it’s essential for sellers to leave voicemails and how to craft them effectively. You'll Learn: Why sellers should always leave voicemai...
Oct 27, 2023•30 min•Ep. 182
Everyone talks about the best ChatGPT prompts to use. But what we don’t see, is how people are *actually* using it in their day-to-day prospecting. In this Daily Sales Show episode, we're bringing on ChatGPT expert (and sales leader) Thibaut Souyris to give you a live walkthrough of what he does. P.S. He’s getting a 30% reply rate using the tactics he’s going to share in this episode! You'll Learn: How top performers use ChatGPT A live walkthrough of how you can use ChatGPT to be more effective ...
Oct 26, 2023•45 min•Ep. 181
AI is changing the way we all interact with the world. Some are for it, some are against it, and all have great points. But when a staunch traditionalist like Scott Leese flips his view on AI, you know it’s a game-changer. Join us in this Daily Sales Show episode where John Barrows and Scott Leese, will discuss why some of the hardest critics of AI are changing their tune. You’ll walk away with expert predictions on how AI can help you in the future and what you can do today to use it to learn f...
Oct 25, 2023•43 min•Ep. 180
Bigger deals. Bigger impact. Bigger commission. For ambitious reps, the high-stakes world of larger deals is the big leagues. But it ain’t called complex sales for nothing: Longer sales cycles. Multiple decision makers. More room for error. Yikes. Join us for an inside look at the mechanics of closing seven-figure deals and learn a repeatable framework from a sales expert who’s closing these types of deals for 10+ years. It’s complex sales, simplified. You'll Learn: The role of champions in secu...
Oct 24, 2023•43 min•Ep. 179
Relying solely on traditional sales methods can leave you lost in the crowd. This is why you’ve got to harness the power of LinkedIn while prospecting and make it work for you. In this Daily Sales Show episode, we’ll discuss the importance of selling on LinkedIn and how you can implement it in your prospecting strategy. Because when done right, it can become your most valuable selling tool. Whether you’re looking to start strong, or simply add another layer to your outreach, we’ll guide you thro...
Oct 23, 2023•30 min•Ep. 178
LinkedIn can feel like a crowded room where everyone is shouting. This leaves many sales reps wondering how to stand above the noise and truly connect with their target audience. That’s why we're turning to an expert. Liam Darmody has used LinkedIn to catapult his brand into massive success. In this show, he will show you how to attract prospects, talent, and opportunities on LinkedIn. So you can cut through the noise and get more leads. You'll Learn: Benefits of strong brand building and how it...
Oct 20, 2023•29 min•Ep. 177
Have you ever felt the sting of silence after sending out a large batch of cold emails? That frustration is all too common for many sales reps. But it doesn’t have to happen. In this Daily Sales Show episode, Will Allred from Lavender will be doing a live cold email review. You’ll learn what you should be asking yourself before writing a cold email to a prospect, plus he'll give you a hot bonus tip on the one thing you can ALWAYS remove from your email. You'll Learn: Key questions for creating h...
Oct 19, 2023•43 min•Ep. 176
As sales reps, when we write sequences we often get stuck inside our own head. This means even seasoned reps can miss the mark. In this Daily Sales Show episode, we’ll discover insights from industry leaders on creating optimized flows for 3 pivotal scenarios: cold outreach, nurturing leads, and re-engagement. So you can equip yourself with actionable strategies that ensure your sequences resonate every time. You'll Learn: Tactics for effective cold outreach sequences that captivate Tips to crea...
Oct 18, 2023•45 min•Ep. 175
A well-structured community can be a game-changer for your sales process. But many sales professionals feel they have to do it alone. Many sales reps don’t even know they need a community, or how to find one that best serves their needs. We don’t want you to feel like you’ve been left in the dark. So in this episode, we’ll dive into how to find the right community for you, and how these communities can help you be a better seller. You'll Learn: The difference between a community and a recurring ...
Oct 17, 2023•44 min•Ep. 174
Most of the hype around AI is about how to use it to write text for you. Things like content and cold emails. But it can do SO much more. There are plenty of tools out there that let you do incredible things like creating visuals that can be used for creative prospecting. In this Daily Sales Show episode show, we’ll explore AI beyond text - and how you can use it to build pipeline. You’ll see real examples from Morgan J. Ingram and the steps he took to execute these AI strategies. You'll Learn: ...
Oct 16, 2023•46 min•Ep. 173
As a sales rep, your ultimate goal is to book more meetings and get promoted. But too often you think your hard work alone will help you climb that ladder. You can’t just simply wait and wish you’ll get to the next level. Without a clear plan and communication, you risk getting overlooked and outpaced by others who take the initiative. Listen in to unlock the blueprint to set yourself apart. Learn how to confidently share your intentions, establish clear goals, and present compelling data to you...
Oct 13, 2023•30 min•Ep. 172
There’s no arguing that AI can write an email faster than you. But ChatGPT prompts are not “one size fits all”. You have to train AI to give you results that are most relevant to YOU. In this Daily Sales Sales episode, we’ll guide you through the process, helping you adapt and refine prompts to your specific sales needs. So you can sell more and type less. And as a bonus, you’ll also get some of Enzo's favorite ChatGPT strategies! You'll Learn: Why ChatGPT prompts aren’t “one size fits all” A st...
Oct 12, 2023•43 min•Ep. 171
Most sales reps have a cold call script. But not every sales rep has a script that will keep the prospect on the line. The right script captures attention and prompts action from the prospect. In this Daily Sales Show episode, we’ll review real cold call scripts and give you actionable insights on how to improve them so you can book more meetings. You'll Learn: The key elements of an effective cold call script Feedback on real cold call templates and how to improve them Top tips for compelling c...
Oct 11, 2023•42 min•Ep. 170
Video prospecting is not a new sales tactic. Yet still only a few sales reps use it effectively. In this Daily Sales Show Episode, Tyler Lessard and Melissa Gaglione, two industry frontrunners who have mastered video prospecting, will share what has worked for them to see success. Join us to learn when and how to use video to keep your deals moving forward. Whether you’re new to video prospecting, or you are already using it, you’ll walk away with actionable insights to make your videos stand ou...
Oct 10, 2023•48 min•Ep. 169
Demos can be key in converting your prospect into a signed deal...if you do it right. One way to make sure you hit all your prospect’s pain points? Nailing your discovery call. By digging deep, understanding challenges, and targeting pain points, you can ensure that your demos are impactful and persuasive. Listen to this Daily Sales Show episode to learn how to use tailored disco calls to set the stage for high-quality demos. You'll Learn: Key discovery questions to ask that set you up for demo ...
Oct 06, 2023•30 min•Ep. 168
Navigating modern sales negotiations can be tricky, especially when the goal is to maintain pricing integrity. In this Daily Sales Show episode, J. Pollard and Brian LaManna are joining us to discuss the state of negotiations, proper negotiation etiquette, and those pesky pitfalls you should watch out for. You’ll walk away with practical tactics you can use immediately to make your negotiations smoother and leave your prospect feeling heard. You'll Learn: Current state of negotiations and why tr...
Oct 05, 2023•43 min•Ep. 167
The majority of your cold calls should lead to booked meetings. If that isn’t happening, something needs to change. In this Daily Sales Show episode, we’ll provide you with cold-calling tactics our sales leaders use to get their reps to secure more meetings with their prospects. You’ll walk away with openers, transitions, and ways to ask for a meeting that’ll lead to longer conversations and more next steps. You'll Learn: Openers and transitions that actually work Techniques to keep the prospect...
Oct 04, 2023•44 min•Ep. 166
ChatGPT is useless if you don’t know how to prompt it well. Luckily, Morgan J. Ingram has found prompts that make his prospecting efficient, and his outreach personal. In this Daily Sales Show episode, he'll be taking real examples from attendees and breaking down how they would use ChatGPT to prospect to THEIR specific ICP and buyer personas. You’ll walk away with examples of the top prompts he uses for persona research, account research, and writing emails in the customer's language, so you ca...
Oct 03, 2023•46 min•Ep. 165
Conference season comes with a lot of follow-up emails, and most go straight to the trash. These generic follow-ups don’t do anything to grab the prospect’s attention and only clutter their inbox. But this doesn’t have to be you. Will Aitken, the king of conferences, is sharing his tried and true strategies for stand-out follow-ups that actually get replies. You'll walk away with the ultimate follow-up strategy you can put into action immediately for a successful post-conference. You'll Learn: T...
Oct 02, 2023•31 min•Ep. 164
Prospecting to your accounts doesn’t have to be a blind game of darts. The key lies in strategic segmentation. Because with all your prospects—and limited time—it’s vital to prioritize effectively. In fact, this prioritization could be the main factor in achieving your end of year quota. In this Daily Sales Show episode, we will offer a hands-on guide on segmenting your accounts, the importance of tiering, and how to optimize your outreach. So you can equip yourself to surpass your quotas and en...
Sep 27, 2023•31 min•Ep. 163
One of the best use cases for AI is to find relevant buying triggers for prospecting. It gives us access to more company data than we’ve had before. This means with AI by your side, you can become a more effective seller. In this episode, we’ll guide you through powerful buying triggers using AI, and equip you with the skills to craft a perfectly-timed, hyper-relevant outreach email. What You'll Learn: The importance of buying triggers for prospecting 6 buying triggers you can find with AI Messa...
Sep 26, 2023•45 min•Ep. 162
How you run your discovery call can set you up for a success - or a missed opportunity. This success can come easily though by understanding your prospects’ pain points and connecting your solution to their objectives. Learn exactly what top AE, Brian LaManna, does during his discovery to nail this process every single time. You'll Learn: Questions that pinpoint and quantify prospect pain How to differentiate between essential outcomes and “nice-to-haves” Compelling recaps and tips to set impact...
Sep 25, 2023•30 min•Ep. 161
Navigating LinkedIn Sales Navigator can be overwhelming, whether you're new or experienced which holds back many sales reps from maximizing all the potential the platform has to offer. In this episode, Sean Adams will share his playbook for using Sales Navigator to connect with prospects, book meetings, and close more deals. You’ll walk away with three tactical plays you can implement immediately to make you a better prospector! What You'll Learn: Discover how to tap into the “Celebrations” feat...
Sep 22, 2023•29 min•Ep. 160
Cold leads, countless hours, and endless frustration. Isn’t it exhausting when you pour resources into prospects that don’t pan out? Traditional methods are like shooting in the dark—unpredictable and often unrewarding. But what if AI could find warm leads for you? The best prospectors focus on relevance over everything in their messaging. Relevance comes from finding buying signals. In this episode, you’ll learn how to find these signals using AI + how to craft proven messaging around each sign...
Sep 21, 2023•45 min•Ep. 159
You’ve dialed the number, your heart’s racing, and you’re met with an executive on the other end. Suddenly, you’re scrambling for the right words. Sound familiar? Making a genuine connection in mere seconds is a challenge. That’s why in this Daily Sales Show Episode, we’re diving deep into the art of cold calling. You'll discover impactful openers and ways to maintain your confidence, even when faced with objections. You'll Learn: Prep tactics that leave you feeling prepared for your cold calls ...
Sep 20, 2023•46 min•Ep. 158
