Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. * Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility. * Keep your demo’s interactive by asking the prospect what jumps out to them right away. * Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permission...
Dec 22, 2021•30 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Dec 21, 2021•27 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Learn from the 5 biggest deals you have lost and replace them with the 5 fastest deals you have won. * Ask questions to determine where you stand in the process before wasting months on a sale cycle. * Don’t shy away from the buyer’s conversations with competitors - use it to your advantage. * Fully understand every outstanding step to get a deal done to avoid surprises. RESOURCES DISCUSS...
Dec 15, 2021•31 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Disclose “often withheld” information around pricing, competition, weakness, and implementation. * Social bid often to get your prospects to share valuable insights that you wouldn’t get otherwise. * Pressure test how your champion’s willingness to change, which will help them sell to the committee. * Utilize emotionally charged messaging to attach with a deeper need than just product fea...
Dec 08, 2021•33 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Lead with insights to show the prospect that you know their business. * Don’t assume the customer deeply understands their world, be prepared to share learnings. * Show the buyer what they should be considering during their evaluation. * Sell the model, not the features, of your business. ====================== Anthony’s Path to President’s Club: * Over 30 years of sales experience in sta...
Dec 01, 2021•33 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Bring your executives early to accelerate the deal instead of at the end when it’s too late. * Sell the vision of your deal (as the executive) before justifying the product with logic. * Avoid asking for meetings too far above the line. Instead as for a referral to the appropriate person. * Utilize the “Sent from my iPhone” subject to give a genuine feel to emails. ====================== ...
Nov 24, 2021•28 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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. ====================== Keenan’s Path to President’s Club: * Author of G...
Nov 17, 2021•32 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Tie each feature you demo to the discovery, then an example, then a use case so it really sticks. * Give examples of how existing customers with similar pain points are using your tool. * Avoid the deep-cut discovery with outbound prospects, present your thesis and let them react. * Once you get to power, immediately leverage them into a demo with the entire team for credibility. ========...
Nov 10, 2021•28 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Lean on your champion to schedule large meetings with multiple functional groups. * Stay active during the demo by linking discovery to features (instead of trolling through Facebook). * Take at least 15min before a large demo to review discovery notes with your Sales Engineer. * Send individualized recap emails highlighting points that hit well with that functional group. ===============...
Nov 03, 2021•28 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Don’t try to sell over text, your goal is to get a response, meeting, or call. * Keep your texts short and sweet to encourage a quick response. * Bump your thread back to the top with a “bubble-up” text. * Use a pulse check text to get informal context/feedback during your deal cycle. ====================== Eric’s Path to President’s Club: * President @ Skipio RESOURCES DISCUSSED Join our...
Oct 27, 2021•26 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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. ======...
Oct 20, 2021•33 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to send cold emails that actually work. FOUR ACTIONABLE TAKEAWAYS Stop trying to sell everything under the sun. Keep it to one pain point per email. Start your sequence with an email, and move to 10 touches over 30 days with a mix of calls and emails. Use the 3x3 rule with a crispy problem, what you do, and a quick ask for interest. Avoid over formalities/news h...
Oct 13, 2021•29 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Use “typically” questions to demonstrate your credibility. Avoid the generic, open-ended q’s. * Lean on your relationship with the champion to be confident you have the deal BEFORE negotiation. * Figure out all of the non-ARR related gives in your toolbelt and leverage those first. * Laugh when you get a ridiculous ask on pricing if you’ve gotten agreement on the value. ==================...
Oct 06, 2021•31 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Optimize your voicemail for transcription - keep it simple and skip the feature dump. * Get your golden nugget and turn it into a Next Step - don’t keep digging. * Keep your prospecting short and sweet to avoid rabbit holes. * Find different people/partners you can exchange leads with to keep our pipeline full. ====================== Collion’s Path to President’s Club: * Founder @ CollinC...
Sep 29, 2021•29 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Segment your cadences based on industry / persona to further personalize. * Target multiple departments of your prospect’s business. Don’t just stop when you reach one. * Always be prepared to “give” with an initial theory on the prospect’s pains based on the market. * Avoid going right to the demo without getting some discovery in return. ====================== Tonima’s Path to President...
Sep 22, 2021•29 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Ask your customer how they build business cases instead of just sending over your ROI sheet. * Give an intentionally large range when asked about pricing to gauge where they stand. * Get as many referrals as you can, from as many teammates as you can - “Shark Week” * After the pricing “give”, you should always ask for the budgeting process as a “get” ====================== Anthony’s Path ...
Sep 15, 2021•30 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Explain why any step would be better than the status-quo. Next, explain why your solution fits best. * Utilize your champion (until proven guilty) at which time it is okay to go over their head. * Never bash your champion, they will likely get reintroduced later on in the cycle. * Share your thesis when speaking with an executive, then jump into the gravity in their eyes. ================...
Sep 08, 2021•31 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * De-prioritize prospects that aren’t willing to commit to a re-connect call. * Always have the meeting scheduled by the end of your current one. * Have your boss send you an email to forward to your prospect. * Ask for internal emails in your negotiations to get prospects to commit. ====================== Lydia’s Path to President’s Club: * Over 300% of quota achiever @ CB Insights * Irela...
Sep 01, 2021•22 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Avoid no-decisions by focusing on the impact of inaction to drive a business case. * Always know the next steps (value) for every deal in your pipe + the result once you provide it. * Establish the agenda for your next meeting at the end of your current meeting. * Double down on the high priority items in an RFP and put the other questions on the backburner. ====================== Andy’s ...
Aug 25, 2021•25 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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. =...
Aug 18, 2021•30 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Ask each person for their personal top 3 goals to get out of the demo. * Always flow from champion discovery, to boss demo, to squad demo. * Capture the sales process with a Transformation Plan (Mutual action plan + MEDDIC). * Multithread your deal by running comercial term negotiations along with your POC. ====================== Chris’s Path to President’s Club: * Sales Director @ Prodig...
Aug 11, 2021•30 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Make your ask as specific as possible (person, company, etc.) when asking for referrals. * Film a video with your pitch for your contact to pass along to the referral. * Prep your reference with exact talking points and potential objections. * Display insights to establish credibility - don’t just ask questions. ====================== Scott’s Path to President’s Club: * Host of The Sales ...
Aug 04, 2021•30 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to structure your discovery. FOUR ACTIONABLE TAKEAWAYS MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt. Set the agenda by building rapport, establishing expectations, and anchoring them to next steps. Utilize humbling disclaimers and stories to ask better questions. Schedule next steps for at least 70% of your opps to...
Jul 28, 2021•28 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Break-down pricing objections to better understand whether it’s a timing, budgeting, or other issue. Dive into why the customer is evaluating a solution in the first place. Avoid the feature vs feature battle. Get ahead of potential objections by bringing them up preemptively. Treat your promotion plan like a sales cycle - multithread, figure out the buying process, etc. Sarah’s Path to Pre...
Jul 21, 2021•31 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Break the mold by leveling with your prospect and recognizing that you’re a sales rep. * Find your top 3 buying triggers, in 3 minutes or less before you hit the phones. * Use email interactions as MQL triggers and prioritize those leads first. * Ask for a second chance when your opening pitch doesn’t go as well as you wanted. ====================== Parker’s Path to President’s Club: * SD...
Jul 14, 2021•26 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * “Cut” your prospect before showing them the band-aid - solidify the enemy. * Utilize stories when you hear a clear prospect pain-point. * Ask related questions before the big questions. Start small before going big. * Plant landmines with credibility and aligning yourself with the features your prospect cares about. ====================== David’s Path to President’s Club: * Founder of Cer...
Jul 07, 2021•32 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Aim to be a one-take-wonder. It’s the only way you’ll be able to efficiently video prospect in bulk. * Get your pleasantries/introductions out before the meeting with a quick video covering the agenda. * Send micro-demos after the call by recording yourself highlighting key points and next steps. * Don’t be afraid to call up your prospect for feedback after you see they’ve watched the vid...
Jun 30, 2021•28 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Understand every step it will take to get a deal done so you can move from a soft yes to commit. * Ask multiple people how the buying process goes so you can better triangulate the truth. * Get ahead of objections by figuring out what has gone right and wrong in past deals. * Beat procurement with multiple champions and multi-threading your negotiations. ====================== Devin’s Pat...
Jun 23, 2021•29 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Don’t be afraid to insert some humor when being confronted on a cold call. * Trade your cleverness with bewilderment to get the prospect to expand on the uncovered problem. * Delight your buyer by offering up competitive analysis and pricing off the bat. * Use mic-drop questions to show you’ve done your research and eliminate “not interested” objections. ====================== Belal’s Pat...
Jun 16, 2021•33 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Cut out all the useless fluff from your emails and get right into your research. * Start the video on your research - the whiteboard intros aren’t getting the job done. * Get creative with your email by screenshotting your research and including it in the body. * Lead with context when cold calling to establish credibility and generate more conversation. ====================== Charlotte’s...
Jun 09, 2021•29 min•Transcript available on Metacast 
