Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line. Set agendas like a human being: In the first 4 minutes of any meeting, address the time, the meeting content, & the potential next steps. Understand the intent behind your prospect's questions: If you get asked a broad question from a prospect, ask a question about their question to...
Dec 21, 2022•24 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 19, 2022•14 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS 3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams. In a team demo, use Slack/text for live internal communication and strategy. Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities. Use PoCs to create urg...
Dec 14, 2022•34 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS 3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn. Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call. Use “typically” language when prospects are hesitant to open up. By sharing common situations, it allow...
Dec 07, 2022•30 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Check your profile views and ask your prospects “did I do something wrong?” The PLA Phone Opener: Pleasant, laugh, and arms-up. 5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps. 10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Dec 05, 2022•33 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use the line “in order to be conscious of your time…” to lead into your post-opener statement. Jump into your research and follow up with a light question to earn another one. Use “client voice” to describe common challenges from your customers. Leverage those stories into open-ended questions to gauge fit. Demonstrate your understanding of their problem and use it to present a tailored pitc...
Nov 30, 2022•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 inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem languag...
Nov 23, 2022•31 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects. Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing. Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions. Play the ...
Nov 16, 2022•35 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Read your emails out loud before you send them. Use contractions and shorter sentences to sound less robotic. Speak the language of your target persona. Tie the problems of that persona to the company priorities. Use the 3x3 recap email: List the top 3 takeaways from the meeting, followed by the top 3 next steps. When phrasing the top takeaways, make it SHORT and focus most of your summary o...
Nov 09, 2022•32 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Part 1: The Playbook Revisited Use a permission-based or ‘heard the name tossed around’ opener Describe an excruciatingly painful problem prop Suggest times or send a placeholder invite Part 2: The Next Chapters Handle objections with the Mr. Miyagi framework Leverage 1-2 punch voicemails leading with context and redirecting to email Treat your call blocks like a workout and get dialing! RESOURCES DISCUSSED Join our ...
Nov 02, 2022•29 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Section I: Preventing yourself from getting ghosted Pre-Meeting Confirm the calendar invite Set the placeholder Create a pre-meeting agenda Never leave a cancellation without a meeting, always punt the invite In the discovery call Upfront contract Labeling questions “sounds like” Question behind the question At the end of a discovery call: 5-minute drill Use a JEP / align on next next steps Benign note Section II: So...
Oct 26, 2022•35 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X] said we should speak” as a simple, attention-grabbing subject line fo...
Oct 19, 2022•27 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible. Document your channel validation. For phones: direct vs operator, validated vs not validated, etc. Focus on the tone/pace of your opener vs the words themselves. Then pre...
Oct 12, 2022•35 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Include a short, one-page memo in your calendar invite so they can digest what you want to communicate. Then start your meeting 5 minutes later and dig right in. Create your business case in Mad Lib Style. Start with a framework and fill in the gaps as you go through the call, helping to build out the storyline. Use language in your business case that's internal to the buying team, weaving t...
Oct 05, 2022•31 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Identify your champion and the problem you’ll be trying to solve, THEN share the MAP with them. Map out the key milestones in the deal and customize them for the people who need to be involved. Don’t show every step in the MAP right away. Have the big stages listed, then deep dive into the current stage. Anchor the MAP to their go-live date so they know you’ll be coming to those steps at a l...
Sep 28, 2022•32 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
Sep 22, 2022•9 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Quantify the number of qualification questions you are going to ask to avoid discovery fatigue. Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at. Once you’ve heard their priorities, add to them so you can establish credibility as an advisor. Summarize key points from the meeting (priorities, impact, and timeline) and ask for con...
Sep 21, 2022•34 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Build a top 25 accounts list that meet your criteria on space, prestige, size, etc. Have a non-hideous resume with short, punchy sentences and specific numbers. Prep for your interview by developing a point of view from the company’s perspective. Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get. RESOURCES DISCUSSED Join our weekly newsletter Things you ...
Sep 19, 2022•34 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your email with research personalization to stand out in the inbox (vs generic greeting). Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements). Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch. Reach out to your ...
Sep 14, 2022•31 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone. Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem. Get your prospect to tell you a story by using “typically” language to help prompt...
Sep 07, 2022•31 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future. Give pricing early and pivot based on reactions. If you end up giving concessions, always add an expiration date. Stay engaged while your SE is demoing. It’s on you to keep the call on track. Use the Zoom gallery view to identify unengaged participants - ask them easy questions ...
Aug 31, 2022•34 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle. Review the key steps of your plan live in EVERY call rather than just sending it once through email. Make a coach / champion determination by asking about past purchasing experience. Send the blank connect request on LinkedIn when mass prospecting - skip the “fake” tailoring. PATH TO PRESI...
Aug 24, 2022•30 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”. Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards. Seek out referrals by finding tangential partners to trade leads with. Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically. RESOURCES D...
Aug 17, 2022•37 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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 c...
Aug 10, 2022•32 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stay top of mind with your closed/lost opps with introductions, referrals, and nuggets (don't be another email marketer). Re-engage former customers at new companies by proposing how your product fits them in their new role/company. Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion. Get a new champion by finding the next bi...
Aug 03, 2022•30 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Get ahead of every executive conversation by first prepping with a champion pre-call. Use Slack channels for champion collaboration and driving deals to close. Before going into an executive demo, make sure the priorities you collected from discovery are aligned with the executive's. Always create a work-back plan linked to date-of-value so deals don't stall when entering legal, security, et...
Jul 27, 2022•28 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem). Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation. When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what mak...
Jul 20, 2022•31 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”. Use “To what extent” to turn any close-ended question into an open-ended question. Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this? Seek out hesitation. “Based on what you’ve seen today, what would prevent us from movin...
Jul 13, 2022•29 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We like to drop new stuff from time to time. So here's the scoop... RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Jul 07, 2022•7 min•Transcript available on Metacast Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Write down what you want to get out of the call and two ways you can get it. Use one team to prove your business case, then build it out for the others. Don't enter a PoC unless you have security, legal, etc. wrapped or in progress already. Don’t fixate on just a person’s title. Someone with tenure may have as much or more political capital than those with a newer, higher title. PATH TO PRES...
Jul 06, 2022•30 min•Transcript available on Metacast 
