Episodios

  • Hall of Fame: Will Padilla Ep. 129

    Hall of Fame: Will Padilla Ep. 129
    Jul 15 2024
    FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing. PATH TO PRESIDENT’S CLUB Senior Account Executive @ Inveterate Sr. Account Executive @ GRIN Business Development Representative @ Connect Search, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
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    30 m
  • Lead Playbook: Fixing Your Pipeline Problem

    Lead Playbook: Fixing Your Pipeline Problem
    Jul 11 2024
    FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those Have Account Executives dedicate 20% of their time to prospecting a set list of walled off (named) accounts Break out your inbound and outbound metrics to make it easier to diagnose the problem if one of those two metrics is falling behind RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
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    41 m
  • 231 (Sell) Building Your Business Case from Day One (Spencer Ivey, Webflow)

    231 (Sell) Building Your Business Case from Day One (Spencer Ivey, Webflow)
    Jul 9 2024
    FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity. Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting. When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Webflow Senior Account Executive @ Webflow Account Executive @ Webflow Senior Corporate Account Executive @ Udemy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
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    39 m
  • Hall of Fame: Stevie Case Ep. 175

    Hall of Fame: Stevie Case Ep. 175
    Jul 8 2024
    FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten. Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do. 80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems. PATH TO PRESIDENT’S CLUB CRO @ Vanta Founding Partner @ 20SALES Founding operator at @ Coalition Postal Vice President, Mid-Market Sales @ Twilio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
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    38 m
  • 230 (Lead) Enabling Sales Teams And Keeping Reps Accountable (Jason Bay, Outbound Squad)

    230 (Lead) Enabling Sales Teams And Keeping Reps Accountable (Jason Bay, Outbound Squad)
    Jul 4 2024
    FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Hold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust prospecting efforts to ensure accountability and goal achievement. When implementing new initiatives, enlist team members who excel in those areas as champions. Their involvement and sharing of experiences will enhance adoption and effectiveness across the team. Utilize top-performing team members to shape and structure enablement sessions. This ensures that training content is practical, comprehensive, and directly applicable to real-world scenarios. Calculate the number of opportunities and meetings needed to meet sales quotas based on win rates and conversion rates. This systematic approach provides clarity and a roadmap for achieving sales targets effectively. PATH TO PRESIDENT’S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, Inc. Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
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    38 m
  • 229 (Sell) Handling Cold Call Objections & Follow Up Strategies (Lylle Ryals, RocketReach)

    229 (Sell) Handling Cold Call Objections & Follow Up Strategies (Lylle Ryals, RocketReach)
    Jul 2 2024
    TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, saving detailed information for follow-ups. Structure emails to expand on voicemail content, addressing specific pain points or presenting case studies to encourage engagement. LYLLE'S PATH TO PRESIDENTS CLUB Senior Manager, Business Development @ RocketReach Manager, Business Development - Enterprise @ Shopify Manager, Business Development - Enterprise @ Angi SMB Account Executive @ Angi RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
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    33 m
  • Hall of Fame: Shay Keeler Ep. 160

    Hall of Fame: Shay Keeler Ep. 160
    Jul 1 2024
    FOUR ACTIONABLE TAKEAWAYS Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time. If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo. When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them. Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one? PATH TO PRESIDENT’S CLUB Sr. Director of Global Commercial NL Sales @ Outreach Sr. Regional Sales Manager @ RealSelf Sr. Sales Manager @ Yelp RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
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    39 m
  • 228 (Lead) Managing Managers and Diagnosing Low Performance (JD Miller, Kantata)

    228 (Lead) Managing Managers and Diagnosing Low Performance (JD Miller, Kantata)
    Jun 27 2024
    FOUR ACTIONABLE TAKEAWAYS: Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quantitative and qualitative seller performance data. Maintain frontline manager capacity at optimal levels (typically up to eight sellers per manager) to ensure effective control and stability in sales force management. Implement a structured 90-day ramp-up process for new hires, progressing from training to practical tasks like territory familiarization, prospecting, and live calls, to consistently exceed sales plan expectations. Clearly articulate and differentiate between commitment (worst-case scenario) and forecast (expected performance) figures when reporting to stakeholders, ensuring transparency and accuracy in sales projections. JD'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Kantata Chief Revenue Officer @ Motus Managing Director @ Bravo Solution Vice President, Americas @ Workplace Systems RESOURCES DISCUSSED: How to Forecast Join our weekly newsletter Things you can steal
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    41 m