FOUR ACTIONABLE TAKEAWAYS
Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue.
When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific dat ... Show More
Yesterday
#553 - How to Run Discovery Without Obsessing Over Questions | Gal Aga ft. Aligned
Most sellers obsess over asking the perfect discovery question. In this episode, Gal Aga breaks down why great discovery has nothing to do with memorized questions and everything to do with understanding the problem, finding the root cause, and guiding the buying process. 🎙️ ACT ... Show More
36m 13s
Mar 3
#552 - Live Cold Calling: Can This Grouchy Old CRO Even Book A Meeting?
Full video HERE A seasoned CRO grabs the phone, goes undercover as “Bob Smith,” and makes live cold calls trying to book five connects as fast as possible. No script reading. No brand flex. Just real dials, real objections, and real pressure. You’ll hear the exact opener that get ... Show More
1m 40s
Feb 26
#551 - How to Ramp Sales Reps to President’s Club Faster | Marcus Chan
In this sales leadership masterclass, Marcus Chan breaks down a week-by-week ramp plan, real-play coaching system, and time management framework that turns new hires into consistent revenue producers fast. 🎙️ ACTIONABLE TAKEAWAYS: Tee reps up instead of taking over calls: Guide ... Show More
40m 10s
Aug 2024
20Sales: 12-Week Step-by-Step Framework to Crush Every Sales Quarter | Moving from SMB to Enterprise: How and When | Verticalised Sales Teams: Why They are a Gamechanger and How to Build Them with Ben Fiechtner, CRO @ Clari
<p><!-- wp:paragraph --></p> <p>Ben Fiechtner is Chief Revenue Officer at <a href= "https://www.clari.com/">Clari</a>, where he drives global go-to market & revenue operations. Ben previously served as SVP at UiPath, growing their key accounts and regulated industry verticals fro ... Show More
55m 4s
Aug 2022
How to Sell Against Competition: Convert Your Competitors Accounts To Your Own | Salesman Podcast
In the minds of many reps, competitor buyers are off-limits for prospecting. After all, why waste time with a buyer that’s already entrenched with someone offering a similar product? But as it turns out, competitor buyers are some of the best prospects you can target. They’re mor ... Show More
19m 28s
May 2022
5 Ways You’re SCARING Away Buyers | Selling Made Simple
I hate to break it to you, but if your leads aren’t buying, the problem isn’t with them. It’s with you. In today’s video, we’re looking at 5 reasons your leads just won’t bite. And 5 things you can do to fix it. Now, one of the most important lessons you’re ever going to learn in ... Show More
13m 53s
May 2022
How I Close COMPLEX Sales In A SINGLE Call | Selling Made Simple
In sales, the general rule of thumb is, the more complex the product, the longer the sales cycle. And for some complex products, that might be true. But for others, a single phone call is all it takes to get a deal done. I close complex training and consulting packages with some ... Show More
17m 38s
May 2024
A Crash Course in Sales Compensation With CJ Gustafson
<p>In this, the first solo episode of <em>Run the Numbers</em>, our host CJ Gustafson gives a crash course in sales compensation. He explains how to go about designing sales rep comp plans, covering who’s involved in this process, getting the base to variable split right, on-targ ... Show More
46m 14s
