episode-header-image

Sep 2024

40m 4s

247 (Sell) Ask Tough Sales Questions Wit...

Armand Farrokh & Nick Cegelski

About this episode

ACTIONABLE TAKEAWAYS

Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact
Find out if the problem is known and cared about across the company or just by one person
Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured
Position involving decision-makers as beneficial for them, making it easier to get in front of power

PATH TO PRESIDENT’S CLUB

Founder @ DiscoveryCoach.io
Sales Enablement Manager @ AlphaSense
Lead Revenue Enablement Manager @ CB Insights
Senior Sales Training Manager @ CB Insights

RESOURCES DISCUSSED

Up next

How He Gets His Reps on The Sales Floor 2x Faster Than You | Ep. 323 | Kyle Asay

Forget endless product certifications. Kyle Asay shows you how to get reps talking to buyers (and generating pipeline) in two weeks — so you can crush quota with a team that stands on its own. 🎙 ACTIONABLE TAKEAWAYS: Know your territory: Teach reps to tier accounts simply (A, B, ... Show More

Sales Onboarding Strategy That Cut Time To First Sale by 49% | Bite-sized Tactics

Most orgs spend weeks training reps on the product… but months later, you’re still stuck with an empty pipeline. What if the key to ramping AEs faster was skipping product training (at first)? Kyle Asay (VP Global Growth Sales @ LaunchDarkly) shares how his team cut time to first ... Show More

The Secret to Writing Better Cold Emails in Half the Time with AI | Ep. 322 | Sean O’Brien

Steal Sean’s Secret to Using AI For Your Cold Emails Sean O’Brien breaks down how to leverage AI to rapidly research prospects and write personalized cold emails that cut your outreach time drastically, so you can send smarter, more effective messages that get real replies. 🎙 AC ... Show More

Recommended Episodes

Dare to Be Basic

This week, Jason Fried and David Heinemeier Hansson, co-founders of 37signals, examine why it's advantageous to keep things simple — in both products and business. They challenge the idea that complex or bespoke tools are the best way to go and lean into not overcomplicating ... Show More

Hiring a General Manager & Buying Business #2

Shane Ehrsam & Brandon Adams return to discuss hiring a GM, buying business #2, the rewards of SMB life & managing envy. Topics in Shane’s interview:Most professionally rewarding year of his lifeGratification of making a positive impact on your employeesIntroducing new benefits f ... Show More

Pricing Your Genius to Perfectly Match Your Financial Goals with Jacquette Timmons

Send us a textPricing is an uncomfortable subject for entrepreneurs that brings up all of our money mindset challenges. It often feels easier to just play safe when setting our price in order to not appear greedy to potential clients. So if pricing has ever been a sticking point ... Show More

Quick Fixes: How to level up, job craft, and manage colleagues you can’t stand

In this Quick Fixes episode, Anne and Frances work to solve three different callers’ tricky work problems in under 20 minutes. One listener searches for the best way to level up his small business, the next plans to approach their manager about a dramatic role change, and a final ... Show More

How To Leverage Social Media To Sell Your Products l The Co-Founders of Womaness

In today's episode of the GaryVee Audio Experience, I sit down with Michelle Jacobs and Sally Mueller, co-founders of Womaness. They share their journey of identifying a massive gap in the market for high-quality, clean products. They discuss the challenges of scaling their b ... Show More

Transforming Sales with Satisfaction Selling with Henrik Wenøe - Dr. Joseph Riggio

What if sales weren’t about fixing problems but enhancing what already works? In this episode of Expert Inside Interview, host John Golden explores satisfaction selling with Dr. Joseph Riggio and Henrik Wenøe—two experts who believe the key to successful selling is focusing on cu ... Show More

Mastering the 3 Deadliest Sales Objections | Andy Elliott

Andy’s Elite 1 on 1 ROLE PLAY SALES COACH where you can master any objection any closing scenario for any industry: https://elliott247.com/free-30-smIn this throwback video, Andy & Guest speaker Eric Cline go over the TOP TOUGHEST objections that most sales people face on a day t ... Show More

MBA2495 Q&A Wednesday: How do I get my first few non-paying clients just to get testimonials?

How do you land your first few non-paying clients just to gather some solid testimonials? Struggling to kickstart your new business because potential clients aren’t biting on your offers for free work? Finding the right approach could be a game-changer, and we’re here to help you ... Show More

636. "My products aren’t selling the way I want them to and I don’t know why." | Coaching Session

Welcome back, product bosses! We have another unique coaching session with Sandra, the founder of Cattitude Crafts, who makes and sells beautiful handmade faux floral decor and centerpieces out of silk. If you're just starting your business or you’ve been in business for years, b ... Show More

Shifting Career Altitudes: Insights from a CPO’s Journey Leading in Nearly Every Function | Anneka Gupta (Rubrik, ex-LiveRamp)

Anneka Gupta is the Chief Product Officer at Rubrik, a cloud management and data security company with a US$6B market cap. Before Rubrik, Anneka spent 11 years leading various teams at LiveRamp, including product, go-to-market, and operations.In today’s episode, we discuss: How L ... Show More

Listen to millions of songs and podcasts on Anghami