FOUR ACTIONABLE TAKEAWAYS
To learn about what’s going on in other parts of your organization, get on the email alias distribution lists.
Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal.
To determine the n ... Show More
Yesterday
#608 - How Mapping the "Shadow" Org Chart Got Me to 305% of Quota
Laura McDonald breaks down the enterprise multithreading strategy that helped her hit 305% of quota by mapping the hidden power base inside her accounts. Learn how to uncover real influence, neutralize blockers, get access to key stakeholders, and activate your entire company to ... Show More
42m 41s
Sep 8
#606 - How To Build An Elite Outbound Sales Team (Get Reps Dialing Fast)
Armand Farrokh breaks down the system he used to build a high-performing SDR organization, fixing culture, installing operating rhythms, sharpening targeting, and creating repeatable hiring and messaging processes. ⚡ Fix the energy first: Create buy-in, make tough personnel decis ... Show More
46m 47s
Oct 2022
How to Approach Deal Targets
Andrew Whitcomb, Sr. Director, Strategy, Corporate Development, M&A at Builders FirstSource NYSE: BLDR Proactive M&A is not easy. Proactive M&A requires keeping tabs on multiple companies, reaching out to them directly, and convincing owners to sell their businesses to strangers. ... Show More
46m 12s
Dec 2020
Playbook 3: Mastering negotiation
Every 10th episode, we tear down one topic. This is how to master negotiation.
FOUR ACTIONABLE TAKEAWAYS
Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
Price is based on internal (timeline, pain points) and external fact ... Show More
28m 23s
Apr 2023
The Team Is Threatening to Leave! What Should I Do?
Today, we hear from:
• A team member looking to purchase a business, but the team doesn’t want to stay
• A business owner wanting to hire another chiropractor, but it would cut his salary in half
• A street vendor making $1.5 million and wanting to increase his tra ... Show More
51m 39s
<h3>Stakeholder Framework</h3> <p>🎯 The <strong>MUTE</strong> acronym (<strong>Management</strong>, <strong>User</strong>, <strong>Technical</strong>, <strong>Economic</strong> buyers) provides a comprehensive framework for identifying and addressing key stakeholders in the sale ... Show More
