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
Jul 21
#592 - The Sales Process That Took Outreach From $0 To $250M
Most sales processes are completely backward because they track what the seller does, not how the buyer actually makes decisions. In this episode, Mark Kosoglow breaks down their exact playbook, including: 🚀Shifting from traditional meeting-based stages to a 5-stage psychologica ... Show More
47m 32s
Jul 14
#590 - The Complete Discovery Call Playbook (Build It From Scratch)
Most reps trap themselves in the red sea of crappy discovery by stopping at basic operational problems that CFOs refuse to fund. In this episode, Armand and Nick break down their exact playbook, including: 🚀 Flipping the script on your agenda using the Purpose, Plan, and Outcome ... Show More
48m 4s
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
