Aug 26
Good, Better, Best Analysis - Sales Influence Podcast - SIP #634
Strategic Positioning Comparative analysis creates a matrix with top 10 customer-valued features on the left and your company plus 2 top competitors across the top, where empty boxes reveal competitor weaknesses to exploit in sales conversations. The brain functions as a contrast ... Show More
8m 31s
Oct 2023
#211 - Maintain momentum in your sales conversations (Brian LaManna, Senior Mid-Market Account Executive @ Gong)
FOUR ACTIONABLE TAKEAWAYS Use a "what I heard" slide to show you listened and as a reason to ask further questions. Ask your prospect to rate how they feel about your solution on a scale of 1-10. If you're a 10, are they ready to buy OR can you make the case to move forward? Ever ... Show More
37m 47s
Jun 2024
#307 - Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)
FOUR ACTIONABLE SALES TAKEAWAYS Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research Set a PPO agenda, coving the purpose, plan, and outcomes of the call Ask the prospect why they took the call, if they don't giv ... Show More
27m 20s
Oct 2023
#214 - Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance)
FOUR ACTIONABLE TAKEAWAYS Leverage the power of 7-38-55: 7 percent of meaning is communicated through words, 38 percent through tone, and 55 percent through body language. Encourage friction in your sales cycle; it means that your customer is engaged. When showing a demo, tell yo ... Show More
31m 20s
Jun 2025
Season 16 | Ep 187 | The Science of High-Converting Proposals
Did you know that proposals are not the primary tool for selling services? A proposal is meant to seal the deal, not sell it, real selling happens long before the proposal is ever presented. In this episode of the Agency Blueprint podcast, I discuss the science of crafting high-p ... Show More
23m 12s
