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المحتوى المقدم من Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.
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All About Change
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1 Joe Bates - Indigenous Resistance Against Big Oil 26:31
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Joe Bates is a member of the Bad River Band, a Native American Tribe residing along Lake Superior in Wisconsin. He and his community have been embroiled in a long-standing legal and public relations battle against Enbridge, a Canadian energy company, to protect their ancestral lands. This struggle has been documented in "Bad River," a documentary film released in early 2024, which showcases Bates and his fellow activists within the band. Joe joins Jay to share his personal journey of activism, the profound influence of past generations of tribal and environmental activists on his own path, and the ongoing fight against Enbridge, which affects the future of water protection in America. To learn more about the Bad River Band, click here. Episode Chapters (00:00) - Intro (01:19) - Joe’s activist history (04:31) - The connection between the Bad River Band and their land (10:06) - How did Enbridge come to have pipes under native land against the Bad River Band’s wishes? (14:00) - The threat’s Enbridge’s Line 5 poses to the environment (18:10) - “You can’t put a price tag on what we have. What we have is priceless.” (19:23) - Joe and Jay discuss the documentary “Bad River” (22:58) - Thank you and goodbye For video episodes, watch on www.youtube.com/@therudermanfamilyfoundation Stay in touch: X: @JayRuderman | @RudermanFdn LinkedIn: Jay Ruderman | Ruderman Family Foundation Instagram: All About Change Podcast | Ruderman Family Foundation To learn more about the podcast, visit https://allaboutchangepodcast.com/…
The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead)
Manage episode 460148331 series 2782528
المحتوى المقدم من Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.
ACTIONABLE TAKEAWAYS:
- SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework.
- Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency.
- The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star.
- Customer-First Processes: Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs.
ELEANOR'S PATH TO PRESIDENTS CLUB:
- Head of Sales @ Retool
- Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment
- Global Head of Commercial Renewals and Retention @ Segment
- Head of Customer Success and Solutions engineering @ Clever Inc
RESOURCES DISCUSSED:
443 حلقات
The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead)
Manage episode 460148331 series 2782528
المحتوى المقدم من Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.
ACTIONABLE TAKEAWAYS:
- SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework.
- Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency.
- The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star.
- Customer-First Processes: Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs.
ELEANOR'S PATH TO PRESIDENTS CLUB:
- Head of Sales @ Retool
- Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment
- Global Head of Commercial Renewals and Retention @ Segment
- Head of Customer Success and Solutions engineering @ Clever Inc
RESOURCES DISCUSSED:
443 حلقات
كل الحلقات
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30 Minutes to President's Club | No-Nonsense Sales
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1 Stop Hiring the Wrong People, Use This Interview Structure Instead | Kevin "KD" Dorsey | Ep. 287 (Lead) 40:52
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FOUR ACTIONABLE TAKEAWAYS Interview Kits for Prep : Send candidates an interview kit outlining expectations, key questions, and details on interviewers. Poor answers indicate lack of prep or poor fit. Evidence-Based Questions Only : Avoid hypotheticals. Ask for proof of past performance (P.O.P.) to assess real experience and capabilities. Screening Videos Save Time : Require a three-minute video on a key trait (e.g., perseverance). Evaluate clarity, instructions-following, and presentation skills before a live interview. Live Deal Review Test : Have candidates walk through a real deal they closed. Assess how they sourced, ran discovery, demoed, and closed, treating it like an actual deal review. KD'S PATH TO PRESIDENT’S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read : Join our weekly newsletter Steal : Templates, drips, scripts…
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30 Minutes to President's Club | No-Nonsense Sales
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1 The AI Playbook for Sales: How to Book More Meetings & Close More Deals With AI | Jake Dunlap | Ep. 286 (Sell) 42:48
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS ChatGPT Research Triangle : Before outreach, prompt ChatGPT with the industry (including sub-industry), job title, and your product’s value. This ensures messaging aligns with trends relevant to the prospect. Use Industry Jargon : Ask ChatGPT for insider terminology that VPs in specific industries use. This makes your messaging sound more credible and tailored to their world. Refine Email Sequences : Provide ChatGPT with your email templates and ask it to integrate industry-specific revenue drivers. This keeps messaging structured while adding personalization. Smarter Discovery Questions : Use ChatGPT insights to refine questions that demonstrate expertise. Instead of generic asks, tailor them to industry trends and job-specific challenges. PATH TO PRESIDENT’S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
![30 Minutes to President's Club | No-Nonsense Sales podcast artwork](/static/images/64pixel.png)
1 Using Intent Signals in Cold Outreach | Florin Tatulea | 30MPC Hall of Fame 35:34
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ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; combine them with company insights to craft personalized, compelling outreach. 80/20 Email Framework: Provide reps with an 80% completed template (signal, company insight, ideal state, light CTA), letting them personalize the final 20%. FLORIN'S PATH TO PRESIDENTS CLUB: Head of Sales Development @ Common Room Director of Sales @ Barley Senior Manager, Sales Development @ Loopio Manager, Sales Development @ Loopio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
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1 How to Fix a Broken Sales Org in 90 Days | Kevin "KD" Dorsey | Ep. 285 (Lead) 41:45
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FOUR ACTIONABLE TAKEAWAYS Focus on High-Impact Problems : Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues. Leverage 2x Multipliers : Target improvements that can double key metrics rather than marginal gains. Align leadership early so they understand why other issues aren’t top priority. Weekly Wiggle Wednesdays : Hold a one-hour leadership meeting to refine sales tactics. Use the four D’s: define, document, demonstrate, and deliberately practice new strategies. Transparent 1:1 Tracking : Link manager-rep 1:1 docs to the director’s 1:1 doc. Track each rep’s key metric, issue diagnosis, and growth plan for better coaching visibility. KD'S PATH TO PRESIDENT’S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read : Join our weekly newsletter Steal : Templates, drips, scripts…
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30 Minutes to President's Club | No-Nonsense Sales
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1 How to Open & Close More Deals With Key Accounts | Maddy Jackson | Ep. 284 (Sell) 41:10
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ACTIONABLE TAKEAWAYS: Permission-Based Introduction : Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about. Funding Intent Matters : Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal. AE & SDR Account Strategy : AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance. Account Tiering System : Rank accounts as green (30-50), yellow (130), or red (30-50) based on deal size and buying likelihood to prioritize outreach effectively. MADDY'S PATH TO PRESIDENTS CLUB: Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies Account Executive @ Procore Technologies Senior Business Development Rep @ Procore RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
![30 Minutes to President's Club | No-Nonsense Sales podcast artwork](/static/images/64pixel.png)
1 How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame 41:48
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ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods : Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach : When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack : Identify key timeline drivers, like contract end dates or business seasonality, to create urgency. Turn Want into Why : During discovery, dig deeper to find the real business problem behind a customer’s desire for change. JOHNNY'S PATH TO PRESIDENTS CLUB Commercial Account Executive @ Talkdesk Enterprise Sales Development Manager @Talkdesk Team Lead, Enterprise Sales Development @ Mimeo Enterprise SDR @ Mimeo RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
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1 How to Build the Perfect Sales Team, Role by Role | Mark, Nick, & Armand | Ep. 283 (Lead) 55:13
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Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows. ACTIONABLE TAKEAWAYS: Hire Builders First : Early sales hires should create processes, while later hires follow them. CEO Sales Involvement : Founders should sell until they define the product and process, then transition to AEs. Scaling Key Roles : Maintain a 1:1 AE to SDR ratio early, shifting to 2:1 later. Hire RevOps early; SE and enablement depend on need. Manager & Director Timing : Keep managers at 8 reps max, stretching to 10-12 if needed. Delay director hires until managing at least three managers. RESOURCES DISCUSSED: Stages of Sales Leader Episode Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
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1 No Champion, No Deal: How to Find and Develop Champions | Krysten Conner | Ep. 282 (Sell) 40:50
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ACTIONABLE TAKEAWAYS: Align Messaging to Roles : End users want simplicity, managers focus on team metrics, and execs care about goals and risk. Match your message accordingly. Use Credible Content : Share third-party sources like Gartner or HBR instead of only company case studies to build trust. Amplify the Problem Early : Send data or insights highlighting the problem’s urgency in the early stages of the sales cycle. Simplify Implementation Late : Provide resources like change management guides to ease rollout and reduce risk. KRYSTEN'S PATH TO PRESIDENTS CLUB: Founder @ KrystenConner.com Enterprise Account Executive @ UserGems Enterprise+ Account Executive @ Outreach Enterprise Accounts, Financial Services @ Tableau Software Strategic Accounts @ PowerSchool RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
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1 Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame 41:05
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ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to think and respond meaningfully. Master the Five Types of Tone: Use different tones—curious, confused, concerned, challenging, and playful—to guide conversations and elicit the right responses. Challenge Prospects with a Direct Tone: A challenging tone helps push prospects to take action, especially when addressing tough issues like low-quality leads. JEREMY'S PATH TO PRESIDENT'S CLUB: Founder @ 7th Level VP of Sales @ Pinnacle Security RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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![30 Minutes to President's Club | No-Nonsense Sales podcast artwork](/static/images/64pixel.png)
1 How to Train Teams on Discovery That Digs Deeper and Closes Bigger | Eleanor Dorfman | Ep. 281 (Lead) 39:46
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ACTIONABLE TAKEAWAYS: Ban Product-Specific Language: Prohibit product-focused terms like "roles-based access" in deal reviews. Instead, prompt reps to explore the customer’s "why" behind their needs, driving better customer questioning and understanding. Tie Incentives to Certifications: Require reps to complete critical certifications (e.g., discovery certification) to access desirable benefits, such as inbound leads, ensuring alignment between AE and leadership goals. Consistency in Value Framework: Maintain your value selling framework across every sales stage—from discovery to demo to proposal—ensuring consistent messaging and alignment throughout the cycle. Embed Framework into Processes: Update all sales processes, stages, and deal reviews to reflect new frameworks. Regularly reinforce these changes in weekly reviews to ensure training sticks and drives lasting behavior changes. ELEANOR'S PATH TO PRESIDENTS CLUB: Head of Sales @ Retool Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment Global Head of Commercial Renewals and Retention @ Segment Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
3
30 Minutes to President's Club | No-Nonsense Sales
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1 The Ultimate 5 Stage Sales Process to Speed Up Your Deals | 30MPC Playbook (Sell) 54:09
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Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast. Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward. Stage 2 Solution Agreement: Confirm the solution addresses the agreed problem effectively. Stage 3 Power Agreement: Secure buy-in from decision-makers and key stakeholders. Stage 4 Commercial Agreement: Reach consensus on pricing, terms, and conditions. Stage 5 Vendor Approval: Navigate internal processes to finalize and approve the deal. Map these stages to your sales cycle, define clear exit criteria for each, and identify opportunities to combine calls or stages to accelerate deal velocity. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
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1 Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame 40:28
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ACTIONABLE TAKEAWAYS: In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses. In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them. PATH TO PRESIDENT’S CLUB" Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, Inc. Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
![30 Minutes to President's Club | No-Nonsense Sales podcast artwork](/static/images/64pixel.png)
1 The Sales Leader SKO Survival Guide | JD Miller | Ep. 280 (Lead) 40:44
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FOUR ACTIONABLE TAKEAWAYS: Name Badge Optimization : Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge feel natural. Post-SKO Follow-Up Plan : SKO momentum fades quickly. Implement a follow-up plan within days to sustain energy and carry it into the sales year. Session Energy Management : Use high-energy sessions earlier when attention is stronger. Save interactive or fun activities for post-lunch when engagement dips. Pre-Vet Presenters : Plan sessions a month in advance and require presenters to rehearse. Avoid costly, unpolished presentations that waste valuable sales time. JD'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Kantata Chief Revenue Officer @ Motus Managing Director @ Bravo Solution Vice President, Americas @ Workplace Systems RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal…
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30 Minutes to President's Club | No-Nonsense Sales
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1 How to Reframe Objections as Strengths | David Rosenstein | Ep. 279 (Sell) 40:15
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ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy. Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground. Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals. Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation. DAVID'S PATH TO PRESIDENTS CLUB: Senior Account Executive MM @ LinkedIn Account Executive SMB @ LinkedIn Sales Development Representative @ LinkedIn Creator Manager @ LinkedIn RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Club Pass…
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30 Minutes to President's Club | No-Nonsense Sales
![30 Minutes to President's Club | No-Nonsense Sales podcast artwork](/static/images/64pixel.png)
1 How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame 39:00
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Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that. Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework. Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion. Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
مرحبًا بك في مشغل أف ام!
يقوم برنامج مشغل أف أم بمسح الويب للحصول على بودكاست عالية الجودة لتستمتع بها الآن. إنه أفضل تطبيق بودكاست ويعمل على أجهزة اندرويد والأيفون والويب. قم بالتسجيل لمزامنة الاشتراكات عبر الأجهزة.