SaaS Talks: From Lead To Close
By Mor Assouline
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Episodes: 374
Description
SaaS Talks: From Lead to Close is the top B2B SaaS sales podcast in short-form audio. You'll learn how to schedule more demos, build a bigger pipeline, and close at least 50% of your demos. Every episode will be short and to the point so you don't have to waste time listening to sales fluff.
Each episode is less than 10 minutes and cuts out ALL of the fluff. There will also be a special monthly guest every month where they'll give practical tactics to improve your sales skills.
Now you can listen to it during your bathroom breaks, in-between meetings, or anytime you want!
| Episode | Date |
|---|---|
|
Ep. 373 - Special Guest: Jed Mahrle - How to write cold emails that ACTUALLY get responses
|
Apr 20, 2023 |
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Ep. 372 - Special Guest: Doug Landis - Sales Strategy to Help You Close More Deals In 2023
|
Mar 02, 2023 |
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Ep. 371 - Words to avoid when cold emailing PART 3
|
Feb 13, 2023 |
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Ep. 370 - Words to avoid when sending cold emails PART 2
|
Feb 09, 2023 |
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Ep. 269 - How to build more trust through better rapport
|
Feb 08, 2023 |
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Ep. 368 - The make or break of sending out cold emails PART 1
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Feb 06, 2023 |
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Ep. 367 - The secret to overcoming objections
|
Feb 02, 2023 |
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Ep. 366 - Special Guest: Jason Bay - How to self-source more leads as an AE
|
Feb 01, 2023 |
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Ep. 365 - Special Guest: Jen Allen - How to run a group meeting
|
Jan 18, 2023 |
|
Ep. 364 - How to (Quickly) Build Trust With Your Prospects
|
Jan 17, 2023 |
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Ep. 363 - 5 Things EVERY new Enterprise AEs should do to ramp up quickly
|
Jan 16, 2023 |
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Ep. 362 - How to extract your prospect's root pain
|
Jan 12, 2023 |
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Ep. 361 - How to easily build trust on sales calls
|
Jan 04, 2023 |
|
Ep. 360 - How to Close the Deal and Hit Your Quota Before the Quarter Ends
|
Jan 03, 2023 |
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Ep. 359 - How to Build a High-Converting Sales Pipeline
|
Jan 03, 2023 |
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Ep. 358 - How to build rapport with unengaged prospects
|
Dec 29, 2022 |
|
Ep. 357 - When to bring up price on a sales demo (The AE's guide)
|
Dec 20, 2022 |
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Ep. 356 - SPECIAL Interview: How to do sales discovery in SaaS sales
|
Dec 19, 2022 |
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Ep. 355 - Disarming Sales Skills: The Best Way to Close More Deals
|
Dec 15, 2022 |
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Ep. 354 - This is How You Negotiate Better Than Anyone Else
|
Dec 14, 2022 |
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Ep. 353 - Dealing with Leads Who Ghost: The Ideal Sales Ep. Follow Up Strategy
|
Dec 12, 2022 |
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Ep. 352 - Persuasion hack to close more sales
|
Dec 08, 2022 |
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Ep. 351 - Prospect says they need to talk to their team? Here's what to do
|
Dec 07, 2022 |
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Ep. 350 - How to negotiate better in sales
|
Dec 06, 2022 |
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Ep. 349 - What do you do when your prospects ghosts you
|
Dec 05, 2022 |
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Ep. 348 - How to get value from every prospect EVEN WHEN THEY DON'T CLOSE!
|
Nov 28, 2022 |
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Ep. 347 - How to sell the value of your product and differentiate yourself
|
Nov 24, 2022 |
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Ep. 346 - How to sell against the competition? 6 SURPRISING WAYS TO OUTSELL YOUR COMPETITION
|
Nov 21, 2022 |
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Ep. 345 - Special Guest: Will Aitken - The One Tip That Will Help You Cut Through the Noise When Following Up
|
Nov 17, 2022 |
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Ep. 344 - Monthly Special Guest: Anthony Natoli - Prospecting frameworks and using systems to build quality pipeline
|
Oct 06, 2022 |
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Ep. 343 - Bad way to build rapport
|
Sep 22, 2022 |
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Ep. 342 - When is the best time to bring up price on a sales call?
|
Sep 21, 2022 |
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Ep. 341 - How to reduce anxiety before a sales call
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Sep 20, 2022 |
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Ep. 340 - What is the best talk ratio to have on a sales call and how do you get a quiet prospect to engage more?
|
Sep 19, 2022 |
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Ep. 339 - Monthly Special Guest: Duane Dufault - How to approach leads that are coming in from a free trial vs a demo request
|
Sep 15, 2022 |
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Ep. 338 - SaaS Thrive special, Discovery and Demo Fundamentals (w/ Mor Assouline and David Durham)
|
Sep 05, 2022 |
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Ep. 337 - This sales coaching technique turns your salespeople into closers
|
Sep 02, 2022 |
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Ep. 336 - How to respond to "Send me a proposal"
|
Sep 01, 2022 |
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Ep. 335 - How to beat the competition every time
|
Aug 31, 2022 |
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Ep. 334 - The #1 sales question nobody is asking on sales calls
|
Aug 30, 2022 |
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Ep. 333 - The best technique I’ve ever done to set up next steps on a sales call
|
Aug 29, 2022 |
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Ep. 332 - Avoid these 2 words on your sales calls
|
Aug 26, 2022 |
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Ep. 331 - Sales hack: ask this question when you need information from your prospect
|
Aug 25, 2022 |
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Ep. 330 - How to answer "how did you get my number?" when cold calling (roleplay edition)
|
Aug 24, 2022 |
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Ep. 329 - Mor Assouline's closing techniques (special interview)
|
Aug 23, 2022 |
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Ep. 328 - Should you set an objective and agenda on a sales call?
|
Aug 22, 2022 |
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Ep. 327 - How to handle sales objections that prospects don't tell you
|
Aug 19, 2022 |
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Ep 326 - How to have more conversational discovery without interrogating
|
Aug 18, 2022 |
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Ep. 325 - Monthly Special Guest: Mike Simmons - How to masterfully set up next steps at the end of a sales call
|
Aug 12, 2022 |
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Ep. 324 - Ask this question the next time you're doing a discovery call
|
Jul 26, 2022 |
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Ep. 323 - Do this after showing a feature
|
Jul 25, 2022 |
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Ep. 322 - How to use the layering technique to do deep discovery without interrogating
|
Jul 22, 2022 |
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Ep. 321 - Monthly Special Guest: Nate Nasralla - How to win deals when you're not in the room.
|
Jul 21, 2022 |
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Ep. 320 - Do's & Don'ts when prospect is evaluating the competitor
|
Jul 20, 2022 |
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Ep. 319 - Part 2: How to be more interesting on sales demos
|
Jun 28, 2022 |
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Ep. 318 - 3 Ways to be more interesting on sales demos
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Jun 27, 2022 |
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Ep. 317 - How I don't burn out in sales when working from home
|
Jun 24, 2022 |
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Ep. 316 - Don't ask this question on sales calls
|
Jun 23, 2022 |
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Ep. 315 - Monthly Special Guest: David Durham - 5 Tactical ways to get over imposter syndrome
|
Jun 13, 2022 |
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Ep. 314 - 5 Tactical ways to be successful in sales in a down economy
|
Jun 10, 2022 |
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Ep. 313 - My cold email framework
|
Jun 09, 2022 |
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Ep. 312 - What to respond to free trial requests
|
Jun 08, 2022 |
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Ep. 311 - How to respond to a prospect that says, "I need this yesterday."
|
Jun 02, 2022 |
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Ep. 310 - Monthly Special Guest: Ryan Vaillancourt - Using call recordings to close more sales and improve sales skills
|
May 30, 2022 |
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Ep. 309 - Bad discovery VS good discovery
|
May 26, 2022 |
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Ep. 308 - Red flag questions prospects ask on demos
|
May 05, 2022 |
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Ep. 307 - Monthly Special Guest: Josh Roth - How To Negotiate Like A Ninja
|
Apr 27, 2022 |
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Ep. 306 - The secret to erasing distraction on demos
|
Apr 13, 2022 |
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Ep. 305 - How to respond to "reach out to me next quarter"
|
Apr 11, 2022 |
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Ep. 304 - How to not lose control on a sales demo
|
Apr 07, 2022 |
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Ep. 303 - How to handle an indirect "No" from a prospect
|
Apr 04, 2022 |
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Ep. 302 - How to feel more comfortable asking tough questions on sales demos
|
Mar 22, 2022 |
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Ep. 301 - Strategy to improve the way you talk about features
|
Mar 21, 2022 |
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Ep. 300 - Monthly Special Guest: Kevin "KD" Dorsey - Strategy to close more sales demos
|
Mar 11, 2022 |
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Ep. 299 - Use this line to close more demos
|
Mar 08, 2022 |
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Ep. 298 - When and how to ask for the close
|
Mar 03, 2022 |
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Ep. 297 - Don't ignore warning signs on a demo
|
Feb 28, 2022 |
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Ep. 296 - You must ask these 2 questions before every demo
|
Feb 23, 2022 |
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Ep. 295 - Stop asking your prospects obvious questions
|
Feb 22, 2022 |
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Ep. 294 - 1 tip to improve the way you present on a demo
|
Feb 21, 2022 |
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Ep. 293 - One of the best follow up emails to send post demo
|
Feb 16, 2022 |
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Ep. 292 - What should you do if your prospect doesn't respond?
|
Feb 14, 2022 |
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Ep. 291 - One of the best ways to ask an open ended question
|
Feb 09, 2022 |
|
Ep. 290 - What to say at the end of the sales call to close more
|
Feb 07, 2022 |
|
Ep. 289 - Advice on how to negotiate better
|
Feb 03, 2022 |
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Ep. 288 - How to get prospects to sell you on why they need your product
|
Feb 02, 2022 |
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Ep. 287 - Monthly Special Guest: Fred Melanson - How to find buying intent signals from prospects
|
Feb 01, 2022 |
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Ep. 286 - Do not say "I don't know" on a demo
|
Jan 24, 2022 |
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Ep. 285 - What does it mean to give value and how to do it?
|
Jan 20, 2022 |
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Ep. 284 - Here's how to prevent a demo from derailing
|
Jan 18, 2022 |
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Ep. 283 - A sales power move to do on every call
|
Jan 14, 2022 |
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Ep. 282 - Building pipeline has never been easier, here's how
|
Jan 13, 2022 |
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Ep. 281 - How to use tonality to close more demos, a mini workshop
|
Jan 12, 2022 |
|
Ep. 280 - Sales follow ups that work better
|
Jan 10, 2022 |
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Ep. 279 - Monthly Special Guest: Collin Mitchell - A unique way of doing sales discovery
|
Jan 06, 2022 |
|
Ep. 278 - How to you get more leads without spending more money?
|
Jan 05, 2022 |
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Ep. 277 - How to close more monthly plans
|
Dec 31, 2021 |
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Ep. 276 - 4 tactical steps to build trust on a sales call
|
Dec 30, 2021 |
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Ep. 275 - No software measures this sales skill, but it will help you close deals
|
Dec 29, 2021 |
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Ep. 274 - How to get over the fear and anxiety of sales
|
Dec 28, 2021 |
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Ep. 273 - Last minute strategies to close your prospects before 2022
|
Dec 27, 2021 |
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Ep. 272 - A subtle but VERY effective way to communicate on demos and follow ups
|
Dec 24, 2021 |
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Ep. 271 - The secret of winning more deals + 4 steps to actually do it
|
Dec 23, 2021 |
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Ep. 270 - Slides or no slides on our disco?
|
Dec 22, 2021 |
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Ep. 269 - Behind the scenes of one of my follow up strategies
|
Dec 21, 2021 |
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Ep. 268 - How to fix bad question asking on demos
|
Dec 20, 2021 |
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Ep. 267 - The Disco framework to be more conversational
|
Dec 17, 2021 |
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Ep. 266 - This is why your demos are not converting
|
Dec 16, 2021 |
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Ep. 265 - 3 things to do to gain prospect's trust throughout the disco and demo
|
Dec 15, 2021 |
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Ep. 264 - How to coach yourself and others on sales demos so you see results
|
Dec 14, 2021 |
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Ep. 263 - The secret sales skills I picked up as a waiter
|
Dec 13, 2021 |
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Ep. 262 - How to respond to a prospect that says "follow up with me next quarter"
|
Dec 10, 2021 |
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Ep. 261 - How to ask the tough questions on discovery calls without turning off the prospect + free giveaway
|
Dec 09, 2021 |
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Ep. 260 - What to do when a prospect says they're putting it on the back burner
|
Dec 08, 2021 |
|
Ep. 259 - 3 tactical tips to do as a new AE to get ramped up quickly
|
Dec 06, 2021 |
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Ep. 259 - Something you do NOT want to miss - Friday giveaway
|
Dec 03, 2021 |
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Ep. 258 - Monthly Special Guest: Ethan Parker - Digging into pain and connecting that to priority
|
Dec 02, 2021 |
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Ep. 257 - 3 tactical tips to do as a new AE to get ramped up quickly
|
Dec 01, 2021 |
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Ep. 256 - What should you do as a new AE to get ramped up quickly?
|
Nov 30, 2021 |
|
Ep. 255 - How not to get your calls rejected
|
Nov 29, 2021 |
|
Ep. 254 - Thanksgiving Special, you'll love this
|
Nov 25, 2021 |
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Ep. 253 - Try this tonality experiment to have better punchlines on demos
|
Nov 24, 2021 |
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Ep. 252 - Don't waste your discovery call with this question
|
Nov 23, 2021 |
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Ep. 251 - Great question to ask before starting your demo
|
Nov 16, 2021 |
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Ep. 250 - Monthly Special Guest: Nick Cegelski - The right way to kick off a sales meeting
|
Nov 15, 2021 |
|
Ep. 249 - Bad salespeople are bad actors
|
Nov 11, 2021 |
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Ep. 248 - 3 things to always have during your demo
|
Nov 10, 2021 |
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Ep. 247 - How to avoid pipeline that doesn't close
|
Nov 08, 2021 |
|
Ep. 246 - The way to talk about the competitor
|
Nov 05, 2021 |
|
Ep. 245 - How to sound better on sales calls
|
Nov 04, 2021 |
|
Ep. 244 - What do you do if your prospect doesn't want to do discovery?
|
Nov 03, 2021 |
|
Ep. 243 - The best insurance policy for preventing customers from cancelling
|
Nov 02, 2021 |
|
Ep. 242 - The best sales skill to learn for the new year
|
Nov 01, 2021 |
|
Ep. 241 - Insights + Free Workshop
|
Oct 29, 2021 |
|
Ep. 240 - How do you put yourself in a position to succeed in sales?
|
Oct 28, 2021 |
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Ep. 239 - Last day of the month sales tactic #6
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Oct 27, 2021 |
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Ep. 238 - Last day of the month sales tactic #5
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Oct 26, 2021 |
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Ep. 237 - Last day of the month sales tactic #4
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Oct 25, 2021 |
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Ep. 236 - Last day of the month sales tactic #3
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Oct 22, 2021 |
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Ep. 235 - Last day of the month sales tactic #2
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Oct 20, 2021 |
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Ep. 234 - Last day of the month sales tactic #1
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Oct 18, 2021 |
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Ep. 233 - How to be prepared for any objection
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Oct 15, 2021 |
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Ep. 232 - Quitting sales
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Oct 14, 2021 |
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Ep. 231 - Avoiding demo burn out
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Oct 13, 2021 |
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Ep. 230 - If you want to level up your sales game you need to know your numbers
|
Oct 12, 2021 |
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Ep. 229 - What to do when a prospect asks what next steps are
|
Oct 11, 2021 |
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Ep. 228 - When you need to stop selling
|
Oct 11, 2021 |
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Ep. 227 - How to get better at product knowledge
|
Oct 08, 2021 |
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Ep. 226 - How to get more curious in discovery
|
Oct 07, 2021 |
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Ep. 225 - What if the prospect doesn't have any issues
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Oct 06, 2021 |
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Ep. 224 - How to close deals faster
|
Oct 05, 2021 |
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Ep. 223 - Stop qualifying all of your leads
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Oct 04, 2021 |
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Ep. 222 - How to build an accurate pipeline
|
Oct 01, 2021 |
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Ep. 221 - How do you know if your prospect intends to buy?
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Sep 30, 2021 |
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Ep. 220 - Stop trying to overcome objections
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Sep 29, 2021 |
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Ep. 219 - When the prospect says they need to talk to a few folks internally
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Sep 28, 2021 |
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Ep. 218 - How do you improve your sales demos if your company can't afford solutions like Gong, Chorus, or some of the other ones?
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Sep 27, 2021 |
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Ep. 217 - Instead of sending case studies, do this instead
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Sep 24, 2021 |
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Ep. 216 - Salespeople don't know their buyers
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Sep 23, 2021 |
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Ep. 215 - How to not burn out when trying to improve your sales skills
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Sep 22, 2021 |
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Ep. 214 - When is the best time to ask for referrals?
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Sep 21, 2021 |
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Ep. 213 - Here are my top 3 engaging questions on calls
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Sep 20, 2021 |
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Ep. 212 - Getting in the zone before a demo
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Sep 02, 2021 |
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Ep. 211 - Bad sales habits
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Sep 01, 2021 |
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Ep. 210 - A tip to close more sales demos
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Aug 31, 2021 |
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Ep. 209 - Don't sell alone
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Aug 30, 2021 |
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Ep. 208 - How to stop waiting for your prospect after the demo
|
Aug 27, 2021 |
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Ep . 207 - The 3 fundamentals in demo giving that will lead to mic drop demos
|
Aug 26, 2021 |
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Ep. 206 - How to handle any objection
|
Aug 25, 2021 |
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Ep. 205 - How to do deep discovery without being annoying
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Aug 24, 2021 |
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Ep. 204- Stop asking "do you have any questions?"
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Aug 23, 2021 |
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Ep. 203 - The proper way to share customer references
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Aug 20, 2021 |
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Ep. 202 - How to show more value when pitching features
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Aug 19, 2021 |
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Ep. 201 - How do you get prospects to listen to you?
|
Aug 18, 2021 |
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Ep. 200 - Less is more
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Aug 17, 2021 |
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Ep. 199 - Asking about timeline before the demo
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Aug 16, 2021 |
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Ep. 198 - How to ask about firm deadlines without being too direct or too soft
|
Aug 13, 2021 |
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Ep. 197 - Are you bragging about how much money you've raised or how many customers you have?
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Aug 12, 2021 |
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Ep. 196 - Update + what to do when a prospect tells you to remove them from the list
|
Aug 11, 2021 |
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Ep. 195 - The best salespeople aren't salespeople
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Jul 30, 2021 |
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Ep. 194 - What you can learn about sales from this moving company
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Jul 29, 2021 |
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Ep. 193 - How to get really good at closing
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Jul 28, 2021 |
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Ep. 192 - Stop getting next steps on the calendar this way
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Jul 27, 2021 |
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Ep. 191 - One of the most important discovery question you need to ask on a demo
|
Jul 26, 2021 |
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Ep. 190 - A lesson on what not to do from a LinkedIn DM I received
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Jul 23, 2021 |
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Ep. 189 - 3 things you need to find out before trying to close
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Jul 22, 2021 |
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Ep. 188 - The best way to build trust early on with your prospect on a sales demo
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Jul 21, 2021 |
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Ep. 187 - The top 2 immediate deal killers according to buyers, and how to fix it
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Jul 20, 2021 |
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Ep. 186 - If you want to do be REALLY good at sales demos, stop reading books.
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Jul 19, 2021 |
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Ep. 185 - 3 tools I use daily that make me 10X more productive
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Jul 16, 2021 |
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Ep. 184 - How to ALWAYS be on the same page as your prospect
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Jul 15, 2021 |
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Ep. 183 - How you're treating your emails has a direct impact on not hitting quota
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Jul 14, 2021 |
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Ep. 182 - When is the most optimal time to close a deal?
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Jul 13, 2021 |
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Ep. 181 - Buyers hate being sold to. Here's what to do instead
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Jul 12, 2021 |
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Ep. 180 - The wrong way to get a confirmed follow up call with a prospect
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Jul 09, 2021 |
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Ep. 179 - What does a perfect sales demo look like?
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Jul 08, 2021 |
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Ep. 178 - How to get better at sales demos using 4 steps
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Jul 07, 2021 |
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Ep. 177 - What mistakes should new AEs avoid?
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Jul 06, 2021 |
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Ep. 176 - Ask these 2 questions in the late stage of your sales process if you want to close more
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Jul 05, 2021 |
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Ep. 175 - What to do on a demo if you don't have a feature?
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Jul 02, 2021 |
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Ep. 174 - How to keep your prospects attention on demos
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Jul 01, 2021 |
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Ep. 173 - Can you be successful at sales without focusing on closing?
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Jun 30, 2021 |
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Ep. 172 - A framework for sales demos mastery
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Jun 29, 2021 |
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Ep. 171 - How to reduce fear and complication in sales demos?
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Jun 28, 2021 |
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Ep. 170 - What books should you read to get better at sales?
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Jun 25, 2021 |
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Ep. 169 - How do you know if your sales follow up emails aren't effective and what to do if they aren't?
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Jun 24, 2021 |
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Ep. 168 - Pitch better with the 7-38-55 Rule
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Jun 23, 2021 |
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Ep. 167 - Variation B of responding to a prospect asking for price before the demo
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Jun 22, 2021 |
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Ep. 166 - One of the worst things to do on your post demo email
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Jun 21, 2021 |
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Ep. 165 - The difference between average sales people and great salespeople
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Jun 18, 2021 |
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Ep. 164 - Never do this on your sales demos or else you'll jeopardize your deal
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Jun 17, 2021 |
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Ep. 163 - Sales follow-up has more to do with timing than it does relevancy
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Jun 16, 2021 |
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Ep. 162 - The Dos and Don'ts of staying top of mind
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Jun 15, 2021 |
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Ep. 161 - How soon should you follow up with a new lead after the first attempt?
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Jun 14, 2021 |
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Ep. 160 - A hack to improve on your tonality during sales calls
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Jun 11, 2021 |
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Ep. 159 - How soon you should follow up with a lead after your sales demo?
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Jun 10, 2021 |
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Ep. 158 - How should you pitch features on a sales demo
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Jun 09, 2021 |
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Ep. 157 - The discovery question that you cannot live without
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Jun 08, 2021 |
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Ep. 156 - How to talk about price when it's a high-ticket item?
|
Jun 07, 2021 |
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Ep. 155 - Discovery call pet peeve
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Jun 04, 2021 |
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Ep. 154 - How do you make your discovery calls more conversational?
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Jun 03, 2021 |
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Ep. 153 - What do you do if a prospect is comparing you to a competitor that you've never heard of?
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Jun 02, 2021 |
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Ep. 152 - One of the most underrated things to do at the end of your sales demo
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Jun 01, 2021 |
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Ep. 151 - A very powerful question to ask after finding out which competitors your prospect is evaluating
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May 31, 2021 |
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Ep. 150 - What you shouldn't say to your prospect when trying to book a sales demo
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May 28, 2021 |
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Ep. 149 - It's possible you're making this mistake on sales demos, and your prospects are noticing
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May 27, 2021 |
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Ep. 148 - How to stop using filler words on sales calls
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May 26, 2021 |
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Ep. 147 - How to respond to a prospect that says, "your price is too high"
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May 25, 2021 |
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Ep. 146 - How do you get away with closing more deals without being a sales expert?
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May 24, 2021 |
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Ep. 145 - A proven method to open up a sales discussion on the right path
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May 21, 2021 |
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Ep. 144 - A 100% guaranteed way to ruin your discovery calls. Are you doing this?
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May 20, 2021 |
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Ep. 143 - What all new salespeople should be doing
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May 19, 2021 |
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Ep. 142 - What to do if your prospect says they want to speak to their team before making a decision
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May 18, 2021 |
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Ep. 141 - Should you show price before the sales demo?
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May 17, 2021 |
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Ep. 140 - Here's how to dramatically improve your sales weaknesses so you can close more
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May 14, 2021 |
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Ep. 139 - How to have Jedi-like responses on your demo
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May 13, 2021 |
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Ep. 138 - How to re-wire your brain to close more demos
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May 12, 2021 |
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Ep. 137 - How to quickly gain your prospect's trust and business over the competition
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May 11, 2021 |
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Ep. 136 - How to increase your demo engagement by 10X
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May 10, 2021 |
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Ep. 135 - How to go from average to great on your sales demos
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May 07, 2021 |
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Ep. 134 - An important reminder about doing sales demos
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May 06, 2021 |
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Ep. 133 - How to solve awkward demos
|
May 05, 2021 |
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Ep. 132 - Never email to confirm the meeting. Here's why.
|
May 04, 2021 |
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Ep. 131 - Are you skipping this on your demos?
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May 03, 2021 |
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Ep. 130 - The #1 skill to acquire in sales for 2021 and beyond
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Apr 30, 2021 |
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Ep. 129 - The question that gets your prospect to spill the beans at the end of the demo
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Apr 29, 2021 |
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Ep. 128 - Should you always send the recording of your demo or only send it if a client asks for it?
|
Apr 28, 2021 |
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Ep. 127 - When a prospect says, "reach out to me next quarter"
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Apr 27, 2021 |
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Ep. 126 - How much time should you spend on a sales deck on your demos? Part 3
|
Apr 26, 2021 |
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Ep. 125 - How much time should you spend on a sales deck on your demos? Part 2
|
Apr 23, 2021 |
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Ep. 124 - How much time should you spend on a sales deck on your demos? Part 1
|
Apr 22, 2021 |
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Ep. 123 - You don't need to answer all your prospect's questions on a demo
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Apr 21, 2021 |
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Ep. 122 - Do not say, "tell me about your business" on your demos, and here's why
|
Apr 20, 2021 |
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Ep. 121 - Part 5: Major Mistakes to Avoid on Demos
|
Apr 19, 2021 |
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Ep. 120 - Part 4: Major Mistakes to Avoid on Demos
|
Apr 16, 2021 |
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Ep. 119 - Part 3: Major Mistakes to Avoid on Demos
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Apr 15, 2021 |
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Ep. 118 - Part 2: Major Mistakes to Avoid on Demos
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Apr 14, 2021 |
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Ep. 117 - Part 1: Major Mistakes to Avoid on Demos
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Apr 13, 2021 |
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Ep. 116 - The #1 tactic top salespeople use to control the sales process
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Apr 12, 2021 |
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Ep. 115 - Never start your demo without first doing this one thing
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Apr 09, 2021 |
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Ep. 114 - Asking for referrals from prospects instead of existing customers
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Apr 08, 2021 |
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Ep. 113 - Demoing leads that came from competitors
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Apr 07, 2021 |
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Ep. 112 - The downside of keeping your cameras on during demos
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Apr 06, 2021 |
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Ep. 111 - Do it for them, don't show them how it's done
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Apr 05, 2021 |
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Ep. 110 - How to prevent a prospect from talking about pricing in the first 5 minutes of a demo
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Apr 02, 2021 |
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Ep. 109 - How to avoid losing your audience on demos
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Apr 01, 2021 |
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Ep. 108 - How to best approach answering an email
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Mar 31, 2021 |
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Ep. 107 - A lag during your demos is embarrassing, here's how to fix it
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Mar 30, 2021 |
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Ep. 106 - The #1 way to declutter your mind and increase sales productivity
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Mar 29, 2021 |
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Ep. 105 - Before you answer your prospect's questions, do this
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Mar 26, 2021 |
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Ep. 104 - Why aren't your prospects converting after successful demos?
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Mar 25, 2021 |
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Ep. 103 - How to handle demos with unengaging prospects?
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Mar 24, 2021 |
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Ep. 102 - How to get REALLY good at sales demos without doing them
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Mar 23, 2021 |
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Ep. 101 - How to optimize your demos correctly with this data driven strategy?
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Mar 22, 2021 |
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Ep. 100 - How to make digital eye contact on demos
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Mar 19, 2021 |
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Ep. 99 - Get a sneak peek into your buyers' expectations
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Mar 18, 2021 |
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Ep. 98 - This one improvement will shorten your sales cycle and improve your demo conversion rates
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Mar 17, 2021 |
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Ep. 97 - To talk about competition on demos or not?
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Mar 16, 2021 |
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Ep. 96 - One of the most important questions to ask on your demos
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Mar 15, 2021 |
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Ep. 95 - You must follow these instructions before every discovery and demo call
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Mar 12, 2021 |
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Ep. 94 - How to use data on your demos to sell more
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Mar 11, 2021 |
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Ep. 93 - 2 hacks that will change your productivity for life
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Mar 10, 2021 |
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Ep. 92 - The #1 biggest mistake you can make at the end of your demo
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Mar 09, 2021 |
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Ep. 91 - The #1 way to get your prospect's attention
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Mar 08, 2021 |
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Ep. 90 - When should you stop selling on your demos?
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Mar 05, 2021 |
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Ep. 89 - How to add value for your prospects on LinkedIn?
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Mar 04, 2021 |
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Ep. 88 - 4 things to ALWAYS do on discovery calls
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Mar 03, 2021 |
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Ep. 87 - 6 things to ALWAYS do on demos or else you'll lose
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Mar 02, 2021 |
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Ep. 86 - How to get 10X better at selling outcomes instead of features?
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Mar 01, 2021 |
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Ep. 85 - A non-salesy follow up email that leads to a sale
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Feb 26, 2021 |
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Ep. 84 - What materials should you have handy during your demo to help you sell better?
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Feb 25, 2021 |
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Ep. 83 - How to get more clients without selling to help you hit quota?
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Feb 24, 2021 |
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Ep. 82 - What should your post demo summary email include?
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Feb 23, 2021 |
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Ep. 81 - The most important notes you should be typing on your demo
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Feb 22, 2021 |
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Ep. 80 - How to inject credibility and validation in your product and demo
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Feb 19, 2021 |
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Ep. 79 - Visual Exercise: How to be a master at asking masterful questions on discovery and demos?
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Feb 18, 2021 |
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Ep. 78 - The #1 way to start your demo and create an instant connection with your prospect
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Feb 17, 2021 |
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Ep. 77 - Want to work 10X faster? Use this app and you'll thank me
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Feb 16, 2021 |
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Ep. 76 - How do you take better notes on demos without missing what the prospect is saying?
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Feb 15, 2021 |
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Ep. 75 - How to always be prepared and in control on a demo?
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Feb 12, 2021 |
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Ep. 74 - How soon after your demo should you follow up with your prospect?
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Feb 11, 2021 |
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Ep. 73 - How to increase your sales EQ using this approach
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Feb 10, 2021 |
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Ep. 72 - Should you leave a voicemail?
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Feb 09, 2021 |
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Ep. 71 - How to know exactly what your prospect is thinking
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Feb 08, 2021 |
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Ep. 70 - How to increase your conversions without having to prospect for new leads?
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Feb 05, 2021 |
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Ep. 69 - 4 email closings that result in a 54-67% response rate
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Feb 04, 2021 |
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Ep. 68 - 6-step instructions that will WOW demo no-show attendees
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Feb 03, 2021 |
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Ep. 67 - How to handle "reach back out next quarter?"
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Feb 02, 2021 |
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Ep. 66 - What to say to a referral to gain instant credibility?
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Feb 01, 2021 |
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Ep. 65 - Report #3 to track for your sales demos
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Jan 28, 2021 |
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Ep. 64 - Report #2 to track for your sales demos
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Jan 27, 2021 |
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Ep. 63 - Report #1 to track for you sales demos
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Jan 26, 2021 |
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Ep. 62 - 4 tactics to close deals sooner without having to discount your price?
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Jan 25, 2021 |
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Ep. 61 - How to use Clubhouse to close more deals?
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Jan 22, 2021 |
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Ep. 60 - How to prevent emptying out your pipeline after closing out the month?
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Jan 21, 2021 |
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Ep . 59 - The secret to scheduling demos with leads that only want to email or speak in live chat
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Jan 20, 2021 |
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Ep. 58 - How to impress your prospects via email with 3 tactics?
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Jan 19, 2021 |
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Ep. 57 - You'll never guess what this accountant did to earn my business
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Jan 18, 2021 |
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Ep. 56 - The email that get's you unghosted
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Jan 15, 2021 |
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Ep. 55 - What 3 questions in discovery is greater than all of your questions combined?
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Jan 14, 2021 |
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Ep. 54 - Doing a demo with more than 2 attendees? Say this.
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Jan 13, 2021 |
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Ep. 53 - The EASIEST way to get your prospects to tell you the truth
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Jan 12, 2021 |
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Ep. 52 - A secret strategy to build credibility with your prospects
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Jan 11, 2021 |
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Ep. 51 - Learn this skill if you want to have a slight edge in sales
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Jan 08, 2021 |
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Ep. 50 - Never say these 3 words on a sales demo
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Jan 07, 2021 |
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Ep. 49 - How to get approval from all decision makers?
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Jan 06, 2021 |
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Ep. 48 - A strategy that will super glue your prospect's trust in you during demos
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Jan 05, 2021 |
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Ep. 47 - How to become a discovery call ninja in just one call?
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Jan 04, 2021 |
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Ep. 46 - How to get prospects to tell you what they're paying for your competitor?
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Jan 01, 2021 |
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Ep. 45 - How to get prospects to schedule demos when they're not answering your emails?
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Dec 31, 2020 |
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Ep. 44 - These 3 sales lessons from Warby Parker is a career game changer, guaranteed.
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Dec 30, 2020 |
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Ep. 43 - How to stop saying "you guys" on a demo?
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Dec 29, 2020 |
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Ep. 42 - The best tech stack to use for your Zoom calls
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Dec 28, 2020 |
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Ep. 41 - How to never ever burn out doing sales follow ups?
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Dec 25, 2020 |
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Ep. 40 - Want to convince prospects your product is the easiest to use?
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Dec 24, 2020 |
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Ep. 39 - What can you show your buyers to win more deals?
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Dec 23, 2020 |
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Ep. 38 - How to have engaging demos with unengaging attendees?
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Dec 22, 2020 |
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Ep. 37 - How to schedule demos quicker with you prospects?
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Dec 21, 2020 |
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Ep. 36 - One hack to increase demo show up rates
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Dec 18, 2020 |
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Ep. 35 - My 3-step strategy that gets responses to email follow ups
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Dec 17, 2020 |
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Ep. 34 - AEs, don't ever do this
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Dec 16, 2020 |
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Ep. 33 - How do you get your prospects to look at you as a real partner?
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Dec 15, 2020 |
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Ep. 32 - What should you say when you don't know the answer on a demo?
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Dec 14, 2020 |
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Ep. 31 - One FIRE strategy to get your prospects saying WOW! on demos
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Dec 11, 2020 |
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Ep. 30 - Wondering why you're not getting enough demos booked? Try this.
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Dec 10, 2020 |
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Ep. 29 - Lessons on how to create REALLY engaging demos
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Dec 09, 2020 |
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Ep. 28 - 5 "Eureka" follow-up strategies to responses in less than 30 days
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Dec 08, 2020 |
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Ep. 27 - How to quickly build trust with a prospect on your demo in the first 10 minutes?
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Dec 07, 2020 |
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Ep. 26 - A lesson on how to stop deals from going silent
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Dec 04, 2020 |
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Ep. 25 - How to use FBI negotiation tactics to land more demos and more conversions
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Dec 03, 2020 |
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Ep. 24 - The savvy formula that will help you close more sales demos
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Dec 02, 2020 |
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Ep. 23 - Stop asking "Why?" in your discovery questions, do this instead
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Dec 01, 2020 |
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Ep. 22 - Are your follow up emails left hanging? Do this.
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Nov 30, 2020 |
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Ep. 21 - How to close more deals without offering discounts
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Nov 27, 2020 |
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Ep. 20 - The voicemail that gets prospects to call back
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Nov 26, 2020 |
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Ep. 19 - Selling to IT? Do this.
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Nov 25, 2020 |
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Ep. 18 - A cold call script that will get you a yes 80% of the time
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Nov 24, 2020 |
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Ep. 17 - 2-for-1 Discovery Tactic
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Nov 23, 2020 |
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Ep. 16 - How to stay top of mind outside of email follow up
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Nov 20, 2020 |
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Ep. 15 - What makes your product better than the competition?
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Nov 19, 2020 |
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Ep. 14 - Sales referral script
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Nov 18, 2020 |
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Ep. 13 - 4 bulletproof tactics to always have a full sales pipeline
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Nov 17, 2020 |
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Ep. 12 - How to close more deals without more leads?
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Nov 16, 2020 |
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Ep. 11 - Razor sharp sales follow up tactics for busy sales people
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Nov 13, 2020 |
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Ep. 10 - 6 Powerful LinkedIn Follow Up Strategies
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Nov 12, 2020 |
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Ep. 9 - 3 Ways to cut the learning curve as a new AE
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Nov 11, 2020 |
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Ep. 8 - Don't sell the feature, sell the outcome
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Nov 10, 2020 |
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Ep. 7 - The best demos focus on one thing, are you doing it?
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Nov 09, 2020 |
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Ep. 6 - How to sell your features 10X better with just your voice
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Nov 06, 2020 |
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Ep. 5 - Doing discovery without interrogating
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Nov 05, 2020 |
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Ep 4. - The #1 effective tactic to add to your sales demo
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Nov 04, 2020 |
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Ep. 3 - How to increase your demo show up rates?
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Nov 03, 2020 |
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Ep. 1 - Context
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Nov 02, 2020 |
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Ep. 2 - Using LinkedIn Properly to DM Your Leads
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Nov 02, 2020 |