SalesCast: Recent Episodes
SalesCast
Our Goal? Provide valuable and digestible sales content, quickly.
We’ve all scrolled blogs or sat through boring presentations to find one or two nuggets of wisdom.
Our position is different; keep the advice straightforward, so it's easy to implement and become a predictable seller.
How do you make sure all your hard work isn't wasted after your customer signs?
Max and Luke detail the work you can do upfront to make sure your deal sticks.
How can you keep deals from going dark after meeting with your champion?
Max and Luke show you how to test their commitment and get connected to decision makers.
Nearbound: What is it?
It's probably more familiar than you think.
Luke and Jed discuss:
How to leverage intros, intel, and influence from your network to drive bigger deals, increase close rates (by 43%!), and land meetings with the right customers.
Ever lose deals to the bigger, name brand competitor?
Max, Jed and Luke share insights on how to address these objections right away so they don't derail your deal
Is ROI overrated?
Could be if you're skipping over critical discovery and trial closing steps to use the ROI calculator.
Today Max, Jed, and Luke detail how to successfully use ROI calculators and then things go off the rails.....
How can you break the ice to open a meeting?
What could you add that will get your cold email read... or maybe even replied to?
Luke walks you through what to look for on a LinkedIn profile to set the tone for your meeting.
What are the top things you look for before meeting with your prospects?
This is the first installment of the Sales Cast quick fire series:
Where we go over short, quick intros to different types of tactics that you can implement.
Ideas for the series? Drop us a comment.
Want to make closing easier? Open your 1st call with a killer game plan.
Max's keys to success include:
-
Set an agenda
-
Do discovery to unlock pain
-
Map out their ideal end state
-
Answer their questions
Once you have them there... use Luke's demoing 101's to take them across the finish line.
What’s the cost of inaction and the ripple effects on your prospects business?
To sell in today’s economy you have to be able to quantify the cost of inaction and get your prospect to buy into what that impact could have.
Maybe you should try giving yourself the best chance of this by narrowing your ICP and finding stakeholders no-one else will.
Running into deals stalling after they say they're going to sign?
This might be a gut check: They're not telling you everything.
Luke shares his 3 keys to transforming a commitment to a closed won deal.
(HINT: Tying this to a critical event FOR YOUR PROSPECT with next steps on the calendar is key.)
You get that email you've been waiting for. "We should have the contract back to you by Thursday."
You respond instantly, "Thanks! Looking forward to working with you."
Then Thursday comes... and goes. No contract.
You bump the email, "Good to go?" you ask. No response.
You call, email, text.... but you've lost the momentum and the leverage.
What if there was a better way? Reid shares his secrets to make sure you don't lose the deal on the 1 yard line.
Need a new cold call opener?
Missing out on meetings booked?
Asking too many questions that are losing your prospects?
Jed and Luke share their frameworks, openers, and top cold calling tips to help you book more meetings!
When is the best time to send a proposal?
Could sending it earlier shorten your sales cycle, help unlock DM's, and keep prospects accountable to Mutual Action Plans?
Max and Luke share their insights on how to close more deals faster, by sending proposals sooner.
Asking for time in your cold emails?
There's no quicker trip to a 1% or 2% reply rate.
Others like "Open to learning more?" and "any thoughts?" played well for a while... but that fad is over.
Jed figured out how to increase value in his initial outreach to increase replies and up meeting's booked.... in the first WEEK of his test.
What could this do for your pipeline?
Sales Enablement: Best of both worlds, right?
You get all the fun of talking sales strategy and mentoring up and coming AE's....without the pressure of a quota!
...Wait a second. Patrick gives you the real story of what Sales enablement looks like and details if it might be the right career path for you.
Ever get a pain point from a prospect, show them exactly what it takes to solve it, and then never hear back from them?
Max outlines his process for uncovering the real issue that a surface level pain point could be hiding....
What could uncovering that problem do for your close rate?
Give it a quick listen to find out!
Luke and Michael sit-down to discuss account management, upselling, keeping customers happy, and how to build a world class post-sale revenue team.
About Michael: He was the first sales leader hired at Chili Piper and the company had less than $0m ARR when he joined and he scaled it successfully to Seed, Series A, and Series B, ending with a $350m valuation.
He built a repeatable process to hire, coach, train, and built out processes for the entire revenue org.
Ever had a deal slip into next month?
Has a deal lost momentum and you weren't able to get next steps booked?
Looking for the easy wins that could separate you from your competition?
Jed, Max, and Luke share their top tips to make you look like a pro and produce a world class experience for your prospects.
SZN 3 kicks off...NOW!
Max, Luke, and Jed talk about the essential tips and basics they use during their sales cycles to help shift the odds in their favor and get a few extra deals closed every month.
In this episode, the team talks about all the best ways to deal with the fear of missing your number as a sales person.
In this episode, Luke, Max, and Jed discuss what it's like to flip the script and be the one doing the purchasing vs the one doing the selling. They cover what not to say as a seller and what things really stick out for them when they are purchasing tools.
Sometimes the thing that can make or break your sales career actually revolves around the environment you decide to put yourself in. In this episode, the team talks to Darin Alpert, VP of Strategy at RepVue about the indicators you should look at when finding your next sales role and how to make yourself stand out.
Ever have a great initial conversation with your prospect, and then have them not show up to your scheduled meeting?
In this episode, Max covers 2 practical tips as well as 1 trick he trains his reps on to make sure they limit the number of no-shows they have.
Making sure you know what happens when you leave the room is critical to understanding if a deal will actually close. In this episode, Luke and Jed talk about the right questions to ask that allow you to take control of a deal and your prospect.
In this episode, Jed talks about the different types of 'event triggers' that he uses in LinkedIn SalesNav to find prospects that are far more open to having a conversation.
In this pod, Emanuel goes through his process for getting America's most famous CEO, Tim Cook, booked on a demo, the stories from his over 100K cold calls as well as all the tips and tricks he's used throughout his long sales career.
Inbound sales cycles tend to be faster and smaller in size by nature, but how does that compare to an opportunity that is sourced in an outbound motion? In this episode we discuss how to run the two sales cycles, the right questions to ask as well as any tips we have for speeding up the timeline.
In this short episode, Max and Luke talk about simple, yet effective, ways to improve your tone on the phone and tactics we used to get deals closed.
Landon Meyer has been an SDR for a few years and is now an AE at an emerging tech company. He has been crushing his numbers and uses some off-brand prospecting techniques that help him to get there. In this episode, Jed and Max discuss prospecting, cold calling, and the tips Landon uses to set new business meetings to bring revenue in the door.
In this episode, Luke, Max & Jed cover how to stand out during the interview process for a SaaS sales role as well as how to make yourself the front runner when gunning for a promotion in a competitive environment.
It's the time of the Great Resignation and so many people are starting new jobs; but how do you stand out and succeed in your first 30 days on the job? Max, Jed and Luke jump into some of the quick and easy ways to stand out during the hiring process as well as succeed once you land that job.
Not every junior sales rep wants to move into a closing role right out of the gate, with that said, there are a few things you can do to jump into a leadership role after you've been a successful rep.
In this round-up podcast, Max and Jed discuss some of the key things to keep in mind when trying to get promoted to an AE as well as what your managers might be thinking when they are trying to promote people to an AE.
In this interview with Will Aitken, we talk closing deals, setting up the conversation for success and how to demo your product without feature dumping.
I've run into countless calls where prospects want to test my product/service, and then slowly build up usage over time. In this quick podcast, I talk about a script that I used with some success in the past and how it can possibly help you in your deals.
How are you handling an objection around competing against a 'goliath' in your market when your product is newer & less known? In this episode, we talk about the tactics as well as the things to keep in mind when you are David and you're competing against a Goliath in your market.
On this episode of Salescast, the team talks getting meetings booked during the holidays, how to identify which deals are worth pushing for in the month of December, as well as leaving voicemails.
Some of us are new to sales, some of us have years of experience and then there is Josh Braun. In this episode of SalesCast, we cover sales techniques like the art of asking a Spotlight question all the way to the more mental side of the game and how to deal with anxiety. Josh gives his two cents and shares plenty of stories as any good salesperson would.
The Bi-Weekly RoundTable where the team from SalesCast gets together to talk all things sales and sometimes life.
VP of Sales Josh Etress goes into detail about his journey, his leadership philosophy, and how all of that culminated into growing his leadership skills.
Josh also talks about what things make reps stand out to him from a leadership perspective as well as some really in-depth nuggets of wisdom that propelled him into the leader he is today.
Good morning to everyone except Andrew Mewborn!
On this podcast, Andrew talks about his unique journey from working on the product team in a SaaS org, slowly moving into a customer-facing role, then finally reaching sales.
You also get to hear a little bit about how English isn't his first language.
Be warned..this podcast is all over the place, it's more like a conversation between friends rather than an interview.
But if you can get through all the debauchery, you'll find some really valuable nuggets of sales info, especially around the mental side of sales.
Breaking into Enterprise accounts doesn't always have to be tough and gritty.
Patrick Joyce breaks down the strategy into a simple and predictable way with tactics, that he calls 'flanking', as well as others.
One of the biggest pieces of advice I ever received as a new salesperson; shut up and listen.
Luke talks about how to stop talking and actually listen to what your prospect is saying, and just maybe they'll talk themselves into buying.
Ever sit down and think about what made you a successful sales rep, or what made your sales team so successful?
Max did, and built what he calls a 'Foundational Triangle': His subjective view on what made him successful and now he can use this triangle as a framework to make his own team, a group of high performers.
Convert your webinars into multiple deals that you can push into your pipeline and get closed.
Having an opening in your sales calls can be difficult, especially if you are trying to build a predictable process for closing.
Luke and I discuss A.C.E and Up Front Contracting as well as what impact it has on becoming more consistent in your calls.