28 min listen
45 (Sell): Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
45 (Sell): Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
ratings:
Length:
32 minutes
Released:
Mar 31, 2021
Format:
Podcast episode
Description
Katie talks about how to use awkward silence as a tool and gives a unique perspective on how to sell software like you would a physical product.
Four Actionable Takeaways:
Ask your prospect “what do you like about X” instead of bashing your competition
Use wedge questions to uncover pain points where your product wins vs competition
Propose a follow up time or figure out the prospect’s buying window and reach out then
Send videos to contacts that have gone dark, or shoot them a tentative calendar invite
Katie’s Path to President’s Club:
Director of Sales Training
Golden Rule of Selling Podcast
9 years of medical device sales
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Four Actionable Takeaways:
Ask your prospect “what do you like about X” instead of bashing your competition
Use wedge questions to uncover pain points where your product wins vs competition
Propose a follow up time or figure out the prospect’s buying window and reach out then
Send videos to contacts that have gone dark, or shoot them a tentative calendar invite
Katie’s Path to President’s Club:
Director of Sales Training
Golden Rule of Selling Podcast
9 years of medical device sales
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Released:
Mar 31, 2021
Format:
Podcast episode
Titles in the series (100)
23: Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory): Justin Welsh cut the days to close in half at PatientPop and takes us through some super actionable tactics on disco and closing.Four Actionable Takeaways:Plant pain early in your discovery through extreme industry expertiseUse an upfront contract to propose next steps at the beginning of the callUse the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things”Ask for permission before hard questions like “if you didn’t have a team, would you buy?”Justin Welsh’s Path to President’s Club:Founder, Justin D Welsh, LLCHead of Sales at PatientPopDirector of Sales at ZocDoc======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Re by 30 Minutes to President's Club | No-Nonsense Sales