21 min listen
82 (Sell): Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)
82 (Sell): Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)
ratings:
Length:
34 minutes
Released:
Jan 12, 2022
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
Set the ground rules for your prospect’s competitive evaluation (sell the model)
Lean on your winning zones & the prospect’s priorities, then identify where competitors fall short.
Gain traction against incumbents by explaining why market leaders are playing the game wrong.
Tell relatable, crispy customer stories by painting the specific people and their journeys.
PATH TO PRESIDENT’S CLUB
Director of Sales @ Sendoso
First Sendoso Sales hire and employee #3
Former SDR & AE @ Talkdesk
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!
Set the ground rules for your prospect’s competitive evaluation (sell the model)
Lean on your winning zones & the prospect’s priorities, then identify where competitors fall short.
Gain traction against incumbents by explaining why market leaders are playing the game wrong.
Tell relatable, crispy customer stories by painting the specific people and their journeys.
PATH TO PRESIDENT’S CLUB
Director of Sales @ Sendoso
First Sendoso Sales hire and employee #3
Former SDR & AE @ Talkdesk
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:
Jan 12, 2022
Format:
Podcast episode
Titles in the series (100)
5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting): Richard Harris puts on a clinic on using push-pull and respect contracts to get to the truth faster in your deals.Four Actionable Takeaways:Use the respect contract as your agenda to give the prospect the right to say no throughout the callSet a timer 5 minutes before the end of your call to drive next steps every timeUse “commercial terms” instead of “price” when negotiating your dealsWhen you give price, don’t just go silent. Ask “how does that feel?”Richard Harris’ Path to President’s Club:Founder, Harris ConsultingDirector of Sales Training, Sales HackerHost, Surf & Sales Podcast======================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 Recording and Video Creati by 30 Minutes to President's Club | No-Nonsense Sales