21 min listen
85 (Sell): Selling the partnership instead of the widget (Dan Cutler, Head of Sales)
85 (Sell): Selling the partnership instead of the widget (Dan Cutler, Head of Sales)
ratings:
Length:
30 minutes
Released:
Feb 2, 2022
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
Strive to get 3/3 criteria before give price: technical validation, budget, power.
Go exec-to-exec when you’re below the line. Never sell alone.
Before you talk at the CXO, start by asking why you’re in the room at all today.
Attach your product to key initiatives surrounding making money or saving money.
PATH TO PRESIDENT’S CLUB
Head of Enterprise Sales @ thepowersthatbe
Former Sr. Director of North America Salse @ Particle
Former Director of Strategic Accounts @ Box
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!
Strive to get 3/3 criteria before give price: technical validation, budget, power.
Go exec-to-exec when you’re below the line. Never sell alone.
Before you talk at the CXO, start by asking why you’re in the room at all today.
Attach your product to key initiatives surrounding making money or saving money.
PATH TO PRESIDENT’S CLUB
Head of Enterprise Sales @ thepowersthatbe
Former Sr. Director of North America Salse @ Particle
Former Director of Strategic Accounts @ Box
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:
Feb 2, 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