21 min listen
92 (Sell): Mutually establishing the buying process by being more direct (Tom Hemmingsen, Head of Mid-Market and Sales Dev @ Thrive)
92 (Sell): Mutually establishing the buying process by being more direct (Tom Hemmingsen, Head of Mid-Market and Sales Dev @ Thrive)
ratings:
Length:
28 minutes
Released:
Mar 30, 2022
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
Always confirm that you have the right people and processes mapped out.
Drive velocity with critical events like renewal date or company initiative.
Lean on your manager to ask the hard questions once you get to power.
Leverage mutual action plans to hold prospects accountable.
PATH TO PRESIDENT’S CLUB
Head of Mid-Market and Sales Dev @ Thrive
Former Senior Director, Commercial Sales @ Five9
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!
Always confirm that you have the right people and processes mapped out.
Drive velocity with critical events like renewal date or company initiative.
Lean on your manager to ask the hard questions once you get to power.
Leverage mutual action plans to hold prospects accountable.
PATH TO PRESIDENT’S CLUB
Head of Mid-Market and Sales Dev @ Thrive
Former Senior Director, Commercial Sales @ Five9
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 30, 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