29 min listen
101 (Sell): Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)
101 (Sell): Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)
ratings:
Length:
29 minutes
Released:
Jun 8, 2022
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
Incept interest early by citing articles, years at role, X times they’ve had role, etc.
Find and rank top triggers, then use the first one you find when doing outreach.
Establish trust by pointing out challenges or differences with typical customer profiles.
Find design partners by being honest upfront with where your vision / product gaps are.
PATH TO PRESIDENT’S CLUB
Operating Partner @ Glasswing Ventures
Former Co-Founder @ Reprise
Former VP Sales @ Chorus
Former VP Sales @ InsightSquared
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!
Incept interest early by citing articles, years at role, X times they’ve had role, etc.
Find and rank top triggers, then use the first one you find when doing outreach.
Establish trust by pointing out challenges or differences with typical customer profiles.
Find design partners by being honest upfront with where your vision / product gaps are.
PATH TO PRESIDENT’S CLUB
Operating Partner @ Glasswing Ventures
Former Co-Founder @ Reprise
Former VP Sales @ Chorus
Former VP Sales @ InsightSquared
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:
Jun 8, 2022
Format:
Podcast episode
Titles in the series (100)
2: Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast): Mark Raffan has negotiated against the best and has trained the likes of Chris Voss. A must-listen if you’ve ever found yourself in a cutthroat deal cycle.Four Actionable Takeaways:Before a negotiation, know YOUR needs / wants + THEIR needs / wantsSet expectations upfront that we don’t do end of month discounts before you need toSay the price and shut-up. Don’t try to justify it, it shows insecurityWhen they ask for discounts, ask probing questions to discover the truth behind the ask.Mark Raffan’s Path to President’s Club:Host, Negotiations Ninja PodcastPresident, Content CalloutNegotiation Master Class, Harvard University======================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