29 min listen
158 (Sell): Conquering the chaos at the end of your deals (Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon)
158 (Sell): Conquering the chaos at the end of your deals (Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon)
ratings:
Length:
42 minutes
Released:
Aug 16, 2023
Format:
Podcast episode
Description
Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90
FOUR ACTIONABLE TAKEAWAYS
There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal.
When describing the levers, explain upfront: There’s tremendous value in us being able to predict and we’re willing to pay for that in the form of a discount.
Hold firm by telling everyone in the world what the 4 levers are EARLY in your sales cycle.
When power comes in for a final pound of flesh, paint the trade-offs and lean on the fact that you’ve shared this early so that your champion can evangelize it.
PATH TO PRESIDENT’S CLUB
Founder, Speaker, & Workshop Leader @ Sales Melon
Author (The Transparency Sale & The Transparent Sales Leader)
Managing Director @ VentureScale
Chief Revenue Officer @ PowerReviews
THE LATEST FROM 30MPC
Tactic TV
Toolkits & Templates
Twitter
YouTube
THINGS YOU CAN STEAL
Prospecting
Lavender: Sales Email Frameworks
ZoomInfo: 5 Plays, 30MPC Style
Woodpecker: Nick’s Sales Cadence
Orum: 5 Cold Call Objection Talk Tracks
Owler: 4 Multi-Channel Prospecting Touchpoints
Boomerang: Tactics for Peak Productivity
Discovery & Demo
Clari: How to Sell to the CFO
Sales Process
Demandbase: 6 Templates to Accelerate Deals
Gong: Master Class
Qwilr: Multithreading Power Plays
Outreach: 1 Sequence to Create and 5 Templates to Close
Accord: Business Case Template
Prolifiq: Relationship Mapping Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
FOUR ACTIONABLE TAKEAWAYS
There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal.
When describing the levers, explain upfront: There’s tremendous value in us being able to predict and we’re willing to pay for that in the form of a discount.
Hold firm by telling everyone in the world what the 4 levers are EARLY in your sales cycle.
When power comes in for a final pound of flesh, paint the trade-offs and lean on the fact that you’ve shared this early so that your champion can evangelize it.
PATH TO PRESIDENT’S CLUB
Founder, Speaker, & Workshop Leader @ Sales Melon
Author (The Transparency Sale & The Transparent Sales Leader)
Managing Director @ VentureScale
Chief Revenue Officer @ PowerReviews
THE LATEST FROM 30MPC
Tactic TV
Toolkits & Templates
YouTube
THINGS YOU CAN STEAL
Prospecting
Lavender: Sales Email Frameworks
ZoomInfo: 5 Plays, 30MPC Style
Woodpecker: Nick’s Sales Cadence
Orum: 5 Cold Call Objection Talk Tracks
Owler: 4 Multi-Channel Prospecting Touchpoints
Boomerang: Tactics for Peak Productivity
Discovery & Demo
Clari: How to Sell to the CFO
Sales Process
Demandbase: 6 Templates to Accelerate Deals
Gong: Master Class
Qwilr: Multithreading Power Plays
Outreach: 1 Sequence to Create and 5 Templates to Close
Accord: Business Case Template
Prolifiq: Relationship Mapping Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
Released:
Aug 16, 2023
Format:
Podcast episode
Titles in the series (100)
3: Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView): James Bawden is one of the most notorious prospectors in the sales community. We cover it all, from phone to video.Four Actionable Takeaways:Avoid the double intro on the phone if they ask “wait, who’s this?” Just get on with it.Close the cold call with “here’s what happens next” instead of leaving it in their handsDisarm with “I’m not delusional enough to think I’m calling you at the right moment.”Lead your value prop with your customer’s problems instead of the features in your solutionJames Bawden’s Path to President’s Club:Host, Lunch Break PodcastDirector, OutboundViewAnd a damn well-known Linkedin personality======================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======================Vidy by 30 Minutes to President's Club | No-Nonsense Sales