21 min listen
Hall of Fame: Shay Keeler Ep. 160
Hall of Fame: Shay Keeler Ep. 160
ratings:
Length:
39 minutes
Released:
Jul 1, 2024
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time.
If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo.
When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them.
Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one?
PATH TO PRESIDENT’S CLUB
Sr. Director of Global Commercial NL Sales @ Outreach
Sr. Regional Sales Manager @ RealSelf
Sr. Sales Manager @ Yelp
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time.
If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo.
When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them.
Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one?
PATH TO PRESIDENT’S CLUB
Sr. Director of Global Commercial NL Sales @ Outreach
Sr. Regional Sales Manager @ RealSelf
Sr. Sales Manager @ Yelp
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Released:
Jul 1, 2024
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