How to Become a Student of the Game Instead of a Hack (Joe Dabrowski)
- Don’t just be great at one thing, break it down into 100 little things and get better at each one.
- 3 Rs of sales leadership:
- Recruit
- Revenue – operational excellence
- Retain – inspire
How Compound Selling Can Drive Your Sales in B2B Selling
- The worst thing that could happen from a buyer’s perspective is that they authorize a purchase and it does not get fulfilled the way they envisioned it. [11:00-11:32]
Bonus: How a Great CRO Lead Their Team to Success in B2B Sales (with Ken Ferguson)
- I learned the art of asking specific probing questions that did not seem so ‘micromanage-y.’ Like the “what else?” question. Eventually, what I learned is that they will uncover the ugly if you just let them talk long enough. [18:11-18:57]
How to Maximize Your Focus and Energy to Make the Most Money in B2B (with Doug Murphy)
- It is always closing for that advance, that next step. If they are not willing to take it, you probably know where you are at in that sales process. A lot of reps want to cling to that. That could be a ‘close for the no’ situation to say, “If you are not ready to book the next meeting, then I don’t want to bother you. We will part ways today. Here is the information we talked about. Reach out to me when you are ready.” [35:25-36:12]
The Top 3 Sales Hacks That Have Helped This Rep Become #1 (with Jeff Morley)
(no key highlights)
How This Rep Gets Huge Enterprise Deals Quickly In B2B Sales and Selling (with David Besnainou)
- Anyone can do sales. If you know how to talk to people, you can do sales. The challenge is sales can be very uncomfortable to people because you are doing a lot of draining things. (3:40)
- Value added resellers are not going to bring you a deal. That is not their business. Their business is to advocate for their customers. [10:01]
- If I have some free time, I look at my phone and ask, “Who haven’t I talked to in a little bit?” I think that is the kind of person who will be successful in sales. [13:15]
- If I’m important but not part of your number one priority, then the deal is not real. [18:28]
- Integration (with your customer’s stack) beats (product) innovation any day. [20:25]
- In big deals, I try to build a lot of champions, including a lot of low level champions. [25:55]