25 min listen
1 (Sell): Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)
1 (Sell): Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)
ratings:
Length:
33 minutes
Released:
May 12, 2020
Format:
Podcast episode
Description
Joe Caprio lays down the line - stop building fluffy rapport and set a proper agenda. Know your sale and use your past customers to back out your discovery questions
Four Actionable Takeaways:
Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chat
First is best. Rank your top buying signals. The moment you find one, use it and move on.
Use situational questions to narrow down the key problem areas in a discovery.
Stop finishing sentences for prospects to placate your own insecurities. Let the silence sit.
Joe Caprio's Path to President’s Club:
Co-Founder, Reprise (today)
VP Sales, Chorus
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!
Four Actionable Takeaways:
Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chat
First is best. Rank your top buying signals. The moment you find one, use it and move on.
Use situational questions to narrow down the key problem areas in a discovery.
Stop finishing sentences for prospects to placate your own insecurities. Let the silence sit.
Joe Caprio's Path to President’s Club:
Co-Founder, Reprise (today)
VP Sales, Chorus
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:
May 12, 2020
Format:
Podcast episode
Titles in the series (100)
6: A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting): Ryan Reisert is a complete savage on the phones, hitting 5000 dials a month. This one includes a complete cold call teardown with strategies we’ve never seen before. Four Actionable Takeaways:Open every conversation with “Hey it’s Ryan Reisert”, then stop.When they answer, ask if you can get 27 seconds to tell them why you’re calling?Work in buckets for everything - finding accounts, researching contacts, making dials.Document the path. Every time you hit a phone tree, write the dial path down.Ryan Reisert’s Path to President’s Club:Sales Director, ConnectAndSellAuthor, Outbound Sales, No FluffFounder, The Sales Developers======================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