25 min listen
7 (Sell): Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
7 (Sell): Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
ratings:
Length:
26 minutes
Released:
Jun 10, 2020
Format:
Podcast episode
Description
Keenan wakes up the mediocre sales rep who focuses too much on minutiae and technical details. No nonsense, actionable advice on getting customers to reveal their real problems.
Four Actionable Takeaways:
Align on the problem and impact first, then start brainstorming root causes and solutions
Build a problem identification chart with the problems, impacts, root causes of your ICP
Talk to customers, become an expert. Why did they buy? What problems did you have?
You need customers to agree to the problem they have and be willing to solve it with you.
Keenan’s Path to President’s Club
Author of Gap Selling
CEO @ A Sales Guy Consulting
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:
Align on the problem and impact first, then start brainstorming root causes and solutions
Build a problem identification chart with the problems, impacts, root causes of your ICP
Talk to customers, become an expert. Why did they buy? What problems did you have?
You need customers to agree to the problem they have and be willing to solve it with you.
Keenan’s Path to President’s Club
Author of Gap Selling
CEO @ A Sales Guy Consulting
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 10, 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