29 min listen
49 (Sell): Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
49 (Sell): Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
ratings:
Length:
32 minutes
Released:
Apr 28, 2021
Format:
Podcast episode
Description
Anthony shares innovative new ways to run discovery meetings. He also talks about when you shouldn’t be talking about business outcomes/vision.
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Four Actionable Takeaways:
* Send a pre-meeting agenda to set expectations and get feedback.
* Start meetings with three big-picture takeaways you want them to walk away with.
* Ask questions one level up on the value pyramid to drive your convo and next steps.
* Validate your value by speaking to the specific pain point of each person.
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Anthony’s Path to President’s Club:
* VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari
* RVP of Enterprise Sales @ Oracle
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:
* Send a pre-meeting agenda to set expectations and get feedback.
* Start meetings with three big-picture takeaways you want them to walk away with.
* Ask questions one level up on the value pyramid to drive your convo and next steps.
* Validate your value by speaking to the specific pain point of each person.
======================
Anthony’s Path to President’s Club:
* VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari
* RVP of Enterprise Sales @ Oracle
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:
Apr 28, 2021
Format:
Podcast episode
Titles in the series (100)
11: Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories): Scott Ingram is a legend in the sales world. Most people know him as the host of Sales Success Stories. But today, we deep dive into the big deal enterprise game.Four Actionable Takeaways:Start every day by planning out the whitespace for the day. Then just get after it.Use demoscovery. Ask how the process looks today, take the demo down a different path.Write a shared executive memo with recaps from every sales conversation.Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective.Scott Ingram’s Path to President’s ClubHost of The Sales Success Stories PodcastAccount Director @ Relationship One (where he carries a $3M quota)Creator of the Linkedin Sales Stars 100 list======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve yo by 30 Minutes to President's Club | No-Nonsense Sales