FOUR ACTIONABLE TAKEAWAYS

B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW.

When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging.

Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years.

When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?”


PATH TO PRESIDENT’S CLUB

Chief Revenue Officer @ Catalyst Software

Sr. Vice President of Global Sales @ Outreach

Regional Sales Director @ School Specialty Planning & Student Development

Sr. Account Management @ Great American Opportunities


Prospecting
●    Lavender: Sales Email Frameworks
●    ZoomInfo: 5 Plays, 30MPC Style
●    Woodpecker: Nick’s Sales Cadence
●    Orum: 5 Cold Call Objection Talk Tracks
●    Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max)
●    Boomerang: Tactics for Peak Productivity
●    Hireframe: Fast Track your Prospecting
 
Discovery & Demo
●    Clari: How to Sell to the CFO
●    Calendly: Templates & Scripts for Every Sales Meeting
●    Klue: Dismantling Competitors
 
Sales Process
●    Demandbase: 6 Templates to Accelerate Deals
●    Gong: Master Class
●    Qwilr: Multithreading Power Plays
●    Outreach: 1 Sequence to Create and 5 Templates to Close
●    Accord: Business Case Template
●    Prolifiq: Relationship Mapping Playbook
●    Salesloft: Selling to Power
 
ONE ASK
 
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It will increase your chances of making President’s Club by 227%.
 
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