27 min listen
200 (Sell) Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
200 (Sell) Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
ratings:
Length:
29 minutes
Released:
Mar 5, 2024
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize.
If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest.
Don't chase tennis balls. Create equal footing by getting something before we just jump to giving.
Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every ask through “is this actually the best way for the buyer to get what they're looking for?”
PATH TO PRESIDENT’S CLUB
Founder @ DiscoveryCoach.io
Sales Enablement Manager @ AlphaSense
Lead Revenue Enablement Manager @ CB Insights
Senior Sales Training Manager @ CB Insights
THE LATEST FROM 30MPC
Tactic Teardown
Toolkits & Templates
THINGS YOU CAN STEAL
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
RocketReach: 8 ways to triple your phone connects and email opens
Influ2: 9 Ways to Humanize Your Outreach
Discovery & Demo
Otter.ai: The Ultimate Discovery Checklist
Calendly: Speed up your sales cycle & increase revenue
Klue: Dismantling Competitors
Clari: How to Sell to the CFO
Sales Process
Pipedrive: 5 deal cheat codes to cut your sales cycle in half
Demandbase: 6 Templates to Accelerate Deals
Superhuman: 6 Ways To Be An Inbox Superhuman
Gong: Master Class
Qwilr: Sales Proposal Upgrade
Outreach: 1 Sequence to Create and 5 Templates to Close
Salesloft: Selling to Power
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize.
If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest.
Don't chase tennis balls. Create equal footing by getting something before we just jump to giving.
Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every ask through “is this actually the best way for the buyer to get what they're looking for?”
PATH TO PRESIDENT’S CLUB
Founder @ DiscoveryCoach.io
Sales Enablement Manager @ AlphaSense
Lead Revenue Enablement Manager @ CB Insights
Senior Sales Training Manager @ CB Insights
THE LATEST FROM 30MPC
Tactic Teardown
Toolkits & Templates
THINGS YOU CAN STEAL
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
RocketReach: 8 ways to triple your phone connects and email opens
Influ2: 9 Ways to Humanize Your Outreach
Discovery & Demo
Otter.ai: The Ultimate Discovery Checklist
Calendly: Speed up your sales cycle & increase revenue
Klue: Dismantling Competitors
Clari: How to Sell to the CFO
Sales Process
Pipedrive: 5 deal cheat codes to cut your sales cycle in half
Demandbase: 6 Templates to Accelerate Deals
Superhuman: 6 Ways To Be An Inbox Superhuman
Gong: Master Class
Qwilr: Sales Proposal Upgrade
Outreach: 1 Sequence to Create and 5 Templates to Close
Salesloft: Selling to Power
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
Released:
Mar 5, 2024
Format:
Podcast episode
Titles in the series (100)
4: Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari): Kyle Coleman is the VP of Revenue Growth & Enablement at Clari and has one of the biggest LinkedIn followings out there. His tips on prospecting and email writing are unreal.Four Actionable Takeaways:5x5x5: 5 minutes of research. Find 5 insights on the person/account. Write your message in 5 minutes.Use whitespace in your emails and have 1 idea per line. Make the structure and the tone conversationalKeep your emails short. If you have to scroll more than once or if an email is over 125 words, fix it.Have your voicemails reference your emails and vice-versa. It boosts your reply rates.Kyle Coleman’s Path to President’s ClubVP, Revenue Growth & Enablement @ ClariSr Director, Sales Development & Optimization @ LookerA massive LinkedIn following with killer content======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outr by 30 Minutes to President's Club | No-Nonsense Sales