Podcast episode
The Top 15 Tactics from 2024
30 Minutes to President's Club31 Dec 202425 min
Description
The top 15 sales tips shared on the podcast in 2024 (full episodes linked below) Prospecting Best Practices: "That's Exactly Why I Called" Response: Use objections as a reason to keep the conversation going (Sara Uy) Presuppose the Problem: Start with, "You've probably looked into X before, huh?" to reduce sales pressure and uncover nuance (Josh Braun) Call Yourself First: Test new phone numbers for spam labeling before dialing prospects (Ken Amar) Effective Email Structure: Combine business initiatives, industry trends, and triggers for personalized, resonant cold emails (Kyle Coleman) Heard the Name Tossed Around Opener: Open with network credibility, then focus on problem-centric pitches (from the "Cold Calling Sucks" book) Discovery & Sales Process Best Practices: Problem Storytelling: Turn problem agreement into a story by asking, "When did you realize this was a problem?" (Charles Muhlbauer) The 1–10 Feedback Question: Ask prospects to rate your demo and explore what would make it a 10 (Steven Bryerton) Don’t Mistake Activity for Achievement: Align sales stages with outcomes (Mark Kosoglow) Use Labels in Negotiations: Diffuse tension by labeling emotions, e.g., "It seems like you just want to get a good deal," to avoid triggering defensiveness (Chris Voss) Lead, Don’t Ask, Mid-Cycle: Overcome indecision by offering clear recommendations and removing irrelevant options (Matt Dixon) Leadership Best Practices: Invert the Hiring Funnel: Sell candidates on the opportunity first, then test skills later (Hiring Playbook) Disarming Transparency in Hiring: Share risks and weaknesses with candidates to surface objections early and build trust (Mark Kosoglow) 20/80 Training Rhythms: Spend 20% of the time introducing new skills and 80% reinforcing them weekly (Training Playbook) Pipeline Squeeze: Ask key questions (e.g., deal size, close date, buyer awareness) to assess pipeline health and socialize results (John Sherer) Document the Wiggle (W.G.L.L): Define "what good looks like," then practice targeted scenarios repeatedly for efficiency (Kevin Dorsey) Thanks sellers for tuning in this year! See you in 2025 with more of the most actionable tips in sales, be sure to subscribe to our weekly newsletter here. 30MPC Training: 30mpc.com/training
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Usually if I waited for people to call me when they were interested, I wouldn't have a job anymore. So what she does is she hits them with, hey, your objection is actually the reason that I called in the first place. And what I like about this is Sarah has a plan for getting hit with an objection. What a lot of salespeople do is they get hit with an objection and they shut down. Well, shoot, there's nothing here. “She turns the objection into a reason to keep things going forward and have a meeting in the first place.” So number two is also a cold calling best practice. And this one came from Josh Braun on one of our most popular episodes of the year, where he talks about presupposing the customer's solution and the complexity on their end that has kept them from buying something already.
call by dropping the fact that you work with someone that looks like them or is in their network. So I might say, hey, Nick, we work with a few other Andreessen portfolio companies. It's Armand from Pave. Have you heard a name tossed around? And a lot of times you're going to reach people who have never heard your name tossed around, even if you're a well-known company and you're usually going to hear, no, but how can I help you? “From there, what you're going to roll into is what we call a problem proposition.” Instead of hitting them over the head with your value or your pitch, instead, as a way to get credibility and to get them interested in talking with you, you're going to hit them in the head with the biggest, meatiest problem that you think they have that your product can solve. And so you might say something like, oh, shoot, I guess I'm not as popular as I thought.
So I might say, hey, Nick, just so no one calls you again, could you give me a sense? Is it because you're just out of budget for this cycle? Or is it literally like anything you try to get any sort of approval for is on a complete standstill and you get put through the ringer? By agreeing with the objection and getting them talking, you're turning what is initially “an interruption into an actual conversation, and you're also gathering more information” about the objection. So if Nick says, honestly, man, I just literally, it's a little bit of both. And honestly, getting anything approved here is a complete nightmare. I'm going to continue to agree with that objection and I'm going to sell the test drive, not the car.
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