Hall of Fame: Adam Ochart Ep. 18
Description
Four Actionable Takeaways:
Mirror the objection, then ask a loaded question for the anaconda squeeze
Use slides to give prospects control and choice over what they want to discuss
Ask your VP / CRO if they’re the type who wants to go really deep
Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum.
Adam O’Chart: Path to President’s Club:
Top producing AE at Gong.io
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 :)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control
Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing...
Published 05/23/24
FOUR ACTIONABLE SALES TAKEAWAYS
Recognize your SE and team members who help you on deals & onsites
Call each attendee after a meeting to thank them for their time and ask them for their feedback
When pitching an onsite be prescriptive about what's in it for your champion and close with "Do...
Published 05/21/24