SaaS Talks: From Lead To Close
By Mor Assouline
SaaS Talks: From Lead to Close is the top B2B SaaS sales podcast in short-form audio. You'll learn how to schedule more demos, build a bigger pipeline, and close at least 50% of your demos. Every episode will be short and to the point so you don't have to waste time listening to sales fluff.
Each episode is less than 10 minutes and cuts out ALL of the fluff. There will also be a special monthly guest every month where they'll give practical tactics to improve your sales skills.
Now you can listen to it during your bathroom breaks, in-between meetings, or anytime you want!
Each episode is less than 10 minutes and cuts out ALL of the fluff. There will also be a special monthly guest every month where they'll give practical tactics to improve your sales skills.
Now you can listen to it during your bathroom breaks, in-between meetings, or anytime you want!
Ep. 325 - Monthly Special Guest: Mike Simmons - How to masterfully set up next steps at the end of a sales call
Today we have Mike Simmons, founder of Catalyst Sale. In today's episode, Mike will tactically share how masterfully set up next steps at the end of a sales call. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
26:41
August 12, 2022
Ep. 324 - Ask this question the next time you're doing a discovery call
In today's episode, I'm going to teach you what question you should ask on a discovery call that is fantastic for qualifying your prospect and their motivation. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
02:25
July 26, 2022
Ep. 323 - Do this after showing a feature
In today's episode, I'll teach you what you should do after showing a feature on a demo that increases your likelihood to close. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
02:54
July 25, 2022
Ep. 322 - How to use the layering technique to do deep discovery without interrogating
In today's episode, I'll teach you how to use the layering technique to do deep discovery without interrogating. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
03:19
July 22, 2022
Ep. 321 - Monthly Special Guest: Nate Nasralla - How to win deals when you're not in the room.
Today we have Nate Nasralla, founder of Fluint.io. In today's episode, Nate will tactically share how sales reps can win more deals when they're not in the room. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
23:11
July 21, 2022
Ep. 320 - Do's & Don'ts when prospect is evaluating the competitor
In today's episode, I'll teach you how to handle a situation where the prospect, at the last minute, decides to evaluate a competitor. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
04:59
July 20, 2022
Ep. 319 - Part 2: How to be more interesting on sales demos
In today's episode, I'll share part 2 of how to be more interesting on demos. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
04:00
June 28, 2022
Ep. 318 - 3 Ways to be more interesting on sales demos
In today's episode, I'll teach you 3 ways to stop being boring and how to be more interesting in sales demos with prospects. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
04:00
June 27, 2022
Ep. 317 - How I don't burn out in sales when working from home
Working from home and working in sales takes a toll on the mind. Lots of salespeople are burning out because they haven't built an internal system. In today's episode, I'll share with you my internal system for maintaining my mental health. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
06:15
June 24, 2022
Ep. 316 - Don't ask this question on sales calls
In today's episode, I'll share with you a question that many sales reps ask on sales calls (discovery, demos) that I think is a mistake and what they should ask instead. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
03:34
June 23, 2022
Ep. 315 - Monthly Special Guest: David Durham - 5 Tactical ways to get over imposter syndrome
Today we have David Durham, host of the SaaS Thrive podcast, and an account executive at Lablebox. In today's episode, David will share his 5 tactical steps to getting over imposter syndrome. Pay attention to this episode because David had no experience as an SDR or AE coming into tech sales. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
24:47
June 13, 2022
Ep. 314 - 5 Tactical ways to be successful in sales in a down economy
Open LinkedIn or any other news channel and you'll start seeing it everywhere. An "economic hurricane" is coming and companies are cutting expenses. In today's episode, I'll share with you 5 things you can do to protect yourself and be successful in sales in a down economy. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
05:53
June 10, 2022
Ep. 313 - My cold email framework
In this episode, I'll share with you my cold email framework that I use to land new leads and clients. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
05:27
June 09, 2022
Ep. 312 - What to respond to free trial requests
Does your company offer 7, 14, or 30-day free trials to use the software? In this episode, I'll teach you what you should respond to a prospect that wants to sign up for a free trial of your software. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
04:06
June 08, 2022
Ep. 311 - How to respond to a prospect that says, "I need this yesterday."
Ever have a discovery or demo with a prospect and they said, "I need this yesterday"? How do you respond? In today's episode, I'll share with you what most salespeople do (which is not a good idea) and what you should be doing if you hear your prospect saying that. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
03:40
June 02, 2022
Ep. 310 - Monthly Special Guest: Ryan Vaillancourt - Using call recordings to close more sales and improve sales skills
Today we have Ryan Vaillancourt, who is now the VP of Sales at Revenue.io. In today's episode, Ryan will share how to tactfully use your call recordings to follow up with prospects, empower your champion, and win more deals. Interested in investing in your sales skills some more? check out FDTC University Questions? Connect with me on LinkedIn over here.
30:39
May 30, 2022
Ep. 309 - Bad discovery VS good discovery
In today's episode, I'll share with you what I think is bad discovery and what I recommend you do to improve the way you go about your discovery calls with prospects. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
05:15
May 26, 2022
Ep. 308 - Red flag questions prospects ask on demos
In today's episode, I'll share with you what question your prospect asks on a demo that you should pay attention to. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
04:36
May 05, 2022
Ep. 307 - Monthly Special Guest: Josh Roth - How To Negotiate Like A Ninja
Today we have Josh Roth, who is now the Vice President of Commercial Sales at Lob. In today's episode, Josh will share how to negotiate likes a ninja. I've used his method and won a client. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
29:13
April 27, 2022
Ep. 306 - The secret to erasing distraction on demos
In today's episode, I'll share with you the secret to having demos that are distraction-free so that you and your prospect can have better conversations. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
03:56
April 13, 2022
Ep. 305 - How to respond to "reach out to me next quarter"
In today's episode, I'll share with you how to handle a prospect's objection of "reach out to me next quarter." Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.
03:22
April 11, 2022
Ep. 304 - How to not lose control on a sales demo
In today's episode, I'll share with you what to do if you find yourself about to lose control of your sales demo. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
04:35
April 07, 2022
Ep. 303 - How to handle an indirect "No" from a prospect
Have you ever done a demo where the prospect tells you that they'll circle back with their team? In this episode, I'll teach you how to handle this situation so you're not left getting ghosted. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
03:32
April 04, 2022
Ep. 302 - How to feel more comfortable asking tough questions on sales demos
Ever feel stupid or silly asking certain questions and end up not asking? In today's episode, I'll share with you how you can improve your question-asking skills without feeling nervous. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
03:31
March 22, 2022
Ep. 301 - Strategy to improve the way you talk about features
In today's episode, I'll teach you an approach I use to improve how to talk about the benefits of a feature. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
04:11
March 21, 2022
Ep. 300 - Monthly Special Guest: Kevin "KD" Dorsey - Strategy to close more sales demos
Today we have Kevin "KD" Dorsey, who's the Practice Lead: Sales Leadership at Winning By Design and the host of LIVE BETTER. SELL BETTER. Podcast. In today's episode, Kevin will share how reps can tactically ask for the close on a sales demo. This is by far one of the best episodes on SaaS Talks. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
25:02
March 11, 2022
Ep. 299 - Use this line to close more demos
In today's episode, I'm going to share with you a line you should use when negotiating with a prospect to close more demos. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
04:40
March 08, 2022
Ep. 298 - When and how to ask for the close
In this episode, I'll share with you when and how to ask for the close from your prospect. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
03:07
March 03, 2022
Ep. 297 - Don't ignore warning signs on a demo
In today's episode, I'll share with you warning signs to pay attention to on a demo that can help you close more demos, and if not careful, lose a deal. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
02:51
February 28, 2022
Ep. 296 - You must ask these 2 questions before every demo
In this episode, I'll share with you 2 questions you need to ask before even starting your sales demo. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
04:16
February 23, 2022
Ep. 295 - Stop asking your prospects obvious questions
In today's episode, I'll go over what mistakes sales reps typically do on sales calls, what questions to stop asking on demos, and how to improve it. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
03:49
February 22, 2022
Ep. 294 - 1 tip to improve the way you present on a demo
In today's episode, I'll share with you one easy trick to improve the way you pitch your features, pricing, product, etc. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
04:29
February 21, 2022
Ep. 293 - One of the best follow up emails to send post demo
In today's episode, I'll share with you a better way to follow up with a prospect after your sales demo. Shout out to Kevin "KD" Dorsey for inspiring this episode. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
05:10
February 16, 2022
Ep. 292 - What should you do if your prospect doesn't respond?
In today's episode, I'll share with you what you should do if your prospect has not responded to your follow-ups, and I'll answer the question of, should you send break up emails? Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
05:47
February 14, 2022
Ep. 291 - One of the best ways to ask an open ended question
In today's episode, I'll share with you how to best ask an open-ended question on a sales call with a prospect. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
04:17
February 09, 2022
Ep. 290 - What to say at the end of the sales call to close more
Account executives tend to stumble when it comes time to close the prospect. In today's episode, I'll share with you 2 questions you can ask at the end of a sales call to close more demos. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
05:12
February 07, 2022
Ep. 289 - Advice on how to negotiate better
In today's episode, I'll share with you my take on negotiation and closing and how to handle a prospect that's asking for discounts. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
06:52
February 03, 2022
Ep. 288 - How to get prospects to sell you on why they need your product
In today's episode, I'll be sharing an insightful approach to get your prospects to sell you on why they need your product. I got this from reading a post by Massimo Severino. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
03:27
February 02, 2022
Ep. 287 - Monthly Special Guest: Fred Melanson - How to find buying intent signals from prospects
Today we have Fred Melanson, who's the founder of Bliinx and the host of Value First: The Product Led Sales Podcast. In today's episode, Fred will share how to find buying intent signals from prospects so you're not wasting your time with bad leads. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.
27:01
February 01, 2022
Ep. 286 - Do not say "I don't know" on a demo
If you don't know an answer to your sales demo then what do you do? #1, don't freak out that you don't know the answer. #2, don't say "I don't know." In this episode, I'll teach you what you should say instead. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!
03:59
January 24, 2022
Ep. 285 - What does it mean to give value and how to do it?
We're all taught to give value on your sales demos or your follow-up emails, but what does that even mean? In today's episode, I'll share with you examples of value that I used to give to prospects and how you can do it too. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!
05:03
January 20, 2022
Ep. 284 - Here's how to prevent a demo from derailing
There are 2 ways to derail a sales demo. In today's episode, I'll share with you the 2 ways and how to prevent it from happening. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!
05:17
January 18, 2022
Ep. 283 - A sales power move to do on every call
Someone posted on LinkedIn the other day that you should delete certain words from your sales vocabulary like, "all in one solution" or "one-stop shop", but I disagree. In today's episode, I'll share with you why you should NOT delete those words and how they help with making power moves on sales calls. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!
04:12
January 14, 2022
Ep. 282 - Building pipeline has never been easier, here's how
As an account executive, one of the most important things you need is a large pipeline. In this episode, I will teach you how to easily build a pipeline with little to no effort. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!
06:26
January 13, 2022
Ep. 281 - How to use tonality to close more demos, a mini workshop
One of the most important communication skills you can develop as a salesperson is the proper tone of voice. In this episode, I will teach you how to improve your tonality via a simple exercise. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!
06:32
January 12, 2022
Ep. 280 - Sales follow ups that work better
Sales follow-ups nowadays have to be an omnichannel approach. In today's episode, I'll share with you what exactly is an omni-channel approach and how to do it effectively. Questions? Connect with me on LinkedIn and let me know!
04:28
January 10, 2022
Ep. 279 - Monthly Special Guest: Collin Mitchell - A unique way of doing sales discovery
Today we have Collin Mitchell, who's the CRO of Salescast and the host of The Sales Transformation podcast. In today's episode, Collin will share a different approach to doing sales discovery that reps are probably not doing, but if they did would see serious results. Questions? Connect with me on LinkedIn over here.
30:05
January 06, 2022
Ep. 278 - How to you get more leads without spending more money?
Building a pipeline can be time-consuming, expensive, and hard. In this episode, I'll teach you how to build a pipeline without spending more money on leads. Questions? Connect with me on LinkedIn and let me know! P.S. Here's the link to my sales advice newsletter.
05:51
January 05, 2022
Ep. 277 - How to close more monthly plans
Many account executives sell software with monthly plans. In this episode, I'll share with you a strategy to use in order to sell more. Questions? Connect with me on LinkedIn and let me know!
03:21
December 31, 2021
Ep. 276 - 4 tactical steps to build trust on a sales call
People want to buy from people they trust. In this episode, I'll share with you 4 tactical steps to take to build trust early on with your prospect. questions? Connect with me on LinkedIn and let me know!
05:27
December 30, 2021
Ep. 275 - No software measures this sales skill, but it will help you close deals
The skill that there's no formal training on will change your sales life and help you close deals. In this episode, I'll share with you how tonality is the secret sauce to closing demos. Questions? Connect with me on LinkedIn and let me know!
04:11
December 29, 2021
Ep. 274 - How to get over the fear and anxiety of sales
In today's episode, I'll share with you a question someone asked me about a month ago on the subject of getting over the fear of sales calls and demoing. Questions? Connect with me on LinkedIn and let me know!
04:26
December 28, 2021
Ep. 273 - Last minute strategies to close your prospects before 2022
A LOT of AEs have a pipeline of a few prospects that said they would sign up, but the problem is they haven't activated their accounts yet. In today's episode, I'll share with you a strategy that works REALLY well in order for you to help convert those prospects into customers before 2022. Questions? Connect with me on LinkedIn and let me know!
03:16
December 27, 2021
Ep. 272 - A subtle but VERY effective way to communicate on demos and follow ups
I did a demo with an AE the othe rday where we covered how to communicate effectively on demos. In this episode, I'll share with you 1 tactical strategy I shared with this AE to do on demos, emails, and follow up calls. Questions? Connect with me on LinkedIn and let me know!
04:23
December 24, 2021
Ep. 271 - The secret of winning more deals + 4 steps to actually do it
In this episode, I'll be sharing with you the secret to closing more demos as well as the 4 steps to practically do it. Questions? Connect with me on LinkedIn and let me know!
07:45
December 23, 2021
Ep. 270 - Slides or no slides on our disco?
In today's episode, I'll be giving away something for free, a recorded sales demo workshop on the topic of discovery, as well as answering the question of should you show slides during your discovery call. Questions? Connect with me on LinkedIn and let me know!
03:51
December 22, 2021
Ep. 269 - Behind the scenes of one of my follow up strategies
In this episode, I'll be sharing with you one of the follow-up strategies I use to close new revenue. Questions? Connect with me on LinkedIn and let me know!
06:03
December 21, 2021
Ep. 268 - How to fix bad question asking on demos
Ever ask a prospect, "do you have any questions on what I just showed you?" If so, you're not alone. A lot of AEs need to improve their question asking on demos and in this episode, I'll share with you some ways to fix that. Questions? Connect with me on LinkedIn and let me know!
05:06
December 20, 2021
Ep. 267 - The Disco framework to be more conversational
A lot of AEs are struggling to have conversational discovery. The problem is when they interrogate the prospect which makes the call feel too transactional. In this episode, I'll share with you a framework that you can use to have more conversational and in-depth discovery. Questions? Connect with me on LinkedIn and let me know!
04:56
December 17, 2021
Ep. 266 - This is why your demos are not converting
In this episode, I'll share with you why I think your sales demos are not converting. Yes, it has to do with tailoring your demo, but how? Questions? Connect with me on LinkedIn and let me know!
08:39
December 16, 2021
Ep. 265 - 3 things to do to gain prospect's trust throughout the disco and demo
In this episode, I'll share 3 tactical things you can do to gain your prospect's trust on your sales call. Whether you're on a discovery call or demo, these 3 strategies helped me win a lot of deals. Questions? Connect with me on LinkedIn and let me know!
06:46
December 15, 2021
Ep. 264 - How to coach yourself and others on sales demos so you see results
In this episode, I'll share with you how I coach AEs on demos and how you can coach yourself and other AEs as well. Questions? Connect with me on LinkedIn and let me know!
05:17
December 14, 2021
Ep. 263 - The secret sales skills I picked up as a waiter
If there's one job that taught me sales very early on in my life it was when I was a waiter at a Mexican restaurant. In this episode, I'll share with you tactical lessons that I've picked up and applied to my sales career that got me more money and more customers over time. Questions? Connect with me on LinkedIn and let me know!
04:47
December 13, 2021
Ep. 262 - How to respond to a prospect that says "follow up with me next quarter"
When someone tells you to follow-up with them next quarter, how do you overcome this to book the meeting still? In this episode, I'll share with you 3 ways you can approach this "objection." P.S. Make sure to join my private inner circle group over here where we do workshops, share scripts, advice, etc. Questions? Connect with me on LinkedIn and let me know!
05:17
December 10, 2021
Ep. 261 - How to ask the tough questions on discovery calls without turning off the prospect + free giveaway
Asking good discovery questions means asking probing discovery questions. But a lot of AEs struggle with asking probing questions because they're worried their prospect will be turned off. In this episode, I'll teach you how to get better at asking the questions you need to ask on discovery? P.S. Make sure to join my private inner circle group over here where we do workshops, share scripts, advice, etc. Questions? Connect with me on LinkedIn and let me know!
04:22
December 09, 2021
Ep. 260 - What to do when a prospect says they're putting it on the back burner
It happens to all of us, you do a demo, the prospect loves it, but after a few follow ups the prospect tells you, "we're putting it on the back burner" and hold off on going with your solution. In this episode, I'll teach you what you should do in this scenario. Questions? Connect with me on LinkedIn and let me know!
04:25
December 08, 2021
Ep. 259 - 3 tactical tips to do as a new AE to get ramped up quickly
So you're new to an AE role and want to get ramped up much faster and close more sooner, what do you? In this episode, I'll share with you another 3 tactical tips you can do to get ramped up faster so you're closing sooner. Questions? Connect with me on LinkedIn and let me know!
04:46
December 06, 2021
Ep. 259 - Something you do NOT want to miss - Friday giveaway
If you are an AE that's struggling to close demos or a new AE that wants to get ramped up quickly, or maybe you're a founder that wants to get your new AEs crushing demos quickly, then listen to today's episode. Questions? Connect with me on LinkedIn and let me know!
01:38
December 03, 2021
Ep. 258 - Monthly Special Guest: Ethan Parker - Digging into pain and connecting that to priority
Today we have Ethan Parker, who's the VP of Revenue at AltiSales and the head of Outbound Squad. In today's episode, Ethan will share his framework around digging into pain and connecting that to the prospect's priority. Questions? Connect with me on LinkedIn over here.
29:60
December 02, 2021
Ep. 257 - 3 tactical tips to do as a new AE to get ramped up quickly
So you're new to an AE role and want to get ramped up much faster and close more sooner, what do you? In this episode, I'll share with you another 3 tactical tips you can do to get ramped up faster so you're closing sooner. Questions? Connect with me on LinkedIn and let me know!
03:57
December 01, 2021
Ep. 256 - What should you do as a new AE to get ramped up quickly?
So you're new to an AE role and want to get ramped up much faster and close more sooner, what do you? In this episode, I'll share with you 3 tactical things you can do to get ramped up faster so you're closing sooner. Questions? Connect with me on LinkedIn and let me know!
04:36
November 30, 2021
Ep. 255 - How not to get your calls rejected
I just got a call from an unknown number. Not once, but twice. It was rejected. This is happening to a LOT of sales reps. In this episode, I'm going to teach you how to not get your calls rejected when following up? Questions? Connect with me on LinkedIn and let me know!
03:03
November 29, 2021
Ep. 254 - Thanksgiving Special, you'll love this
This is a Thanksgiving Special - listen to this episode to find out more.
00:56
November 25, 2021
Ep. 253 - Try this tonality experiment to have better punchlines on demos
You can measure a lot of things with solutions like Gong.io or Chorus, but what you cannot measure is tone of voice, yet it's a very powerful skill to have during your sales demos. In today's episode, I'll share an experiment you should do to improve your tonality on calls so you have better punchlines on your sales demos. Questions? Connect with me on LinkedIn and let me know!
03:11
November 24, 2021
Ep. 252 - Don't waste your discovery call with this question
The discovery is the most important part of the entire sales process. What you ask during discovery is critical to the call. In this episode, I'll share with you what you should avoid doing on your discovery call. Questions? Connect with me on LinkedIn and let me know!
02:52
November 23, 2021
Ep. 251 - Great question to ask before starting your demo
In this episode, I'll share with you a fantastic question to ask at the end of your discovery, before your demo starts. Questions? Connect with me on LinkedIn and let me know!
02:31
November 16, 2021
Ep. 250 - Monthly Special Guest: Nick Cegelski - The right way to kick off a sales meeting
For about a year now I was doing a solo act for my podcast, but over time I was getting bored and wanted to offer more to my listeners. Today we have Nick Cegelski - many of you know who he is b/c you listen to his podcast, 30 minutes to President's Club. In today's episode, Nick will talk about how to kick off a sales meeting right so that you can 1) gain the prospect's trust, 2) have an easier time setting next steps, 3) make sure you're aligned. Questions? Connect with me on LinkedIn over here.
18:08
November 15, 2021
Ep. 249 - Bad salespeople are bad actors
Ever watch a movie where the actors were so bad you could tell they were reading from scripts? Well, bad salespeople are the EXACT same. In this episode, I'll teach you how not to sound like a crappy salesperson over the phone and while you do demos. Questions? Connect with me on LinkedIn and let me know!
02:46
November 11, 2021
Ep. 248 - 3 things to always have during your demo
All of you AEs listening to this, or aspiring AEs, I'm going to tell you what I ALWAYS have on my demo so your demos sound better. Questions? Connect with me on LinkedIn and let me know!
03:49
November 10, 2021
Ep. 247 - How to avoid pipeline that doesn't close
AEs have a problem building a big pipeline that tends to not close when they need it to. Why is that? In today's episode, I'll explain the mistakes that many salespeople make, what is the negative impact of that mistake, and how to fix it so your pipeline closes. Questions? Connect with me on LinkedIn and let me know!
02:58
November 08, 2021
Ep. 246 - The way to talk about the competitor
What do you answer your prospect when they ask you how you compare to the competition? In this episode, I'll give you a tip on what you should not do and what you should do. Questions? Connect with me on LinkedIn and let me know!
01:43
November 05, 2021
Ep. 245 - How to sound better on sales calls
Ever notice how some salespeople are just REALLY good at speaking? They captivate their prospects on demos. In this episode, I'll share with you how you can sound 10X better on a sales call. Questions? Connect with me on LinkedIn and let me know!
02:25
November 04, 2021
Ep. 244 - What do you do if your prospect doesn't want to do discovery?
A common problem that AEs deal with is a prospect that doesn't want to go through discovery, they just want to jump into the demo. In this episode, I'll teach you EXACTLY what to do in this situation. Questions? Connect with me on LinkedIn and let me know!
02:40
November 03, 2021
Ep. 243 - The best insurance policy for preventing customers from cancelling
In SaaS, the sale is never over. Because of this, AEs can sometimes sign up the worst types of customers. In this episode, I'll share with you the best insurance policy for preventing customers from cancelling. Questions? Connect with me on LinkedIn and let me know!
03:56
November 02, 2021
Ep. 242 - The best sales skill to learn for the new year
There are a LOT of sales skills that an AE can learn, but which one should they focus on? In today's episode, I'll share with you what skill to focus on for the new year and how to improve on it. Questions? Connect with me on LinkedIn and let me know!
02:13
November 01, 2021
Ep. 241 - Insights + Free Workshop
In today's episode, I'm sharing something insightful that I found out recently + offering a free workshop, take a listen.
02:56
October 29, 2021
Ep. 240 - How do you put yourself in a position to succeed in sales?
Do you want your career in sales to be above average? Do you want to be in the President's Club? How about hitting quota consistently? In this episode, I'll share with you my two cents on what you can do to have sales be a little easier for you. Questions? Connect with me on LinkedIn and let me know!
03:32
October 28, 2021
Ep. 239 - Last day of the month sales tactic #6
It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a sixth sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!
02:38
October 27, 2021
Ep. 238 - Last day of the month sales tactic #5
It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a fifth sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!
02:35
October 26, 2021
Ep. 237 - Last day of the month sales tactic #4
It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a fourth sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!
01:57
October 25, 2021
Ep. 236 - Last day of the month sales tactic #3
It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a third sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!
02:18
October 22, 2021
Ep. 235 - Last day of the month sales tactic #2
It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a secondary sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!
02:41
October 20, 2021
Ep. 234 - Last day of the month sales tactic #1
It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!
02:04
October 18, 2021
Ep. 233 - How to be prepared for any objection
The best sales reps are the ones that are prepared for any situation. In today's episode, I'll teach you how to prepare for any objection. Questions? Connect with me on LinkedIn and let me know!
03:43
October 15, 2021
Ep. 232 - Quitting sales
I quit sales. Many don't know my story, but a long time ago, I hated sales. In today's episode, I'll share with you my story of having a fear of sales to now loving it. Questions? Connect with me on LinkedIn and let me know!
03:13
October 14, 2021
Ep. 231 - Avoiding demo burn out
AEs think that the best day is when they have back to back to back demos, but that's a mistake. In today's episode, I'll share with you 3 reasons why you shouldn't do back to back to back demos. Questions? Connect with me on LinkedIn and let me know!
02:44
October 13, 2021
Ep. 230 - If you want to level up your sales game you need to know your numbers
Improving your sales skills, role-playing, and updating your CRM is all good, but what's it worth if you don't know your numbers? In today's episode, I'll share what numbers all of you AEs should be paying attention to. Questions? Connect with me on LinkedIn and let me know!
05:00
October 12, 2021
Ep. 229 - What to do when a prospect asks what next steps are
What should an AE do when the prospect asks them what the next steps are? In this episode, I'll teach you what to do and how to control a promising situation that will lead you to close the prospect quickly. Questions? Connect with me on LinkedIn and let me know!
01:60
October 11, 2021
Ep. 228 - When you need to stop selling
Believe it or not, there's a time in your sales demo that you should stop selling. In today's episode, I'll show you why and when to stop selling. Questions? Connect with me on LinkedIn and let me know!
01:34
October 11, 2021
Ep. 227 - How to get better at product knowledge
Product knowledge can replace gaps in sales skills. In today's episode, I'll teach you what you can do to get dramatically better at product knowledge. Questions? Connect with me on LinkedIn and let me know!
02:38
October 08, 2021
Ep. 226 - How to get more curious in discovery
Being great at discovery has a lot to do with being curious. In this episode, I'll share with you what I did to get more curious on demos and discovery calls. Questions? Connect with me on LinkedIn and let me know!
02:05
October 07, 2021
Ep. 225 - What if the prospect doesn't have any issues
What do you do if your prospect responds to your discovery question with, "we don't have any issues or problems"? In today's episode, I'll teach you how to respond back to this type of response. Questions? Connect with me on LinkedIn and let me know!
03:12
October 06, 2021
Ep. 224 - How to close deals faster
Want to close deals faster? There are a lot of strategies to do this, but in today's episode, I'll teach you what you can do to close your demos faster. Questions? Connect with me on LinkedIn and let me know!
02:38
October 05, 2021
Ep. 223 - Stop qualifying all of your leads
Do you want to build a bigger pipeline that has a higher probability to close? In this episode, I'll teach you what you need to do in order to your leads to close. Questions? Connect with me on LinkedIn and let me know!
01:49
October 04, 2021
Ep. 222 - How to build an accurate pipeline
The best reps don't have the biggest pipeline, they have the most accurate pipeline. In this episode, I'll teach you how to build a more accurate pipeline so you can close the majority of your demos. Questions? Connect with me on LinkedIn and let me know!
04:25
October 01, 2021
Ep. 221 - How do you know if your prospect intends to buy?
Don't you hate it when you do a sales demo only to find out that your prospect isn't even interested to purchase your solution in the end? In this episode, I'll teach you how to identify if your prospect is really in the market to purchase. Questions? Connect with me on LinkedIn and let me know!
02:14
September 30, 2021
Ep. 220 - Stop trying to overcome objections
How do you overcome sales objections? You don't. In this episode, I'll teach you why you should stop trying to overcome objections and what you should do instead. Trust me, you'll be 10X more successful at this. Questions? Connect with me on LinkedIn and let me know!
02:35
September 29, 2021
Ep. 219 - When the prospect says they need to talk to a few folks internally
Every account executive at the end of their sales demo has experienced the following, "I need to go speak to my team first." What do you do when the prospect says this? In this episode, I'll teach you exactly what to say in order to better be prepared. Questions? Connect with me on LinkedIn and let me know!
02:16
September 28, 2021
Ep. 218 - How do you improve your sales demos if your company can't afford solutions like Gong, Chorus, or some of the other ones?
Every salesperson should listen to their own call recordings in order to improve their sales skills. But what if you can't afford Gong.io or the other conversation intelligence solutions? In this episode, I'll teach you what you should do instead. Questions? Connect with me on LinkedIn and let me know!
02:27
September 27, 2021
Ep. 217 - Instead of sending case studies, do this instead
A few months ago while demoing software solutions, one of the AEs at the company I was looking into sent me a 70-page case study. I realized that case studies don't work because I didn't even bother reading through them. In today's episode, I'll teach you what to do instead of sending out case studies to your prospects. Questions? Connect with me on LinkedIn and let me know!
03:10
September 24, 2021
Ep. 216 - Salespeople don't know their buyers
Salespeople think they know their buyers, but they don't. Salespeople have a major gap in their skills that is causing them to lose deals without knowing why. In this episode, I'll share with you what you can do to fill in the missing gap that many salespeople have and close more sales. Questions? Connect with me on LinkedIn and let me know!
03:44
September 23, 2021
Ep. 215 - How to not burn out when trying to improve your sales skills
Salespeople are getting bombarded with too much advice and trying to bite off more than they can chew when it comes to improving their sales skills. In this episode, I'll share with you how I teach my team to improve their skills without getting burnt out. Questions? Connect with me on LinkedIn and let me know!
02:42
September 22, 2021
Ep. 214 - When is the best time to ask for referrals?
When should you ask your customers for referrals? In this episode, I'll share with you one of the best times to ask for referrals. Questions? Connect with me on LinkedIn and let me know!
02:37
September 21, 2021
Ep. 213 - Here are my top 3 engaging questions on calls
Don't think that sales demos are all about the product. My most successful calls were the ones where the prospect spoke more than I did. In this episode, I'll share with you my favorite 3 questions to ask on a sales demo that creates major engagement. Questions? Connect with me on LinkedIn and let me know!
04:47
September 20, 2021
Ep. 212 - Getting in the zone before a demo
How do you set yourself up for success before a sales demo? In this episode, I'll share with you 3 things to do before your demo to get in the zone. Questions? Connect with me on LinkedIn and let me know!
01:44
September 02, 2021
Ep. 211 - Bad sales habits
Salespeople have bad habits. Those habits can make a subtle difference in which direction the demo goes. In this episode, I'll share with you which bad sales habits to pay attention to and how to avoid it. Questions? Connect with me on LinkedIn and let me know!
02:15
September 01, 2021
Ep. 210 - A tip to close more sales demos
Do you want to increase your demo close rate? In this episode, I'll share with you a tip that my team follows in order to close more sales demos. Questions? Connect with me on LinkedIn and let me know!
02:20
August 31, 2021
Ep. 209 - Don't sell alone
If you're an AE that wants to close more deals and close them faster, then pay attention to this episode. In this episode, I'll teach you what you need to do in order to help push a deal down the pipeline so you can close more and get paid more commission. Questions? Connect with me on LinkedIn and let me know!
03:21
August 30, 2021
Ep. 208 - How to stop waiting for your prospect after the demo
How do you avoid playing the waiting game after you've done a demo? This happens a lot to AEs and in today's episode, I'll teach you how to stop playing the waiting game with your prospect so you can close deals faster. Questions? Connect with me on LinkedIn and let me know!
03:44
August 27, 2021
Ep . 207 - The 3 fundamentals in demo giving that will lead to mic drop demos
In order to become an expert at giving sales demos, you first need to become an expert in the fundamentals. In this episode, I'll teach you what 3 fundamentals to focus on and how to get good at it. Questions? Connect with me on LinkedIn and let me know!
02:25
August 26, 2021
Ep. 206 - How to handle any objection
In this episode, I will teach you how to think about objections and how to handle them like you've never handled them before. Questions? Connect with me on LinkedIn and let me know!
02:44
August 25, 2021
Ep. 205 - How to do deep discovery without being annoying
How do you do deep discovery with a prospect without feeling like you're bombarding them with questions? In this episode, I'll share with you 3 things to avoid and 3 things that you should do during your discovery calls. Questions? Connect with me on LinkedIn and let me know!
04:20
August 24, 2021
Ep. 204- Stop asking "do you have any questions?"
Don't confuse "do you have any questions?" with engaging with a prospect on a demo. In this episode, I'll teach you why asking that question is flawed and what you can do to replace it so you have more engaging demos. Questions? Connect with me on LinkedIn and let me know!
05:10
August 23, 2021
Ep. 203 - The proper way to share customer references
Do you ever have a prospect ask you to send them references? In this episode, I'll share with you the proper way to share customer references with your prospects. Questions? Connect with me on LinkedIn and let me know!
03:55
August 20, 2021
Ep. 202 - How to show more value when pitching features
A lot of AEs pitch features the wrong way and then they wonder why the prospect didn't get enough value from the demo. In this episode, I'll teach you how AEs are pitching and how they should be pitching features. Questions? Connect with me on LinkedIn and let me know!
04:55
August 19, 2021
Ep. 201 - How do you get prospects to listen to you?
In this episode, I'll share with you a story that happened to my wife that will teach you everything you need to know about getting a prospect to listen to you. Questions? Connect with me on LinkedIn and let me know!
05:29
August 18, 2021
Ep. 200 - Less is more
There's a lot of sales advice out there teaching you what to do, what to say, and how to say it. With all this information, it's important to remember that you don't need to always stick exactly to the script. In this episode, you'll learn how to properly take sales advice and apply it without letting it backfire. Questions? Connect with me on LinkedIn and let me know!
04:52
August 17, 2021
Ep. 199 - Asking about timeline before the demo
How do you ask your prospect about firm deadlines without being too aggressive or too soft? In this episode, I'll teach you exactly how to go about asking prospects about their buying process and deadlines, properly. Questions? Connect with me on LinkedIn and let me know!
03:43
August 16, 2021
Ep. 198 - How to ask about firm deadlines without being too direct or too soft
Asking about the prospect's timeline is one of the most important questions to ask during discovery and demo. In this episode, I'll share with you how to ask about firm deadlines without being too aggressive or too laid back. Questions? Connect with me on LinkedIn and let me know!
03:23
August 13, 2021
Ep. 197 - Are you bragging about how much money you've raised or how many customers you have?
A lot of AEs spend time on their demos talking about how much money their company has recently raised or how many customers they have. Is this a good idea? Yes and no. In this episode, I'll share with you what's wrong with bragging and how to do it properly. Questions? Connect with me on LinkedIn and let me know!
02:57
August 12, 2021
Ep. 196 - Update + what to do when a prospect tells you to remove them from the list
I've been a week late in uploading new episodes, and I'll share with you why. Also, in today's episode, I'll share with you what a salesperson emailed me back after I told him to remove me and what you can learn from it. Questions? Connect with me on LinkedIn and let me know!
04:17
August 11, 2021
Ep. 195 - The best salespeople aren't salespeople
In today's episode, I'll share with you 4 high qualities that you should acquire if you want to give the best demos. Questions? Connect with me on LinkedIn and let me know!
04:17
July 30, 2021
Ep. 194 - What you can learn about sales from this moving company
It's a known thing that people don't trust moving companies, I know I don't. But earlier this week I had an incredible experience with one. In today's episode, I'll share with you what one moving company did that was so amazing I decided to hire them. Questions? Connect with me on LinkedIn and let me know!
05:20
July 29, 2021
Ep. 193 - How to get really good at closing
I've said this before, closing does not start at the end of the demo, it starts in the beginning. So how do you get really good at closing? In this episode, I'll teach you exactly what to do so your close rates go up so you can crush quota. Questions? Connect with me on LinkedIn and let me know!
04:22
July 28, 2021
Ep. 192 - Stop getting next steps on the calendar this way
As salespeople, we're taught to get next steps locked into the calendar with the prospect, but a lot of AEs make the mistake of doing this incorrectly. This then leads the prospect to not show up and ghost the AE. In this episode, I'll uncover the wrong way to get next steps on the calendar and how you can fix it. Questions? Connect with me on LinkedIn and let me know!
04:12
July 27, 2021
Ep. 191 - One of the most important discovery question you need to ask on a demo
When you're doing discovery, asking who the decision-maker is one of the most important questions, but there's another question that is slightly more important to ask. In this episode, I'll teach you what question you must ask during discovery to help you close a deal. Questions? Connect with me on LinkedIn and let me know!
02:24
July 26, 2021
Ep. 190 - A lesson on what not to do from a LinkedIn DM I received
Although I don't talk much about cold prospecting, there are some pieces of content that fall into doing demos and following up with inbound leads that are worth talking about. I'm specifically referring to a situation where someone DMed me on LinkedIn and completely shot themselves in the foot, and you may be doing the same thing. In today's episode, I'll share with you a story of how not to email a prospect and what to do instead. Questions? Connect with me on LinkedIn and let me know!
04:52
July 23, 2021
Ep. 189 - 3 things you need to find out before trying to close
How do you know if your prospect will buy from you? In today's episode, I'll teach you 3 things you have to do before you get to closing on your sales demo. Questions? Connect with me on LinkedIn and let me know!
04:52
July 22, 2021
Ep. 188 - The best way to build trust early on with your prospect on a sales demo
How do you build trust early on your sales demo? Are you talking about the city you live in or asking about the recent weather? Sorry to break it to you, but that's not the way to build trust early on. In this episode, I'll teach you the best way to build trust with your prospect as soon as possible without talking about the weather. Questions? Connect with me on LinkedIn and let me know!
04:38
July 21, 2021
Ep. 187 - The top 2 immediate deal killers according to buyers, and how to fix it
there are 6 behaviors that buyers ranked as immediate deal killers. In today's episode, I'll share with you the 2 top immediate deal-killers and how to avoid them so you can close more deals. Questions? Connect with me on LinkedIn and let me know. P.S. I'll soon be releasing a course on closing more deals called From Demo To Close so if you're interested, please let me know!
04:40
July 20, 2021
Ep. 186 - If you want to do be REALLY good at sales demos, stop reading books.
What do Michael Jordan, Kobe Bryan, and Mike Tyson have to do with getting really good at sales demos? In this episode, I'll teach you what you should do to get 10X better at sales demos instead of reading books. Questions? Connect with me on LinkedIn and let me know?
04:44
July 19, 2021
Ep. 185 - 3 tools I use daily that make me 10X more productive
I find I can get bogged down sometimes when working There are some must-have tools I use to get me through the day. In this episode, I'll share with you 3 tools that I recommend you use every day. Questions? Connect with me on LinkedIn and let me know!
04:44
July 16, 2021
Ep. 184 - How to ALWAYS be on the same page as your prospect
In this episode, I'll teach you what you should say on your sales demos so you and your prospect are ALWAYS on the same page and there's never a miscommunication. Questions? Connect with me on LinkedIn and let me know!
02:46
July 15, 2021
Ep. 183 - How you're treating your emails has a direct impact on not hitting quota
There are other factors besides not closing more deals that will affect your quota. It's not building a bigger pipeline, increasing your deal size, or decreasing your time to close. In this episode, I'll share with you how being ontop of your emails has a direct impact on your quota. Questions? Connect with me on LinkedIn.
03:36
July 14, 2021
Ep. 182 - When is the most optimal time to close a deal?
In this episode, I'll share with you when it's the most optimal time to close a deal. Questions? Connect with me on LinkedIn and let me know!
03:11
July 13, 2021
Ep. 181 - Buyers hate being sold to. Here's what to do instead
Salespeople make the mistake of trying to be better at selling buyers into buying their products and services, but that's a mistake. Buyers hate being sold to. In this episode, I'll teach you what buyers want instead and what you can do to be a better salesperson. Questions? Connect with me on LinkedIn and let me know!
05:00
July 12, 2021
Ep. 180 - The wrong way to get a confirmed follow up call with a prospect
Getting the next steps on the calendar is REALLY important after a sales demo with a prospect, but there's a wrong way and a right way to do it. In this episode, I'll uncover the wrong way to get confirmed follow-up next steps with the prospect and what you should do instead. Questions? Connect with me on LinkedIn and let me know!
03:28
July 09, 2021
Ep. 179 - What does a perfect sales demo look like?
How do you know if your sales demo is the best you can do? Different companies have different criteria for what a sales demo should look like. While there's no only one way to do things in sales, there are things you should do consistently on your sales demos across any industry in order to increase your demo conversion rates. In this episode, I'll share with you what I think a perfect sales demo looks like. Questions? Connect with me on LinkedIn and let me know!
04:20
July 08, 2021
Ep. 178 - How to get better at sales demos using 4 steps
With so much information on how to improve in sales demos, it's difficult to filter out what you should focus on first. In this episode, I'll share with you 4 steps that I use for my team that you should follow in order to get better at doing sales demos without being overwhelmed. Questions? Connect with me on LinkedIn and let me know!
05:11
July 07, 2021
Ep. 177 - What mistakes should new AEs avoid?
As a new or even experienced account executive in a SaaS company, there are many skills to juggle and mistakes to avoid. When I asked the question of what mistakes should new AEs avoid, I got a lot of answers. But in today's episode, I'm only sharing 3 top answers that people thought are the most important. Questions? Connect with me on LinkedIn and let me know!
04:01
July 06, 2021
Ep. 176 - Ask these 2 questions in the late stage of your sales process if you want to close more
When you're in the late stages of the sales process, or at end of the demo, what can you ask your prospect in order to push the deal forward? In this episode, I'll teach you 2 questions to ask at the late stages of your sales funnel. Questions? Connect with me on LinkedIn and let me know!
03:02
July 05, 2021
Ep. 175 - What to do on a demo if you don't have a feature?
Does your solution do this? Is your solution able to [fill in the blank]? Ever have prospects ask about features your product doesn't do? In this episode, I'll share with you how you should handle this question and what should you do if you don't have the feature your prospect is asking about. Questions? Connect with me on LinkedIn and let me know!
03:32
July 02, 2021
Ep. 174 - How to keep your prospects attention on demos
Too many salespeople are competing for attention which also means, your prospects' attention spans are limited. What does that mean for sales demos? In this episode, I'll teach you 3 things to never do on demos and 3 things to always do on sales demos. Questions? Connect with me on LinkedIn and let me know!
02:37
July 01, 2021
Ep. 173 - Can you be successful at sales without focusing on closing?
Can you be successful at sales without focusing on closing? In this episode, I'll share with you what I think is more important than closing, getting a budget, and speaking to the decision-maker. Questions? Connect with me on LinkedIn and let me know!
02:51
June 30, 2021
Ep. 172 - A framework for sales demos mastery
Mastering sales demos isn't easy. What has my experience in sales taught me? In this episode, I'll teach you 4 things that allowed me to master sales demos and how you can too. Questions? Connect with me on LinkedIn and let me know!
02:35
June 29, 2021
Ep. 171 - How to reduce fear and complication in sales demos?
Sales can feel complicated at times. And many who give advice like it that way. It gives them job security. In this episode, I'll share with you how to simplify sales demos so it doesn't feel complicated. Questions? Connect with me on LinkedIn and let me know!
02:33
June 28, 2021
Ep. 170 - What books should you read to get better at sales?
What books should you read to improve your sales game? In this episode, I'll share 4 books I recommend you start out with. Questions? Connect with me on LinkedIn and let me know!
02:42
June 25, 2021
Ep. 169 - How do you know if your sales follow up emails aren't effective and what to do if they aren't?
If you're like most SaaS salespeople, your follow-ups are a mixture of phone calls, DMs, and emails. But how do you know if your email follow-ups are effective? In this episode, I'll teach you how to identify if your email follows are working or not. Questions? Connect with me on LinkedIn and let me know!
03:17
June 24, 2021
Ep. 168 - Pitch better with the 7-38-55 Rule
How do you pitch better with just your tone of voice? In SaaS sales, all you have is what you say and how you say it, and how you say something has a bigger impact on your conversions. In this episode, I'll teach what the 7-38-55 Rule is and how to use it to sound better when speaking on demos. Questions? Connect with me on LinkedIn and let me know!
04:14
June 23, 2021
Ep. 167 - Variation B of responding to a prospect asking for price before the demo
I made an episode about how to respond to a prospect if they ask for the price of your product before the sales demo. I'm a big believer in A/B testing everything in sales. In this episode, I'll share with you a second variation on how to respond to a prospect that wants to see the price before getting a demo. Questions? Connect with me on LinkedIn and let me know!
03:24
June 22, 2021
Ep. 166 - One of the worst things to do on your post demo email
Do you send out a post demo email to your prospect after a demo? Do you ever include case studies? In this episode, I'll share with you one of the worst things I've seen on a post demo email, that was sent to me by an AE, and what you can do to avoid this major mistake. Questions? Connect with me on LinkedIn and let me know!
P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.
03:42
June 21, 2021
Ep. 165 - The difference between average sales people and great salespeople
What do you think the difference between an average salesperson and a good one? what about a great salesperson? In this episode, I'll share with you what all great salespeople have in common and how simple it is to be one yourself. Questions? Connect with me on LinkedIn and let me know!
P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.
01:57
June 18, 2021
Ep. 164 - Never do this on your sales demos or else you'll jeopardize your deal
There are many emotions you can show on a demo that will help you increase the probability of converting a deal. But, there are some emotions that will directly impact your chances of earning trust with your prospect, and that could kill your chances of closing the deal. In this episode, I'll share with you the one emotion to never show on your demo to a prospect. Questions? Connect with me on LinkedIn and let me know!
P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.
02:25
June 17, 2021
Ep. 163 - Sales follow-up has more to do with timing than it does relevancy
What's more important when you're following up with a prospect, timing, or relevancy? In this episode, I'll teach you what's more important, why, and what to do. Questions? Connect with me on LinkedIn and let me know!
P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.
03:15
June 16, 2021
Ep. 162 - The Dos and Don'ts of staying top of mind
How many times have you ignored an email hoping the salesperson would get the hint? It feels easier to ignore than to respond, so they keep following up. Do you know who else is the annoying salesperson? You are. In this episode, I'll teach you how to stay top of mind in your sales follow-up emails without sounding desperate. Questions? Connect with me on LinkedIn and let me know!
P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.
03:34
June 15, 2021
Ep. 161 - How soon should you follow up with a new lead after the first attempt?
When is the best time to follow up with a lead after your first attempt? In this episode, I will teach you just how often you should follow up with a new lead to increase the likelihood of connecting with them. Questions? Connect with me on LinkedIn and let me know!
P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.
02:35
June 14, 2021
Ep. 160 - A hack to improve on your tonality during sales calls
When you're on sales demos, you have 2 things you can use, what you say and how you say. The how you say it part is more important. In this episode, I'll share with you what you can do to improve your tonality and how you speak, dramatically. Questions? Connect with me on LinkedIn and let me know!
P.S. If you haven't rated my podcast on iTunes yet, my only ask is that you would if you found this podcast helpful.
02:48
June 11, 2021
Ep. 159 - How soon you should follow up with a lead after your sales demo?
When should you follow up with a prospect after your sales demo? In this episode, I'll share with you the best time to circle back with your lead after your sales conversations. Questions? Connect with me on LinkedIn and let me know!
02:52
June 10, 2021
Ep. 158 - How should you pitch features on a sales demo
Why should a vendor use your product and buy from you? How do you pitch your product during demos? Do you want to drive home your product's value more? In this episode, I'll teach you how to demo better. Questions? Connect with me on LinkedIn and let me know!
03:16
June 09, 2021
Ep. 157 - The discovery question that you cannot live without
Which discovery questions do you think are the most important? In this episode, I'll share with you which question you need to drill down during your discovery call. Questions? Connect with me on LinkedIn and let me know!
03:11
June 08, 2021
Ep. 156 - How to talk about price when it's a high-ticket item?
For all of you that are selling in enterprise sales or high-ticket items, wouldn't you want to close more deals without leaning on discounts to do so? In this episode, I'll teach you how you can close on your demos without sacrificing price. Questions? Connect with me on LinkedIn and let me know!
03:11
June 07, 2021
Ep. 155 - Discovery call pet peeve
Have you ever called the billing department or tech support for your computer, phone, or healthcare company? Doesn't it suck to talk to a robot or talk to a human that sounds like a robot? In today's episode, I'll share with you a pet peeve I have on discovery calls that may be hurting your calls more than helping you. Questions? Connect with me on LinkedIn and let me know!
02:41
June 04, 2021
Ep. 154 - How do you make your discovery calls more conversational?
There are many ways to make your discovery calls more conversational, and in today's episode, I'll show you another tried and true approach to creating epic conversational discovery calls. Questions? Connect with me on LinkedIn and let me know!
02:33
June 03, 2021
Ep. 153 - What do you do if a prospect is comparing you to a competitor that you've never heard of?
If a prospect is comparing you to a competitor that you've never heard of what do you do? In this episode, I'll teach you how you can use algebra (don't worry, it's easy) to handle this situation on your sales demos. Questions? Connect with me on LinkedIn and let me know!
03:12
June 02, 2021
Ep. 152 - One of the most underrated things to do at the end of your sales demo
There are many sales tips out there that most people know about. But in today's episode, I'll share with you a sales tip that many don't do and are unaware of its power. Questions? Connect with me on LinkedIn and let me know!
02:01
June 01, 2021
Ep. 151 - A very powerful question to ask after finding out which competitors your prospect is evaluating
Gong.io released research showing that when your competitors are brought up during your sales demo early on, the odds of winning the deal increase. What can you do to increase your probability of closing the deal on top of what Gong's research shows? In this episode, I'll teach you what you should do on every call after you find out which competitors your prospect is evaluating. Questions? Connect with me on LinkedIn and let me know!
02:05
May 31, 2021
Ep. 150 - What you shouldn't say to your prospect when trying to book a sales demo
There are some things to never say when following up with your leads in order to schedule a sales demo. In this episode, I'll share with you what you should exclude from your vocabulary when following up with prospects. I'll also teach you what you should say instead so your chances of scheduling sales demos increase. Questions? Connect with me on LinkedIn and let me know!
02:35
May 28, 2021
Ep. 149 - It's possible you're making this mistake on sales demos, and your prospects are noticing
Mistakes happen, but what if it comes at the price of ruining trust between you and your prospect? In this episode, I'll share with you a major mistake you could be making on your sales calls without even realizing it. Questions? Connect with me on LinkedIn and let me know!
03:06
May 27, 2021
Ep. 148 - How to stop using filler words on sales calls
Do you ever say the words, "um" or "cool" on demos? This is what I call, filler words. In this episode, I'll teach you how to stop using filler words that don't help and what you can do to fix them. Questions? Connect with me on LinkedIn and let me know!
02:14
May 26, 2021
Ep. 147 - How to respond to a prospect that says, "your price is too high"
What do you respond to a prospect that tells you your price is too high? In this episode, I'll teach you to handle this price objection so you can increase your demo conversion rate. Questions? Connect with me on LinkedIn and let me know!
02:35
May 25, 2021
Ep. 146 - How do you get away with closing more deals without being a sales expert?
How do you get away with not knowing sales but still closing? You can get very far in the sales funnel without being great at sales. In this episode, I'll teach you the 3 things you need in order to close more deals without having to be a sales expert. Questions? Connect with me on LinkedIn and let me know!
02:60
May 24, 2021
Ep. 145 - A proven method to open up a sales discussion on the right path
Andy Whyte, who wrote the MEDDICC book talks about a proven method about how to open up the discussion on the initial sales call with a prospect. In this episode, I'll teach you how to open up the discussion on your sales call so your chances of success dramatically increase. Questions? Connect with me on LinkedIn and let me know!
03:42
May 21, 2021
Ep. 144 - A 100% guaranteed way to ruin your discovery calls. Are you doing this?
There is a right way and a wrong way to do discovery calls. In this episode, I'll share with you a major mistake you could be making during your discovery calls, and how to fix it. Questions? Connect with me on LinkedIn and let me know!
02:52
May 20, 2021
Ep. 143 - What all new salespeople should be doing
This episode is dedicated to all new salespeople and AEs, whether you've been promoted from SDR to AE, or new to the job entirely. In this episode, I'll teach you what you can do to help build your pipeline quickly as well as be effective in your sales follow-up calls and emails. Questions? Connect with me on LinkedIn and let me know!
03:43
May 19, 2021
Ep. 142 - What to do if your prospect says they want to speak to their team before making a decision
How should you respond to a prospect that says they want to speak to their team after your sales demo? In this episode, I'll teach you a tactic on what is the best way to handle this situation. Questions? Connect with me on LinkedIn and let me know!
02:42
May 18, 2021
Ep. 141 - Should you show price before the sales demo?
If your prospect asks for the price of your product before wanting to get on a sales demo, what do you do? In this episode, I'll show you a strategy to use that will help you handle this situation. Questions? Connect with me on LinkedIn and let me know!
03:35
May 17, 2021
Ep. 140 - Here's how to dramatically improve your sales weaknesses so you can close more
Nobody is perfect, every salesperson has an area that they need to improve on, whether it's discovery, demo, or close. In this episode, I'll teach you how you can dramatically improve your sales weaknesses so you are closing more deals. Questions? Connect with me on LinkedIn and let me know!
02:59
May 14, 2021
Ep. 139 - How to have Jedi-like responses on your demo
Do you ever have demos where your prospect asks you if your product has XYZ feature and it doesn't? how do you respond? In this episode, I'll teach you what NOT to say and what to respond instead, just like a Jedi. Questions? Connect with me on LinkedIn and let me know!
02:47
May 13, 2021
Ep. 138 - How to re-wire your brain to close more demos
It doesn't matter how many demos you have under your belt, if you don't have your brain wired correctly during your sales demos, you won't convert as many deals. In this episode, I'll share with you 2 very powerful codes to use in order to re-wire your brain so you can close more deals than the competition. Questions? Connect with me on LinkedIn and let me know!
04:28
May 12, 2021
Ep. 137 - How to quickly gain your prospect's trust and business over the competition
Nowadays, every company sends their prospects material after a sales call to help close the sale, but it's flawed. In today's episode, I'll share with you what you need to do in order to gain your prospect's trust quickly over the competition so you can convert more of your demos. Questions? Connect with me on LinkedIn and let me know!
03:55
May 11, 2021
Ep. 136 - How to increase your demo engagement by 10X
In past episodes, I've shared tips on how to increase engagement on demos. In today's episode, I'll share with you a tip I heard from Kyle Coleman that dramatically increases engagement on demos, and it's not complicated to do. Questions? Connect with me on LinkedIn and let me know!
02:26
May 10, 2021
Ep. 135 - How to go from average to great on your sales demos
Do you do sales demos but are not impressed? Do you feel like you could dramatically improve in areas of your sales conversations? In this episode, I'll teach you what you can do to go from average (or even good) to great and memorable on your sales demos. Questions? Connect with me on LinkedIn and let me know!
03:43
May 07, 2021
Ep. 134 - An important reminder about doing sales demos
In today's episode, I'll share with you an important reminder about doing sales demos that many AEs are overlooking. Questions? Connect with me on LinkedIn and let me know!
02:45
May 06, 2021
Ep. 133 - How to solve awkward demos
I always find it somewhat awkward on a demo when the salesperson is speaking with the prospect but the prospect has his face turned up and to the right, and the salesperson is looking down to the left. In this episode, I'll teach you how to fix awkward demos. Questions? Connect with me on LinkedIn and let me know!
02:13
May 05, 2021
Ep. 132 - Never email to confirm the meeting. Here's why.
In today's episode, I'll share with you why you should not email your prospect to confirm your demo, and what to do instead. I picked this tip up from Jake Dunlap, Founder of Skaled. Questions? Connect with me on LinkedIn and let me know!
02:21
May 04, 2021
Ep. 131 - Are you skipping this on your demos?
Are you taking down notes about what your prospect says on demos? There's something you may be forgetting that is the secret to understanding your prospect. In this episode, I'll share with you what else you should be writing down on your sales calls. Questions? Connect with me on LinkedIn and let me know!
03:50
May 03, 2021
Ep. 130 - The #1 skill to acquire in sales for 2021 and beyond
Imagine you're able to capture your audience's attention without being salesy. Imagine you're able to present your product in the most memorable way. In this episode, I will share with you the #1 skill you should learn this year to take your sales game to the next level. Questions? Connect with me on LinkedIn and let me know!
04:51
April 30, 2021
Ep. 129 - The question that gets your prospect to spill the beans at the end of the demo
What question can you ask your prospect at the end of your sales demo in order for them to share honest feedback about the product? In this episode, I'll teach you what question you can ask to prevent the deal from slipping away. Questions? Connect with me on LinkedIn and let me know!
02:15
April 29, 2021
Ep. 128 - Should you always send the recording of your demo or only send it if a client asks for it?
Last week I was sitting on Kyle Coleman's sales webinar (which was super actionable btw) and noticed a few questions coming through the live chat. And then someone asked, "should you always send the recording of your demo or only send it if a client asks for it?" In this episode, I'll share my advice on when you should send the demo recording. Questions? Connect with me on LinkedIn and let me know!
03:38
April 28, 2021
Ep. 127 - When a prospect says, "reach out to me next quarter"
What do you respond when a prospect says, "reach out to me next quarter?" or "we are early on in the buying process?" In this episode, I'll share with you a new response to use when a prospect is postponing the purchase of your product or service. Questions? Connect with me on LinkedIn and let me know!
02:30
April 27, 2021
Ep. 126 - How much time should you spend on a sales deck on your demos? Part 3
This episode is part three of 3 episodes that I'll be sharing with you. In this episode, I'll talk about how much time you should spend on sales decks during your demos. Part three focuses on the end part of the demos. Questions? Connect with me on LinkedIn and let me know!
03:29
April 26, 2021
Ep. 125 - How much time should you spend on a sales deck on your demos? Part 2
This episode is part two of 3 episodes that I'll be sharing with you. In this episode, I'll talk about how much time you should spend on sales decks during your demos. Part two focuses on the middle part of the demos. Questions? Connect with me on LinkedIn and let me know!
03:14
April 23, 2021
Ep. 124 - How much time should you spend on a sales deck on your demos? Part 1
This episode is part one of 3 episodes that I'll be sharing with you. In this episode, I'll talk about how much time you should spend on sales decks during your demos. Part one focuses on the beginning of demos. Questions? Connect with me on LinkedIn and let me know!
04:30
April 22, 2021
Ep. 123 - You don't need to answer all your prospect's questions on a demo
In this episode, I'll share with you why you don't need to answer all the questions your prospects ask you on the demo. Questions? Connect with me on LinkedIn and let me know!
04:38
April 21, 2021
Ep. 122 - Do not say, "tell me about your business" on your demos, and here's why
Many times I hear salespeople say to a prospect, "so, tell me about your business." This a flop. In this episode, I'll teach you what you should do to earn major trust from your prospects so you can close more deals by being the expert and not the classic salesperson. Questions? Connect with me on LinkedIn and let me know!
04:54
April 20, 2021
Ep. 121 - Part 5: Major Mistakes to Avoid on Demos
Part 5 - In this episode, I'll share with you 1 major mistake to avoid on your demos and how to fix it. Questions? Connect with me on LinkedIn and let me know!
03:34
April 19, 2021
Ep. 120 - Part 4: Major Mistakes to Avoid on Demos
Part 4 - In this episode, I'll share with you 2 major mistakes to avoid on your demos and how to fix them. Questions? Connect with me on LinkedIn and let me know!
02:54
April 16, 2021
Ep. 119 - Part 3: Major Mistakes to Avoid on Demos
Part 3 - In this episode, I'll share with you 2 major mistakes to avoid on your demos and how to fix them. Questions? Connect with me on LinkedIn and let me know!
03:25
April 15, 2021
Ep. 118 - Part 2: Major Mistakes to Avoid on Demos
Part 2 - In this episode, I'll share with you 2 major mistakes to avoid on your demos and how to fix them. Questions? Connect with me on LinkedIn and let me know!
02:21
April 14, 2021
Ep. 117 - Part 1: Major Mistakes to Avoid on Demos
Part 1 - In this episode, I'll share with you 2 major mistakes to avoid on your demos and how to fix them. Questions? Connect with me on LinkedIn and let me know!
03:07
April 13, 2021
Ep. 116 - The #1 tactic top salespeople use to control the sales process
In this episode, I'll share with you what you can do to control the sales process without being controlling. Questions? Connect with me on LinkedIn and let me know!
03:20
April 12, 2021
Ep. 115 - Never start your demo without first doing this one thing
In this episode, I'll teach you what me and my team ALWAYS do before we start our demos. Questions? Connect with me on LinkedIn and let me know!
03:27
April 09, 2021
Ep. 114 - Asking for referrals from prospects instead of existing customers
When should you ask for referrals before they reach the later stage of the customer funnel? In this episode, I'll share with you the 2 things I follow in order to achieve this. Questions? Connect with me on LinkedIn and let me know!
02:47
April 08, 2021
Ep. 113 - Demoing leads that came from competitors
Do you ever do demos where your prospect is currently using your competitor's solution? In this episode, I'll teach you what you should focus on when demoing your product with prospects that are looking to switch out from your competitor. Questions? Connect with me on LinkedIn and let me know!
03:48
April 07, 2021
Ep. 112 - The downside of keeping your cameras on during demos
Do you leave your cameras on throughout your demos? There's a ton of value when you're able to see your prospect's face and vice versa, but to what end? In this episode, I'll share my thoughts and experience with keeping cameras on during demos and other strategies on how I've been doing it. Questions? Connect with me on LinkedIn and let me know!
05:47
April 06, 2021