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SaaS Talks: From Lead To Close

SaaS Talks: From Lead To Close

By Mor Assouline
SaaS Talks: From Lead to Close is a short-form audio SaaS sale podcast sharing common challenges, and strategies to close more of your deals from the moment they reach your pipeline. 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. I post an episode 1X a day / 5 days a week.

Now you can listen to it during your bathroom breaks, in-between meetings, or anytime you want!
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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 9, 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 8, 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 7, 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 6, 2021
Ep. 111 - Do it for them, don't show them how it's done
Would you like to earn your prospects' trust sooner? In this episode, I'll teach you what you can do to drive your leads and prospects through your sales funnel. Questions? Connect with me on LinkedIn and let me know!
03:52
April 5, 2021
Ep. 110 - How to prevent a prospect from talking about pricing in the first 5 minutes of a demo
What do you do if your prospect wants you to talk about your product's plans and pricing before doing the demo first? In this episode, I'll teach you what you can say to your prospect that will prevent the conversation from prematurely talking about price. Questions? Connect with me on LinkedIn and let me know!
04:06
April 2, 2021
Ep. 109 - How to avoid losing your audience on demos
Do you ever find yourself struggling to get everyone on your demo engaged? It's easy to do it when it's just you and the prospect, but how about 4-6 other people? In this episode, I'll teach you what you can do to not lose your audience's attention on your demos. Questions? Connect with me on LinkedIn and let me know!
05:18
April 1, 2021
Ep. 108 - How to best approach answering an email
In this episode, I'll share with you what I do when a prospect sends me an email that requires a thoughtful response. Questions? Connect with me on LinkedIn and let me know!
02:01
March 31, 2021
Ep. 107 - A lag during your demos is embarrassing, here's how to fix it
In episode 106, I talked about one of the problems of having too many tabs open. One of the biggest issues is that too many tabs cause major lag on whatever screen you're working on (especially on demos) and it's really embarrassing. In this episode, I'll share with you what I do to keep all my tabs and not have it affect my computer and browser speed. Connect with me on LinkedIn and let me know!
03:21
March 30, 2021
Ep. 106 - The #1 way to declutter your mind and increase sales productivity
I am what you call, a "tab collector. "I have a tendency to have a ton of tabs open on my computer throughout the day, and yes, I need them all open. The problem is, too many tabs open causes major lag on whatever screen you're working on (especially on demos), and clutter on your browser and that creates confusion. In this episode, I'll share with you what I do to declutter my sales productivity. Questions? Connect with me on LinkedIn and let me know!
03:43
March 29, 2021
Ep. 105 - Before you answer your prospect's questions, do this
Does your prospect ever ask you, "does your product do [feature]?" or "do you integrate with [app]?" In this episode, I'll share with you what you should do before being quick to respond to your prospect's questions on demos. Questions? Connect with me on LinkedIn and let me know!
04:05
March 26, 2021
Ep. 104 - Why aren't your prospects converting after successful demos?
Don't you hate it when you complete a really good demo with your prospect only to have them ghost you? What's going in your prospect's mind? What went wrong? What are they thinking? In this episode, I'll share with you 3 things to do in order to better understand your prospects. Questions? Connect with me on LinkedIn and let me know!
05:21
March 25, 2021
Ep. 103 - How to handle demos with unengaging prospects?
Sometimes on demos when I ask my prospects questions, they give me a short answer,  "nope" or "yep,"  and I can tell by their tone of voice that they aren't interested in what I'm showing them. But, I started taking a different approach that gets them to open up. In this episode, I'll share with you what you should do if you're on demos and your prospects are not engaging with you. Questions? Connect with me on LinkedIn and let me know!
03:40
March 24, 2021
Ep. 102 - How to get REALLY good at sales demos without doing them
Do you want to get really good at doing sales demos? In this episode, I'll teach you how to improve your sales demos using the same strategies that I use. Questions? Connect with me on LinkedIn and let me know!
02:11
March 23, 2021
Ep. 101 - How to optimize your demos correctly with this data driven strategy?
I made over 72,000 cold calls in a 12 month period when I started my career in sales. Over time, I learned that using data to make decisions is the only way to scale efficiently. So, I took this knowledge and experience and applied it to sales demos. In this episode, I'll teach you what you should do to optimize your sales demos using data-driven strategies. Questions? Connect with me on LinkedIn and let me know!
04:07
March 22, 2021
Ep. 100 - How to make digital eye contact on demos
Zoom is part of our sales lives more than ever. In this episode, I'll share with you an excellent and practical tip to learn how to make digital eye contact, thanks to Collin Cadmus's advice. Questions? Connect with me on LinkedIn and let me know!
02:55
March 19, 2021
Ep. 99 - Get a sneak peek into your buyers' expectations
Without understanding what your prospect expects from you and your product, what good is your demo? In order to drive value throughout your sales process, you need to ask certain questions. In this episode, I'll share with you the #1 question to ask in order to unravel your prospect's expectations. Questions? Connect with me on LinkedIn and let me know!
02:08
March 18, 2021
Ep. 98 - This one improvement will shorten your sales cycle and improve your demo conversion rates
Doing demos is not all about how good you are in sales or how good you listen to your prospect. In this episode, I'll share with you something else you can do on your demos to shorten your sales cycle and increase your conversion rate. Questions? Connect with me on LinkedIn and let me know!
03:51
March 17, 2021
Ep. 97 - To talk about competition on demos or not?
Is it good to talk about the competition on demos or not? If so, how and when? In this episode, I'll teach you what I've discovered to be the best way to tackle this question and improve your conversion rates. Questions? Connect with me on LinkedIn and let me know!
03:39
March 16, 2021
Ep. 96 - One of the most important questions to ask on your demos
One of the biggest FUDs (fear, uncertainty, and doubts) your prospect deals with is your product working seamlessly with others. In this episode, I'll share with you what you can do to improve your chances of winning over new business with this type of buyer environment. Questions? Connect with me on LinkedIn and let me know!
03:46
March 15, 2021
Ep. 95 - You must follow these instructions before every discovery and demo call
How do you know if your prospect is impressed by you or not? How do you know if your prospect trusts you? In this episode, I'll share with you what you must do before every discovery and demo call to win over your prospect. Questions? Connect with me on LinkedIn and let me know!
03:36
March 12, 2021
Ep. 94 - How to use data on your demos to sell more
Do you use stats on your demos? How do you know if your prospect finds value in it? In this episode, I'll teach you how to properly use data and stats on your demos to convert more deals. Questions? Connect with me on LinkedIn and let me know!
04:06
March 11, 2021
Ep. 93 - 2 hacks that will change your productivity for life
There are 2 apps in this world that allows me to be 10X more focused during my workday. In this episode, I'll share with you what you can use to work faster and more productive. Questions? Connect with me on LinkedIn and let me know!
04:32
March 10, 2021
Ep. 92 - The #1 biggest mistake you can make at the end of your demo
What you do on your demo is really important, but what you don't do on a demo can affect your sale. In this episode, I'll share with you the #1 mistake you might be making on demos, and how to fix it. Questions? Connect with me on LinkedIn and let me know!
03:09
March 9, 2021
Ep. 91 - The #1 way to get your prospect's attention
What separates good salespeople from great ones? The ability to drive value home for their prospects. In this episode, I'll teach you what you can do to get your prospect's attention and earn their business. Questions? Connect with me on LinkedIn and let me know!
05:43
March 8, 2021
Ep. 90 - When should you stop selling on your demos?
Did you know that customers are more than 50% through the purchase process before they reach a salesperson (study done by Gartner)? If that's true, then what should you do on your demos? In this episode, I'll share with you what you should do if your prospect doesn't need to be sold to. Questions? Connect with me on LinkedIn and let me know!
04:10
March 5, 2021
Ep. 89 - How to add value for your prospects on LinkedIn?
Sending an article to your prospect about a new feature your product has is not adding value. The way to truly add value has nothing to do with your product or service. In this episode, I'll teach you what you can do to stand out more than any other sales rep your prospect has seen. Questions? Connect with me on LinkedIn and let me know!
03:19
March 4, 2021
Ep. 88 - 4 things to ALWAYS do on discovery calls
Discovery is the most important part of the sales process and if that's the case, what should you always do on your discovery calls? In this episode, I'll share with you 4 rules to always stick by during your discovery. Questions? Connect with me on LinkedIn and let me know!
04:36
March 3, 2021
Ep. 87 - 6 things to ALWAYS do on demos or else you'll lose
There many things you should do on demos in order to get you close to converting the prospect, but in this episode, I'm only going to share with you 6 things to always do on your demos no matter what. Questions? Connect with me on LinkedIn and let me know!
04:40
March 2, 2021
Ep. 86 - How to get 10X better at selling outcomes instead of features?
We've all heard the saying, sell the outcomes, not the features, but how? In this episode, I'll teach you how you can get dramatically better at selling outcomes faster than ever before. Questions? Connect with me on LinkedIn and let me know!
05:12
March 1, 2021
Ep. 85 - A non-salesy follow up email that leads to a sale
Doesn't it suck to be that salesperson that keeps chasing a prospect that doesn't respond? In this episode, I'll share with you an outside of the box approach to a non-salesy follow-up email that leads to a sale. Questions? Connect with me on LinkedIn and let me know!
03:15
February 26, 2021
Ep. 84 - What materials should you have handy during your demo to help you sell better?
Imagine there's a way to increase your demo conversion rate by simply being prepared with better materials on your calls. In this episode, I'll teach you what materials you should have on your demo to sell better. Questions? Connect with me on LinkedIn and let me know!
04:11
February 25, 2021
Ep. 83 - How to get more clients without selling to help you hit quota?
Do you send your prospects a post demo summary email? How do you know what you should include in it? What information should you exclude? In this episode, I'll teach you what your post demo summary email should contain to help you convert more demos. Questions? Connect with me on LinkedIn and let me know!
04:31
February 24, 2021
Ep. 82 - What should your post demo summary email include?
Do you send your prospects a post demo summary email? How do you know what you should include in it? What information should you exclude? In this episode, I'll teach you what your post demo summary email should contain to help you convert more demos. Questions? Connect with me on LinkedIn and let me know!
03:43
February 23, 2021
Ep. 81 - The most important notes you should be typing on your demo
Do you take notes during your discovery call and demo? What notes are you taking and how will it help you close the deal? In this episode, I'll teach you what notes matter that you're probably not paying attention to. Questions? Connect with me on LinkedIn and let me know!
04:31
February 22, 2021
Ep. 80 - How to inject credibility and validation in your product and demo
Do you want to build more credibility around the value of your product or the features you present on your demo? In this episode, I'll teach you what you can do to back up your claims so prospects trust you more. Questions? Connect with me on LinkedIn and let me know!
03:45
February 19, 2021
Ep. 79 - Visual Exercise: How to be a master at asking masterful questions on discovery and demos?
This episode is a visual and mental exercise on how to be really great at asking really great questions on your sales calls, discovery calls, and demos. Questions? Connect with me on LinkedIn and let me know!
03:11
February 18, 2021
Ep. 78 - The #1 way to start your demo and create an instant connection with your prospect
Do you wish you could create an instant connection with your prospect on your demos? What could you do differently? In this episode, I'll teach you what you can do to prime your demo for success. Questions? Connect with me on LinkedIn and let me know!
04:56
February 17, 2021
Ep. 77 - Want to work 10X faster? Use this app and you'll thank me
Do you ever find yourself manually writing things over and over in emails, your CRM, Slack, etc? What if there's a way you can increase the speed of your productivity by 10X? In this episode, I'll share with you an incredible app you can use to do just that. Questions? Connect with me on LinkedIn and let me know!
03:22
February 16, 2021
Ep. 76 - How do you take better notes on demos without missing what the prospect is saying?
Do you ever find yourself taking notes on sales demos, but paying attention to what you're writing instead of understanding what the prospect is saying? In this episode, I'll teach you how to take better notes without having to lose focus on what your prospect is saying. Questions? Connect with me on LinkedIn and let me know!
04:02
February 15, 2021
Ep. 75 - How to always be prepared and in control on a demo?
Do you ever find yourself scrambling to find an answer to a question your prospect asked on a demo? Do you feel like you have so much to show your prospect on the demo and it feels a bit overwhelming? In this episode, I'll teach you what you can do to stay organized, and in control during your demos so you're always prepared. Questions? Connect with me on LinkedIn and let me know!
03:54
February 12, 2021
Ep. 74 - How soon after your demo should you follow up with your prospect?
In this episode, I'll share with you what I believe is the ideal time to follow up with your prospect after you've demoed them. Questions? Connect with me on LinkedIn and let me know!
03:15
February 11, 2021
Ep. 73 - How to increase your sales EQ using this approach
Want to know how to have better EQ? In this episode, I'll teach you a small sales adjustment you can start using in your sales calls, demos, and follow-ups. Questions? Connect with me on LinkedIn and let me know!
03:02
February 10, 2021
Ep. 72 - Should you leave a voicemail?
Do you leave voicemails when calling prospects? I typically don't leave voicemails, but in this episode, I'll share with you the only 3 times I leave voicemails. I'll also teach you exactly what the voicemail should sound like. Questions? Connect with me on LinkedIn and let me know!
04:01
February 9, 2021
Ep. 71 - How to know exactly what your prospect is thinking
Do you ever ask your prospects at the end of a demo, "do you have any questions?" or "are there any other features you wanted to see?" The problem with asking these questions is that your prospect will feel bad being honest with you so they'll just say "no." In this episode, I'll teach you exactly what sort of questions you can ask on your demos to know exactly what your prospect thinks. Questions? Connect with me on LinkedIn and let me know!
03:33
February 8, 2021
Ep. 70 - How to increase your conversions without having to prospect for new leads?
What if there's a way you can increase your conversions without having to prospect for brand new leads? In this episode, I'll teach you what you can do to increase your ARPU and your conversions effectively in a short period of time. Questions? Connect with me on LinkedIn and let me know!
03:27
February 5, 2021
Ep. 69 - 4 email closings that result in a 54-67% response rate
Do you want to increase your email response rates? You'll be surprised that "best regards" did not make the cut. In this episode, I'll share with you 4 different email closings that result in 54-67% response rate. Questions? Connect with me on LinkedIn and let me know!
03:06
February 4, 2021
Ep. 68 - 6-step instructions that will WOW demo no-show attendees
Do you ever have a demo with 2 or more attendees that aren't able to show up? What should you do to keep everyone interested even though they're not on the demo? In this episode, I'll share with you my 6-step instructions to win the hearts of all attendees. Questions? Connect with me on LinkedIn and let me know!
04:58
February 3, 2021
Ep. 67 - How to handle "reach back out next quarter?"
Have you ever received an email from a prospect saying, "reach back out next quarter?" or "we'll explore this more in Q1?" In this episode, I'll share with you what Kyle Coleman, VP, Revenue Growth & Enablement @ Clari suggests. Questions? Connect with me on LinkedIn and let me know!
04:09
February 2, 2021
Ep. 66 - What to say to a referral to gain instant credibility?
Do you want to gain instant credibility with a referral? Hint, you should avoid saying "referred/recommended." In this episode, I'll share with you some new ideas about what you should say to referrals in order to build trust, fast. Questions? Connect with me on LinkedIn and let me know!
02:43
February 1, 2021
Ep. 65 - Report #3 to track for your sales demos
There are 3 main reports you should start tracking for your sales demos. In this episode, I'll teach you the third report to use and why it's important to use them. Questions? Connect with me on LinkedIn and let me know!
03:14
January 28, 2021
Ep. 64 - Report #2 to track for your sales demos
There are 3 main reports you should start tracking for your sales demos. In this episode, I'll teach you the second report to use and why it's important to use them. Questions? Connect with me on LinkedIn and let me know!
04:00
January 27, 2021
Ep. 63 - Report #1 to track for you sales demos
There are 3 main reports you should start tracking for your sales demos. In this episode, I'll teach you the first report to use and why it's important to use them. Questions? Connect with me on LinkedIn and let me know!
05:39
January 26, 2021
Ep. 62 - 4 tactics to close deals sooner without having to discount your price?
Do you want to close more deals without having to discount your price? In this episode, I'll teach you some tactics that I shared with Sara Brazier from Gong.io on how to shorten the timeline for prospects. Questions? Connect with me on LinkedIn and let me know!
06:28
January 25, 2021
Ep. 61 - How to use Clubhouse to close more deals?
Since Clubhouse is the "new kid on the block" in the social media world, what can you do with it to close more deals? In this episode, I'll share with you some ideas that you can do with Clubhouse. P.S. Follow me on Clubhouse @mistamor. Questions? Connect with me on LinkedIn and let me know!
05:21
January 22, 2021
Ep. 60 - How to prevent emptying out your pipeline after closing out the month?
Do you ever find yourself closing out the month, but completely emptying out your pipeline along the way? If you're experiencing this then you're making one big mistake, but the good news is, there is a simple fix. In this episode, I'll share with you what I and my team do to constantly keep our pipeline full of leads, all the time. Questions? Connect with me on LinkedIn and let me know!
05:35
January 21, 2021
Ep . 59 - The secret to scheduling demos with leads that only want to email or speak in live chat
If a prospect asks you a question over live chat or email, do you push for a call instead? Back in the day, I was taught to push the prospect onto a phone call, but I don't think that works anymore with buyers. In this episode, I'll teach you what I do to schedule demos with prospects that are communicating with me via live chat and email. Questions? Connect with me on LinkedIn and let me know!
05:18
January 20, 2021
Ep. 58 - How to impress your prospects via email with 3 tactics?
Do you want to stand out from the competition? Do you want your prospects to be impressed and earn more business? Do you want to close more deals in less time? Well, what if you can do this just by responding to emails? In this episode, I'll teach you how to have a slight edge over your competitors when it comes to communicating with your prospects over email. Questions? Connect with me on LinkedIn and let me know!
04:55
January 19, 2021
Ep. 57 - You'll never guess what this accountant did to earn my business
Accountants aren't known to be great salespeople. But one accountant that I spoke to pulled one of the best sales moves that earned her my business. Want to learn what she did? Listen to this episode. Questions? Connect with me on LinkedIn and let me know!
05:48
January 18, 2021
Ep. 56 - The email that get's you unghosted
How do you stop getting ghosted? How do you finally get your prospect to answer your follow-ups? It's not as complicated as you'd think, but it may surprise you. In this episode, I'll teach you what you can do to draft emails that get you responses in less time. Questions? Connect with me on LinkedIn and let me know!
03:05
January 15, 2021
Ep. 55 - What 3 questions in discovery is greater than all of your questions combined?
If you could only ask 3 questions during discovery what would you ask? In this episode, I'll share with you my choice of 3 questions that I will never let go and I'll tell you why. Questions? Connect with me on LinkedIn and let me know!
05:03
January 14, 2021
Ep. 54 - Doing a demo with more than 2 attendees? Say this.
The BIGGEST failure an AE can do on a demo with more than 2 attendees is do the demo as if only 1 person was sitting in. You're no longer trying to get buy-in from one decision-maker,  you now have to make sure everyone is sold on your product. In this episode, I'll share with you a script that I used to do just that. Questions? Connect with me on LinkedIn and let me know!
04:30
January 13, 2021
Ep. 53 - The EASIEST way to get your prospects to tell you the truth
Don't you hate it when your prospect says they have no questions at the end of the demo only to find out that they're ghosting you? What if there's a way to get your prospects to be extremely honest with you so you don't have to chase them for an answer? What if there's a way to do this easily? In this episode, I'll share with you a tip I learned from Charles Muhlbauer about how to do this. Questions? Connect with me on LinkedIn and let me know!
04:09
January 12, 2021
Ep. 52 - A secret strategy to build credibility with your prospects
When sales pitch the prospect that onboarding will be quick, and seamless, it's hard to believe them since they're just trying to make a sell. In this episode, I'll teach you how you can build more credibility with their prospect with just one call. Questions? Connect with me on LinkedIn and let me know!
04:43
January 11, 2021
Ep. 51 - Learn this skill if you want to have a slight edge in sales
What can you learn that will give you a slight edge in your sales conversations, emails, and demos?  Listen to this episode to learn the ultimate skill every salesperson should learn to make more money. The 3 book recommendations mentioned in this episode are 1) CA$HVERTISING: How to Use More than 100 Secrets of Ad-Agency Psychology to Make Big Money Selling Anything to Anyone, 2)The Presentation Secrets of Steve Jobs: How to Be Insanely Great in Front of Any Audience, 3) The Ultimate Sales Letter, 4th Edition: Attract New Customers. Boost your Sales. Questions? Connect with me on LinkedIn and let me know!
04:44
January 8, 2021
Ep. 50 - Never say these 3 words on a sales demo
Do you do sales demos and want to sound better when speaking? In this episode, I'll tell you what 3 words to never use on a sales call, demo, live chat, or email, and I'll also teach you what to replace those words with. Questions? Connect with me on LinkedIn and let me know!
05:03
January 7, 2021
Ep. 49 - How to get approval from all decision makers?
Do you want to get the approval of all the decision-makers after your sales pitch? What if they're unable to show up to the call. In this episode, I'll reveal what my team and I do whenever there are other decision-makers involved that are unable to make it to the demo. Questions? Connect with me on LinkedIn and let me know!
05:36
January 6, 2021
Ep. 48 - A strategy that will super glue your prospect's trust in you during demos
What can you do on demos that will build more trust and comfort between you and your prospects so you can close more deals? In this episode, I'll show what I do to help build a stronger bond between me and my prospects by following one simple strategy. Questions? Connect with me on LinkedIn and let me know!
03:42
January 5, 2021
Ep. 47 - How to become a discovery call ninja in just one call?
Ever wonder what gets your prospects' to purchase? Do you want to get into the mind of your prospect and truly understand their pain points and goals so you can help them and increase your conversion rates? In this episode, I'll teach you exactly what you'll need to do to take your discovery call to the next level. Questions? Connect with me on LinkedIn and let me know!
04:30
January 4, 2021
Ep. 46 - How to get prospects to tell you what they're paying for your competitor?
Do you want your prospects to tell you what they're currently paying for your competitor? In this episode, I'll teach you what words to use and how to use them to get more intel about your competitor's pricing than ever before. Questions? Connect with me on LinkedIn and let me know!
04:07
January 1, 2021
Ep. 45 - How to get prospects to schedule demos when they're not answering your emails?
What do you do when your prospects aren't scheduling a demo with you? In this episode, I'll teach you what I do to increase your chances of getting a demo booked on your calendar. Questions? Connect with me on LinkedIn and let me know!
03:05
December 31, 2020
Ep. 44 - These 3 sales lessons from Warby Parker is a career game changer, guaranteed.
Want to know what 3 lessons you can do to dramatically enhance your sales game? In this episode, I'll teach you what a Warby Parker's sales associate did that will take your sales game to the next level. Questions? Connect with me on LinkedIn and let me know!
04:16
December 30, 2020
Ep. 43 - How to stop saying "you guys" on a demo?
Do you catch yourself saying "you guys" on a demo when there are also women on the call? In this episode, I'll teach you what you can say instead of "you guys" on a demo. Questions? Connect with me on LinkedIn and let me know!
03:22
December 29, 2020
Ep. 42 - The best tech stack to use for your Zoom calls
Do you ever have demos when suddenly there's noise around you? The baby starts to cry, construction stars, the fire alarm test goes off, or any noise at all? In this episode, I'll tell you EXACTLY what I use to have a crystal clear sounding demo no matter what the noise is. Questions? Connect with me on LinkedIn and let me know!
04:19
December 28, 2020
Ep. 41 - How to never ever burn out doing sales follow ups?
Want to learn how not to burn out when trying to follow up with over 100 leads in a day? In this episode, I'll cover exactly what you need to consistently follow up with leads without burning out. Questions? Connect with me on LinkedIn and let me know!
03:31
December 25, 2020
Ep. 40 - Want to convince prospects your product is the easiest to use?
Do you wish you did a better job selling your product's ease of use on your sales demos? In this episode, I will teach you what to do and how to do it. Questions? Connect with me on LinkedIn and let me know!
03:10
December 24, 2020
Ep. 39 - What can you show your buyers to win more deals?
If you know what your prospects want to see then wouldn't it be easier to close deals? In this episode, I'll show you what your buyers are interested in seeing and how you can have better demos, email follow-ups, and conversations by knowing these 3 things. Questions? Connect with me on LinkedIn and let me know!
04:11
December 23, 2020
Ep. 38 - How to have engaging demos with unengaging attendees?
Sales demos with a few attendees can be tough. You'll get one-word answers sometimes and very little participation. In this episode, I'll teach you what you can do on demos to get everyone engaged. Questions? Connect with me on LinkedIn and let me know!
07:34
December 22, 2020
Ep. 37 - How to schedule demos quicker with you prospects?
Do you want to know why you may not be booking demos quicker? I'll teach you how to schedule a demo with a prospect in the most convenient and personal way possible. Questions? Connect with me on LinkedIn and let me know!
04:23
December 21, 2020
Ep. 36 - One hack to increase demo show up rates
Want to know what I do to have a 90% or above average demo show up rate? Listen to this episode to learn. Questions? Connect with me on LinkedIn and let me know!
02:25
December 18, 2020
Ep. 35 - My 3-step strategy that gets responses to email follow ups
Do you want to know what I do to get prospects to respond to my email follow-ups? In this episode, I'll teach 3 EXTREMELY effective email follow-up strategies you can use to get more responses. Questions? Connect with me on LinkedIn and let me know!
06:16
December 17, 2020
Ep. 34 - AEs, don't ever do this
Are you an account executive that schedules demos? Listen to this episode to learn what to NEVER do as an AE when it comes to scheduling demos. Questions? Connect with me on LinkedIn and let me know!
06:18
December 16, 2020
Ep. 33 - How do you get your prospects to look at you as a real partner?
Do you ever tell your prospects that they should think of you as an extension of their team? Do you want your potential customers to actually see you as a partner? In this episode, I'll teach you how and what to do in order to build a real partnership with your prospects on demos. Questions? Connect with me on LinkedIn and let me know!
04:26
December 15, 2020
Ep. 32 - What should you say when you don't know the answer on a demo?
A prospect asks you a question on a demo, but you don't know the answer, what do you say? In this episode, I'll teach you what to do and what to say when you don't know the answer to a question on a demo. You'll also learn 3 powerful outcomes of using this approach. Questions? Connect with me on LinkedIn and let me know!
03:55
December 14, 2020
Ep. 31 - One FIRE strategy to get your prospects saying WOW! on demos
Do you want to do demos that get your prospects excited? Do you ever want to have your demos be more engaging? In this episode, I'll teach you a strategy that you can do to give your demos that WOW! affect. Questions? Connect with me on LinkedIn and let me know!
02:45
December 11, 2020
Ep. 30 - Wondering why you're not getting enough demos booked? Try this.
If you're wondering why you're not getting as many demos booked as you'd like then ask yourself, do your demo request emails look like this:   "Does Wednesday or Thursday at 10:30 AM work for you?" or "Feel free to grab a time on my calendar over here [inserts link to calendar]"? I'll teach you a better way to ask for a meeting and get one booked on your calendar. Questions? Connect with me on LinkedIn and let me know!
04:18
December 10, 2020
Ep. 29 - Lessons on how to create REALLY engaging demos
Tired of having demos sounding like a one-sided conversion where you do all the talking and the prospect not engaging? In this episode, you'll learn what our team does to create more engaging demos that create really engaging demos every time. Questions? Connect with me on LinkedIn and let me know!
04:28
December 9, 2020
Ep. 28 - 5 "Eureka" follow-up strategies to responses in less than 30 days
Many salespeople are still stuck in "cookie-cutter" mode and are sending follow up emails as if it's the hottest thing. Traditional sales follow-ups are dead. In this episode, you'll learn 5 "Eureka" strategies to improve your sales follow up in less than 30 days. Questions? Connect with me on LinkedIn and let me know!
06:24
December 8, 2020
Ep. 27 - How to quickly build trust with a prospect on your demo in the first 10 minutes?
Do you know what buyers hate on demos? Blocking 30 to 60 minutes of their calendar being pitched instead of being understood. We meet someone for the first time and we automatically think we know what's best for them without getting to know their story. In this episode, you'll learn how to quickly build trust with a prospect with 3 simple but effective action items. Questions? Connect with me on LinkedIn and let me know!
05:27
December 7, 2020
Ep. 26 - A lesson on how to stop deals from going silent
How can AEs stop deals from going silent? AEs wonder why some deals can look so promising but all of a sudden the prospect went silent. One of the answers is: there is more than one decision-maker involved in the deal. In this episode, you'll learn how to leverage conversations to close more deals. Questions? Connect with me on LinkedIn and let me know!
05:08
December 4, 2020
Ep. 25 - How to use FBI negotiation tactics to land more demos and more conversions
Getting a "YES" out of a lead is much harder than getting a "NO" which is why I use the Chris Voss method. Chris Voss, a former FBI negotiator,  wrote a book called, Never Split The Difference, where he teaches tactical strategies that work powerfully in sales. Listen to this episode to learn. Questions? Connect with me on LinkedIn and let me know!
04:10
December 3, 2020
Ep. 24 - The savvy formula that will help you close more sales demos
How do you determine when you should focus on value and when you should focus on price savings in your demos? In this episode, I share the exact formula I use to help me and my team close deals. Questions? Connect with me on LinkedIn and let me know!
04:46
December 2, 2020
Ep. 23 - Stop asking "Why?" in your discovery questions, do this instead
Do you ask "Why?" during discovery or throughout your sales demo? You may not notice, but it could come off aggressive and your prospect will immediately have their guard up. In this episode, I'll teach you exactly what I do instead of asking the word "why?" to extract the most valuable information during my calls. Questions? Connect with me on LinkedIn and let me know!
02:52
December 1, 2020
Ep. 22 - Are your follow up emails left hanging? Do this.
Getting ghosted sucks, but if there's something you can do to make your follow up emails work better for you. In this episode, I'll teach you what my team and I add to our emails to tighten them up and have them work in our favor. Questions? Connect with me on LinkedIn and let me know!
02:35
November 30, 2020
Ep. 21 - How to close more deals without offering discounts
Do you offer discounts to close deals? Too many salespeople use a discount as a crutch to close deals when the deals could have converted without them. So what do you do? In this episode, I'll teach you how to close more of your leads without using discounts.  Questions? Connect with me on LinkedIn and let me know!
04:14
November 27, 2020
Ep. 20 - The voicemail that gets prospects to call back
Should you leave a voicemail? and if so, when? Salespeople have to go through a lot of no answers before reaching someone so at what point do you leave a voicemail? And what should the voicemail sound like? In this episode, I'll teach you what voicemails I and my team use to get prospects to call us back. Questions? Connect with me on LinkedIn and let me know!
05:23
November 26, 2020
Ep. 19 - Selling to IT? Do this.
Did you know that people in IT don't care to speak with salespeople? This is probably why it's so hard for many salespeople selling to IT to get a response. In this episode, I'll teach you what IT people hate and what they love and what you can do to catch their attention and get them to respond to your emails. Questions? Connect with me on LinkedIn and let me know!
03:45
November 25, 2020
Ep. 18 - A cold call script that will get you a yes 80% of the time
How do you get a cold lead to give you an opportunity to pitch them? By following the script that I lay out in this episode. I will show you exactly what to say and how to say it so 80% of the time you have the green light to cold pitch. Questions? Connect with me on LinkedIn and let me know!
04:16
November 24, 2020
Ep. 17 - 2-for-1 Discovery Tactic
Don't you hate it when a lead is not a qualified prospect? But don't give up. If you're going to disqualify the lead then why not try squeezing as much out of it as possible? "No lead left behind" is a philosophy that allows my team to leverage every lead, good or bad, and in this episode, I'll teach you how.  Questions? Connect with me on LinkedIn and let me know!
03:48
November 23, 2020
Ep. 16 - How to stay top of mind outside of email follow up
Too many emails too soon become spam. What can you do outside of an email follow up to stay top of mind? I'll teach you 5 strategies that my team uses to stay relevant and timely in our prospects' mind. Questions? Connect with me on LinkedIn and let me know!
05:25
November 20, 2020
Ep. 15 - What makes your product better than the competition?
Do you ever get asked, “What makes you different than your competitors on the market?” If you respond to that question with a list of product features then you're making a mistake. I'll teach you exactly what to do so you can drop some real value on your prospect. Questions? Connect with me on LinkedIn and let me know!
03:22
November 19, 2020
Ep. 14 - Sales referral script
In this episode, I'll share with you a script that I use to ask existing customers for referrals. I'll share a phone call and an email script so you can test the variation. If you'd like to see a copy of the script and insert it into your sales playbook, then click here. Questions? Connect with me on LinkedIn and let me know!
04:20
November 18, 2020
Ep. 13 - 4 bulletproof tactics to always have a full sales pipeline
Do you ever find yourself asking how the hell are you going to hit sales quota if you've closed out your pipeline from last month? Stop relying on other people generating leads for you when there are 4 bulletproof tactics that you can do today to always have a full sales pipeline. Listen to this episode to learn. Questions? Connect with me on LinkedIn and let me know!
04:21
November 17, 2020
Ep. 12 - How to close more deals without more leads?
What can you do to close more deals in the next month or the next quarter without having to rely on new MQLs from marketing? I'll teach you exactly what I've taught my team to do in order to fill up their pipeline so they're not using the marketing department as a crutch. Questions? Connect with me on LinkedIn and let me know!
04:05
November 16, 2020
Ep. 11 - Razor sharp sales follow up tactics for busy sales people
How can you easily remember what type of sales follow up you should do on your next attempt? Should you call? Should you email? Should you do both? I'm going to teach you exactly what I and my sales team do to efficiently remember the type of follow up tactic we should use on our next attempt. Questions? Connect with me on LinkedIn and let me know!
02:56
November 13, 2020
Ep. 10 - 6 Powerful LinkedIn Follow Up Strategies
How can you use LinkedIn to stay top of mind and relevant to your prospect? In this episode, I'll teach you 6 actionable follow-up strategies to stay extremely relevant with your leads using LinkedIn. Questions? Connect with me on LinkedIn and let me know!
05:34
November 12, 2020
Ep. 9 - 3 Ways to cut the learning curve as a new AE
How do you get good at doing sales demos when you're a new AE? Follow these 3 strategies to shorten the learning curve, and scale quickly as an account executive. Questions? Connect with me on LinkedIn and let me know!
04:21
November 11, 2020
Ep. 8 - Don't sell the feature, sell the outcome
Are you using the time on your demos effectively? Are your prospects getting bored with your demos? In this episode, I'll teach you how to do demos that your prospects will pay attention to. Questions? Connect with me on LinkedIn and let me know!
03:16
November 10, 2020
Ep. 7 - The best demos focus on one thing, are you doing it?
When you're doing demos stop spending so much time on the "how-to" part of the software. That should be saved for a follow-up demo or training from customer success. In this episode, I'll show you how to do product demos that get your prospects to say "oooh" and "ahhhh." Questions? Connect with me on LinkedIn and let me know!
03:54
November 9, 2020
Ep. 6 - How to sell your features 10X better with just your voice
Stop selling features the way every salesperson does. Your tone of voice is your secret weapon. Learn how to use your voice to sell features better. Questions? Connect with me on LinkedIn and let me know!
03:44
November 6, 2020
Ep. 5 - Doing discovery without interrogating
Do you ever feel uncomfortable asking your prospect a bunch of questions during discovery? If you answered, yes, then it's probably because you're treating the discovery call like an interrogation. Follow this effective approach to do the best discovery calls. Questions? Connect with me on LinkedIn and let me know!
05:25
November 5, 2020
Ep 4. - The #1 effective tactic to add to your sales demo
Do you want to win your prospects over during your sales demo? What can you do differently to earn more business while doing demos? Here's my approach to doing better demos and earning your buyer's trust. Questions? Connect with me on LinkedIn and let me know!
04:26
November 4, 2020
Ep. 3 - How to increase your demo show up rates?
Is your demo show up rate low? Do you want more of your scheduled demos or webinars to show up and sit through the entire call? Learn the tactic that many e-commerce brands use that will get you more prospects attending your sales calls. Questions? Connect with me on LinkedIn and let me know!
03:51
November 3, 2020
Ep. 1 - Context
Why should you listen to this podcast and what's in it for you? Episode 1 lays out the framework for what you can expect. Questions? Connect with me on LinkedIn and let me know!
11:07
November 2, 2020
Ep. 2 - Using LinkedIn Properly to DM Your Leads
Sending out cold DMs on LinkedIn? There's a better way to start a conversation with your leads on LinkedIn without wasting their time. Questions? Connect with me on LinkedIn and let me know!
04:37
November 2, 2020