115 (Sell): Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)
115 (Sell): Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)
115 (Sell): Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)
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FOUR ACTIONABLE TAKEAWAYS
Quantify the number of qualification questions you are going to ask to avoid discovery fatigue.
Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at.
Once you’ve heard their priorities, add to them so you can establish credibility as an advisor.
Summarize key points from the meeting (priorities, impact, and timeline) and ask for confirmation of email receipt.
PATH TO PRESIDENT’S CLUB
Founder @ Sell Better by JB Sales
Host of Make it Happen Mondays
RESOURCES DISCUSSED
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Things you can steal
From The Podcast
30 Minutes to President's Club | No-Nonsense Sales
The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual.30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including:Prospecting: How to open conversations to triple your pipelineDiscovery: How to ask questions that uncover massive painProcess: How to get big contracts over the lineLeadership: How to hire and train world class teams.Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-hosts Jen Allen-Knuth (ex-Challenger, ex-Lavender) and Mark Kosoglow (CRO @ Catalyst, ex-Outreach). Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show…Get ready, you're going to President's Club.Join Podchaser to...
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