#352 - Challenging Your Reps on Their Deal Ri...

Giulio Segantini is back and this time it’s pure objection-handling firepower. If you sell anything over the phone, this is a tactical breakdown of how to handle “send me an email,” “we’re already working with someone,” “too expensive,” “not interested,” and every other cold call ...  عرض المزيد

Close Complex Enterprise Deals by Selling the Problem, Not the Product Jen Allen-Knuth breaks down how to win executive deals by anchoring every conversation to a strategic objective and building urgency around cost of inaction. Prospect into the C-suite with a 4-step structure: ...  عرض المزيد

Ben Fiechtner is Chief Revenue Officer at Clari, where he drives global go-to market & revenue operations. Ben previously served as SVP at UiPath, growing their key accounts and regulated industry verticals fro ...

In the minds of many reps, competitor buyers are off-limits for prospecting. After all, why waste time with a buyer that’s already entrenched with someone offering a similar product? But as it turns out, competitor buyers are some of the best prospects you can target. They’re mor ...  عرض المزيد

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Send a textBill and Bryan continue their deep dive into evolving buyer behavior with some eye-opening insights that challenge conventional sales wisdom. In this episode, they tackle the myth of "the decision maker." They explore how buying by committee has become the new normal a ...  عرض المزيد