30 Minutes to President's Club | No-Nonsense Sales #15 - Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)
15 snips
Aug 5, 2020 
Jake Dunlap, CEO of Skaled and former VP of Sales at Glassdoor, dives into actionable sales strategies. He emphasizes shifting from thanking prospects to discovering their business priorities as equals. The conversation explores the importance of asking targeted questions and understanding the customer's pain points. Dunlap urges sellers to broaden their prospecting methods and leverage existing relationships, while also optimizing their sales processes through effective demo strategies and pipeline management.
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Understand Role and Fit
- Know your prospect's role and team to drive action and momentum.
- Ask about their core responsibilities to understand how to move the deal forward.
Deep Dive with "Why"
- After identifying a pain point, ask "why" three times.
- This helps determine if the issue is a high priority for the prospect.
Listen Actively
- Use scripts to guide your conversations, but focus on active listening.
- This frees you to focus on the prospect and not just the next question.