Playbook: Top 10 moments that change the way we sell

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Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.

Prospecting

• Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing!
• Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort

Discovery

• Episode 110 Doug Landis: PPO
• Episode 137 Krysten Conner: The Menu of Pain
• Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it.
• Episode 113 Armand Farrokh: The 5-minute drill + big demo deck

Process

• Episode 130 Morgan Melo: How are you gonna justify this internally?
• Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum.
• Episode 103 Miles Kane: What are you willing to offer in return?
• Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale.

The NUMBER ONE TACTIC!

• Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem.

RESOURCES DISCUSSED

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