Outbound Squad

Becoming expert advisors, finding pain, and creating urgency with Ryan Heaphy

May 27, 2021
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Episode notes
1
Introduction
00:00 • 5min
2
How Did You Get Into Sales?
04:52 • 3min
3
What Was Your First Coal Calling Experience Like?
07:57 • 4min
4
The Relationship Piece
11:54 • 4min
5
Relationships - What's the Difference?
15:28 • 2min
6
How Do You Create Expert Advisers on Your Sales Team?
17:55 • 4min
7
The Importance of Product and Industry Training
21:32 • 3min
8
What's the Acid Test?
24:09 • 3min
9
What Keeps Salespeople From Building Expert Advisors?
26:59 • 2min
10
Is There Anything Outside of the Box?
28:45 • 3min
11
How Do You Define Pain?
31:19 • 3min
12
How Many Times Are You Retyping Information From a Paper Clipboard?
33:59 • 2min
13
Do You Have a Light Discovery During the Coal Call?
35:39 • 4min
14
Inetio Naprellywell, You're Connecting the Dots for the Prospect
39:45 • 2min
15
What's the Impact of a Team?
41:20 • 4min
16
The Curse of Knowledge
45:13 • 2min
17
Getting to Know Your Audience
47:36 • 2min