14: Crush objections on the phone with EASE

In this episode of the Sell SaaS podcast, we talk about expert techniques for tough prospects in tech sales! I’m joined by Morgan Ingram, CEO of Amp, Tom Slocum, CEO of The SD Lab, and Sharriff Dyer, CEO of Wealth University, as we chop it up about overcoming objections, breaking into tech sales, and scaling your outbound strategies. We keep it real with actionable tips on standing out in today’s job market, using personalization at scale, and crafting Loom videos to close deals. We also dive into the power of LinkedIn, building a content creation strategy, and practical advice for sales pros moving from SDR to AE roles. Whether you're hitting quota or trying to break into the industry, this episode is packed with gems to level up your game. #saas #techsales #sdr #ae #contentcreation #salesstrategy #careergoals#techsales #salesdevelopmentrepresentative #b2bsales #saassales #softwaresalesCHAPTERS:00:00 - Intro02:54 - Job Market Strategies04:47 - Job Market Insights (Sharif)09:47 - Job Acquisition Techniques12:21 - Job Acquisition Techniques (Continued)19:14 - Importance of Personal Branding22:09 - Internal vs External Branding24:56 - Benefits of Branding26:15 - Encouraging Brand Building28:14 - Social Media Posting Tips30:29 - Skills Assessment32:55 - LinkedIn Influence33:53 - The Wheel of Fun34:20 - Effective Cold Email Subject Lines34:25 - Selling Techniques: Glass of Water34:29 - Overcoming "I Need to Think"41:25 - Roleplay Session47:05 - Finding Your Unique Style51:30 - Tom’s Cold Call Analysis56:03 - Debriefing Session56:15 - Improving Call Techniques59:07 - Addressing Relevant Use Cases1:01:06 - Roleplay Exercise1:07:54 - Feedback Session1:13:26 - Rapid Fire Questions1:15:37 - Cold Call Openers1:21:50 - Building Rapport1:24:21 - Follow-Up Timing Strategies1:24:50 - Conclusion1:25:27 - Guest InformationIf you enjoyed this episode, please consider purchasing my 0-100 Cold Call guide to ace your cold calls with ease. Lastly, if you found this episode entertaining, helpful, etc. please message me directly if you want more of this type of podcast. I am blessed that all three of the guests live in Scottsdale alongside me.