All Episodes

#49 - Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)

#48 - Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)

#47 - Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)

#46 - Removing the friction from your sales cycle (Todd Caponi, Sales Melon)

#45 - Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)

#44 - Playbook: How to run a sales process

#43 - Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io)

#42 - Data proven ways to transform the way you engage with customers (Jeremey Donovan, SVP Sales Strategy @ SalesLoft)

#41 - Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)

#40 - Leading with trust and curiosity to book more meetings over the phone (Chris Beall, CEO @ ConnectAndSell)

#39 - Leveraging video to take your sales process to the next level (Tyler Lessard, Vidyard)

#38 - Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)

#37 - Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)

#36 - Lifting weights and booking 85% of your meetings through video (Kayla Cytron-Thaler, Domino Data Lab x Barbells & Biz Dev)

#35 - Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)

#34 - Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)

#33 - Playbook: Mastering negotiation

#32 - Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)

#31 - Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)

#30 - Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)

#29 - Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)

#28 - Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)

#27 - Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)

#26 - Let your customers out of the deal and get to the truth without your smelly commission breath (Josh Braun, Founder at Josh Braun Sales Training)

#25 - Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)

#24 - Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)

#23 - Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)

#22 - Playbook: How to be a machine

#21 - Selling pizzas and tearing down sequences with the blue-haired legend (Sam Nelson, SDR Leader at Outreach.io)

#20 - Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)

#19 - Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)

#18 - Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)

#17 - The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)

#16 - Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)

#15 - Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)

#14 - Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io)

#13 - Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group)

#12 - Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories)

#11 - Playbook: Nick and Armand teach you how to cold call

#10 - Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)

#9 - Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff)

#8 - Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)

#7 - Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)

#6 - A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting)

#5 - Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)

#4 - Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari)

#3 - Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView)

#2 - Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)

#1 - Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)

#0 (Sell): Five minutes to figure out if this show is worth your time