Personal at Scale: 3 Frameworks for Custom-Built Product Demos

Personal at Scale: 3 Frameworks for Custom-Built Product Demos Is your demo script falling flat? Is your prospect coming out of a call with more questions than answers? It might be time to retire your generic product demo. Especially if a/ your product does many different things or b/ your product is used by a...

Decrease No-Shows by Making it Easy to Cancel

Decrease No-Shows by Making it Easy to Cancel The meeting was scheduled to start 5 minutes ago. But with no news from the prospect and no answer to the email you sent to share the meeting link, each minute that goes by confirms your suspicion: you’ve got a no-show on your hands. Repeat the process...

Small Talk: the Good, the Bad and the Ugly

Small Talk: the Good, the Bad and the Ugly Aside from being a crowd-pleaser, Sergio Leone’s classic also holds a good few lessons for sales reps. None more so than Clint Eastwood’s iconic quote: “there are two kinds of people in the world those with guns and those that dig.” There is no worse feeling...

3 Steps to Revive a Distracted Prospect

3 Steps to Revive a Distracted Prospect Before getting a prospect to pay, first you need to get them to pay attention. However, some calls can feel less like a conversation and more like a monologue, indicating that your prospect’s pulse just flatlined. The sooner you notice it, the sooner you can react and steer...

2 Clear Commits You Need Before Hanging Up

2 Clear Commits You Need Before Hanging Up You’ve just hung up, the call went well, and the prospect is hot. What could possibly be wrong? You forgot to set up 2 crucial parts to keep the ball rolling. The momentum you’ve patiently built up is lost. And getting back to where you were is...

Story Selling: 3 Frameworks to Build a Compelling Story

Story Selling: 3 Frameworks to Build a Compelling Story The myth of “build it and they will come” – and its corollary “best product wins” – are dying. The reason? The moat that is product and features is shrinking: copying features is easier than ever and competition in every vertical is getting steeper. To stand...

Steli Efti Close

Zero to Won: Cultivating a Winning Mindset with Steli Efti (Close)

Zero to Won: Cultivating a Winning Mindset with Steli Efti (Close) In this episode, Steli Efti (CEO and co-founder of Close) takes over our podcast to talk about cultivating a winning mentality in your team. Before founding Close, Steli ran Elastic Sales – Silicon Valley’s secret sales team on demand – and has contributed to...

Martin Duhamel Front

Zero to Won: Beating Internal Biases with Martin Duhamel (Front)

Zero to Won: Beating Internal Biases with Martin Duhamel (Front) In this episode, we grab coffee with Martin Duhamel (Head of Sales EMEA at Front) and talk about defeating internal biases and boosting creativity in sales. Martin combines experience from SaaS and consulting. He joined Front 2 years ago, opening the EMEA HQ and hiring...

Jacco vaderKooij Winning by Design

Zero to Won: Making Process the Superstar on Your Sales Team with Jacco vanderKooij (Winning by Design)

Zero to Won: Making Process the Superstar on Your Sales Team with Jacco vanderKooij (Winning by Design) Our next guest on the show is none other than Jacco vanderKooij, founder and CEO of Winning by Design as well as host of his own channel that goes by the same name. Jacco has worked alongside top...

Nazma Qurban Cognism

Zero to Won: Millennials in Sales with Nazma Qurban (Cognism)

Zero to Won: Millennials in Sales with Nazma Qurban (Cognism) In this episode, we chat with Nazma Qurban (Chief Revenue Officer at Cognism) about hiring, driving, and building a sales culture suited to millennials. Nazma was one of the first employees at Cognism where she grew revenue by 600% in 2018 and built a base...