Кращі подкасти про Sales Prospecting School (2024)

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244 (Lead) Fixing Underperforming SDR Teams & Reps (Ken Amar, Agoge Prospecting School) 38:26

11d ago38:26

38:26

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission. When turning ar…

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You Can't Convince Your Prospects 8:02

12d ago8:02

8:02

In this episode of No BS Sales School, host Walker McKay walks the audience through three questions to ask as a sales person. In the third tier of questions, Walker emphasizes arguably the most important thing you can find out: your potential client's opinions about their current situation. What are the emotional, compelling reasons that they MUST …

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The Future of Outbound Sales (With Topline) 12:44

1d ago12:44

12:44

This is an except from the Topline podcast with Sam, AJ, and Asad Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast Join our weekly newsletter Things you can stealArmand Farrokh & Nick Cegelski

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How to Get a Report Card from Your Client 9:45

3d ago9:45

9:45

In this episode of No BS Sales School, host Walker McKay addresses one common fear with clients.."What if they think they don't need me anymore?"Walker walks the audience through some practical steps and questions to getting honest feedback from clients.WHERE TO FIND WALKER:Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter…

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246 (Lead) Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend) 36:56

4d ago36:56

36:56

FOUR ACTIONABLE TAKEAWAYS Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue. When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a spec…

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How Beach Boss Influencers Became Top 100 on the Inc. 5000 List! 15:10

4d ago15:10

15:10

We're beyond thrilled to share some monumental news that’s been years in the making. 🌟 Guess what? We’ve officially joined the ranks of the Inc. 5000, and not just anywhere on the list, but we’ve soared to the Top 100! 🏆 Can you believe it? We’re pinching ourselves too! But that’s not all—we’re ranked #10 in the nation for advertising and marketing…

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Lilly Reale (UCLA All-American) + Maya Hayes (Minnesota Gophers Asst Coach) Interviews + Recap of Historic CBA Agreement + NWSL Roundup + Anson Dorrance's Retirement 58:59

5d ago58:59

58:59

Episode 75 of Give N' Go features two exclusive interviews. The first is with Lilly Reale, who received her All-American award and discusses her love for the game, her collegiate career and what UCLA's outlook is for this season. Update: They've started the year 3-1, overall. The second interview is with a former NWSL striker and current assistant …

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Pain is the Best Motivator 4:57

5d ago4:57

4:57

In this episode of No BS Sales School, host Walker McKay talks about a deal that is "stuck". He walks through a scenerio with one his clients that just won't move forward without an emotional, compelling reason for his to do it. Finding your clients pain is the best way to motivate them. Period.WHERE TO FIND WALKER:Linkedin: https://www.linkedin.co…

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245 (Sell) Winning Competitive and Rip & Replace Deals (Jason Bay, Outbound Squad) 40:28

6d ago40:28

40:28

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competito…

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Hall of Fame: Nick Casale 39:31

6d ago39:31

39:31

FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by understanding lookalike conversations your team has had in the past. Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just …

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It's Not Just a Numbers Game 8:52

10d ago8:52

8:52

WHERE TO FIND WALKER:Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/Walker McKay

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Why Your Daily Cold Reach Outs Are Hurting Your Network Marketing Business 27:14

11d ago27:14

27:14

Still Doing Daily Reach-Outs to Strangers on Social Media? Think it's the key to success? 🤔 Think again! Discover why daily reach-outs are sucking the soul out of your results and what you should be doing instead to maximize your impact! Don’t waste another minute—find out the smarter way to connect and grow your team! Make sure to stick around bec…

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243 (Sell) Mixing in Other Channels With Cold Calls (Sara Uy, Pareto) 35:52

13d ago35:52

35:52

FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. After sending a LinkedIn video, start by ask…

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Hall of Fame: Charles Muhlbauer 35:10

14d ago35:10

35:10

FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest. Don't chase tennis balls. Create equal footing b…

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242 (Lead) Be The Sales Leader Your Reps Need (David Priemer, Cerebral Selling) 39:50

18d ago39:50

39:50

FOUR ACTIONABLE TAKEAWAYS Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload. When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for. Be transparent with your team a…

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The Do’s and Don’ts of Switching Companies for Network Marketers 26:38

18d ago26:38

26:38

In network marketing, it’s common for people to switch companies. Compensation plans change, leaders have rifts, companies go under, the list can go on and on. You may find yourself asking “Is it time for me to make a switch?”... In this video we’ll be going over the do’s & don'ts to be aware of when it comes to switching companies so you keep mome…

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Managing Expectations 8:27

19d ago8:27

8:27

WHERE TO FIND WALKER:Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/Walker McKay

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Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad) 51:41

20d ago51:41

51:41

Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call RESOURCES DISCUSSED Join our weekly newsletter Things you can steal The Book on Cold Calling Outbound SquadArmand Farrokh & Nick Cegelski

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Hall of Fame: Chase Macaione 39:12

21d ago39:12

39:12

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call. Have reps come in with a h…

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Sell Playbook: The 5 Most Common Cold Call Objections 11:22

24d ago11:22

11:22

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them. Join our weekly newsletter Things you can stealArmand Farrokh & Nick Cegelski

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241 (Lead) How to Coach Account Executives on Discovery (Sean Gentry, WebFlow) 36:38

25d ago36:38

36:38

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused. Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays. Assess early-stage deals by confirming if there…

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Live Book Summary: Cold Calling Sucks (And That’s Why It Works) 58:37

25d ago58:37

58:37

Hey folks, today's the day. The book is officially live and the digital version is only $1 until Friday. You can get the book here :) - From your two favorite 30MPC sales goons, Armand and Nick Join our weekly newsletter Things you can stealArmand Farrokh & Nick Cegelski

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Our Most Successful No Prospecting Formulas Revealed | Our Best Strategies for Network Marketers 23:19

25d ago23:19

23:19

If you’re a network marketer, direct seller or affiliate marketer and tired of endless prospecting without much in return, you’re in luck... In this podcast, we will reveal our most successful and favorite no prospecting formulas that we personally used that helped us ditch ineffective prospecting all together and attract thousands of high quality …

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240 (Sell) Parallel Selling to Speed Up Your Deals (Samantha McKenna, #samsales Consulting) 38:54

27d ago38:54

38:54

ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask …

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Hall of Fame: Will Padilla Ep. 163 34:58

28d ago34:58

34:58

FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-…

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Sell Playbook: Value Propositions on Cold Calls 12:09

1M ago12:09

12:09

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls Join our weekly newsletter Things you can stealArmand Farrokh & Nick Cegelski

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Your Ultimate Negotiation Leverage 10:17

1M ago10:17

10:17

WHERE TO FIND WALKER:Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/Walker McKay

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239 (Lead) How To Avoid Hiring The Wrong Reps (John Sherer, Growth Assistant) 35:08

1M ago35:08

35:08

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales. Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations. If unsure about a hi…

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Protect Your Network Marketing Business | A Must-Do Strategy for Security 22:43

1M ago22:43

22:43

If you're involved in network marketing, direct sales, or affiliate marketing, here's something crucial: While these industries offer financial freedom and multiple income streams, you don't actually own "your" business and it can disappear without warning. Join us in this weeks podcast as we share a vital decision you need to make today to safegua…

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238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training) 40:03

1M ago40:03

40:03

FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solutio…

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Hall of Fame: Sara Plowman Ep. 196 39:04

1M ago39:04

39:04

FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your con…

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Sales Talk with Marty Osborn: Lead Gen Evolution, Team Management and More! 31:26

1M ago31:26

31:26

Welcome back to Noob School! Join Marty Osborn and I as we dive into the evolving landscape of lead generation tactics, and the importance of aligning your career with your personal interests. We discuss some insightful recruitment tips and tie in the themes from Marty's upcoming book, which he hopes to release in late 2024, exploring how great lea…

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Sell Playbook: Cold Call Openers 9:00

1M ago9:00

9:00

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold callsArmand Farrokh & Nick Cegelski

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237 (Lead) Taking a Startup To Market With Founder Led Sales (Peter Kazanjy, Atrium) 27:11

1M ago27:11

27:11

FOUR ACTIONABLE FOUNDER TAKEAWAYS Your first customers should come from the founder Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are. If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing…

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The Truth Behind 'We Build Your Downline' Claims | Legit Opportunity or Scam? 18:16

1M ago18:16

18:16

If you’ve seen ads that make this audacious claim: “We will build your downline for you?” Sounds very tempting and promising, right? But at the same time it also sounds too good to be true. So, is it legit? Should we all ask them to build our downlines and forget all the hustle? Watch this weeks podcast to find out what you need to know about these…

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How to Break the Norm with Cold Calling 8:00

1M ago8:00

8:00

In this episode of No BS Sales School, host Walker McKay walks the audience through a coaching call on cold calling. His specific client, like most of us, was tired of sounding like every other sales guy. Want to start switching it up? Tune in to hear a few ways to conquer the daunting task of cold calling.WHERE TO FIND WALKER:Linkedin: https://www…

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236 (Sell) Asking Buyers Tough Questions to Avoid Deal Killers (Steven Bryerton, ZoomInfo) 39:38

1M ago39:38

39:38

FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team. Avoid showing too much software to prevent prospects from associat…

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Hall of Fame: Ryan Reisert Ep. 6 31:18

1M ago31:18

31:18

FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PAT…

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Insights from a Startup Growth Leader: Matt Dunbar 36:46

1M ago36:46

36:46

Today on Noob School, we’re joined by Matt Dunbar, Co-Founder and Managing Director of VentureSouth. With a distinguished career in venture capital, Matt has been instrumental in driving growth for countless startups. In this episode, he shares his journey, the lessons he's learned, and his unique perspective on how venture capital and sales are in…

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Overcoming Roller Coaster Performance 6:32

2M ago6:32

6:32

In this episode of No BS Sales School, host Walker McKay walks the audience through a problem someone recently reached out to him about. He answers the question by reminding sales people that they always need a very strong 'why' to keep making progress.WHERE TO FIND WALKER:Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.…

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Christina Unkel Interview + USWNT Olympics Preview + What Angel City's $250 Million Dollar Sale Means for the Future of WoSo. 41:20

2M ago41:20

41:20

Episode 74 features an exclusive interview with Christina Unkel, the new President of the Tampa Bay Sun in the USL Super League, kicking off in August. As Unkel takes on a new endeavor, she's pioneered as a referee and VAR analyst in the broadcast booth. Her work with ITV for the Euros was spectacular, once again solidifying herself as one of the m…

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235 (Lead) Habits of Highly Effective Sales Leaders (Jordan Chavez, Navan) 38:52

2M ago38:52

38:52

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently Always be recruiting (ABR) - Regularly connect with potential talent on LinkedIn to build relationships before you need to hire. Designate specific days for different tasks - Monday for one-on-ones, Tuesday fo…

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3 Steps To A Never Ending Flow Of Prospects | Top Tips and Strategies for Network Marketers 15:51

2M ago15:51

15:51

Are you tired of chasing friends, family, and strangers and feel like you’re wasting your time on useless and outdated strategies? Some strategies are useless and ineffective and you probably already know it! But the good news is, you don’t have to chase prospects any longer if you learn how to attract them to you. We are going to share with you 3 …

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2 Questions a Prospect Must Answer Before They Buy 5:27

2M ago5:27

5:27

In this episode of No BS Sales School, host Walker McKay talks about why people buy. By using a personal example, Walker emphasizes his point: buyers buy emotionally not logically. As a sales person, it's crucial to understand two questions that a buyer must answer before they will actually buy from you.WHERE TO FIND WALKER:Linkedin: https://www.li…

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234 (Sell) Keeping Your Deals Moving Forward With Discovery and Multithreading (Maddy Jackson, Weblow) 39:27

2M ago39:27

39:27

FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals and improve win rates. Turn situations into problems by asking questions that highlight known pain points with competitors. If ghosted late in the deal c…

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Hall of Fame: Talha Husayn Ep. 119 33:00

2M ago33:00

33:00

FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X]…

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Building Bridges: Russell Stall’s Impact on Greenville 54:59

2M ago54:59

54:59

In this episode of the Noob School Podcast, we sit down with Russell Stall, a dedicated city council member from Greenville, South Carolina. Russell delves into his journey of civic engagement and his significant role in bringing TEDx to Greenville. Over the past 11 years, he has spearheaded over 80 TEDx events, creating a dynamic platform for inno…

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Sell Playbook: The Ultimate Cold Calling Masterclass 1:00:51

2M ago1:00:51

1:00:51

To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call. From handling objections to organizing your calendar, this episode has got it all. Pre-order a copy of our cold calling book and get it …

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233 (Lead) How to Interview Sales Reps and Avoid Mishires (Brooke Freedman, Chameleon) 38:57

2M ago38:57

38:57

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs. Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities. Replaying specific parts of a role play multiple times can…

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What to Post on Social Media to Boost Your Sales | Tips for Network Marketers 26:47

2M ago26:47

26:47

Are you posting on social media about your amazing products or business opportunity but don’t see any interest from your audience, you're barely getting any engagement, or getting very minimal or no sales? If the answer is yes and you would like to change that and turn your social media profile into a sales machine, then this video is for you! We a…

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