In this episode of Flip The Script, Becc Holland and Kevin Zhu discuss the concept of Ego States and the idea that how you talk to your prospects can affect their state of mind (and how they respond to your sales messages). You learn about the Child, Parent, and Adult Ego States and how to avoid accidentally creating the wrong dynamic between you and your prospect.
24:17This week’s Weekly Briefing was marked by many new things. A new year, a new US administration, and a new sense of bold leadership for 2021. Jim Benton was joined by Justin Clifford, the Head of Comm
2020 was definitely one for the books. Let’s rewind for a minute and go back to January 2020 when we were reveling in anticipation for the year ahead. The highs of excitement were still strong...
COVID-19 has had a profound influence on our economy, both in the SaaS sector and well beyond. These ongoing events have changed buying and search habits, price-sensitivity by sector, and growth...
58:17How to Maintain Consistent Close Rates Across Your Sales Team with Kyle Bastien and our very own Dan Templeton.
I’ve been working at high-growth B2B companies for over 20 years, and for as long as I can remember, companies have been using call recordings to help train sales reps. At first glance,...
21:33We did it! We’ve made it to the end of the year, and the last episode of The Weekly Briefing in 2020. This year, we’ve learned so much from leaders in almost every industry and role, and we’ve been
The sales follow-up email is one of the most important messages you’ll send in the entire sales cycle. It’s also one of the trickiest emails to get right.Follow-up emails serve as an opportunity...
20:55This week, Jim Benton was joined by Marshall Robinson, VP of Sales at Housecall Pro to discuss how revenue teams are keeping up momentum at end-of-year, and the data behind deal velocity heading into
Q4 is well underway and you’re leading the charge on the deals that are most likely to close. These are the moments that matter. It’s time to prioritize those deals that have momentum, and leave...
1:50Get Unparalleled Visibility into the Relationships that Drive Revenue Momentum by Chorus harnesses the power of Conversation Intelligence so revenue leaders and reps can confidently engage with custo
Closing techniques represent a pillar of the sales process. The close represents the peak of a diligently guided sales process — your lead qualification was flawless; your discovery phase was...
We get it. Objection handling is tough. Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so,...
Cold calling is probably the hardest thing to do in sales, and conditions in the market post-COVID-19 haven’t made it any easier. Cold calling isn’t naturally designed to make you successful, so...
24:36On this week’s Weekly Briefing, Jim and his guest Patrick McCue - the Managing Director of Global Talent Sales at Stack OverFlow - were feeling festive. Before diving into the data around hiring for
There have been considerable questions asked in the SaaS community as to whether or not cold calls are as valuable as they were pre-COVID. We asked several industry experts for their take. They...
31:36A Framework both managers and reps can follow. Nancy Nardin, Founder of Smart Selling Tools and Jerry Pharr, Director of Sales Enablement at Redis Labs. Topics we’ll cover: - Making coaching actiona
