SaaS Talks: From Lead To Close

In today's episode, Doug Landis, Growth Partner at Emergency Capital, shares his mind-blowing sales strategy that will help you close more deals. Doug Landis shares his strategy for reverse engineering sales discovery that can help you increase your sales. This strategy will help you find your target market and sell to them the way that they want to be sold. If you're looking to boost your sales, then you need to watch this video! Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

From overused buzzwords to red-flag phrases, this episode shares tips on what to avoid when crafting your cold email. By steering clear of these common missteps, you'll increase your chances of capturing your recipient's attention and securing a response. Don't let your words hold you back, listen now and start sending effective cold emails today! Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Are your cold emails falling flat? It could be the language you're using! In this episode of SaaS Talks, we're uncovering the words and phrases that can instantly turn off your recipient and decrease the chances of a response. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Building trust with others is crucial for successful relationships, both personal and professional. But how do you establish and maintain trust? In this episode of SaaS Talks, we're exploring the art of building rapport on sales calls with total strangers. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Are you tired of sending cold emails that never seem to get a response? In this episode of SaaS Talks, we're diving into the nitty-gritty of cold emailing. Tune in for practical advice and real-world examples that will help you up your email game. Start sending effective cold emails today and watch your response rates soar! Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Most people in sales dread the prospect of getting objections. But what if there was a secret to overcoming them? In this episode, I share with you three tips that will help you overcome any objection and close more sales. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Are you looking for more leads? Self-sourcing is a great way to get more leads as an AE. In this episode, I interview Jason Bay, founder of Outbound Squad. Jason will teach you how to self-source leads as an AE, especially in tough economic times.  Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

In this episode, I interview Jen Allen Learn how to run a successful group meeting and increase sales in the process! In this video, you'll learn tips like how to create an agenda, when to use a facilitator, and how to keep your group on track. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

What if I told you that there was one thing you could do to (quickly) build trust with your prospects? It's true! In this episode, I'm going to share four tips for quickly establishing trust with prospects. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

If you're new to enterprise sales, there are a few things you should do to ramp up quickly. In this episode, I'll share five tips that will help you hit the ground running. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Do you know how to extract your prospect's root pain?  Many salespeople only focus on the symptoms of their prospect's problem, but if you want to sell them a solution, you need to go deeper. In this episode, I'll teach you how to find and address your prospect's root pain, so you can close more sales. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Building trust with prospects is essential for successful sales. Without trust, it can be difficult to close deals and build long-lasting relationships with clients. In this episode, we'll explore a few actionable and easy tips for building trust on sales calls.  By implementing these tips, you can create a more positive and productive sales experience for both you and your prospects. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Sales can be a tough game, but it's even tougher when you're trying to close the deal in the last few days of the quarter. In this episode, I share the exact strategy I taught my AEs when I was a VP of sales for closing the deal and hitting your quota before time runs out. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Looking to increase your SaaS sales? In this episode, we'll show you how to build a high-converting sales pipeline.  We'll walk you through the steps of turning prospects into paying customers. So whether you're just starting out or you've been in the game for a while, this video is for you. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Are you struggling to connect with unengaged prospects? In this episode of SaaS Talks, we'll discuss practical tips for building rapport with those who seem indifferent or disinterested in your product or service. From identifying their pain points to finding common ground, we'll explore a variety of strategies for creating meaningful connections and turning unengaged prospects into loyal customers. Tune in to learn how to effectively communicate with and engage your target audience. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Are you struggling with when to bring up price in a sales conversation?   In this episode, I'm going to share with you the account executive's guide on how to know exactly when and how to talk about price. This will help take away some of the anxiety that may be holding you back from making more sales. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Want to be great at doing sales discovery?  Sales discovery is one of the most important aspects of a successful SaaS sales process. In this video, you'll learn what sales discovery is, and how to use it to get a better understanding of your customer's needs and wants. You'll also see a real-world example of how sales discovery can be used to close a deal.  Matt Macnamara sits down with Mor to discuss. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Want to close more deals? In today's episode, I'll share the best way SaaS sellers can close more sales without high-pressure sales tactics. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

You can negotiate like a pro with the right techniques. Listen to this episode and learn some of the best tactics for getting what you want in any negotiation. Whether it's buying a car, or getting a raise at work, these tips will help you seal the deal. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

When it comes to sales, following up is key. But what do you do if you're getting ignored by leads? In this episode, I'll share the ideal follow up strategy for dealing with leads who ghost on you. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Learn this persuasion hack to close more sales. Most people try to be pushy or use logical arguments to get someone to buy from them. But there's a better way. Listen to this episode and learn how to use the power of persuasion to close more deals. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

When a prospect tells you they need to talk to their team, it's actually a common objection in sales. Listen to this episode for a direct response on how to handle this objection and continue the sale. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

Sales negotiation can seem daunting, but it doesn't have to be. In this episode, I'm going to show you how to negotiate like a pro. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

When you're prospecting for new business or working existing pipeline, it's important to always stay on their radar. But what do you do when they suddenly disappear? In today's episode, I'll teach you what to do when prospects ghost you. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to get value from every prospect even when you can't close them. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'm going to teach you how to sell the value of your product and differentiate yourself from the competition. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you you'll learn how to sell against the competition. You'll also learn how to find and overcome objections in b2b sales situations. Want to turn sales leads into paying customers?  check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, we have Will Aitken, Head of Sales Content at Sales Feed. In today's episode, Will shares a sales follow up tip that will help all sellers cut through the noise and reach prospects.  Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, we have Anthony Natoli, Strategic AE at Lattice, former commercial account executive at Outreach.io, and Co-Founder of The Up&Up, a private sales community that helps salespeople both crush their quota and maintain their mental health. In today's episode, Anthony shares prospecting frameworks and using systems to build a quality pipeline. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you one of the worst ways to build rapport and how to build rapport 10X better. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you when the best time to bring up price on a sales demo. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to get over your anxiety before your sales call. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll answer 2 questions that someone recently asked me: 1) what is a good talk ratio on a sales call? and 2) how do you get prospects that are quiet to engage with you more? Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Today we have Duane Dufault, founder of SaaS Growth Coach and host of the Sales Leader Network. In today's episode, Duane will tactically share how masterfully communicate with leads that are coming from a free trial request versus a demo request.  Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, David Durham, host of the SaaS Thrive podcast interviews Mor Assouline to teach salespeople the following topics:  Best and worst practices for sales demos Fundamentals to nail the discovery call Managing a demo with multiple stakeholders Transparency with customers - be blunt and honest Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you a sales coaching technique that turns your salespeople into closers. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to respond to a prospect that says, "send me a proposal." Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to beat the competition every time. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you the #1 sales question nobody is asking on sales calls. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you the best technique I’ve ever done to set up next steps on a sales call. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you 2 words to avoid saying on your sales calls and what to say instead. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you how to get your prospect to share with you detailed information about their business. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to respond to a prospect that asks, "how did you get my number?" when cold calling. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, Mor Assouline, founder of FDTC, is being interviewed by Harish Maiya. Mor is asked three questions: 1) typical process to close deals, 2) what mistakes were made to lose deals, and 3) what is the most memorable deal closed. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you what I think about setting an objection and an agenda on a sales call. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll show you how to overcome sales objections that prospects don't tell you. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to have more conversational discovery without interrogating on a sales call, specifically, a discovery call. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Today we have Mike Simmons, founder of Catalyst Sale. In today's episode, Mike will tactically share how masterfully set up next steps at the end of a sales call.  Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'm going to teach you what question you should ask on a discovery call that is fantastic for qualifying your prospect and their motivation. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you what you should do after showing a feature on a demo that increases your likelihood to close. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to use the layering technique to do deep discovery without interrogating. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Today we have Nate Nasralla, founder of Fluint.io. In today's episode, Nate will tactically share how sales reps can win more deals when they're not in the room.  Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you how to handle a situation where the prospect, at the last minute, decides to evaluate a competitor. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share part 2 of how to be more interesting on demos. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you 3 ways to stop being boring and how to be more interesting in sales demos with prospects. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Working from home and working in sales takes a toll on the mind. Lots of salespeople are burning out because they haven't built an internal system. In today's episode, I'll share with you my internal system for maintaining my mental health. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you a question that many sales reps ask on sales calls (discovery, demos) that I think is a mistake and what they should ask instead. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Today we have David Durham, host of the SaaS Thrive podcast, and an account executive at Lablebox. In today's episode, David will share his 5 tactical steps to getting over imposter syndrome. Pay attention to this episode because David had no experience as an SDR or AE coming into tech sales.  Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Open LinkedIn or any other news channel and you'll start seeing it everywhere. An "economic hurricane" is coming and companies are cutting expenses. In today's episode, I'll share with you 5 things you can do to protect yourself and be successful in sales in a down economy. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In this episode, I'll share with you my cold email framework that I use to land new leads and clients. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Does your company offer 7, 14, or 30-day free trials to use the software? In this episode, I'll teach you what you should respond to a prospect that wants to sign up for a free trial of your software. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Ever have a discovery or demo with a prospect and they said, "I need this yesterday"? How do you respond? In today's episode, I'll share with you what most salespeople do (which is not a good idea) and what you should be doing if you hear your prospect saying that. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Today we have Ryan Vaillancourt, who is now the VP of Sales at Revenue.io. In today's episode, Ryan will share how to tactfully use your call recordings to follow up with prospects, empower your champion, and win more deals. Interested in investing in your sales skills some more? check out FDTC University Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you what I think is bad discovery and what I recommend you do to improve the way you go about your discovery calls with prospects. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you what question your prospect asks on a demo that you should pay attention to.  Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

Today we have Josh Roth, who is now the Vice President of Commercial Sales at Lob. In today's episode, Josh will share how to negotiate likes a ninja. I've used his method and won a client. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you the secret to having demos that are distraction-free so that you and your prospect can have better conversations. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you how to handle a prospect's objection of "reach out to me next quarter." Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you what to do if you find yourself about to lose control of your sales demo. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

Have you ever done a demo where the prospect tells you that they'll circle back with their team? In this episode, I'll teach you how to handle this situation so you're not left getting ghosted. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

Ever feel stupid or silly asking certain questions and end up not asking? In today's episode, I'll share with you how you can improve your question-asking skills without feeling nervous. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll teach you an approach I use to improve how to talk about the benefits of a feature. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

Today we have Kevin "KD" Dorsey, who's the Practice Lead: Sales Leadership at Winning By Design and the host of LIVE BETTER. SELL BETTER. Podcast. In today's episode, Kevin will share how reps can tactically ask for the close on a sales demo. This is by far one of the best episodes on SaaS Talks. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'm going to share with you a line you should use when negotiating with a prospect to close more demos. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In this episode, I'll share with you when and how to ask for the close from your prospect. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you warning signs to pay attention to on a demo that can help you close more demos, and if not careful, lose a deal. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In this episode, I'll share with you 2 questions you need to ask before even starting your sales demo. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll go over what mistakes sales reps typically do on sales calls, what questions to stop asking on demos, and how to improve it. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here. 

In today's episode, I'll share with you one easy trick to improve the way you pitch your features, pricing, product, etc. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you a better way to follow up with a prospect after your sales demo. Shout out to Kevin "KD" Dorsey for inspiring this episode. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you what you should do if your prospect has not responded to your follow-ups, and I'll answer the question of, should you send break up emails? Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you how to best ask an open-ended question on a sales call with a prospect. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

Account executives tend to stumble when it comes time to close the prospect. In today's episode, I'll share with you 2 questions you can ask at the end of a sales call to close more demos. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll share with you my take on negotiation and closing and how to handle a prospect that's asking for discounts. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

In today's episode, I'll be sharing an insightful approach to get your prospects to sell you on why they need your product. I got this from reading a post by Massimo Severino. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

Today we have Fred Melanson, who's the founder of Bliinx and the host of Value First: The Product Led Sales Podcast. In today's episode, Fred will share how to find buying intent signals from prospects so you're not wasting your time with bad leads. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn over here.

If you don't know an answer to your sales demo then what do you do? #1, don't freak out that you don't know the answer. #2, don't say "I don't know." In this episode, I'll teach you what you should say instead. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!

We're all taught to give value on your sales demos or your follow-up emails, but what does that even mean? In today's episode, I'll share with you examples of value that I used to give to prospects and how you can do it too. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!

There are 2 ways to derail a sales demo. In today's episode, I'll share with you the 2 ways and how to prevent it from happening. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!

Someone posted on LinkedIn the other day that you should delete certain words from your sales vocabulary like, "all in one solution" or "one-stop shop", but I disagree. In today's episode, I'll share with you why you should NOT delete those words and how they help with making power moves on sales calls. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!

As an account executive, one of the most important things you need is a large pipeline. In this episode, I will teach you how to easily build a pipeline with little to no effort.  Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!

One of the most important communication skills you can develop as a salesperson is the proper tone of voice. In this episode, I will teach you how to improve your tonality via a simple exercise. Here is the link to subscribe to the FDTC Inner Circle. Questions? Connect with me on LinkedIn and let me know!

Sales follow-ups nowadays have to be an omnichannel approach. In today's episode, I'll share with you what exactly is an omni-channel approach and how to do it effectively. Questions? Connect with me on LinkedIn and let me know!

Today we have Collin Mitchell, who's the CRO of Salescast and the host of The Sales Transformation podcast. In today's episode, Collin will share a different approach to doing sales discovery that reps are probably not doing, but if they did would see serious results. Questions? Connect with me on LinkedIn over here.

Building a pipeline can be time-consuming, expensive, and hard. In this episode, I'll teach you how to build a pipeline without spending more money on leads. Questions? Connect with me on LinkedIn and let me know! P.S. Here's the link to my sales advice newsletter. 

Many account executives sell software with monthly plans. In this episode, I'll share with you a strategy to use in order to sell more. Questions? Connect with me on LinkedIn and let me know!

People want to buy from people they trust. In this episode, I'll share with you 4 tactical steps to take to build trust early on with your prospect. questions? Connect with me on LinkedIn and let me know!

The skill that there's no formal training on will change your sales life and help you close deals. In this episode, I'll share with you how tonality is the secret sauce to closing demos. Questions? Connect with me on LinkedIn and let me know!

In today's episode, I'll share with you a question someone asked me about a month ago on the subject of getting over the fear of sales calls and demoing. Questions? Connect with me on LinkedIn and let me know!

A LOT of AEs have a pipeline of a few prospects that said they would sign up, but the problem is they haven't activated their accounts yet. In today's episode, I'll share with you a strategy that works REALLY well in order for you to help convert those prospects into customers before 2022. Questions? Connect with me on LinkedIn and let me know!

I did a demo with an AE the othe rday where we covered how to communicate effectively on demos. In this episode, I'll share with you 1 tactical strategy I shared with this AE to do on demos, emails, and follow up calls. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll be sharing with you the secret to closing more demos as well as the 4 steps to practically do it. Questions? Connect with me on LinkedIn and let me know!

In today's episode, I'll be giving away something for free, a recorded sales demo workshop on the topic of discovery, as well as answering the question of should you show slides during your discovery call. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll be sharing with you one of the follow-up strategies I use to close new revenue. Questions? Connect with me on LinkedIn and let me know!

Ever ask a prospect, "do you have any questions on what I just showed you?" If so, you're not alone. A lot of AEs need to improve their question asking on demos and in this episode, I'll share with you some ways to fix that. Questions? Connect with me on LinkedIn and let me know!

A lot of AEs are struggling to have conversational discovery. The problem is when they interrogate the prospect which makes the call feel too transactional. In this episode, I'll share with you a framework that you can use to have more conversational and in-depth discovery. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share with you why I think your sales demos are not converting. Yes, it has to do with tailoring your demo, but how? Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share 3 tactical things you can do to gain your prospect's trust on your sales call. Whether you're on a discovery call or demo, these 3 strategies helped me win a lot of deals. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share with you how I coach AEs on demos and how you can coach yourself and other AEs as well. Questions? Connect with me on LinkedIn and let me know!

If there's one job that taught me sales very early on in my life it was when I was a waiter at a Mexican restaurant. In this episode, I'll share with you tactical lessons that I've picked up and applied to my sales career that got me more money and more customers over time. Questions? Connect with me on LinkedIn and let me know!

When someone tells you to follow-up with them next quarter, how do you overcome this to book the meeting still? In this episode, I'll share with you 3 ways you can approach this "objection."  P.S. Make sure to join my private inner circle group over here where we do workshops, share scripts, advice, etc. Questions? Connect with me on LinkedIn and let me know!

Asking good discovery questions means asking probing discovery questions. But a lot of AEs struggle with asking probing questions because they're worried their prospect will be turned off. In this episode, I'll teach you how to get better at asking the questions you need to ask on discovery? P.S. Make sure to join my private inner circle group over here where we do workshops, share scripts, advice, etc. Questions? Connect with me on LinkedIn and let me know!

It happens to all of us, you do a demo, the prospect loves it, but after a few follow ups the prospect tells you, "we're putting it on the back burner" and hold off on going with your solution. In this episode, I'll teach you what you should do in this scenario. Questions? Connect with me on LinkedIn and let me know!

So you're new to an AE role and want to get ramped up much faster and close more sooner, what do you? In this episode, I'll share with you another 3 tactical tips you can do to get ramped up faster so you're closing sooner. Questions? Connect with me on LinkedIn and let me know!

If you are an AE that's struggling to close demos or a new AE that wants to get ramped up quickly, or maybe you're a founder that wants to get your new AEs crushing demos quickly, then listen to today's episode. Questions? Connect with me on LinkedIn and let me know!

Today we have Ethan Parker, who's the VP of Revenue at AltiSales and the head of Outbound Squad. In today's episode, Ethan will share his framework around digging into pain and connecting that to the prospect's priority. Questions? Connect with me on LinkedIn over here.

So you're new to an AE role and want to get ramped up much faster and close more sooner, what do you? In this episode, I'll share with you another 3 tactical tips you can do to get ramped up faster so you're closing sooner. Questions? Connect with me on LinkedIn and let me know!

So you're new to an AE role and want to get ramped up much faster and close more sooner, what do you? In this episode, I'll share with you 3 tactical things you can do to get ramped up faster so you're closing sooner. Questions? Connect with me on LinkedIn and let me know!

I just got a call from an unknown number. Not once, but twice. It was rejected. This is happening to a LOT of sales reps. In this episode, I'm going to teach you how to not get your calls rejected when following up? Questions? Connect with me on LinkedIn and let me know!

This is a Thanksgiving Special - listen to this episode to find out more. 

You can measure a lot of things with solutions like Gong.io or Chorus, but what you cannot measure is tone of voice, yet it's a very powerful skill to have during your sales demos. In today's episode, I'll share an experiment you should do to improve your tonality on calls so you have better punchlines on your sales demos. Questions? Connect with me on LinkedIn and let me know!

The discovery is the most important part of the entire sales process. What you ask during discovery is critical to the call. In this episode, I'll share with you what you should avoid doing on your discovery call. Questions? Connect with me on LinkedIn and let me know!

In this episode, I'll share with you a fantastic question to ask at the end of your discovery, before your demo starts. Questions? Connect with me on LinkedIn and let me know!

For about a year now I was doing a solo act for my podcast, but over time I was getting bored and wanted to offer more to my listeners. Today we have Nick Cegelski - many of you know who he is b/c you listen to his podcast, 30 minutes to President's Club. In today's episode, Nick will talk about how to kick off a sales meeting right so that you can 1) gain the prospect's trust, 2) have an easier time setting next steps, 3) make sure you're aligned. Questions? Connect with me on LinkedIn over here. 

Ever watch a movie where the actors were so bad you could tell they were reading from scripts? Well, bad salespeople are the EXACT same. In this episode, I'll teach you how not to sound like a crappy salesperson over the phone and while you do demos. Questions? Connect with me on LinkedIn and let me know!

All of you AEs listening to this, or aspiring AEs, I'm going to tell you what I ALWAYS have on my demo so your demos sound better. Questions? Connect with me on LinkedIn and let me know!

AEs have a problem building a big pipeline that tends to not close when they need it to. Why is that? In today's episode, I'll explain the mistakes that many salespeople make, what is the negative impact of that mistake, and how to fix it so your pipeline closes. Questions? Connect with me on LinkedIn and let me know!

What do you answer your prospect when they ask you how you compare to the competition? In this episode, I'll give you a tip on what you should not do and what you should do. Questions? Connect with me on LinkedIn and let me know!

Ever notice how some salespeople are just REALLY good at speaking? They captivate their prospects on demos. In this episode, I'll share with you how you can sound 10X better on a sales call. Questions? Connect with me on LinkedIn and let me know!

A common problem that AEs deal with is a prospect that doesn't want to go through discovery, they just want to jump into the demo. In this episode, I'll teach you EXACTLY what to do in this situation. Questions? Connect with me on LinkedIn and let me know!

In SaaS, the sale is never over. Because of this, AEs can sometimes sign up the worst types of customers. In this episode, I'll share with you the best insurance policy for preventing customers from cancelling. Questions? Connect with me on LinkedIn and let me know!

There are a LOT of sales skills that an AE can learn, but which one should they focus on? In today's episode, I'll share with you what skill to focus on for the new year and how to improve on it. Questions? Connect with me on LinkedIn and let me know!

In today's episode, I'm sharing something insightful that I found out recently + offering a free workshop, take a listen. 

Do you want your career in sales to be above average? Do you want to be in the President's Club? How about hitting quota consistently? In this episode, I'll share with you my two cents on what you can do to have sales be a little easier for you. Questions? Connect with me on LinkedIn and let me know!

It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a sixth sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!

It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a fifth sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!

It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a fourth sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!

It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a third sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!

It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a secondary sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!

It's the end of the month, what can you do to close more deals? In this episode, I'll share with you a sales tactic to help you close out your month or your quarter. Questions? Connect with me on LinkedIn and let me know!

The best sales reps are the ones that are prepared for any situation. In today's episode, I'll teach you how to prepare for any objection. Questions? Connect with me on LinkedIn and let me know!

I quit sales. Many don't know my story, but a long time ago, I hated sales. In today's episode, I'll share with you my story of having a fear of sales to now loving it. Questions? Connect with me on LinkedIn and let me know!