30 Minutes to President's Club | No-Nonsense Sales

How Top Sales Reps Handle Objections Before They Even Happen | Bryan Charlton | Ep. 317

Listen Later

Bryan Charlton joins the show to break down how great reps spot deal risks early and keep momentum all the way to close. He shares real examples, practical tactics, and the mindset his team uses to win complex deals.


🎙 ACTIONABLE TAKEAWAYS:

  • The contract isn’t the finish line. It’s the start. Set the tone for what happens in the first 30, 60, and 90 days so the buyer knows exactly what to expect.
  • If a buyer says they’re looking for a tool, don’t stop there. Dig into the real problems that made them start searching in the first place.
  • Your story has to make sense to everyone. The champion, the leaders, and the end users all need to believe this will actually work.
  • If you’re blocked from talking to power, that’s okay. Just ask what would need to be true for them to feel comfortable making the intro next time.

    • BRYAN’S PATH TO PRESIDENTS CLUB:

    • Spent more than 12 years in sales @ Salesforce and FICO before joining Otter.ai
    • Consistently hit quota by finding high-value deals in unexpected places—selling large software deals to banks in Hawaii, Credit unions, and even AI into tightly regulated financial services firms, while others focused on big brand name accounts

      • RESOURCES DISCUSSED:

      • Bryan’s LinkedIn
      • Join our weekly newsletter
      • Things you can steal
      • Save $50 on any 30MPC course with code “PODCAST”
      • Free Sales Templates, Scripts and Guides
        • ...more
        View all episodesView all episodes
        Download on the App Store
        30 Minutes to President's Club | No-Nonsense SalesBy Armand Farrokh & Nick Cegelski
        • 4.8
        • 4.8
        • 4.8
        • 4.8
        • 4.8

        4.8

        383 ratings

        More shows like 30 Minutes to President's Club | No-Nonsense Sales

        View all
        The Advanced Selling Podcast by Bill Caskey and Bryan Neale: B2B Sales Trainers

        The Advanced Selling Podcast

        350 Listeners

        Sales Gravy: Jeb Blount by Jeb Blount

        Sales Gravy: Jeb Blount

        575 Listeners

        The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. by Brian Burns

        The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.

        1,118 Listeners

        The Official SaaStr Podcast: SaaS | Founders | Investors by SaaStr

        The Official SaaStr Podcast: SaaS | Founders | Investors

        175 Listeners

        Sales Influence Podcast by Victor Antonio

        Sales Influence Podcast

        324 Listeners

        The Martell Method w/ Dan Martell by Dan Martell

        The Martell Method w/ Dan Martell

        495 Listeners

        The Game with Alex Hormozi by Alex Hormozi

        The Game with Alex Hormozi

        4,388 Listeners

        Sales Logic - Selling Strategies That Work by Sales Logic Podcast

        Sales Logic - Selling Strategies That Work

        60 Listeners

        Grit by Kleiner Perkins

        Grit

        187 Listeners

        Next Level Podcast with Jeremy Miner by Jeremy Miner

        Next Level Podcast with Jeremy Miner

        149 Listeners

        The Sales Management. Simplified. Podcast with Mike Weinberg by Mike Weinberg

        The Sales Management. Simplified. Podcast with Mike Weinberg

        256 Listeners

        30MPC Hall of Fame | 30 Minutes to President's Club by Nick Cegelski & Armand Farrokh

        30MPC Hall of Fame | 30 Minutes to President's Club

        8 Listeners

        Revenue Builders by Force Management

        Revenue Builders

        154 Listeners

        Next Level Pros by Chris Lee

        Next Level Pros

        171 Listeners

        The Level Up Podcast w/ Paul Alex by Paul Alex Espinoza

        The Level Up Podcast w/ Paul Alex

        307 Listeners

        Pitch Me Podcast by Kayvon Kay

        Pitch Me Podcast

        29 Listeners