Happy Thanksgiving Week!  Back in 2020 at the start of our podcasting career I had Hannah on as one of the first guests of my Stuff about Sales podcast.  This podcast is a REPLAY of that interview.  At the time, I was her sales manager and she was finishing her first full year as an AE.  We had some major ups and downs.  The first half the the year was challenging and Hannah's sales performance struggled.  By the time she finished the 2020 she was one of the top performers on our sales team.  Hannah discussed how her mindset changed it all and it starts with being grateful. 

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Job seekers please listen.  This is a quick Jimmy riff  with 2 pieces of advice for anyone who has been laid off recently and is now in job search mode.  It's not enough to just sling resumes cold into organizations, you have to plan and be proactive.  No notes, no outline just direct from the brain on this one.  Hope this helps.

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The discovery call is arguably the most important part of the entire sales process because it’s your chance to uncover what will influence your customer to buy. Which can be done by asking the right kinds of questions, in the right way and at the right time.

On this episode, Hannah dives into Discovery 101 and walks you back through the basic foundation of what makes a successful discovery and how you can prep for your next call with a plan and a mission to make an impact and connect with your customer.

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You start the month with an idea of what opportunities you are bringing into the month and then what the gap is that you currently don’t see, then you hopefully put together a plan on how to address this gap.  As the month goes on, if the gap remains it gets harder and harder to address and eventually you run out of time.  But, what if we told you that we have a super impactful trailing pipeline re-engagement message that will allow you to get ahead of the game and find out which trailing pipeline opportunities you may be able to reignite and target to boost your monthly forecast. 

As referenced in the show:

Brian Burns - b2brevenue.com - Brutal Truth About Sales and Selling Podcast
Chris Voss - https://www.blackswanltd.com/our-team/chris-voss - Books: Never Split the Difference & Start with No, Beacons of Leadership

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We have a super high impact question that we’re about to share with you that will help you gain entry into the discovery call and allow you to build trust, credibility and a foundation to get your prospect talking about the thing they care most about.

Listen to find out the key question that you can ask to unlock a great discovery.  This question applies to any and all sales roles, no matter what you sell or who you sell to.

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Special Episode!  Want to impress your sales manager?  Look no further.  Hannah and I ARE frontline sales managers and we wanted to share some inside information on how you can show out as a go-to on your team in other ways besides just crushing sales performance.  If you are an AE that wants some perspective on what your sales manager is looking for, you don't want to miss this one.

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Turning your webcam on during a sales meeting creates a better experience for your buyer and leads to more sales.  Don't take our word for it though because according to Gong, deals are 127% more likely to close when a webcam is used during any point in the sales process (link below).  Get an edge over your competition as we give you some cover WHY a webcam creates a great experience and some tips to maximize your buyer's experience with you once you turn the webcam on.

Links reference during show:

 https://www.gong.io/blog/how-video-really-impacts-remote-sales-in-2020-according-to-data/

https://www.forbes.com/sites/insights-zoom/2017/10/30/5-reasons-why-your-company-needs-to-embrace-video-conferencing-now/?sh=df3ec8347c4f

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Recap emails can be an effective way to highlight important topics from a recent call to keep them top of mind for your buyer, however when done incorrectly they can be confusing and irrelevant.

On this episode we cover best practices when you're putting together that recap email for the great call you just had.  This includes, how to open the email, how to structure the content and then finally how to end the email for maximum impact and no wasted space.

Before your next sales call give this one a listen to arm yourself with a plan to make sure your call recap email provides maximum impact.

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Positioning a proof of concept or trial account can be a great way to let a customer test your solution in a hands-on way.  It can be particularly useful if they need to test a specific feature or integration that is integral to their business.

However, AEs make some big mistakes when offering a trial account that can sink deal velocity and sometimes even the sale.

In this episode we identify those mistakes and give you some tips on how to position a successful trial to impress your buyer and win the deal.

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The bad news is that feature dumping during discovery is widespread and one of the biggest ways to bore your buyer and lose momentum in the sales process.  The good news is it's one of the easiest things to fix.  We tackle how to identify if you are feature dumping & some things to keep top of mind to help you shift your mindset into curious discovery and away from solutioning and feature dumping too soon.

We reference an article referencing Gong during the episode.  Here is a link to that article - https://valueinspiration.com/to-boost-sales-performance-stop-feature-dumping/

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