154 (Sell): Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Offer them value instead of meetings. Frame your asks in terms of what they will get out of the meeting. If someone is on a competitor, offer insights on where that competitor may fall short. Politely illuminate things that might be a bit “off” in their business. Provide an off-ramp for the prospect by making them explain why they are willing to invest in the next step. “Where does this rank in your priorities? You have to do X, you have to do Y.” PATH TO PRESIDENT’S CLUB SVP Sales & Partnerships @ Owner Director of Revenue and Merchant Success @ Shopfiy VP Sales @ League Inc. Director, Inside Sales @ Vision Critical RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Om Podcasten

The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual. 30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including: Prospecting: How to open conversations to triple your pipeline Discovery: How to ask questions that uncover massive pain Process: How to get big contracts over the line Leadership: How to hire and train world class teams. Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).  Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show… Get ready, you're going to President's Club.