Welcome to Octane! Ignite the spark and fuel the flames!
When you are cold in the wilderness, fire is a game-changer. It's what helps you survive, and lighting a fire has two phases: 1) the initial spark, and 2) getting that spark to grow into a nice fire.
Octane is all about helping growth companies understand how to create the initial spark of growth and then nurture that flame during those early, tenuous moments to create the sales culture necessary for hyper-growth. For those that have experienced hyper-growth with me, I will be sharing some grounding principles and new learnings.
Please visit www.patreon.com/chackerson for supplemental materials in the posts. While there, consider subscribing! 100% of the proceeds go to the Jeremiah Program to help single mothers break the cycle of poverty through education, housing and childcare. Even $5/month goes a long way!
In this episode, we will discuss how to play when your prospect has an idea in mind, but it is not you. If you have worked on one of my sales teams (or one of my clients), you might remember this as "Vision Re-Engineering". We will talk through the biggest decision you face. REFRAME or WALK.
Featured non-profit is the Elimisha Children's Project
Music composed and performed by Will Hackerson
1 May 2020
S2E5 - Getting to yes with nothing but questions
Please visit the free show page at www.patreon.com/chackerson to find all of the supplemental materials as attachments to the S2E5 post! There is a powerpoint slide template will really help you on this episode!
This episode builds upon the techniques of bridging statements and customer reference stories from Season 1, and connects the conversation about getting to power. It is all about creating the kind of relationships with your prospects that will make them step toward you to admit the many problems they face. It will also show you how to discuss solutions using questions as well!
Featured non-profit is the Elimisha Children's Project.
Music composed and performed by Will Hackerson
1 Mar 2020
S2E4 - Joint Selling with a Third Party
Please visit the free show page at www.patreon.com/chackerson for all supporting visuals. While there, consider joining the cause. 100% of all revenue goes directly to helping single mothers at the Jeremiah Program break the cycle of poverty. If you appreciate the content, consider joining the cause!
In this episode, we will discuss how to avoid the pitfalls of selling with third parties to win more business today, and also discuss technique that allows you to work more with them in the future to drive additional streams of revenue.
Featured non-profit is the Elimisha Children's Project.
Music composed and performed by Will Hackerson.
1 Feb 2020
S2E3 - Put the Roof on the House
Free Show page at www.patreon.com/chackerson. Here you can find talk tracks in past posts.
In this episode, we will discuss the Political Puzzle, the factors that kill deals, and what can be done to get ahead of them before your deal gets taken out. We will also discuss specific talk tracks and tactics to recruit others in the organization to your cause.
Featured non-profit is the Elimisha Children's Project.
Music composed and performed by Will Hackerson,
1 Jan 2020
S2E2 - The Ironclad Business Case
Don't forget to visit the free show page at www.patreon.com/chackerson for supplemental materials.
In this episode, we will discuss how to solve the Financial Puzzle by illustrating in black-and-white terms that it is worth the money. During this episode, we will also discuss buyer types and why it is important to present the numbers in the way that is best for them to help preserve the Emotional Puzzle as well.
While you are at the show page, please consider subscribing. 100% of the proceeds go to helping our featured non-profit, the Jeremiah Program (www.jeremiah program.org), in their mission to help single mothers break the cycle of poverty through housing, education and child care.
Music composed and performed by Will Hackerson.
1 Dec 2019
S2E1 - The Four Puzzles
In this episode, we will discuss why selling a disruptive technology is like playing 4 dimensional chess. The four puzzles you need to solve are Emotional, Political, Solution Fit, and Financial. Season 2 will build upon the foundation of Season 1, and the Four Puzzles will be explored as advanced topics throughout the season.
For the visual about Metcalfe's Law, please visit www.patreon.com/chackerson. This free show page has supplemental materials from all previous episodes as well. While you are there, please consider subscribing. 100% of the proceeds go to helping single mothers break the cycle of poverty through the Jeremiah program. (Jeremiahprogram.org)
Thanks for listening!
3 Sept 2019
S1E8 - The Art of the Neckbrace
Please remember check out the free showpage at: www.patreon.com/chackerson (www.patreon.com/chackerson) There you can find all of the supplementary materials. While there, consider joining the community to support the Jeremiah Program. 100% of the proceeds go to helping single mothers break the cycle of poverty through education, housing and child care. Even as little as $5/month makes a HUGE difference. Thanks for keeping this going!
The episode is all about controlling the endgame during negotiations. We will discuss typical pitfalls, how to get control versus react and specific talk tracks and tactics to shut deals down.
Featured non-profit for this episode is the Elimisha Children's Project.
Music composed and performed by Will Hackerson
1 Aug 2019
S1E7 - How to Play the Game Called I WIN
** Make sure to visit the free show page at www.patreon.com/chackerson for supplemental materials!
In this episode, we will explore how to create collaborative deal strategy to shape the decision in the mind of the prospect. We will also explore how to avoid the many pitfalls that happen when the team is not 100% on the same page during big presentations.
Featured sponsor is Triglass Productions, who will talk about how to better connect with prospects by creating the narrative and visualizations that fit with your brand and marketing strategy. Check out their work here! www.triglassproductions.com
Music composed and performed by Will Hackerson
If you appreciate the content, please consider joining the Patreon community. 100% of the proceeds go to the Jeremiah Program, which helps single mothers break the cycle of poverty.
1 Jul 2019
S1E6 - Hiring and Interviewing for Hyper Growth
In this episode, we will discuss the factors that limit a sales leader's ability to find enough quality candidates to fuel growth. We will then talk about a great hiring profile for hyper growth, and how to find candidates that fit that profile.
Featured sponsor is again Seek Professionals. Thank you! www.seekprofessionals.org
Music composed and performed by Will Hackerson.
Please see the show notes in the post on my free Patreon show page. There is a brief interview guide there in the attachment of this episode: www.patroen.org/chackerson
Thanks for listening!
Charley
1 Jun 2019
S1E5 - Style Points
In this episode, we will discuss the difference between "NORMAL" sales environments and those that achieve a success mindset. Please make sure to check out the supporting material either before or after the episode. Supporting visuals are available at no charge at www.patreon.com/chackerson (https://www.patreon.com/chackerson). Please feel free to become a patron to support closing the achievement gap. 100% of the proceeds go to the Jeremiah Program (www.jeremiahprogram.org (https://jeremiahprogram.org/)).
Featured sponsor is Seek Professionals (www.seekprofessionals.com (https://www.seekprofessionals.com/)).
Music composed and performed by Will Hackerson.
16 May 2019
S1E4 Who's In The Room, Part 2
Who's In The Room, Part 2
In Episode 4, we build on the first 3 episodes, giving specific talk tracks and tactics to help get decision makers involved to increase your odds.
Featured non-profit: Elimisha Children's Project
Music composed and performed by Will Hackerson
Additional resources available at: https://www.patreon.com/chackerson (https://www.patreon.com/chackerson)
16 May 2019
S1E3 Who's In The Room, Part 1
Who's In The Room, Part 1
Episode 3 is part 1 of Who's in the Room? It's all about WHY you need to get decision makers in the room. We will define a successful way to measure pipeline, define business pain, and discuss the real factors behind "when" companies buy.
Featured sponsor is F45 Minneapolis (F45Minneapolis.org (http://f45minneapolis.org/))
Music composed and performed by Will Hackerson
Additional resources available at: https://www.patreon.com/chackerson (https://www.patreon.com/chackerson)
16 May 2019
S1E2 The Words Matter, Part 2
The Words Matter, Part 2
This episode is all about the use of good customer reference stories to avoid the dreaded "please send me some information" in your selling. We also discuss highly productive ways to review calls.
We also explore the answers to the great questions from Episode 1. Thanks for the questions!
Featured non-profit this month is the Elimisha Children's Project, whose passion is to empower through education in rural Kenya.
Music composed and performed by Will Hackerson.
And for a laugh (or a cautionary reminder about keeping your stories tight), fire this up... https://www.youtube.com/watch?v=5Rzao52ndNA (https://www.youtube.com/watch?v=5Rzao52ndNA)
Additional resources available at: https://www.patreon.com/chackerson (https://www.patreon.com/chackerson)
13 May 2019
S1E1 The Words Matter, Part 1
The Words Matter, Part 1
Learn how to make it easier for your prospects to enter into a discussion with you by choosing words that matter to them. I will cover features versus advantages, ultimately translating them into good bridging statements to get the conversation started.
Take note of the cartoon in the attachment. We will use it in the podcast
Music Credit to Will Hackerson, performing 3-part saxophone and electric bass.
Additional resources available at: https://www.patreon.com/chackerson (https://www.patreon.com/chackerson)
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