On the flip side is a podcast for sales folks who want to lead their best sales life. On every episode, we interview sales and marketing folks and ask for their hot take on traditional selling norms, established sales best practices and much more. If you believe in challenging the status quo and taking a walk down the other side, this podcast is for you.
The path to a perfect demo is through a great discovery call. Basically, you need to run a recon mission before you even think about perfecting your pitch for the demo call, says Mor. You need to have all the information about the prospect, know exactly what they need, and which solution(s) will address their pain points. Mor Assouline, the founder of FDTC, is an expert on giving mic-drop demos. He helps AEs in B2B SaaS companies close more sales without interrogative discovery and feature dumping. In this episode, Mor talks about: - The secret sauce to succeeding as a sales leader. - How sales leaders can help their teams to give better demos. - What companies get wrong about demos.
30 Aug 2022
Closing with confidence: Nigel's 3-step sales process
“We have two ears and one mouth for a reason – you need to listen.” In Nigel’s opinion, listening is one of the most undervalued skills in sales. Salespersons need to be excellent listeners. Because if you don’t listen, you don’t know what the prospect needs. And if you can’t understand their needs, you’ve already lost the deal. Nigel Thomas is the CEO of Alpha Inbound, a marketing agency that runs paid social campaigns for DTC brands. In this episode of On the Flip Side, Nigel talks about: - His 3-step sales process. - Setting up next steps and knowing your ICP. - 3-door closing technique.
12 Jul 2022
The science of prospecting: Jason on selling blissfully
“What does it mean to talk less about yourself and more about the other person?” Listening and empathizing, while always important, are really the pillars that make prospecting a truly rewarding activity. According to Jason Bay, the science of prospecting can be boiled down to 3 key aspects: - Finding the right fit - Crafting the message in a customer-centric manner - Delivering the message the right way. Jason is the Chief Prospecting Officer at Blissful Prospecting. He’s an outbound sales coach and trainer for B2B reps & sales teams. In this episode of On the Flip Side, Jason talks about: - How to master the top prospecting skills. - How to keep prospecting better and be successful at sales. - Sales and prospecting in the time of economic downturn.
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