5 effective tactics to drive negotiations and master the pricing objection.

- Follow/Subscribe for week episodes!
- If you're feeling up for it, I'd love your feedback through a review!
- Lets connect on LinkedIn: https://www.linkedin.com/in/davidwdurham/

Use MEDDPICC more effectively!

- Follow/Subscribe for week episodes!
- If you're feeling up for it, I'd love your feedback through a review!
- Lets connect on LinkedIn: https://www.linkedin.com/in/davidwdurham/

JBay is the Founder/CEO of the Outbound Squad which works with sales leaders to help their sales teams turn complete strangers into paying customers. They've had the opportunity to work with several world-class sales teams at companies like Gong, Medallia, Zoom, CBRE, Monday.com, GoGuardian, and many more.

Connect with JBay 
https://www.linkedin.com/in/jasondbay/
Connect with David
Personal LinkedIn: https://www.linkedin.com/in/davidwdurham/

Anthony is a strategic AE at Lattice who is a master at building pipeline and strategic outbound efforts. We dive into the abundance mindset and mental health, and how that can be the big differentiator between an average vs a top rep who consistently crushes quota. 

Topics Discussed:

• Anthony’s story from in debt and unhappy to CRUSHING life
• Adopting an abundance mindset to become your best
• The importance of mental health outside of work
• Mapping out accounts / discovery prep
• Strategic outbound via LinkedIn

Connect with Anthony 

https://www.linkedin.com/in/anthony-natoli/

Connect with David

Website:https://www.saasthrivepodcast.com

Personal LinkedIn: https://www.linkedin.com/in/davidwdurham/

Mor is a 3x sales leader, 2x VP of sales, and now enables AEs’ to reduce their average sales cycle from 75 days to 30 days or less. 

Topics Discussed:

• Best and worst practices for demo's
• Fundamentals to nail the discovery call
• Managing a demo with multiple stakeholders
• Transparency with customers - be blunt and honest

Connect with Mor

https://www.linkedin.com/in/morassouline/

Connect with David

https://www.linkedin.com/in/davidwdurham/

Everybody always wants the next best tactic and strategy to get them successful - but the reality is it all starts with YOU. We dive heavily into personal development and Oliver shares actionable strategies to implement when it comes to getting promoted into the AE position. Take it from a professional who was an SDR to an enterprise AE in a VERY short time working with some of the worlds largest brands. 

Topics Discussed:

• Finding the right leadership within a company
• Defining real success and how to find it
• 4 step process from SDR to AE

Connect with Oliver

https://www.linkedin.com/in/oliver-bloom/

Connect with David

https://www.linkedin.com/in/davidwdurham/

Sean spent the first 10 years of his career owning & operating several different service-based businesses. After exiting and pursing tech sales, he became a top performing Account Executive with multiple companies, and recently transitioned into the role of Head of Sales at a small tech company called iorad. 

Topics Discussed:

• Unique prospecting strategies
• Using video throughout the sales cycle
• Adopting your own super powers
• Becoming a subject matter expert

Connect with Sean

https://www.linkedin.com/in/sean-adams-sales/

Connect with David

https://www.linkedin.com/in/davidwdurham/

Mohammed was previously a pro barber and turned enterprise seller. From spending a couple of years at Docusign, and now a commercial AE at Outreach, he shares key actionable tips to navigate complex deals using your Champion and having effective conversations with ATL stakeholders. 

Topics Discussed:

• Finding / testing your Champion
• Effective demo's with the ATL
• Preparing for ATL conversations
• Leveraging BTL contacts
• Mutual success plans 

Connect with Mohammed 

https://www.linkedin.com/in/mohammedkiswani/

Connect with David

https://www.linkedin.com/in/davidwdurham/