The mission of The Builders, Budgets, and Beers Podcast is to make project financials less intimidating for commercial and residential builders. We aim to give builders the confidence to take control of their business' cashflow by bringing on guests, that our listeners can identify with, to share real stories of their financial wins and losses along their journeys as builders.
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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, includ ...
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Fred Glick, a Broker, Real Estate Realist, and Founder of Arrivva, holds a stellar track record with over $2 billion in residential transactions while grounded in a lifelong passion for real estate. René Pérez Jr. is an adept Broker and Pricing Savant, who specializes in strategic problem-solving and long-term growth. Join them in the We Fixed Real Estate podcast by Arrivva, where they share expertise and insights about the dynamic real estate landscape. Arrivva, a leading real estate and mo ...
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Follow Matt Risinger on the Build Show Podcast as he discusses Building Science, Craftsmanship, & Best Practices for Building & Remodeling. Matt is a Builder who specializes in Architect Driven & Fine Craftsmanship Work.
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AI For Prospecting | Kyle Coleman | 30MPC Hall of Fame
40:35
40:35
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40:35ACTIONABLE TAKEAWAYS: Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions. Double Personalize Outreach: Combine company-specific observations with industry trends to create messaging that feels hyper-relevant. Build a Strategic Research Framework: C…
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Live from the ROCKWOOL studio, Matt and Steve explore how to design and construct homes optimized for extreme health, focusing on mold resistance, superior indoor air quality (IAQ), and moisture control. They discuss essential strategies such as building tight, well-ventilated homes to prevent mold growth, using high-performance dehumidifiers, and …
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Stop Hiring the Wrong People, Use This Interview Structure Instead | Kevin "KD" Dorsey | Ep. 287 (Lead)
40:52
40:52
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40:52FOUR ACTIONABLE TAKEAWAYS Interview Kits for Prep: Send candidates an interview kit outlining expectations, key questions, and details on interviewers. Poor answers indicate lack of prep or poor fit. Evidence-Based Questions Only: Avoid hypotheticals. Ask for proof of past performance (P.O.P.) to assess real experience and capabilities. Screening V…
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Streamlining Cash Flow Management with Al Hamed
51:32
51:32
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51:32The conversation with Hamed Homes explores the challenges and solutions they have faced in tracking cash flow, managing bills, receipts, budgets, and vendor compliance. The team discusses their transition from a manual process to utilizing Adaptive, which has significantly improved their efficiency, visibility, and collaboration. https://www.hamed-…
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The AI Playbook for Sales: How to Book More Meetings & Close More Deals With AI | Jake Dunlap | Ep. 286 (Sell)
42:48
42:48
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42:48FOUR ACTIONABLE TAKEAWAYS ChatGPT Research Triangle: Before outreach, prompt ChatGPT with the industry (including sub-industry), job title, and your product’s value. This ensures messaging aligns with trends relevant to the prospect. Use Industry Jargon: Ask ChatGPT for insider terminology that VPs in specific industries use. This makes your messag…
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Using Intent Signals in Cold Outreach | Florin Tatulea | 30MPC Hall of Fame
35:34
35:34
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35:34ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; comb…
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Reduce Construction Time & Boost Profitability
35:59
35:59
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35:59Find Matt and The Build Show on the web: Build Show Videos: https://buildshownetwork.com/go/mattrisinger Instagram: @risingerbuild and @thebuildshow TikTok: @thebuildshow YouTube channel: https://www.youtube.com/@buildshow Website: https://risingerbuild.com/ and https://buildshownetwork.com/ Find Jeremy on the web: Instagram: @rishermartin Facebook…
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What They Don’t Tell You About Home Closing Delays
17:54
17:54
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17:54Fred Glick, a Broker, Real Estate Realist, and Founder of Arrivva, holds a stellar track record with over $2 billion in residential transactions while grounded in a lifelong passion for real estate. René Pérez Jr. is an adept Broker and Pricing Savant, who specializes in strategic problem-solving and long-term growth. Join them in the We Fixed Real…
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How to Fix a Broken Sales Org in 90 Days | Kevin "KD" Dorsey | Ep. 285 (Lead)
41:45
41:45
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41:45FOUR ACTIONABLE TAKEAWAYS Focus on High-Impact Problems: Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues. Leverage 2x Multipliers: Target improvements that can double key metrics rather than marginal gains. Align leadership early so they understand why othe…
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How to Open & Close More Deals With Key Accounts | Maddy Jackson | Ep. 284 (Sell)
41:10
41:10
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41:10ACTIONABLE TAKEAWAYS: Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about. Funding Intent Matters: Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal. AE & SDR Acc…
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How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame
41:48
41:48
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41:48ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack: Identify key timeline drivers, like contrac…
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How to Spot Red Flags Before Buying a Home in 2025
32:47
32:47
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32:47Fred Glick, a Broker, Real Estate Realist, and Founder of Arrivva, holds a stellar track record with over $2 billion in residential transactions while grounded in a lifelong passion for real estate. René Pérez Jr. is an adept Broker and Pricing Savant, who specializes in strategic problem-solving and long-term growth. Join them in the We Fixed Real…
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How to Build the Perfect Sales Team, Role by Role | Mark, Nick, & Armand | Ep. 283 (Lead)
55:13
55:13
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55:13Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows. ACTIONABLE TAKEAWAYS: Hire Builders First: Early sales hires should create processes, while later hires follow them. CEO Sales Involvement: Founders should sell until they define the product and process, then transition to AEs. …
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No Champion, No Deal: How to Find and Develop Champions | Krysten Conner | Ep. 282 (Sell)
40:50
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40:50ACTIONABLE TAKEAWAYS: Align Messaging to Roles: End users want simplicity, managers focus on team metrics, and execs care about goals and risk. Match your message accordingly. Use Credible Content: Share third-party sources like Gartner or HBR instead of only company case studies to build trust. Amplify the Problem Early: Send data or insights high…
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Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame
41:05
41:05
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41:05ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to thin…
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Outsmart the Market: Real Talk on Pocket Listings, Pricing, and Buyer Pitfalls
33:25
33:25
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33:25Fred Glick, a Broker, Real Estate Realist, and Founder of Arrivva, holds a stellar track record with over $2 billion in residential transactions while grounded in a lifelong passion for real estate. René Pérez Jr. is an adept Broker and Pricing Savant, who specializes in strategic problem-solving and long-term growth. Join them in the We Fixed Real…
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How to Train Teams on Discovery That Digs Deeper and Closes Bigger | Eleanor Dorfman | Ep. 281 (Lead)
39:46
39:46
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39:46ACTIONABLE TAKEAWAYS: Ban Product-Specific Language: Prohibit product-focused terms like "roles-based access" in deal reviews. Instead, prompt reps to explore the customer’s "why" behind their needs, driving better customer questioning and understanding. Tie Incentives to Certifications: Require reps to complete critical certifications (e.g., disco…
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The Ultimate 5 Stage Sales Process to Speed Up Your Deals | 30MPC Playbook (Sell)
54:09
54:09
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54:09Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast. Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward. Stage 2 Solution Agreement: Confirm the solution addresses the agreed problem effectively. Stage 3 Power Agreement: Secure buy-in from decision-makers and…
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Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame
40:28
40:28
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40:28ACTIONABLE TAKEAWAYS: In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competitors, suggest spe…
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Rebuilding Confidence: Real Estate Trends and Predictions Post-Wildfires
30:54
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30:54Fred Glick, a Broker, Real Estate Realist, and Founder of Arrivva, holds a stellar track record with over $2 billion in residential transactions while grounded in a lifelong passion for real estate. René Pérez Jr. is an adept Broker and Pricing Savant, who specializes in strategic problem-solving and long-term growth. Join them in the We Fixed Real…
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The Sales Leader SKO Survival Guide | JD Miller | Ep. 280 (Lead)
40:44
40:44
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40:44FOUR ACTIONABLE TAKEAWAYS: Name Badge Optimization: Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge feel natural. Post-SKO Follow-Up Plan: SKO momentum fades quickly. Implement a follow-up plan within days to sustain energy and carry it into the sales y…
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How to Reframe Objections as Strengths | David Rosenstein | Ep. 279 (Sell)
40:15
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40:15ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy. Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, yo…
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How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame
39:00
39:00
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39:00Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that. Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities ba…
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Building Smarter, Paying Less: Smart Real Estate Tips for 2025
24:08
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24:08Fred Glick, a Broker, Real Estate Realist, and Founder of Arrivva, holds a stellar track record with over $2 billion in residential transactions while grounded in a lifelong passion for real estate. René Pérez Jr. is an adept Broker and Pricing Savant, who specializes in strategic problem-solving and long-term growth. Join them in the We Fixed Real…
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The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead)
42:53
42:53
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42:53ACTIONABLE TAKEAWAYS: SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consiste…
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The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2
13:40
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13:40The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways The biggest mistake in The Problem Proposition: going through the motions instead of joining the pain. Join the ridiculousness of the triggering problem. Almost brush over your one-sentence solution.…
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The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1
17:21
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17:21The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem. Triggering Problem. Instead, lead with a problem so specific that it trig…
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Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel | Ep. 277 (Sell)
40:34
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40:34ACTIONABLE TAKEAWAYS: Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome. Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery po…
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Product Roadmap: Q1 2025 (Club Pass, New Club Member, Pipe Gen Teardowns)
13:33
13:33
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13:33RESOURCES DISCUSSED: Club Pass (Course & Community) Johnny Larson (New Club Member) Johnny's Past Episodes: Episode 1 Episode 2 Episode 3 Q1 Tactic Teardowns (Sales Nav, Pitch Script)By Armand Farrokh & Nick Cegelski
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How to Measure Sales Team Metrics Without Micromanaging | John Sherer | Ep. 276 (Lead)
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40:09FOUR ACTIONABLE LEADERSHIP TAKEAWAYS: Simplify Dashboards: Skip filters and create pre-built reports for dashboards. It saves time and provides clearer insights without extra clicks. Trim CRM Fields: Remove unused CRM fields. If you’re not reporting on them or they’re filled with junk data, they’re just slowing you down. Analyze Mature Pipeline: Fo…
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The top 15 sales tips shared on the podcast in 2024 (full episodes linked below) Prospecting Best Practices: "That's Exactly Why I Called" Response: Use objections as a reason to keep the conversation going (Sara Uy) Presuppose the Problem: Start with, "You've probably looked into X before, huh?" to reduce sales pressure and uncover nuance (Josh Br…
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How to Ask BETTER Sales Questions | Charles Muhlbauer | 30MPC Hall of Fame
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10:29Enjoy this clip from episode 247 w/ Charles Muhlbauer ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions lik…
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Key Traits to Look for in Elite Sales Reps | Andrew Johnston | Ep 275 (Lead)
40:39
40:39
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40:39ACTIONABLE TAKEAWAYS Prioritize Storytelling: Assess storytelling skills during interviews and coach reps on it. It's a foundational human communication skill that drives sales success. Evaluate Questions Asked: Learn as much from the questions a rep asks as you do from their answers. It reveals their curiosity and understanding. Mock Pitch Prepara…
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Aligning Back Office and Field for Growth with Tonya Schulte
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39:26
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39:26Tonya Schulte, Founder of The Profit Constructors, discusses the importance of synergy between the back office and field operations in construction companies. She outlines her 90-Day Remodel service, which aims to provide construction companies with actionable data and insights to improve their financial management and drive growth. https://www.the…
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How to Run a Perfect Proof of Concept | Deren Rehr-Davis | Ep 274 (Sell)
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40:45ACTIONABLE TAKEAWAYS Leverage POC Momentum: Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal. Involve Executives in POCs: Require VP-level involvement for POCs. Share examples of risks when executives are excluded to build alignment and trust. Confirm POC Entry Criteria: Secure pro…
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The Ultimate Multichannel Sales Framework | Sara Uy | 30MPC Hall of Fame
35:52
35:52
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35:52FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. After sending a LinkedIn video, start by ask…
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Matt does a deep dive into foundations and why one foundation might be a better choice than another, depending on your location. Many foundation styles came about because of frost-line differences. Northern builders might have a 3-foot frost line, which means it's necessary to dig below the frost line to avoid freeze-to-thaw issues in the wintertim…
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Navigating California's New Lease Termination Laws
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3:43Fred Glick, a Broker, Real Estate Realist, and Founder of Arrivva, holds a stellar track record with over $2 billion in residential transactions while grounded in a lifelong passion for real estate. Listen closely as Fred Glick gives you real estate hacks and tips through Arrivva’s AI Podcasters in the weekly We Fixed Real Estate podcast. Arrivva i…
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Building a Bulletproof Sales Forecast | Taylor Wilding | Ep 273 (Lead)
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40:40Get your forecasting resources ACTIONABLE TAKEAWAYS Commit Deal Essentials: Reps must report four details for commit deals: dollar amount, close date, economic buyer, and their engagement. If not engaged, share the plan to involve them. Three Forecast Methods: Use a top-down pipeline view, a bottoms-up deal analysis, and AI tools for better forecas…
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How to Spot Deals You’ll Actually Close | Johnny Larson | Ep 272 (Sell)
37:58
37:58
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37:58ACTIONABLE TAKEAWAYS Streamline Proposals: Remove unnecessary features to cut costs and stand out from competitors with bloated quotes. If prospects need a feature, they’ll request it, giving you control to reintroduce it strategically. Ask Questions on RFPs: Use RFP responses to ask about priorities and requirements, opening the door for discovery…
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30 Minutes of Advanced Negotiation Strategies | Spencer Ivey | 30MPC Hall of Fame
39:04
39:04
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39:04FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, …
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Top 5 Mistakes Builders Make (and how to fix them)
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22:40This week, Matt goes solo to highlight five common construction mistakes made by Texas builders and offers practical solutions to improve building quality. Ductwork in Hot Attics Placing ducts in unconditioned attics leads to inefficiency, mold growth, and energy loss. Builders should relocate ducts into conditioned spaces using techniques like clo…
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How Weather and Market Trends Shape Real Estate Decisions
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42:49
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42:49Fred Glick, a Broker, Real Estate Realist, and Founder of Arrivva, holds a stellar track record with over $2 billion in residential transactions while grounded in a lifelong passion for real estate. René Pérez Jr. is an adept Broker and Pricing Savant, who specializes in strategic problem-solving and long-term growth. Join them in the We Fixed Real…
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The Science of Sales Training & What Top Teams Do Differently | 30MPC Playbook (Lead)
34:28
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34:28Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team. ACTIONABLE TAKEAWAYS Use a capability & cognitive load matrix to decide what to focus your training on The best person for the job to be running that training and sales enablement is the most respected rep or manager on the team Train your manage…
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How I Went From Flat Broke to Closing 7-figure Deals | Johnny Larson | Ep 271 (Sell)
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41:49ACTIONABLE TAKEAWAYS Ask for Competitor Proposals: If a prospect cites competitor pricing, request their proposal to directly compare offerings and address discrepancies. Rank Negotiation Priorities: When prospects negotiate on multiple factors, ask them to prioritize what matters most, then focus concessions on top-ranked items. Meet Two Key Prici…
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Finding Business Level Pain Execs will ACTUALLY Care About | Maddy Jackson | 30MPC Hall of Fame
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39:27
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39:27FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals and improve win rates. Turn situations into problems by asking questions that highlight known pain points with competitors. If ghosted late in the deal c…
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In this episode of the Build Show Podcast, host Matt Risinger is joined by Lydia Crowder, better known as "Drywall Shorty," a seasoned second-generation drywall contractor from Bozeman, Montana. Together, they dive into the secrets of achieving flawless drywall results, focusing on the critical details that set high-quality builders apart from the …
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Top Tips to Win Bids in the Bay Area’s Wild Housing Market
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26:50Fred Glick, a Broker, Real Estate Realist, and Founder of Arrivva, holds a stellar track record with over $2 billion in residential transactions while grounded in a lifelong passion for real estate. René Pérez Jr. is an adept Broker and Pricing Savant, who specializes in strategic problem-solving and long-term growth. Join them in the We Fixed Real…
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No BS Advice to Build Company Culture in 2025 | Steph Jenkins | Ep 270 (Lead)
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39:39ACTIONABLE TAKEAWAYS: Uncover what’s not working: Use varied questions in one-on-ones, like “If you had a magic wand, what would you change?” or “Where have we let you down in the sales cycle?” to surface actionable feedback. Run radical candor sessions: Gather reps for skip-level feedback on their manager. Facilitate discussions on what the manage…
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How to Close 90% of Leads Without a Single Cold Call | Vin Matano | Ep 269 (Sell)
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37:39
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37:39ACTIONABLE TAKEAWAYS: Leverage Twitter for Outreach: Use X (formerly Twitter) creatively to direct prospects to your personalized email. Vin records and tweets videos at CMOs to grab their attention. Smart Follow-Up Strategies: If emails aren’t opened, start a new thread. If they’re being opened, reply to the same thread to keep your outreach effor…
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