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Episode summary Words are our emissaries. They carry important messages. They build our stories. And they make us who we are. So says marketing maven Ann Handley in the new edition of her bestselling book, Everybody Writes. She believes that a simple formula of Utility x Inspiration x Empathy can make every seller a better writer, and much more lik…
 
Episode summary Trigger Templates are a brilliant way to construct your outbound prospecting messages. By focusing on the key pains of your prospects, they help you craft a more impactful message. But more importantly, by tying them to discrete ‘urgency drivers,’ they help you target those prospects that are most likely to take action, with a messa…
 
Episode summary In sales, you should never discount without getting something in return. This is a topic that Todd Caponi speaks passionately about under what he calls Transparent Negotiations. Todd believes that playing the “go in with a high to barter down to your actual price” move is dishonest, that modeling negotiations off FBI hostage scenari…
 
Episode summary The customer is always right. Right? Wrong. The customer must be challenged, especially when there’s a group of buyers involved. Jen Allen is the Chief Evangelist at Challenger – a global leader in sales training, technology, research, and consulting, and the team behind the best-selling book, The Challenger Sale. She believes that …
 
Episode summary B2B sales is the absolute worst. Unless you use subtle techniques and some creative ideas to sell more, reliably. This is something we believe in passionately at Sales Feed. And we know that with the right inspiration, you can crush your quota AND have a ton of fun along the way. But what are those tips and techniques that have the …
 
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