Breaking Down Demos & Perfect Prospecting Emails
We've got a 🔥 new episode with Chris Orlob and SO much more!
Welcome to the fifth edition of The Transaction Newsletter!
Here’s what’s on deck this week:
What Craig’s Reading
LinkedIn Post of the Week
Latest Episode: To Gate or Not to Gate Content with Chris Orlob - Ep 5
Did someone forward you this newsletter? I’m sorry about that, but since you’re here you might as well subscribe…
What Craig’s Reading: Busting Silos by Hillary Carpio and Travis Henry
It’s written by marketing (Hillary) and SDR (Travis) and covers their unified approach to pipeline building. Most content on alignment isn’t specific at all whereas this book is really actionable. I especially liked the great examples of programs (you can rip them and model your programs after theirs). Book
LinkedIn Post of the Week: Becc Holland on diagnosing the problem while selling
Becc is going to be a future guest on The Transaction. In the meantime, pay attention to the incredibly valuable downloadable assets/images in this post. These are tools you can use right now. And then join us when she joins the pod when we announce her launch date. Post
Latest Episode: To Gate or Not to Gate Content with Chris Orlob - Ep 5
Joining Craig Rosenberg and Matt Amundson in Episode 5 is special guest Chris Orlob, the Co-Founder & CEO of pclub.io. Many of you probably know about Chris or his awesome work early on at Gong which helped the company reach hockey stick level growth. Chris shares his “unqualified” thoughts on when to gate content, how to get deals done on demo calls, and what prime sales prospecting outreach should look and feel like.
Also, Craig compares himself to a cartoon image on a coffee mug and Matt mixes up two timeless classic holiday films.
Takeaways:
Some of the best prospecting messages don't even like talk about the product, its benefits, or your company. For example, a good prospecting email could be: [A very well articulated grasp of the challenges they're probably going through] and we've been able to help a bunch of other companies solve this. Is this challenge worth a live chat?
“It's not multi threading, it's single threading with multiple people.”
Chapters:
00:00 - Comparing Craig’s Mug to Craig’s Mug
07:24 - Customer at the Gates: Dodging the Ungated Content Dogma
14:30 - Mastering Multi-Threading in B2B Sales
28:16 - Demystifying the Sales Deck
31:24 - Crafting the Perfect Prospecting Email
37:06 - When to Demo & How to Run That Call
48:00 - Negotiations: What Happens when there’s now Win-Win?
Quote of the Show:
“I'm like the world's least qualified marketer of all time, but I still have strong opinions about it.” - Chris Orlob
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Connect with Chris Orlob
LinkedIn: https://www.linkedin.com/in/chrisorlob/
pclub.io Website: https://www.pclub.io/
Twitter: https://twitter.com/Chris_Orlob
Shoutouts in this Episode:
Kelly Wright: https://www.linkedin.com/in/kellybreslinwright/
Kelly Wright’s Episode of The Transaction: https://thetransaction.substack.com/p/people-people-people-kelly-wright?r=3iae7z
Krysten Conner: https://www.linkedin.com/in/krystenconner/
Ted Purcell: https://www.linkedin.com/in/tedpurcell/
Ted Purcell’s Podcast Episode: https://www.gtmunfiltered.com/episodes/building-trust-through-grit-based-authenticity-ted-purcell-gtm-unfiltered-episode-006
Follow the Hosts
Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/
Matt’s LinkedIn: https://www.linkedin.com/in/matt-amundson-91657236/
Until next time… So long, farewell, auf wiedersehen, goodnight!
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