SAAS THRIVE

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/

From SDR to Executive VP within 4 years, Rahul is an incredible example of what is possible when it comes to advancing your career. Topics Discussed: 30-60-90 plan ramping as a rep Personality traits and skill sets  Overcoming imposter syndrome  Fast tracking success in a new role Sales methodologies  Connect with Rahul https://www.linkedin.com/in/trentdressel/ Connect with David! Website:https://www.saasthrivepodcast.com LinkedIn: https://www.linkedin.com/in/davidwdurham/

Trent has had 6 promotions within just a few years and is now a Sr. Account Executive. He is a master at filling the funnel through effective outreach and cold calling. This isn't an episode you'll want to miss… As we all know, building a bigger pipeline is arguably the most important ingredient for success.  Topics Discussed: Filling the funnel through effective prospecting Overcoming the fear of cold calling Real scripts and tactics to implement Connect with Trent  https://www.linkedin.com/in/trentdressel/ Connect with David Website:https://www.saasthrivepodcast.com LinkedIn: https://www.linkedin.com/in/davidwdurham/

From chopping up tomatoes through Cutco sales, to a Growth Account Executive in Tech, Tom is someone who deeply understands the importance of building a brand and focusing on personal development to succeed.  Topics Discussed: Importance of finding your tribe and network of influence Getting started with personal branding  Deep discussions around personal development Connect with Tom  https://www.linkedin.com/in/tomalaimo/ Connect with David Website:https://www.saasthrivepodcast.com Personal LinkedIn: https://www.linkedin.com/in/davidwdurham/ SaaS THRIVE LinkedIn: https://www.linkedin.com/company/saasthrivepodcast/

From fitness sales to working with some of the biggest tech giants including HubSpot and Salesforce, Andrew drops incredible value when it comes to discovery and demo calls. Topics Discussed: Structuring effective discovery calls Asking the hard questions during discovery What to do with quiet prospects who aren't talking Commanding presence with C-Suite executive Connect with Andrew https://www.linkedin.com/in/andrew-wilen-22389155/ Connect with David Website:https://www.saasthrivepodcast.com Personal LinkedIn: https://www.linkedin.com/in/davidwdurham/ SaaS THRIVE LinkedIn: https://www.linkedin.com/company/saasthrivepodcast/

Selling to the C Suite can be tough… Especially if you're a young rep. Imposter syndrome can get the best of you. The feeling of needing to be buttoned up. Sounding professional. Because otherwise they won't respect you, right? Yet it comes off to your prospects as inauthentic. Matt is an Enterprise rep who really hones in on how to gain trust when selling by owning who you are. Topics Discussed: Being confident as a young seller selling into the C Suite Understanding what it means to bring your authenticity to sales calls The importance of being financially responsible to get ahead Connect with Matt https://www.linkedin.com/in/rogersmatthewd/ Connect with David! Website:https://www.saasthrivepodcast.com Personal LinkedIn: https://www.linkedin.com/in/davidwdurham/ SaaS THRIVE LinkedIn: https://www.linkedin.com/company/saasthrivepodcast/

Former CRO and now sales coach, Mike Simmons brings the heat!  Topics Discussed: Vulnerability and overcoming imposter syndrome Simplifying the sales process  Overcoming overwhelm Discovery call tactics Connect with Mike https://catalystsale.com/ Website: https://www.saasthrivepodcast.com Personal LinkedIn: https://www.linkedin.com/in/davidwdurham/ SaaS THRIVE LinkedIn: https://www.linkedin.com/company/saasthrivepodcast/

Salman was an SDR at IBM and now is a Strategic Enterprise Account Executive. With over 15 years of industry experience (mostly at Salesforce and IBM), he knows what it takes to make it. He shares his story of being on PIP multiple times and almost being fired, to now working with the world's largest companies . Take it from someone who knows what it takes! Topics Discussed: Rare qualities to become a successful Account Executive Resilience and overcoming adversity in sales  Importance of having conviction in what you sell Connect with Salman https://www.linkedin.com/in/salmanmohiuddin Website: https://www.saasthrivepodcast.com Personal LinkedIn: https://www.linkedin.com/in/davidwdurham/ SaaS THRIVE LinkedIn: https://www.linkedin.com/company/saasthrivepodcast/  

Nate Nasralla has built sales teams from scratch and is now the Founder of Fluint. Fluint is a solution to help sales professionals to enable their Champion to effectively sell internally. This interview is laser focused to help you understand the nuance behind crafting your message within each deal, and enabling your Champion to effectively sell on your behalf internally.   Topics Discussed: Crafting your message within each deal Empowering Champions to sell on your behalf Using soundbites effectively Connect with Nate https://www.linkedin.com/in/natenasralla/ Connect with David Website: https://www.saasthrivepodcast.com Personal LinkedIn: https://www.linkedin.com/in/davidwdurham/ SaaS THRIVE LinkedIn: https://www.linkedin.com/company/saasthrivepodcast/

Charles is a MASTER of discovery. From being a CPA to an elite seller, this isn't an episode you'll want to miss if you're looking to sharpen your sword when it comes to discovery calls.  Topics Discussed: Creating powerful discovery conversations Storytelling and generating genuine curiosity Asking the hard questions using a “humbling disclaimer” Showing up in confidence and owning YOU Connect with Charles  https://www.linkedin.com/in/charlesmuhlbauer/ Connect with David Website: https://www.saasthrivepodcast.com Personal LinkedIn: https://www.linkedin.com/in/davidwdurham/ SAAS THRIVE LinkedIn: https://www.linkedin.com/company/saasthrivepodcast/  

In this episode of SAAS THRIVE, David shares more about his journey, some large goals as an enterprise rep, and what led him to start this podcast. Connect with David: https://www.linkedin.com/in/davidwdurham/