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Josh Braun’s Top Plays to Book More Qualified Meetings in 2020

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What You'll Learn:

- How to book high-quality meetings with prospects
- Josh’s exact cold outreach sequences that get double-digit positive response rates
- The plays that Josh uses (and coaches) to convert sales conversation into revenue

Published in: Sales
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Josh Braun’s Top Plays to Book More Qualified Meetings in 2020

  1. 1. Top Plays to Help You Book More Meetings in 2020
  2. 2. Hi
  3. 3. I’m Josh
  4. 4. TOP BADASS B2B GROWTH GUIDE PLAYS HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN THEY’LL CALL YOU BACK. I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE. THIS IS WHAT HAPPENED. WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM. ONE THING THAT CAN DRASTICALLY IMPROVE SALES
  5. 5. TOP BADASS B2B GROWTH GUIDE PLAYS HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN THEY’LL CALL YOU BACK. I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE. THIS IS WHAT HAPPENED. WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM. ONE THING THAT CAN DRASTICALLY IMPROVE SALES
  6. 6. COLD EMAIL BLINDNESS Hi Josh, I saw you’re the VP of Sales on LinkedIn. Congrats on your new role. I specialize in . . . I can show you a demo on . . . I thought it would make sense to talk. Do you have 15 minutes to chat?
  7. 7. Hi Josh, Just floating this to the top of your inbox. COLD EMAIL BLINDNESS
  8. 8. Hi Josh, My boss told me to contact you. COLD EMAIL BLINDNESS
  9. 9. Hi Josh, I’ve tried to connect but haven’t heard back. Let me know if: A) You’re not interested. B) The timing is off. C) You want talk. D) You’re being chased by a hippo and need me to call animal control. COLD EMAIL BLINDNESS
  10. 10. LET ME TELL YOU A STORY
  11. 11. Once upon a time there lived an elf named Link who lived in a city called Hyrule.
  12. 12. Link’s job was to keep Princess Zelda safe.
  13. 13. One day Princess Zelda was captured by an evil monster named Ganon.
  14. 14. Ganon held Princess Zelda captive in a land called Level 9.
  15. 15. So Link set out on a quest to rescue Princess Zelda.
  16. 16. Using his trusty brown sword Link defeated the Level 1 & 2 monsters. He was making progress.
  17. 17. Until one day Link bumped into a stronger monster in Level 3.
  18. 18. Because of that Link got hurt.
  19. 19. Even though Link was hurt, he was still able to make progress.
  20. 20. Because of that Link kept using his brown sword to fight monsters.
  21. 21. He didn’t know of any other way to get the job done.
  22. 22. One day Link got a cold email from Will the Wizard.
  23. 23. Will the Wizard sells weapons.
  24. 24. SIDEBAR - WHY SWITCH WEAPONS? INCREASE FIX AVOID
  25. 25. Let’s get back to the story . . .
  26. 26. Here’s Will’s cold email . . .
  27. 27. Link - Came across your LinkedIn and saw that you’re using a brown sword to defeat bad guys in Levels 1-3. Quick question: How are you defeating stronger bad guys in Level 3 without loosing any health hearts? Princess Peach just defeated Level 3 & 4 bad guys without losing any health just by using a lesser known weapon. Open to learning more? Either way, godspeed on your quest to rescue Zelda. Anyone who’s collected 43 gems is okay in my book. Will the Wizard
  28. 28. Link - Came across your LinkedIn and saw that you’re using a brown sword to defeat bad guys in Levels 1-3. Quick question: How are you defeating stronger bad guys in Level 3 without loosing any health hearts? Princess Peach just defeated Level 3 & 4 bad guys without losing any health just by using a lesser known weapon. Open to learning more? Either way, godspeed on your quest to rescue Zelda. Anyone who’s collected 43 gems is okay in my book. Will the Wizard
  29. 29. Link - Came across your LinkedIn and saw that you’re using a brown sword to defeat bad guys in Levels 1-3. Quick question: How are you defeating stronger bad guys in Level 3 without loosing any health hearts? Princess Peach just defeated Level 3 & 4 bad guys without losing any health just by using a lesser known weapon. Open to learning more? Either way, godspeed on your quest to rescue Zelda. Anyone who’s collected 43 gems is okay in my book. Will the Wizard
  30. 30. Link - Came across your LinkedIn and saw that you’re using a brown sword to defeat bad guys in Levels 1-3. Quick question: How are you defeating stronger bad guys in Level 3 without loosing any health hearts? Princess Peach just defeated Level 3 & 4 bad guys without losing any health just by using a lesser known weapon. Open to learning more? Either way, godspeed on your quest to rescue Zelda. Anyone who’s collected 43 gems is okay in my book. Will the Wizard
  31. 31. Link - Came across your LinkedIn and saw that you’re using a brown sword to defeat bad guys in Levels 1-3. Quick question: How are you defeating stronger bad guys in Level 3 without loosing any health hearts? Princess Peach just defeated Level 3 & 4 bad guys without losing any health just by using a lesser known weapon. Open to learning more? Either way, godspeed on your quest to rescue Zelda. Anyone who’s collected 43 gems is okay in my book. Will the Wizard
  32. 32. Because Will’s email (1) had a new idea that could help Link be more awesome and (2) made him curious, he responded. . .
  33. 33. Hi Will, I’d like to learn more.
  34. 34. Link learned about a new tool called a Silver Arrow.
  35. 35. And bought one.
  36. 36. Ever since then Link has been more awesome.
  37. 37. He’s able to defeat Level 3 & 4 monsters without losing any health. And more importantly . . .
  38. 38. He rescued Princess Zelda and live happily every after.
  39. 39. Prospect You Product Superpower Business Personal
  40. 40. Who can you give a superpower to? What question can you ask that gets your hero to think differently? What clue can you find? What superpower can you give?
  41. 41. TOP BADASS B2B GROWTH GUIDE PLAYS HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN THEY’LL CALL YOU BACK. I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE. THIS IS WHAT HAPPENED. WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM. ONE THING THAT CAN DRASTICALLY IMPROVE SALES
  42. 42. What is the purpose of leaving a voicemail?
  43. 43. Who’s your “hero”? What superpower can you give your “hero”? What do you say to make your hero curious?
  44. 44. The cliffhanger voicemail script
  45. 45. “Becc, caught your Flip the Script post which prompted me to watch every FTS video. The Chuck Jones structure is a brilliant way to give reps freedom within guard rails. Anyway, I have 2 lesser known ideas related to filling more seats of your Boston event with VPs of Sales generating over 10m ARR. No need to call me back. Check your email. Oh, this is Josh."
  46. 46. TOP BADASS B2B GROWTH GUIDE PLAYS HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN THEY’LL CALL YOU BACK. I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE. THIS IS WHAT HAPPENED. WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM. ONE THING THAT CAN DRASTICALLY IMPROVE SALES
  47. 47. We’re already using a vendor. “We’d just like an opportunity to show you why we’re different.” “Does your vendor bring you 100% of the results you are expecting?”
  48. 48. Mindset Framework A WAY OUT
  49. 49. Mindset Framework A WAY OUT
  50. 50. Mindset Framework A WAY OUT
  51. 51. Step 1 - Breath We’re already using a vendor.
  52. 52. “Sorry, another vendor?” Step 2 - Mirror We’re already using a vendor.
  53. 53. Step 3: Label “It seems like you’re happy with your current vendor.” Understand
  54. 54. Step 4: Respond INCREASE FIX AVOID
  55. 55. “Mrs. CFO would it be a terrible idea to see if there are opportunities beyond what you have now to avoid making overpayments on property taxes and insurance premiums? Not for now, but just so you have this in your back pocket.” Respond
  56. 56. “Mrs. CFO would it be a terrible idea to see if there are opportunities beyond what you have now to avoid making overpayments on property taxes and insurance premiums? Not for now, but just so you have this in your back pocket.” Respond
  57. 57. “Mrs. CFO would it be a terrible idea to see if there are opportunities beyond what you have now to avoid making overpayments on property taxes and insurance premiums? Not for now, but just so you have this in your back pocket.” Respond
  58. 58. “Mrs. CFO would it be a terrible idea to see if there are opportunities beyond what you have now to avoid making overpayments on property taxes and insurance premiums? Not for now, but just so you have this in your back pocket.” Respond
  59. 59. “Mrs. CFO would it be a terrible idea to see if there are opportunities beyond what you have now to avoid making overpayments on property taxes and insurance premiums? Not for now, but just so you have this in your back pocket.” Respond
  60. 60. TOP BADASS B2B GROWTH GUIDE PLAYS HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN THEY’LL CALL YOU BACK. I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE. THIS IS WHAT HAPPENED. WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM. ONE THING THAT CAN DRASTICALLY IMPROVE SALES
  61. 61. “Can you help me move a dresser?” “Can you take a look at my computer?” “Do you have any butter?” BOB
  62. 62. BOB IS OVERDRAWN
  63. 63. “Can I have 20 minutes?” “I wanted to see if you got my email.” “Does Tuesday at 3 or 4 p.m. EST work?” WITHDRAWALS
  64. 64. 1. Interview experts. ONE WAY TO MAKE DEPOSITS
  65. 65. TOP BADASS B2B GROWTH GUIDE PLAYS HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN THEY’LL CALL YOU BACK. I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE. THIS IS WHAT HAPPENED. WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM. ONE THING THAT CAN DRASTICALLY IMPROVE SALES
  66. 66. Why do prospects ghost salespeople?
  67. 67. Intent What to say A WAY OUT
  68. 68. Intent What to say A WAY OUT
  69. 69. Intent What to say A WAY OUT
  70. 70. TOUCH 1 CHRIS VOSS - PEOPLE HATE BEING QUITTERS
  71. 71. TOUCH 1 CHRIS VOSS - PEOPLE HATE BEING QUITTERS
  72. 72. TOUCH 1 CHRIS VOSS - PEOPLE HATE BEING QUITTERS
  73. 73. TOUCH 2
  74. 74. TOUCH 2: TAKE THE BLAME
  75. 75. LIVE CALL
  76. 76. TOP BADASS B2B GROWTH GUIDE PLAYS HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN THEY’LL CALL YOU BACK. I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE. THIS IS WHAT HAPPENED. WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM. ONE THING THAT CAN DRASTICALLY IMPROVE SALES
  77. 77. BLATANT SALES PITCH http://bit.ly/kickmoreass

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