In this episode of Skip to the Point, Alex is joined by Marcus Chan, founder of Venli Consulting Group, which helps B2B sales professionals earn $50-100k a year by crushing their quotas.

Marcus and Alex talk about how to master the art of tactical selling from both an Enterprise and SMB perspective.

Marcus also explains how we can proactively attack Decision Criteria in the sales process to ensure we are a top choice, as well as ways to stop “Just following up!” emails. This is a good one, so make sure to tune in as Alex and Marcus skip to the point.

ABOUT MARCUS CHAN

Marcus Chan is the founder of Venli Consulting Group and Wall Street Journal and USA Today best-selling author. He is a member of the Forbes Business Council and has been recognized globally as one of the top sales experts by Salesforce and LinkedIn.

An award-winning Fortune 500 sales leader who has generated over $700M in sales over the last decade, he has been featured in Forbes, Yahoo! Finance, MarketWatch, Entrepreneur, and more.

His sole mission is to help B2B sales pros increase their income by an ADDITIONAL $100K+/ year by running a refined sales process that gets results and helps them create the life of their dreams.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

CHAPTERS

0:00 Introduction

0:51 Tactical selling

8:16 Keeping energy and momentum in deals

14:14 $1million in 60 minutes.

19:23 How to train and test your Champions

31:59 Gifting hack.

35:31 Landmines for Competition.

In this episode of Skip to the Point, Alex is joined by Anthony Natoli, Senior Account Executive at LinkedIn, as he comes to share his ‘Natoli Nuggets’ that he uses to help SDRs and AEs.

Anthony and Alex talk about how to connect research to the customer’s pain with what Anthony calls ‘Problem Prospecting’.

Anthony also teaches Alex some ways to use customer language when out-bounding and to avoid getting caught in feature traps with prospects.

This episode is a must listen not only for tips on prospecting, but on improving discovery!

ABOUT ANTHONY NATOLI

Anthony earned his degree from the University of Arizona in 2015 before launching his sales career as a BDR at Ethos Lending. He quickly advanced to his first AE role, where he proved his skills by securing a spot in President’s Club - twice in a row.

Following his success at Ethos Lending, Anthony went on to exceed quota at Demandbase, Outreach, and Lattice. He then took on a leadership role as Head of Sales Development at QA Wolf for seven months before stepping into his current position as a Senior Account Executive at LinkedIn.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.

In this episode of Skip to the Point, Alex is joined by Tom Latourette, a Managing Partner and Sales Trainer at M3 Learning.

Tom shares tools with Alex about how to win customers over, including:

• Education vs validation

• Cause-outcome-decide

• Transfer of ownership

• The flip

Tom also explains to Alex how to quantify the problem. Jam-packed with tools you can implement straight away, this episode is a must-listen!

ABOUT TOM:

Tom Latourette has been a disciple of the M3 Learning process since 2000 when he was the VP of Sales and Marketing at SBR, Inc. With over 30 years of marketing, sales, and sales management experience, Tom can bring a unique, real-world perspective to your M3 Learning experience. His knowledgeable application of ProActive solutions can greatly impact your productivity as a sales manager or salesperson.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.