NEVERLUNCHALONE Noted Analytics

Guirae Jang is a Director at RevShoppe, a sales engagement consultancy that helps Fortune 500 and startups come up with prospecting strategies and tactical workflows.

He shares his unique perspective on what motivates today's top sellers, how to use MBOs to drive winning behavior, and what BDRs and SDRs need to do today to separate themselves from the crowd.

"Well begun is half done". The key to a smooth sales cycle is a great discovery call. So what makes a great discovery call?
Glad you asked! Hear from some of the best in sales on how they use this call to build trust, listen, learn, and set the stage for the rest of
the buyer journey.

• Pre-Call Research and Prep: find information on your prospect to have a tailored conversation

• Running a Structured Call: demonstrate leadership and competence with a great call flow

• Ending with Clear Next Steps: get alignment and agree on what should happen next

Thanks to Max Tipton ( Kong Inc.) Sera Chowdhury ( MineralTree, Inc.) and Tom Stearns ( Tom Stearns Consulting) for joining.

And special guest cameos by Larry King, Jerry Seinfeld, Samuel L Jackson, and many more! (kind of)

We’ve been hearing many great sales thought leaders preach empathy. So how do you actually be more empathetic? As David Priemer would say, “SELL the way you BUY”! That’s the title of David’s new book [link in comments]. We caught up back in early February (seems like years ago) to talk about this idea. Some of the key takeaways are " Don’t use tactics that don’t work on you" and "Sell to the feeling". Enjoy!