17 episodes

Get the good, the bad, and the ugly of past deals from real B2B Account Executives in the trenches daily: Taylor, an AE turned content guy, and Junior, a full-cycle sales superstar. From initial LinkedIn research to the final PDF signature, they chat with fellow reps and dive into every step of a single deal. Leave with focused tips to implement in your sales game today & enjoy "closed-won" war stories.

How I Deal Taylor Dahlem

    • Business
    • 5.0 • 10 Ratings

Get the good, the bad, and the ugly of past deals from real B2B Account Executives in the trenches daily: Taylor, an AE turned content guy, and Junior, a full-cycle sales superstar. From initial LinkedIn research to the final PDF signature, they chat with fellow reps and dive into every step of a single deal. Leave with focused tips to implement in your sales game today & enjoy "closed-won" war stories.

    Lesley Klose @ FitGrid (#17)

    Lesley Klose @ FitGrid (#17)

    Lesley re-lives her first multi-location deal at FitGrid in this one! Detailing her evolution from yoga instructor & FitGrid power user to joining their sales team to grow a product she personally believed in. Her unorthodox journey has served her well in building trust & lasting relationships with her fitness studio clients. Featuring a buyer burned in the past, practicing what you preach (literally), and Bikram yoga.

    Lesley's 3 Sales Tips:


    Under promise & over deliver. Tee up your customer teams to crush it.
    Be honest, human, & relatable at all times in the process.
    Sell something you love. The grind is much more fun when you're passionate.

    Lesley Klose: https://www.linkedin.com/in/lesley-klose-333633152/

    Taylor Dahlem: https://www.linkedin.com/in/taylordahlem/

    Junior Lartey: https://www.linkedin.com/in/juniorlartey/

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    We love connecting with our listeners & always look to improve!

    • 27 min
    Bradley Paster @ Guardsquare (#16)

    Bradley Paster @ Guardsquare (#16)

    Bradley talks through a random inbound lead that turned into the single largest transaction in their company's history. Featuring Bradley reverting back to a closing role as a Sales VP, a death in the family mid-deal & the rest of the team rallying together to bring it across the finish line as a result. Balancing sales performance & mental health is at the forefront of this conversation. We need to talk about it as revenue professionals more, but this is a start.

    Bradley's 3 Sales Tips:


    Build a process each step of the way & stick to it.
    Engage your internal teams early & often. Both your team & the prospects.
    Don't be an ass. Empathy over everything in sales.

    Bradley Paster: https://www.linkedin.com/in/bradleypaster/

    Taylor Dahlem: https://www.linkedin.com/in/taylordahlem/

    Junior Lartey: https://www.linkedin.com/in/juniorlartey/

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    Enjoying our conversations? Consider leaving a rating & review for the show.

    We love connecting with our listeners & always look to improve!

    • 26 min
    Spencer Wuthrich @ Clozd (#15)

    Spencer Wuthrich @ Clozd (#15)

    Spencer walks us through the most mentally challenging deal of his career. This mid-market deal came from an old opportunity that went with a competitor a year prior & decided they fell victim to over-promise, under-deliver tactics. Featuring webinar prospecting perfection, lock step his sales engineer & weaponized FOMO (fear of missing out). Hear how this sale played out!

    Spencer's 3 Sales Tips:


    Prioritize empathy in all deal stages. Walk in their shoes.
    Avoid needing to sell a prospect more than they want to buy. 
    Big deals take time to close. Create multiple paths to quota.

    Spencer Wuthrich: https://www.linkedin.com/in/spencerwuthrich/

    Taylor Dahlem: https://www.linkedin.com/in/taylordahlem/

    Junior Lartey: https://www.linkedin.com/in/juniorlartey/

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    We love connecting with our listeners & always look to improve!

    • 25 min
    Ricky Pearl @ Pointer (#14)

    Ricky Pearl @ Pointer (#14)

    Ricky guided a deal with one of the biggest companies in the world from a cold, generic email to a $100 million contract in 3 short years (haha). Navigating endless buying committees, constant turnover, & strict covid protocols; Ricky managed to land the sale without ever meeting the final decision makers. This is our longest episode to date & for good reason. Learn from one of the most professional salespeople we've had the pleasure of chatting with!

    Ricky's 3 Sales Tips (No Spoilers!):


    Multi-thread to the point you've found yourself on their buying committee.
    Take the time to map out every aspect of their decision-making process.
    Motivating factors aren't always growth, often it's purely risk avoidance.

    Ricky Pearl: https://www.linkedin.com/in/rickypearl/

    Taylor Dahlem: https://www.linkedin.com/in/taylordahlem/

    Junior Lartey: https://www.linkedin.com/in/juniorlartey/

    Help us out!

    Enjoying our conversations? Consider leaving a rating & review for the show.

    We love connecting with our listeners & always look to improve!

    • 40 min
    Amy Hrehovcik @ Revenue Real Hotline (#13)

    Amy Hrehovcik @ Revenue Real Hotline (#13)

    Amy took a huge risk setting her sights on a massive deal in the legal sector that had never been attempted by anyone at the company before. The multi-quarter deal consisted of 10+ meetings & buyer types, several trips between NYC & LA, all while dealing with internal pushback around the expense of this deal compared to the likelihood of landing it. Amy, using every bit of her green belt in process management, close this thing out & became a company legend. Hear how it all went down!

    Amy's 3 Sales Tips (No Spoilers!):


    It takes a village to help a sales pro. Landing any deal is a true team sport.
    Preparation, preparation, preparation. That's the tweet.
    Take risks & lean into discomfort. Not failing = not learning.

    Amy Hrehovcik: https://www.linkedin.com/in/amyhrehovcik/

    Taylor Dahlem: https://www.linkedin.com/in/taylordahlem/

    Junior Lartey: https://www.linkedin.com/in/juniorlartey/

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    We love connecting with our listeners & always look to improve!

    • 27 min
    Nick Smith @ WorkSpan (#12)

    Nick Smith @ WorkSpan (#12)

    Nick, who's sold services his whole career, chats through his first-ever product closed deal. While the transition seems small, there's a ton of nuance that goes into each version of the sales cycle. Especially considering the deal metrics & overall size of the opportunity (1,000+ employees). Nick did his homework, knew his persona in & out, & overcame a few barriers along the way. Hear his story! 

    Nick's 3 Sales Takeaways (No Spoilers!):


    Get in front of the timeline. Prepare for & confront barriers before they set you back.
    Deals are fluid. Listen & adapt. Don't ask a question just to check a box. 
    Be creative & interrupt patterns in your outreach. Don't just send 100 emails & call it a day.

    Nick Smith: https://www.linkedin.com/in/nickreedsmith/

    Taylor Dahlem: https://www.linkedin.com/in/taylordahlem/

    Junior Lartey: https://www.linkedin.com/in/juniorlartey/

    Help us out!

    Enjoying our conversations? Consider leaving a rating & review for the show.

    We love connecting with our listeners & always look to improve!

    • 27 min

Customer Reviews

5.0 out of 5
10 Ratings

10 Ratings

brando_nelson ,

Love it!

Awesome podcast. Both Junior & Taylor are very real and authentic. I got a lot of great ideas from listening to them. They discuss and dive deep into real scenarios that are very applicable to anyone in sales. Excited for more episodes to come!