Summary
Greg Costigan, a sales expert with experience in Silicon Valley, shares valuable insights on sales strategies and success. He introduces the Give, Get, Goal framework, emphasizing the importance of preparation and differentiation in sales calls. Greg also highlights the significance of building rapport and establishing hunger in sales interactions. He discusses the value of individualized communication and warm referrals in outbound sales. Finally, Greg shares that great days in sales are achieved when things work and when there is a sense of accomplishment and value creation.
Takeaways
- Use the Give, Get, Goal framework to prepare for sales calls and meetings.
- Differentiate yourself by providing value, building rapport, and establishing hunger.
- Prioritize quality over quantity in outbound sales and focus on target accounts.
- Invest time in individualized communication and warm referrals for better results.
- Great days in sales are achieved when things work and there is a sense of accomplishment and value creation.
Chapters
00:00 Introduction and Background
01:09 The Give, Get, Goal Framework
04:16 The Importance of Call Prep
07:12 Differentiating Yourself in Sales
08:05 Memorable Deals and Sales Success
13:23 Establishing Hunger and Building Rapport
16:26 Outbound Sales and Prioritizing Quality
19:09 The Value of Individualized Communication
25:04 Building Relationships and Warm Referrals
26:35 Creating Great Days in Sales
