Explore every episode of the podcast The Daily Quota: Tech Sales Training for SDRs & AEs
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Lesson 60 - Map Your Career | 18 Aug 2025 | 00:07:40 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Your sales career is a journey that requires planning and intentionality. In this lesson, you’ll learn how to map out your career path and set actionable goals for the future. Your assignment will involve creating a career development plan with milestones for the next 1, 3, and 5 years. | |||
| Lesson 59 - Get 360-Feedback | 15 Aug 2025 | 00:08:43 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Feedback from peers, managers, and clients can accelerate your growth. This lesson will guide you through requesting and using 360-feedback effectively. Your assignment will involve seeking feedback from three sources and identifying actionable takeaways. | |||
| Lesson 58 - Learn New Techniques | 13 Aug 2025 | 00:05:24 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Staying current with new techniques keeps you competitive as a seller, and prevents you from falling behind in your career. This lesson will explore ways to continuously learn and adapt in the ever-changing sales landscape. Your assignment will involve researching and practicing a new sales technique. | |||
| Lesson 57 - Build Your Network | 11 Aug 2025 | 00:08:59 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Networking is key to long-term success in sales, and can lead to numerous opportunities throughout your career. In this lesson, you’ll learn strategies for building and maintaining a strong professional network. Your assignment will involve reaching out to five new connections in your industry. | |||
| Lesson 56 - Automate with Tools | 08 Aug 2025 | 00:12:12 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com In sales, there is so much that can be streamlined and automated if you know where to look and what technology to leverage. This lesson will introduce you to a huge variety of tools that you might not know about, with the goal of making your job easier and allowing you to focus on the fun stuff. Your assignment will involve maximizing the tools at your disposal while exploring and implementing new tools and browser extensions into your sales process. | |||
| Lesson 55 - Leverage Your Manager | 06 Aug 2025 | 00:06:41 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Your manager is a valuable resource for your growth. In this lesson, you’ll learn how to effectively collaborate with your manager for call and presentation coaching, account strategies, opportunity progression, and career planning. Your assignment will involve scheduling and planning ongoing 1:1 check-ins with your manager that will be uniquely valuable to both of you. | |||
| Lesson 54 - Manage Your Time | 04 Aug 2025 | 00:12:21 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Time management is vital for juggling the multiple tasks and priorities that inevitably come up as a seller. This lesson will teach you techniques like time blocking, prioritization, and task batching. Your assignment will involve creating a weekly schedule that aligns with your sales goals. | |||
| Lesson 53 - Review Your Calls | 01 Aug 2025 | 00:10:27 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Regularly reviewing your sales calls is crucial for self-improvement. In this lesson, you’ll learn how to evaluate your calls for messaging, tone, and effectiveness. Your assignment will involve reviewing and critiquing one of your recent sales calls using a provided checklist. | |||
| Lesson 52 - Hold a Deal Retrospective | 30 Jul 2025 | 00:10:09 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Reflecting on past deals can reveal valuable lessons. In this lesson, you’ll learn how to conduct a deal retrospective to analyze what went well and what could improve for one of your recently closed opportunities. Your assignment will involve planning, holding, and documenting a retrospective for a closed-won or closed-lost deal. | |||
| Lesson 51 - Present your first QBR | 28 Jul 2025 | 00:13:33 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Quarterly Business Reviews (QBRs) are a common ritual on sales teams, giving you a chance to showcase progress to your team and plan for the future. This lesson will guide you through preparing and delivering an impactful QBR presentation. Your assignment will involve collecting all of the necessary information and organizing it to present during your next QBR. | |||
| Lesson 50 - Forecast Your Business | 25 Jul 2025 | 00:14:23 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Accurate forecasting is critical for any sales business, and will no doubt be important to your team, your manager, and your own ability to hit quarterly targets. In this lesson, you’ll learn how to create reliable sales forecasts using data-driven techniques. Your assignment will involve building a forecast for your current pipeline and presenting it to your manager for feedback. | |||
| Lesson 49 - Measure Your Success | 23 Jul 2025 | 00:14:04 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Tracking and analyzing your performance as a seller is essential for creating sustainable growth in your performance. This lesson will teach you how to measure success using KPIs, pipeline metrics, and conversion rates. Your assignment will involve calculating your current performance metrics and identifying areas for improvement. | |||
| Lesson 48 - Maintain Your Relationships | 21 Jul 2025 | 00:08:08 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Building strong, ongoing relationships with your clients will help you to network, prevent churn, and ensure future opportunities and renewals. In this lesson, you’ll learn strategies for staying connected and adding value after the deal closes. Your assignment will involve drafting a client follow-up plan, including regular check-ins and value-add activities. | |||
| Lesson 47 - Negotiate Like a Pro | 18 Jul 2025 | 00:09:22 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Negotiation is about ensuring you and your prospect can reach a deal that is mutually agreeable (and provides great value) to all parties. This lesson will teach you negotiation strategies, including how to work with deal desk, concepts like BATNA, and thinking outside the box when it comes to concessions. Your assignment will involve planning for an upcoming negotiation, including your key asks and potential concessions. | |||
| Lesson 46 - Take Control of the Sale | 16 Jul 2025 | 00:10:31 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Successful salespeople guide their deals proactively. In this lesson, you’ll learn how to set agendas, manage timelines, and take ownership of the sales process to keep deals moving forward. Your assignment will involve creating a step-by-step action plan for an ongoing deal, including key milestones and deadlines. | |||
| Lesson 45 - Present with Confidence | 14 Jul 2025 | 00:17:51 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Presenting is a vital skill in sales. In this lesson, you’ll learn techniques to deliver compelling, confident presentations that resonate with your audience. The lesson covers 12 tips for perfect presentations, including tips for preparation, organization, and delivery. Your assignment will involve creating and practicing a sales presentation for an active opportunity. | |||
| Lesson 44 - Master MEDDPICC | 11 Jul 2025 | 00:08:06 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Bringing it all together, this lesson will teach you how to master the MEDDPICC framework to qualify and close deals consistently, giving you step-by-step guidance for closing the gaps for each area of MEDDPICC. Your assignment will involve completing a comprehensive MEDDPICC worksheet for a current deal. | |||
| Lesson 43 - Eliminate the Competition | 09 Jul 2025 | 00:14:37 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Differentiating your solution from the competition is key to winning deals. In this lesson, you’ll learn strategies to neutralize competitive threats and highlight your unique value. Your assignment will involve crafting competitive messaging for an active deal. | |||
| Lesson 42 - Identify, Test, and Develop Your Champion | 07 Jul 2025 | 00:13:38 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com A Champion is someone who has the authority and influence to sell on your behalf when you aren't in the room, and good Champions are critical to driving deals forward. In this lesson, you’ll learn how to identify, test, and strengthen your relationships with Champions. Your assignment will involve creating a plan to engage and empower a Champion within a target account. | |||
| Lesson 41 - Implicate the Pain | 04 Jul 2025 | 00:08:07 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Sales success often hinges on helping prospects understand the cost of their current challenges, creating the necessary urgency to make a change. In this lesson, you’ll learn how to implicate the pain effectively during discovery and presentations. Your assignment will involve crafting a narrative that highlights a prospect’s pain and connects it to your solution. | |||
| Lesson 40 - Map the Buying Process | 02 Jul 2025 | 00:10:43 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Understanding your prospect’s buying process is crucial for guiding the sale. In this lesson, you’ll learn how to map out the buying process and identify potential roadblocks. Your assignment will involve creating a visual map of the buying process for one of your deals. | |||
| Lesson 39 - Demo the Decision Criteria | 30 Jun 2025 | 00:10:07 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Aligning your solution with the prospect's decision criteria is key to advancing deals. In this lesson, you’ll learn how to conduct demos that address specific decision criteria. Your assignment will involve planning and scripting a demo for an active opportunity. | |||
| Lesson 38 - Convince the Economic Buyer | 27 Jun 2025 | 00:10:00 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Winning over the economic buyer requires a tailored business case presentation that aligns to key business initiatives, proves ROI, and includes relevant case studies. In this lesson, you’ll learn strategies to present your solution’s value effectively to this critical stakeholder. Your assignment will involve drafting a full business case tailored to an economic buyer’s priorities. | |||
| Lesson 37 - Find the Economic Buyer | 25 Jun 2025 | 00:06:31 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Identifying the economic buyer is essential for closing deals. In this lesson, you’ll learn how to uncover and engage with the person who holds the budget and decision-making power. Your assignment will involve researching and identifying the economic buyer for a specific deal. | |||
| Lesson 36 - Prove Return-on-Investment | 23 Jun 2025 | 00:12:38 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com | |||
| Lesson 35 - Learn the Metrics | 20 Jun 2025 | 00:07:30 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Metrics are the foundation of value-based selling. In this lesson, you’ll learn how to identify and leverage key metrics that matter to your prospects. Your assignment will involve researching and documenting metrics for one of your top accounts. | |||
| Lesson 34 - Learn the MEDDPICC Qualification Framework | 18 Jun 2025 | 00:07:06 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com The MEDDPICC framework is a proven method for qualifying sales opportunities. In this lesson, you’ll learn the core elements of MEDDPICC and how to apply them in your sales process. Your assignment will involve creating a MEDDPICC worksheet for one of your active deals. | |||
| Lesson 33 - Respond to Objections | 16 Jun 2025 | 00:11:03 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Handling objections effectively can make or break a deal. In this lesson, you’ll learn techniques to respond to objections with confidence and professionalism. Your assignment will involve writing and practicing responses to three common objections you face in your role. | |||
| Lesson 32 - Write a Pixar Pitch | 13 Jun 2025 | 00:06:03 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Storytelling is a powerful sales tool. In this lesson, you’ll learn how to structure your pitch using the Pixar storytelling framework to make it memorable and engaging. Your assignment will involve crafting a Pixar-style pitch for one of your top accounts. | |||
| Lesson 31 - Write a Value-Based Pitch | 11 Jun 2025 | 00:06:34 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com A value-based pitch is essential to capture a prospect’s interest. In this lesson, you’ll learn how to craft pitches that emphasize the value your solution delivers. Your assignment will involve writing a concise value-based pitch for a target account and testing it in a practice scenario. | |||
| Lesson 30 - Dig Deeper and Use Proof Points | 09 Jun 2025 | 00:10:12 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com The more specific and compelling your proof points, the more effective your pitch will be. In this lesson, you’ll learn how to dig deeper into a prospect’s challenges and provide proof points that resonate. Your assignment will involve creating proof points using real-world data or case studies that address a specific pain point for a target account. | |||
| Lesson 29 - Influence Required Capabilities | 06 Jun 2025 | 00:09:39 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Prospects have specific requirements for solutions. In this lesson, you’ll learn how to influence their required capabilities and align your product to meet their needs better than the competition. Your assignment will involve identifying three required capabilities for a target account and preparing messaging around how your solution addresses them. | |||
| Lesson 28 - Learn your prospect’s current state and desired future | 04 Jun 2025 | 00:10:34 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Understanding your prospect’s current challenges and their desired outcomes is critical to positioning your solution effectively. In this lesson, you’ll learn how to identify and map these insights. Your assignment will involve writing a summary of a prospect’s current state and their desired future based on your research. | |||
| Lesson 27 - Prepare for an upcoming Meeting | 02 Jun 2025 | 00:08:32 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Preparation is key to successful sales meetings. In this lesson, you’ll learn how to research and prepare effectively for your upcoming meetings with prospects. Your assignment will involve creating a pre-meeting preparation checklist for one of your upcoming calls. | |||
| Lesson 26 - Make a Cold Call | 30 May 2025 | 00:14:00 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Cold calling can be intimidating, but it’s a crucial skill for sales success. In this lesson, you’ll learn strategies to make effective cold calls and handle objections on the fly. Your assignment will involve making five cold calls to prospects and practicing the techniques you’ve learned. | |||
| Lesson 25 - Prepare for Common Objections | 28 May 2025 | 00:15:06 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Objections are inevitable in sales. In this lesson, you’ll learn how to anticipate and prepare responses to the most common objections you’ll face during outreach. Your assignment will involve creating a list of common objections and writing out your responses for each. | |||
| Lesson 24 - Ghost-Write an Email for Executive Outreach | 26 May 2025 | 00:05:27 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Getting an executive’s attention can be challenging. In this lesson, you’ll learn how to ghost-write emails for your executives to send to high-level prospects. Your assignment will involve drafting a personalized email for an executive to send to one of your key accounts. | |||
| Lesson 23 - Reach Out with a Referral | 26 May 2025 | 00:06:55 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Referrals open doors to new conversations. In this lesson, you’ll learn how to leverage mutual connections and ask for referrals effectively. Your assignment will involve reaching out to two mutual connections and requesting introductions to key decision-makers at your target accounts. | |||
| Lesson 22 - Reach Out with a Success Story | 21 May 2025 | 00:07:42 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Sharing customer success stories is a powerful way to build credibility. In this lesson, you’ll learn how to craft compelling outreach messages that highlight relevant success stories. Your assignment will involve writing a success story message and sending it to two prospects. | |||
| Lesson 21 - Reach Out with an Industry Trend | 19 May 2025 | 00:08:47 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Prospects value insights about their industry. In this lesson, you’ll learn how to incorporate relevant industry trends into your outreach messages to provide value and spark interest. Your assignment will involve researching an industry trend and creating a message tailored to a specific prospect. | |||
| Lesson 20 - Reach out with a Product Update | 16 May 2025 | 00:06:49 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Product updates are a great reason to re-engage prospects. In this lesson, you’ll learn how to craft outreach messages that showcase product improvements relevant to your prospect’s needs. Your assignment will involve drafting and sending product update messages to three prospects. | |||
| Lesson 19 - Reach out on LinkedIn | 14 May 2025 | 00:08:10 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com LinkedIn is a powerful tool for engaging with prospects. In this lesson, you’ll learn best practices for sending personalized connection requests and follow-up messages on LinkedIn. Your assignment will involve sending at least three personalized connection requests and crafting tailored follow-up messages for your top accounts. | |||
| Lesson 18 - Write a ‘Why You, Why You Now’ Outreach Message | 12 May 2025 | 00:14:50 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com First impressions matter, and your initial outreach message sets the tone. In this lesson, you’ll learn how to write a compelling ‘Why You, Why You Now’ message that resonates with your prospect. Your assignment will involve drafting and refining this type of message for one of your target accounts. | |||
| Lesson 17 - Develop Your Outreach Strategy | 09 May 2025 | 00:09:36 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Crafting an effective outreach strategy is critical for connecting with prospects. In this lesson, you’ll learn how to tailor your outreach using multiple channels, including email, LinkedIn, and phone. Your assignment will involve outlining your multi-touch outreach strategy for one of your top accounts. | |||
| Lesson 16 - Provide Value to Your Buying Committee | 07 May 2025 | 00:11:38 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Sales success hinges on understanding who makes purchasing decisions and providing them with value. In this lesson, you’ll learn how to identify the key roles within your prospect’s buying committee, how each role impacts the decision-making process, and what you can provide to each role that will catch their attention and provide them value. Your assignment will involve mapping out the buying committee for one of your top accounts and writing down what you'll be able to provide to each of them that is valuable. | |||
| Lesson 15 - Find Contacts on LinkedIn | 05 May 2025 | 00:12:33 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com In this lesson, you’ll learn how to configure LinkedIn Sales Navigator and TeamLink to identify key decision-makers and map connections to your target accounts. Your assignment will involve setting up your filters in Sales Navigator and practicing using TeamLink to find mutual connections. | |||
| Lesson 14 - Update Your LinkedIn Profile | 02 May 2025 | 00:10:15 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Your LinkedIn profile is your digital storefront. In this lesson, you’ll learn how to optimize your profile to make a strong impression on prospects. We’ll cover best practices for writing a compelling headline, summary, and experience sections. Your assignment will involve updating your LinkedIn profile to reflect your personal brand and value as a sales professional. | |||
| Lesson 13 - Create a Value Ladder and Value Hypothesis | 30 Apr 2025 | 00:09:37 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com This lesson will teach you how to build a value ladder and hypothesis tailored to your prospects. You’ll learn how to connect your product’s features to specific benefits and align those benefits to your prospect’s business objectives. Your assignment will involve drafting a value ladder and a hypothesis for one of your target accounts, ensuring it’s ready to guide your outreach strategy. | |||
| Lesson 12 - Research Your Top Account | 28 Apr 2025 | 00:16:04 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Deep research can set you apart from your competitors. In this lesson, you’ll learn how to uncover key information about your top accounts, from organizational structure to pain points and strategic initiatives. Your assignment will involve completing a detailed account research document for one of your highest-priority accounts. | |||
| Lesson 11 - Prioritize Your Accounts | 25 Apr 2025 | 00:08:07 | |
Get the companion study guide for all episodes — packed with practical assignments, templates, and key takeaways at thedailyquota.com Not all accounts are created equal, and this lesson will show you how to focus your energy on those that are most likely to close. You’ll learn techniques to evaluate account potential and prioritize effectively. Your assignment will involve ranking your top accounts and justifying your prioritization based on potential value and deal likelihood. | |||