The Daily Quota: Tech Sales Training for SDRs & AEs

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.

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 de...

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...

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.

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...

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 re...

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...

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 curr...

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.

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 t...

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 e...

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 y...

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 ac...

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 tw...

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...

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...

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...

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 messag...

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 outreac...

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 ca...

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...

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...

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 d...

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 acc...

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 account...