--- title: Flip the Script | Season 2 | The New Normal --- [FREE SALES TRAINING HUB](https://www.flipthescript.com/season-2#) [ Season 1 ](https://www.flipthescript.com/season-1) [ Season 2 ](https://www.flipthescript.com/season-2) [ Season 3 ](https://www.flipthescript.com/season-3) [ Season 4 ](https://www.flipthescript.com/season-4) [ Personalization at Scale ](https://www.flipthescript.com/personalization-point) [ Core Sessions ](https://www.flipthescript.com/core-sessions) [ Silver Bullet Central ](https://www.flipthescript.com/silver-bullet) [ Becc Stack ](https://www.flipthescript.com/becc-stack) ### The New Normal Season Two focuses on the tough new reality of 2020, and how to quickly & seamlessly pivot your sales teams to be able to sell in a newly remote environment.  Spanning across 4 key disciplines (Sales Closers, Expansion Selling, Sales Development, & Sales Enablement), these 23 sessions unpack everything you’ll need to keep your numbers high throughout the chaos of the pandemic. Looking for more in depth or focused training for your team. Connect with us to start a discussion and schedule a training session, today! [GET STARTED](https://www.flipthescript.com/season-2#services_form) - Latest Episodes [**EP** **13** **SEASON 2** **Sales Closers** 30 min --- ##### How to Hunt Accounts Together With Your SDR Without Overlap & Assigning AE Meeting Quotas to Turn the Pair Into a True Team INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep13-how-to-hunt-accounts-together-with-your-sdr-without-overlap) [**EP** **06** **SEASON 2** **Sales Development** 37 min --- ##### How to Reinvent Your "Elevator Pitch" for Buyers in Their "New Normal" INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep6-how-to-reinvent-your-elevator-pitch-for-buyer-in-their-new-normal) [**EP** **23** **SEASON 2** **Sales Enablement** 62 min --- ##### What to Coach On, How to Improve Reps, & How to Do It in a Remote Environment LEADERSHIP ](https://www.flipthescript.com/season-2/ep23-what-to-coach-on-how-to-improve-reps) [**EP** **18** **SEASON 2** **Land and Expand** 52 min --- ##### Who's "Responsible" for the Expansion Selling Quota & How to KPI AEs, AMs and CSMs to Turn Them Into a True Team INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep18-whos-responsible-for-the-expansion-selling-quota) [All Episodes](https://www.flipthescript.com/season-2#) [ All Episodes ](https://www.flipthescript.com/season-2#all-episodes) [ Sales Closers ](https://www.flipthescript.com/season-2#sales-closers) [ Land and Expand ](https://www.flipthescript.com/season-2#land-and-expand) [ Sales Development ](https://www.flipthescript.com/season-2#sales-development) [ Sales Enablement ](https://www.flipthescript.com/season-2#sales-enablement) [**EP** **01** **SEASON 2** **Sales Development** 35 min --- ##### How to Hook "Personalization" & "Relevance" in Your Cold Outreach INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep1-how-to-hook-personalization-relevance-in-your-cold-outreach) [**EP** **02** **SEASON 2** **Sales Development** 39 min --- ##### How to Rank Sequences to Ensure Your Reps Focus on the Leads & Sequences that Deliver Results INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep2-how-to-ran-sequences-to-ensure-your-reps-focus-on-the-leads) [**EP** **03** **SEASON 2** **Sales Development** 22 min --- ##### How to Continue Prospecting During COVID, Without Being Icky INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep3-how-to-continue-prospecting-during-covid) [**EP** **04** **SEASON 2** **Sales Development** 62 min --- ##### How to Keep Reps Motivated, Accountable & Away From Blaming It All on COVID LEADERSHIP ](https://www.flipthescript.com/season-2/ep4-how-to-reps-motivated-accountable) [**EP** **05** **SEASON 2** **Sales Development** 38 min --- ##### How to Tell the Difference Between "Real" & "Shallow" Objections, When Objections are More Real than Ever INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep5-how-to-tell-the-difference-between-real-shallow-objections) [**EP** **06** **SEASON 2** **Sales Development** 37 min --- ##### How to Reinvent Your "Elevator Pitch" for Buyers in Their "New Normal" INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep6-how-to-reinvent-your-elevator-pitch-for-buyer-in-their-new-normal) [**EP** **07** **SEASON 2** **Sales Closers** 27 min --- ##### When SDR Support Fluctuates: How to Calculate Activity & Meetings You Need to Self-Source to Make Up the Difference INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep7-when-sdr-support-fluctuates) [**EP** **08** **SEASON 2** **Sales Closers** 21 min --- ##### 9 Ways to Keep Prospects Who "Stalled Until Q1" Warm, Without Being a Pest INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep8-9-ways-to-keep-prospects-who-stalled-until-q1-warm-without-being-a-pest) [**EP** **09** **SEASON 2** **Sales Closers** 23 min --- ##### 5 Seamless Steps to Ensure You Don't Lose Traction When You Have to Change AEs Mid Sales-Cycle LEADERSHIP ](https://www.flipthescript.com/season-2/ep9-five-seamless-steps-to-ensure-you-dont-lose-traction) [**EP** **10** **SEASON 2** **Sales Closers** 66 min --- ##### The Comprehensive Messaging Guide & Playbook for AEs to Self-Source Meetings INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep10-comprehensive-messaging-guide-playbook-for-aes) [**EP** **11** **SEASON 2** **Sales Closers** 57 min --- ##### How to Effectively Run Discovery Calls from Three Different Sources: "Hand Raisers" (Demo Request), Cold Outbound, & Postbound (Content Downoads, Webinar Registrants, etc.) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep11-how-to-effectively-run-discovery-calls-from-three-different-sources) [**EP** **12** **SEASON 2** **Sales Closers** 56 min --- ##### How to Distribute Accounts in a Way That Avoids Disrupting Your AEs' Workflow When Your Headcount Changes LEADERSHIP ](https://www.flipthescript.com/season-2/ep12-how-to-distribute-accounts-in-a-way-that-avoids-disrupting-your-aes-workflow) [**EP** **13** **SEASON 2** **Sales Closers** 30 min --- ##### How to Hunt Accounts Together With Your SDR Without Overlap & Assigning AE Meeting Quotas to Turn the Pair Into a True Team INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep13-how-to-hunt-accounts-together-with-your-sdr-without-overlap) [**EP** **14** **SEASON 2** **Land and Expand** 72 min --- ##### The Four Types of Expansion Selling & What Playbook to Use for Each Respective One INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep14-the-four-types-of-expansion-selling-what-playbook-to-use) [**EP** **15** **SEASON 2** **Land and Expand** 22 min --- ##### Why You Shouldn't Multithread Around Your Core Buyer in Expansion Selling & What to Do Instead INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep15-why-you-shouldnt-multiread-around-your-core-buy-in-expansion-selling) [**EP** **16** **SEASON 2** **Land and Expand** 51 min --- ##### How to Leverage Marketing & MQLs to Fuel Expansion Sales LEADERSHIP ](https://www.flipthescript.com/season-2/ep16-how-to-leverage-marketing-mqls-to-fuel-expansion-sales) [**EP** **17** **SEASON 2** **Land and Expand** 76 min --- ##### The Comprehensive Messaging Guide & Playbook for Expansion Selling (Land & Expand) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep17-thecomprehensive-messaging-guide-playbook-for-expansion) [**EP** **18** **SEASON 2** **Land and Expand** 52 min --- ##### Who's "Responsible" for the Expansion Selling Quota & How to KPI AEs, AMs and CSMs to Turn Them Into a True Team INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep18-whos-responsible-for-the-expansion-selling-quota) [**EP** **19** **SEASON 2** **Sales Enablement** 78 min --- ##### How to Ensure Reps Have Accountability While Working Remotely INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep19-how-to-ensure-reps-have-accountability) [**EP** **20** **SEASON 2** **Sales Enablement** 26 min --- ##### 15 Ways to Keep Cross Collaboration High For a Remote Selling Team INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep20-how-to-keep-cross-collaboration-high-for-remote-selling-team) [**EP** **21** **SEASON 2** **Sales Enablement** 35 min --- ##### How to Onboard New SDRs & AEs Remotely INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep21-how-to-onboard-new-sdrs-aes-remotely) [**EP** **22** **SEASON 2** **Sales Enablement** 41 min --- ##### How to Uncover if a Selling Methodology is Truly Effective & Ensure High Adoption if It Is INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep22-how-to-uncover-if-selling-methodology) [**EP** **23** **SEASON 2** **Sales Enablement** 62 min --- ##### What to Coach On, How to Improve Reps, & How to Do It in a Remote Environment LEADERSHIP ](https://www.flipthescript.com/season-2/ep23-what-to-coach-on-how-to-improve-reps) [**EP** **07** **SEASON 2** **Sales Closers** 27 min --- ##### When SDR Support Fluctuates: How to Calculate Activity & Meetings You Need to Self-Source to Make Up the Difference INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep7-when-sdr-support-fluctuates) [**EP** **08** **SEASON 2** **Sales Closers** 21 min --- ##### 9 Ways to Keep Prospects Who "Stalled Until Q1" Warm, Without Being a Pest INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep8-9-ways-to-keep-prospects-who-stalled-until-q1-warm-without-being-a-pest) [**EP** **09** **SEASON 2** **Sales Closers** 23 min --- ##### 5 Seamless Steps to Ensure You Don't Lose Traction When You Have to Change AEs Mid Sales-Cycle LEADERSHIP ](https://www.flipthescript.com/season-2/ep9-five-seamless-steps-to-ensure-you-dont-lose-traction) [**EP** **10** **SEASON 2** **Sales Closers** 66 min --- ##### The Comprehensive Messaging Guide & Playbook for AEs to Self-Source Meetings INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep10-comprehensive-messaging-guide-playbook-for-aes) [**EP** **11** **SEASON 2** **Sales Closers** 57 min --- ##### How to Effectively Run Discovery Calls from Three Different Sources: "Hand Raisers" (Demo Request), Cold Outbound, & Postbound (Content Downoads, Webinar Registrants, etc.) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep11-how-to-effectively-run-discovery-calls-from-three-different-sources) [**EP** **12** **SEASON 2** **Sales Closers** 56 min --- ##### How to Distribute Accounts in a Way That Avoids Disrupting Your AEs' Workflow When Your Headcount Changes LEADERSHIP ](https://www.flipthescript.com/season-2/ep12-how-to-distribute-accounts-in-a-way-that-avoids-disrupting-your-aes-workflow) [**EP** **13** **SEASON 2** **Sales Closers** 30 min --- ##### How to Hunt Accounts Together With Your SDR Without Overlap & Assigning AE Meeting Quotas to Turn the Pair Into a True Team INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep13-how-to-hunt-accounts-together-with-your-sdr-without-overlap) [**EP** **14** **SEASON 2** **Land and Expand** 72 min --- ##### The Four Types of Expansion Selling & What Playbook to Use for Each Respective One INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep14-the-four-types-of-expansion-selling-what-playbook-to-use) [**EP** **15** **SEASON 2** **Land and Expand** 22 min --- ##### Why You Shouldn't Multithread Around Your Core Buyer in Expansion Selling & What to Do Instead INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep15-why-you-shouldnt-multiread-around-your-core-buy-in-expansion-selling) [**EP** **16** **SEASON 2** **Land and Expand** 51 min --- ##### How to Leverage Marketing & MQLs to Fuel Expansion Sales LEADERSHIP ](https://www.flipthescript.com/season-2/ep16-how-to-leverage-marketing-mqls-to-fuel-expansion-sales) [**EP** **17** **SEASON 2** **Land and Expand** 76 min --- ##### The Comprehensive Messaging Guide & Playbook for Expansion Selling (Land & Expand) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep17-thecomprehensive-messaging-guide-playbook-for-expansion) [**EP** **18** **SEASON 2** **Land and Expand** 52 min --- ##### Who's "Responsible" for the Expansion Selling Quota & How to KPI AEs, AMs and CSMs to Turn Them Into a True Team INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep18-whos-responsible-for-the-expansion-selling-quota) [**EP** **01** **SEASON 2** **Sales Development** 35 min --- ##### How to Hook "Personalization" & "Relevance" in Your Cold Outreach INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep1-how-to-hook-personalization-relevance-in-your-cold-outreach) [**EP** **02** **SEASON 2** **Sales Development** 39 min --- ##### How to Rank Sequences to Ensure Your Reps Focus on the Leads & Sequences that Deliver Results INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep2-how-to-ran-sequences-to-ensure-your-reps-focus-on-the-leads) [**EP** **03** **SEASON 2** **Sales Development** 22 min --- ##### How to Continue Prospecting During COVID, Without Being Icky INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep3-how-to-continue-prospecting-during-covid) [**EP** **04** **SEASON 2** **Sales Development** 62 min --- ##### How to Keep Reps Motivated, Accountable & Away From Blaming It All on COVID LEADERSHIP ](https://www.flipthescript.com/season-2/ep4-how-to-reps-motivated-accountable) [**EP** **05** **SEASON 2** **Sales Development** 38 min --- ##### How to Tell the Difference Between "Real" & "Shallow" Objections, When Objections are More Real than Ever INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-2/ep5-how-to-tell-the-difference-between-real-shallow-objections) [**EP** **06** **SEASON 2** **Sales Development** 37 min --- ##### How to Reinvent Your "Elevator Pitch" for Buyers in Their "New Normal" INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep6-how-to-reinvent-your-elevator-pitch-for-buyer-in-their-new-normal) [**EP** **19** **SEASON 2** **Sales Enablement** 78 min --- ##### How to Ensure Reps Have Accountability While Working Remotely INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep19-how-to-ensure-reps-have-accountability) [**EP** **20** **SEASON 2** **Sales Enablement** 26 min --- ##### 15 Ways to Keep Cross Collaboration High For a Remote Selling Team INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep20-how-to-keep-cross-collaboration-high-for-remote-selling-team) [**EP** **21** **SEASON 2** **Sales Enablement** 35 min --- ##### How to Onboard New SDRs & AEs Remotely INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep21-how-to-onboard-new-sdrs-aes-remotely) [**EP** **22** **SEASON 2** **Sales Enablement** 41 min --- ##### How to Uncover if a Selling Methodology is Truly Effective & Ensure High Adoption if It Is INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-2/ep22-how-to-uncover-if-selling-methodology) [**EP** **23** **SEASON 2** **Sales Enablement** 62 min --- ##### What to Coach On, How to Improve Reps, & How to Do It in a Remote Environment LEADERSHIP ](https://www.flipthescript.com/season-2/ep23-what-to-coach-on-how-to-improve-reps) ## Let’s Kick This Off ##### Modal title × ## NOTIFY ME First Name PLEASE COMPLETE THIS REQUIRED FIELD. 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