30 Minutes to President's Club | No-Nonsense Sales

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Grow your existing pipeline 50% by asking for referrals.
• Use these 3 common PLG (product-led growth) triggers to engage freemium users: sign-ups, increased usages, and multiple users on one account.
• Don’t immediately sell your roadmap. Instead, find customers who are 80% aligned with the vision and use the roadmap to bridge the 20%.
• If you’re selling early-stage, focus on the early adopters / innovative buyers.

PATH TO PRESIDENT’S CLUB

• VP, Sales @ Tenderly
• Director, Enterprise Sales @ Drift
• VP, Sales @ Altocloud | Acquired by Genesys
• Director, Sales @ SmartBear

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

Download Luke's Recap Email Templates

FOUR ACTIONABLE TAKEAWAYS

• Build your sales process out step by step. This will fuel how you ask for next actions.
• Build templates for every part of your sales process. Ex: discovery recap email, group demo recap email, lost deal email.
• Once you finish your first discovery call, continue to recap the top 3 priorities in terms of the business problem. 
• Include a context guide with your MSA to speed up legal and help them understand terms that are unique to your business. 

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

UserGems’ Job Change Sequence

FOUR ACTIONABLE TAKEAWAYS

• Start with a menu of pain: the 3 biggest problems that any given persona can face.
• Once you align on the problem, ask, “What’s prompting that need?”.
• You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem).
• Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO.

PATH TO PRESIDENT’S CLUB

• Enterprise Account Executive @ UserGems
• Enterprise+ Account Executive @ Outreach
• Enterprise Accounts, Financial Services @ Tableau Software
• Strategic Accounts @ PowerSchool

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

Download Anthony's 3-Step Email Framework

FOUR ACTIONABLE TAKEAWAYS

• On a cold call: Get permission, lead with a problem statement and its negative consequences, then ask how they’re addressing it today. Once you have validation, book the meeting.
• On a normal discovery call: Ask why they took the call, why change at all, and lastly why change now.
• On a competitive discovery call: Start with why they bought their original solution and move to how their experience / goals have changed since then.
• Figure out where you stack on their priority list by asking: “When you’re on an all-hands, is this something people are talking about?”.

PATH TO PRESIDENT’S CLUB

• Enterprise Account Executive @ Lattice
• Commercial Account Executive @ Outreach
• Growth Account Direct, Mid-Market @ Demandbase
• Sr. Account Executive @ Ethos Lending LLC

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

Download KD's "Did I" Checklist Manifesto

FOUR ACTIONABLE TAKEAWAYS

• After the demo, get a sense of what they liked and use it to justify your ask to power.
• Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission.
• When you get to power, recap the key problems you found first, then open it up and ask what’s important to them.
• Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver.

PATH TO PRESIDENT’S CLUB

• Practice Lead, Revenue Leadership @ Winning by Design
• VP of Inside Sales @ PatientPop Inc.
• Head of Sales Enablement & Development @ ServiceTitan
• VP of Sales @ SnackNation

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Stop withholding the demo from your prospects, ask how they want to run it.
• 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat.
• Don’t force yourself to power. Enable your champion to have the conversations.
• If you need power, ask your champion questions they need power to answer.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

Download KD's "Did I" Checklist Manifesto

FOUR ACTIONABLE TAKEAWAYS

• PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business.
• Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions. 
• When someone tells you what they want, restate it as a pain point. Turn solutions into problems. 
• The transition between discovery and demo is the perfect time for “might make sense”.

PATH TO PRESIDENT’S CLUB

• Practice Lead, Revenue Leadership @ Winning by Design
• VP of Inside Sales @ PatientPop Inc.
• Head of Sales Enablement & Development @ ServiceTitan
• VP of Sales @ SnackNation

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it.
• Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly.
• Once you know the key metrics that drive their business (e.g., open rates, reply rates), you can deposit and add value by sharing industry benchmarks of what those could be.
• Prospect by identifying the top 2-3 problems that most people don’t know that they have, then try to find out where the prospect realistically lands currently. 

PATH TO PRESIDENT’S CLUB

• Founder & CEO @ Flip the Script
• Head of Sales Development @ Chorus.ai
• Regional VP of Business Development @ G2
• Sr. Manager, Inside Sales @ Gong.io 

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

Wingman’s In-App Objection Handling Battlecards

FOUR ACTIONABLE TAKEAWAYS

• Use typically language to help guide your buyer into the next steps.
• When the buyer wants to multithread to someone you’re not familiar with, ask how that person has contributed to purchases in the past.
• When your champion is proposing to finance, offer to be a “fly on the wall” to help support them. If you aren’t on the call, ask questions about what the call will look like and what issues could come up in it.
• Keep your buyer’s best interest in mind when driving the timeline. Don’t drive it using your quota or discount.

PATH TO PRESIDENT’S CLUB

• Director, Content & Thought Leadership @ Clari
• Head of Content Strategy @ Gong
• Account Executive - Large Accounts @ Eventbrite
• Sr. Account Executive @ OneMob

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

Download Liam’s Account Planning Sheet

FOUR ACTIONABLE TAKEAWAYS

• Start discovery by asking why they were hired in the first place. It’ll help build rapport and understand the organizational vision.
• If you suspect someone is going to be a blocker in the deal, bring it up with your champion before it even happens.
• Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting.
• If you’re introduced to power: share your hypothesis, then introduce a few things only they can answer to further expand on your discovery.

PATH TO PRESIDENT’S CLUB

• Go-to-Market @ Kleiner Perkins
• Director, GTM @ Unusual Ventures
• Regional Director, East @ MongoDB
• Director, Sales & Product GTM @ New Directions Behavioral Health

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• When giving price: explain how it works first, then give price and stop talking.
• When the customer asks for a discount, act surprised and push away to encourage them to come back to the table.
• Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved.
• Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

• Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
• Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation. 
• Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.
• Leverage your own senior leaders to story-tell and pull in the people at power during the demo.

• Enterprise Account Executive @ Pave
• Healthcare & Life Science Account Executive @ Carta
• Client Strategist @ PwC

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• When asked for pricing early, give a range but hold the other key pricing details until you get feedback.
• If you’re getting ongoing buying objections, suggest that it may be too early to be talking.
• Get to the true objection when someone asks to be sent more information.
• Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing.

PATH TO PRESIDENT’S CLUB

• Sr. Account Executive @ GRIN
• Business Development Representative @ Connect Search, LLC
• Business Development Representative @ Arrive Logistics

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Segment your sequences between above and below-the-line decision-makers.
• Permission Slap: Ask for permission to give valuable information. e.g. Can I send you a 90-second video so I can show how you might get a sense of what win rates look like in RFPs?
• Look for keywords in the investor day transcript or in the 10-K, then attach those to the messaging you use above the line.
• Prospect in bursts. Voicemails and social touches power email replies even if you don’t get a reply on that channel.

PATH TO PRESIDENT’S CLUB

• Director of Sales @ Barley
• Director, Sales Development @ Plato
• Sr. Manager, Sales Development @ Loopio
• Business Development Manager @ PenPal Technologies

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line.
• Set agendas like a human being: In the first 4 minutes of any meeting, address the time, the meeting content, & the potential next steps.
• Understand the intent behind your prospect's questions: If you get asked a broad question from a prospect, ask a question about their question to determine what information they are actually seeking.
• Keep Power in the loop: Share regular (succinct) status updates with the executive sponsor of your deal. It's your job to keep reiterating WHY their organization is looking to buy your thing.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• 3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams.
• In a team demo, use Slack/text for live internal communication and strategy.
• Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities. 
• Use PoCs to create urgency. Start them on a trial but ask for a legitimate commitment if they want to extend their usage.

PATH TO PRESIDENT’S CLUB

• Director, Enterprise Sales @ Figma
• Direct, Enterprise Sales @ Scoop Technologies, Inc
• Global Accounts & Partnerships @ Dropbox
• Account Executive @ BrightEdge

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• 3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn.
• Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call.
• Use “typically” language when prospects are hesitant to open up. By sharing common situations, it allows them to nail down their specific problem(s).
• Once you get to a problem, tell a story: “You make me think of a customer where XYZ was the problem, ABC is what we did, which led to 123 results”. This helps build trust and gets them to open up further.

PATH TO PRESIDENT’S CLUB

• Founder @ #samsales Consulting
• Head of Sales, Enterprise, NYC @ LinkedIn
• VP, Sales, Enterprise @ ON24
• Regional Sales Director, Enterprise @ Vcall

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Check your profile views and ask your prospects “did I do something wrong?”
• The PLA Phone Opener: Pleasant, laugh, and arms-up.
• 5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps.
• 10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Use the line “in order to be conscious of your time…” to lead into your post-opener statement.
• Jump into your research and follow up with a light question to earn another one.
• Use “client voice” to describe common challenges from your customers. Leverage those stories into open-ended questions to gauge fit.
• Demonstrate your understanding of their problem and use it to present a tailored pitch of your solution (we were made to solve this exact problem).

PATH TO PRESIDENT’S CLUB

• Account Executive I @ ZoomInfo
• Sales Development Representative @ SalesIntel.io
• Business Development Executive @ Alliance Execut

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Ask your inbound leads what prompted them to take the call.
• Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. 
• Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language.
• Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions)

PATH TO PRESIDENT’S CLUB

• Co-Founder & CEO @ Stealth Startup
• Director of Sales & Go-To-Market @ Gong
• Co-Founder & CEO @ Conversature
• Regional Sales Manager - New Business @ InsideSales.com 

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects.
• Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing.
• Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions.
• Play the negotiation table with ALL of your asks. If you get an ask on pricing, decline it, but in return give a non-monetary ask.

PATH TO PRESIDENT’S CLUB

• Regional Director Majors-West & Central @ ThoughtSpot
• Regional Sales Manager @ Expanse Inc.
• Enterprise Account Executive @ AppDynamics
• Sr. Enterprise Account Executive @ ClearSlide

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Read your emails out loud before you send them. Use contractions and shorter sentences to sound less robotic.
• Speak the language of your target persona. Tie the problems of that persona to the company priorities.
• Use the 3x3 recap email: List the top 3 takeaways from the meeting, followed by the top 3 next steps. 
• When phrasing the top takeaways, make it SHORT and focus most of your summary on the problem.

PATH TO PRESIDENT’S CLUB

• SVP, Marketing @ Clari
• Co-founder @ SDRDefenders
• Sr. Director, Sales Development & Optimization @ Looker
• Account Executive @ gyro

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

Part 1: The Playbook Revisited

• Use a permission-based or ‘heard the name tossed around’ opener
• Describe an excruciatingly painful problem prop
• Suggest times or send a placeholder invite

Part 2: The Next Chapters

• Handle objections with the Mr. Miyagi framework
• Leverage 1-2 punch voicemails leading with context and redirecting to email
• Treat your call blocks like a workout and get dialing!

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

Section I: Preventing yourself from getting ghosted

Pre-Meeting

• Confirm the calendar invite
• Set the placeholder
• Create a pre-meeting agenda
• Never leave a cancellation without a meeting, always punt the invite

In the discovery call

• Upfront contract
• Labeling questions “sounds like”
• Question behind the question

At the end of a discovery call:

• 5-minute drill
• Use a JEP / align on next next steps
• Benign note

Section II: So you got ghosted, what do you do?

Channels

• Communications: Call, LinkedIn, send something
• Targets: Call other prospects in the deal. Call the front line
• Change the voice: Use an exec-to-exec touch

Messaging - Key is pitch-light / pushing away

• Did I mess something up?
• Did I lose you?
• If going above their head

When to give it up?

• No bilateral communication within 30 days — it’s done
• From there… Charly’s value add / warming drip 1x / month
• Go prospect other people. X Company didn’t reject you, just that one person did
• Keep reminders on for new hires/events at the company

Danger zone tactics

• Cold invite
• Going over their head
• Door knocking
• Weekly donut

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations.
• Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target.
• Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona.
• Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach.

PATH TO PRESIDENT’S CLUB

• VP of Sales @ Orum
• Account Executive @ Teamable Software
• Head of Sales @ Neptune.io
• Manager, Sales Development and Operations @ CloudVelox [Acquired by VMware]

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels.
• Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.
• Document your channel validation. For phones: direct vs operator, validated vs not validated, etc.
• Focus on the tone/pace of your opener vs the words themselves. Then preface with the intent of your call to lower their guard.

PATH TO PRESIDENT’S CLUB

• Student of Sales, Principal @ Reisert Consulting
• Director, Paid Media + Audience @ Sprinklr
• VP Sales @ Booshaka, Inc. (Acquired by Sprinklr)

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Include a short, one-page memo in your calendar invite so they can digest what you want to communicate. Then start your meeting 5 minutes later and dig right in.
• Create your business case in Mad Lib Style. Start with a framework and fill in the gaps as you go through the call, helping to build out the storyline.
• Use language in your business case that's internal to the buying team, weaving trigger words or trigger phrases that are going to signal to an executive that you're aligned with a priority they care about.
• When meeting with ‘below the line' buyers, find 1-2 workflows they spend 80% of their week in. Ask them to demo how that works today. After they share their screen, share yours, give them screen control, and guide them through that task in your product.

PATH TO PRESIDENT’S CLUB

• Founder @ Fluint
• Chief Growth Officer @ GAN
• Managing Director, Enterprise Division @ Network for Good
• Director, Business Development @ Tiesta Tea Company

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Identify your champion and the problem you’ll be trying to solve, THEN share the MAP with them.
• Map out the key milestones in the deal and customize them for the people who need to be involved.
• Don’t show every step in the MAP right away. Have the big stages listed, then deep dive into the current stage.
• Anchor the MAP to their go-live date so they know you’ll be coming to those steps at a later date and they won’t feel overwhelmed early on.

PATH TO PRESIDENT’S CLUB

• CEO @ Accord
• Global Platforms, Partnerships Lead @ Stripe
• Marketing @ Columbia Records

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Quantify the number of qualification questions you are going to ask to avoid discovery fatigue.
• Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at.
• Once you’ve heard their priorities, add to them so you can establish credibility as an advisor.
• Summarize key points from the meeting (priorities, impact, and timeline) and ask for confirmation of email receipt.

PATH TO PRESIDENT’S CLUB

• Founder @ Sell Better by JB Sales
• Host of Make it Happen Mondays

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Build a top 25 accounts list that meet your criteria on space, prestige, size, etc.
• Have a non-hideous resume with short, punchy sentences and specific numbers.
• Prep for your interview by developing a point of view from the company’s perspective.
• Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Start your email with research personalization to stand out in the inbox (vs generic greeting).
• Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements).
• Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch.
• Reach out to your prospect immediately after they engage with your content - no need to wait for the next sequence step.

PATH TO PRESIDENT’S CLUB

• Account Executive @ Salesloft
• Team Lead, Sales Development @ Integrate
• SDR @ Akkroo, an Integrate company
• Enterprise SDR @ PatSnap

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone.
• Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem.
• Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up.
• Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off?

PATH TO PRESIDENT’S CLUB

• Founder & Host @ 30 Minutes to President’s Club
• VP of Sales @ Pave
• Director, Sales @ Carta
• Sr Associate, Corporate Strategy & Venture Investments @ Flex

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future.
• Give pricing early and pivot based on reactions. If you end up giving concessions, always add an expiration date.
• Stay engaged while your SE is demoing. It’s on you to keep the call on track.
• Use the Zoom gallery view to identify unengaged participants - ask them easy questions to keep them interested.

PATH TO PRESIDENT’S CLUB

• Principal Account Executive @ Dialpad
• Account Executive @ Invoca
• SDR @ Velocify (acquired by Ellie Mae)

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle.
• Review the key steps of your plan live in EVERY call rather than just sending it once through email.
• Make a coach / champion determination by asking about past purchasing experience.
• Send the blank connect request on LinkedIn when mass prospecting - skip the “fake” tailoring.

PATH TO PRESIDENT’S CLUB

• EVP, Sales & Customer Success @ Insight Partners
• SVP, Revenue Strategy @ Salesloft
• Head of Sales Strategy & Enablement @ CB Insights
• SVP & Head of Sales Strategy @ GLG

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”.
• Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards.
• Seek out referrals by finding tangential partners to trade leads with.
• Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.
• Avoid deep-diving into features until you've established “why change?” and “why now?”.
• Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions.
• Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Stay top of mind with your closed/lost opps with introductions, referrals, and nuggets (don't be another email marketer).
• Re-engage former customers at new companies by proposing how your product fits them in their new role/company.
• Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion.
• Get a new champion by finding the next biggest fan and ramping them with condensed steps that you've already taken in the deal.

PATH TO PRESIDENT’S CLUB

• Co-founder & CEO @ Champify
• VP, Sales @ Heap
• Account Executive @ Square
• Sales Engineer @ SAP

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Get ahead of every executive conversation by first prepping with a champion pre-call.
• Use Slack channels for champion collaboration and driving deals to close.
• Before going into an executive demo, make sure the priorities you collected from discovery are aligned with the executive's.
• Always create a work-back plan linked to date-of-value so deals don't stall when entering legal, security, etc.

PATH TO PRESIDENT’S CLUB

• Sr. Director, Mid-Market & Growth Expansion Sales @ Drift
• Manager, Sales Development @ Dropbox
• Account Executive @ Yelp

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem).
• Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation.
• When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what makes your product different as opposed to what everyone has.
• Before giving concessions or discounts, narrow the scope (number of seats, commercial terms, service term, number of years in the deal) and get everything on the table before you start giving any sort of concessions.

PATH TO PRESIDENT’S CLUB

• VP of Sales @ Qualtrics
• Regional VP of Sales @ Qualtrics
• Director, Corporate Sales @ Qualtrics
• Sr. Manager, Corporate Sales @ Qualtrics

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”.
• Use “To what extent” to turn any close-ended question into an open-ended question.
• Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this?
• Seek out hesitation. “Based on what you’ve seen today, what would prevent us from moving forward?”

PATH TO PRESIDENT’S CLUB

• Lead Enablement Manager @ CB Insights
• Enterprise Account Executive @ Sentieo
• Sr. Account Executive & Team Lead @ Axial
• Sr. Associate @ Deloitte

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

We like to drop new stuff from time to time. So here's the scoop...



RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Write down what you want to get out of the call and two ways you can get it.
• Use one team to prove your business case, then build it out for the others.
• Don't enter a PoC unless you have security, legal, etc. wrapped or in progress already.
• Don’t fixate on just a person’s title. Someone with tenure may have as much or more political capital than those with a newer, higher title.

PATH TO PRESIDENT’S CLUB

• Sr. Commercial Account Executive @ Gong
• Account Specialist, SMB @ Salesforce
• Product Marketing Manager @ ProMathletics
• Account Manager @ The Food Mint

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

We're running it back! Here's one of our all-time favorite episodes on 30MPC.

FOUR ACTIONABLE TAKEAWAYS

• Write like a human - especially in your Linkedin DMs. No over-formal language.
• Leverage up by reaching out to ICs, then getting referrals to the VPs.
• Tell them it’s a cold call, then ask permission to sell before ya start selling.
• Use permission-based selling in your upfront contract. Get the buy-in on the agenda.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Define success criteria before going into a pilot so you don’t waste your time.
• Run two products during the POC so your buyers choose between your options vs the competition.
• Establish a buying window by highlighting a compelling event OR the cost of inaction.
• Prioritize your pipeline as finish line deals > pilots > open deals > warm follow-ups.

PATH TO PRESIDENT’S CLUB

• Director of Sales @ Orum
• Former Account Executive @ Namely
• Former Brand Ambassador @ Uber

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Before agreeing to a give, ask what they’re willing to bring to the table.
• Map out every step of the process to the signature with actions, owners, and dates.
• Send a recap to the buyer of where they are in the journey after every discovery call.
• Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details.

PATH TO PRESIDENT’S CLUB

• Director, Enterprise Sales @ Drift
• Former VP Sales @ Altocloud | Acquired by Genesys
• Former Direct, Sales @ SmartBear

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Don’t just set the next steps. Set the next next steps.
• 2nd meeting demos should be 100% business application focused. NOT technical. Set that expectation upfront.
• In the 3rd meeting, lead with top 3 themes you’ve heard, then ask “what do you think?” before jumping into demo.
• In that meeting, have a 5 minute exec demo and a deep dive demo in your back pocket.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

FOUR ACTIONABLE TAKEAWAYS

• Incept interest early by citing articles, years at role, X times they’ve had role, etc.
• Find and rank top triggers, then use the first one you find when doing outreach.
• Establish trust by pointing out challenges or differences with typical customer profiles.
• Find design partners by being honest upfront with where your vision / product gaps are.

PATH TO PRESIDENT’S CLUB

• Operating Partner @ Glasswing Ventures
• Former Co-Founder @ Reprise
• Former VP Sales @ Chorus
• Former VP Sales @ InsightSquared

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal