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

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FOUR ACTIONABLE TAKEAWAYS

• Challenge your prospect on fit early and often to test buy-in.
• Set landmines for competitors during the requirement gathering phase.
• Require an exec level bridge with your CEO instead of spending hours in an RFP.
• Use carrots to drive close when internal compelling events are lacking.

PATH TO PRESIDENT’S CLUB

• Enterprise Sales Leader @ Monte Carlo
• Former Enterprise Sales @ Segment (acquired by Twilio)
• Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase)

RESOURCES DISCUSSED

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FOUR ACTIONABLE TAKEAWAYS

• Whiteboard out the vision state once you’ve identified the pain.
• Link their current state with how far off they are from their vision state.
• Bring new members back up to speed before jumping right into the demo.
• Use self deprecation on your cold calls - put it on yourself to lower the guard.

PATH TO PRESIDENT’S CLUB

• Senior Manager of Business Development @ Reprise
• Founding Account Executive @ Amplemarket
• Former 
• Account Executive @ Mixmax

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FOUR ACTIONABLE TAKEAWAYS

• Avoid using first names or commands in your subject lines.
• Use unsure tones (e.g. typically, usually) instead of informative tones in your emails.
• Never ask more than one question in an email.
• Sending 50 word emails yields better results than 125 word emails.

PATH TO PRESIDENT’S CLUB

• Co-Founder & COO @ Lavender

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FOUR ACTIONABLE TAKEAWAYS

• Prep your champion when re-engaging an opportunity so they aren’t blindsided.
• Keep your emails light. Fewer links, attachments, etc. tend to work better.
• Stop overcomplicating your CTAs with word games or aggressive asks.
• Try to unpack all the possible underlying causes in a vague objection.

PATH TO PRESIDENT’S CLUB

• Growth Account Executive @ Gong

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FOUR ACTIONABLE TAKEAWAYS

• Send three touches on your first outreach - personalized email, call, LinkedIn connect.
• Keep your subject lines at 1-3 words with a clear value prop segue in the body.
• Avoid process related problems when prospecting above the line.
• Re-visit your research before refreshing your outreach on a cold account.

PATH TO PRESIDENT’S CLUB

• Commercial AE @ Outreach
• Former Mid-Mkt Growth Account Director @ Demandbase

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FOUR ACTIONABLE TAKEAWAYS

• Split your prospecting in 3 buckets (find 25 accounts, research 25, sequence 25).
• Run a report for any accounts with “[in]” activity when pulling prospects.
• Look for the same 3-4 key triggers every time you’re researching prospects.
• Build snippets for each of those triggers to personalize at scale.

PATH TO PRESIDENT’S CLUB

• Data Account Executive @ Pave

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

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FOUR ACTIONABLE TAKEAWAYS

• Always provide context before asking for access to power.
• Start your JEP with critical events and work backwards from there.
• Mitigate risk by establishing and aligning on the next three steps of the buying cycle.
• Request specific names to key stakeholders early in the process to make the ask easier.

PATH TO PRESIDENT’S CLUB

• Enterprise Account Manager @ TripActions

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FOUR ACTIONABLE TAKEAWAYS

• Look at LinkedIn activity and reverse engineer prospecting messaging from there.
• Join relevant, public Slack groups and build a reputation before engaging.
• Record valuable information like teammates, vacations, and cell numbers in OOO replies.
• Work accounts above the line, and below (AEs above, SDRs below).

PATH TO PRESIDENT’S CLUB

• SDR Manager @ Copilot.cx
• Co-founder @ The SDR Newsletter

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FOUR ACTIONABLE TAKEAWAYS

• Always confirm that you have the right people and processes mapped out.
• Drive velocity with critical events like renewal date or company initiative.
• Lean on your manager to ask the hard questions once you get to power.
• Leverage mutual action plans to hold prospects accountable.

PATH TO PRESIDENT’S CLUB

• Head of Mid-Market and Sales Dev @ Thrive
• Former Senior Director, Commercial Sales @ Five9

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FOUR ACTIONABLE TAKEAWAYS

• Label and agree with objections to lower the zone of resistance.
• Create an opening by asking “what’s your take on [something they can’t do]”.
• Highlight business impacts by asking “are you aware of [relevant insight]”.
• Stop reacting and pitching. Instead, lean on humor and interest.

PATH TO PRESIDENT’S CLUB

• Founder, Josh Braun Sales Training
• Former Head of Sales @ Basecamp
• Former VP of Inside Sales @ Jellyvision

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Every 10th episode, we tear down one topic. This is how to land a killer sales job.

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

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WHAT YOU’LL HEAR

• Tone, prep, and cold calling fundamentals
• Openers & value pops
• Handling objections

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FOUR ACTIONABLE TAKEAWAYS

• Start your calls with a point of view on how you can help your prospect.
• Kill the deck in the first meeting with the executive, focus on listening.
• Sell the discovery process and yo-yo sell without fatiguing your executive.
• Target new executives - they’re usually brought in to solve problems.

PATH TO PRESIDENT’S CLUB

• Founder of Ian Koniak sales training/consulting
• Former Strategic Account Director @ Salesforce.com

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FOUR ACTIONABLE TAKEAWAYS

• Start your demo with a round of intros + what each person wants to get out of the call.
• Recap stories and pain points from your disco before showing a related feature.
• Validate whether or not the feature you showed actually solves their problem.
• Justify the questions you ask to help lower the customer’s guard.

PATH TO PRESIDENT’S CLUB

• Founder of FDTC (From Demo To Close) 
• Former VP of Sales @ Okendo

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FOUR ACTIONABLE TAKEAWAYS

• Ask about the last time they bought something before asking for buying process.
• Don’t be afraid to call out when a deal doesn’t appear to be a top priority anymore.
• Get your execs involved when dealing with the buyer’s executive team.
• Demonstrate the research you’ve done EARLY in the sales cycle.

PATH TO PRESIDENT’S CLUB

• Founder MEDDICC™

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FOUR ACTIONABLE TAKEAWAYS

• Roleplay the worst case scenario over and over again until you feel confidence.
• Reference a similar company that you work with in early-stage voicemails.
• Keep it cool when you jump on a call with an executive. Over-structure is the enemy.
• Use why questions to understand the intent behind the priorities.

PATH TO PRESIDENT’S CLUB

• President of Venli Consulting
• Creator of the 6-Figure Sales Academy
• Founding member at RevGenius
• Member of the Forbes Business Council
• Salesforce Top Sales Influencer to Follow

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FOUR ACTIONABLE TAKEAWAYS

• Strive to get 3/3 criteria before give price: technical validation, budget, power.
• Go exec-to-exec when you’re below the line. Never sell alone.
• Before you talk at the CXO, start by asking why you’re in the room at all today.
• Attach your product to key initiatives surrounding making money or saving money.

PATH TO PRESIDENT’S CLUB

• Head of Enterprise Sales @ thepowersthatbe
• Former Sr. Director of North America Salse @ Particle
• Former Director of Strategic Accounts @ Box

RESOURCES DISCUSSED

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

FOUR ACTIONABLE TAKEAWAYS

• Eat the frog by committing to prospecting first thing in the morning.
• Handle objections differently with a ledge (ledge > disrupt statement > ask).
• Handle ‘existing solution’ objections by offering value to keep the other guys honest.
• Get past gatekeepers with respect, giving specific value, and providing social proof.

RESOURCES DISCUSSED

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FOUR ACTIONABLE TAKEAWAYS

• Don’t show that you have the power in a negotiation.
• Slow down the negotiations, it should feel like work every time there’s an ask.
• Change the plane of negotiation on each ask. Certain “gives” should run out.
• Talk them out of a discount unless they’re sure it’s the only cut.

PATH TO PRESIDENT’S CLUB

• Founder of Cerebral Selling
• Lecturer at Smith School of Business at Queen's University & London Business School
• Former VP of Sales @ Salesforce

RESOURCES DISCUSSED

• Join our weekly newsletter
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FOUR ACTIONABLE TAKEAWAYS

• Eat the frog by committing to prospecting first thing in the morning.
• Handle objections differently with a ledge (ledge > disrupt statement > ask).
• Handle ‘existing solution’ objections by offering value to keep the other guys honest.
• Get past gatekeepers with respect, giving specific value, and providing social proof.

PATH TO PRESIDENT’S CLUB

• CEO @ Sales Gravy
• Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked.

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FOUR ACTIONABLE TAKEAWAYS

• Set the ground rules for your prospect’s competitive evaluation (sell the model)
• Lean on your winning zones & the prospect’s priorities, then identify where competitors fall short.
• Gain traction against incumbents by explaining why market leaders are playing the game wrong.
• Tell relatable, crispy customer stories by painting the specific people and their journeys.

PATH TO PRESIDENT’S CLUB

• Director of Sales @ Sendoso
• First Sendoso Sales hire and employee #3
• Former SDR & AE @ Talkdesk

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FOUR ACTIONABLE TAKEAWAYS

• Use humbling disclaimers to level with the prospect to establish next steps.
• Ask about the buying process AFTER you get to the “aha” moment in discovery.
• Figure out the “why” when a signing deadline is missed - then determine next steps.
• Avoid leading questions which do the opposite of building rapport.

PATH TO PRESIDENT’S CLUB

• VP of Revenue @ Dooly

RESOURCES DISCUSSED

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Every 10th episode, we tear down one topic. This is how to run a killer demo.

FOUR ACTIONABLE TAKEAWAYS

• Show the 20% of your features that solve 80% of the problems.
• Always prep for who is in the room, what they want to see, and the objective of the call.
• Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions.
• Control the room by setting expectations upfront and directing excessive questions to future calls.

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

* Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions.

* Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility.

* Keep your demo’s interactive by asking the prospect what jumps out to them right away.

* Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions)

======================

Cory’s Path to President’s Club:

* Managing Director @ ClozeLoop

* Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit

RESOURCES DISCUSSED

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RESOURCES DISCUSSED

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Four Actionable Takeaways: 

* Learn from the 5 biggest deals you have lost and replace them with the 5 fastest deals you have won.

* Ask questions to determine where you stand in the process before wasting months on a sale cycle.

* Don’t shy away from the buyer’s conversations with competitors - use it to your advantage.

* Fully understand every outstanding step to get a deal done to avoid surprises.

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

* Disclose “often withheld” information around pricing, competition, weakness, and implementation.

* Social bid often to get your prospects to share valuable insights that you wouldn’t get otherwise.

* Pressure test how your champion’s willingness to change, which will help them sell to the committee.

* Utilize emotionally charged messaging to attach with a deeper need than just product features.

======================

Belal’s Path to President’s Club:

* Community Leader of #Death2Fluff

* 7x Startup Seller and Sales Advisor 

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

* Lead with insights to show the prospect that you know their business.

* Don’t assume the customer deeply understands their world, be prepared to share learnings.

* Show the buyer what they should be considering during their evaluation.

* Sell the model, not the features, of your business.

======================

Anthony’s Path to President’s Club:

* Over 30 years of sales experience in staffing & B2B 

* Creator of Iannarino Sales Accelerator 

* Founder of B2B Sales Coach & Consultancy 

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

* Bring your executives early to accelerate the deal instead of at the end when it’s too late.

* Sell the vision of your deal (as the executive) before justifying the product with logic.

* Avoid asking for meetings too far above the line. Instead as for a referral to the appropriate person.

* Utilize the “Sent from my iPhone” subject to give a genuine feel to emails.

======================

Kris’ Path to President’s Club:

* CEO and Co-Founder @ Sendoso

* Writer for Forbes Technology Council

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

* Don’t talk about root causes/technicalities until you get to the business impact first.

* Condense the problem you solve into a single sentence - stop overcomplicating things.

* Lean on their desired future state instead of talking about the past.

* Get to the question/reason behind those unexpected/general questions.

======================

Keenan’s Path to President’s Club:

* Author of Gap Selling

* CEO @ A Sales Guy Consulting

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Four Actionable Takeaways: 

* Tie each feature you demo to the discovery, then an example, then a use case so it really sticks.

* Give examples of how existing customers with similar pain points are using your tool.

* Avoid the deep-cut discovery with outbound prospects, present your thesis and let them react.

* Once you get to power, immediately leverage them into a demo with the entire team for credibility.

======================

Will’s Path to President’s Club:

* CRO @ Pairsoft

* Former Director of Strategy and Operations @ Adobe Workfront

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

* Lean on your champion to schedule large meetings with multiple functional groups.

* Stay active during the demo by linking discovery to features (instead of trolling through Facebook).

* Take at least 15min before a large demo to review discovery notes with your Sales Engineer.

* Send individualized recap emails highlighting points that hit well with that functional group.

======================

Zach’s Path to President’s Club:

* AE/Magician @ Salesforce

* Forme AE @ Loopio

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Four Actionable Takeaways: 

* Don’t try to sell over text, your goal is to get a response, meeting, or call.

* Keep your texts short and sweet to encourage a quick response.

* Bump your thread back to the top with a “bubble-up” text.

* Use a pulse check text to get informal context/feedback during your deal cycle.

======================

Eric’s Path to President’s Club:

* President @ Skipio

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Four Actionable Takeaways: 

* Use an UFC at the beginning of your meeting to anchor customers to next steps at the end.

* Use an UFC at the end of your meeting to anchor to outcomes of the following meeting.

* Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth.

* When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed.

======================

Joe’s Path to President’s Club:

* President/Owner @ Sandler Training SF

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Every 10th episode, we tear down one topic. This is how to send cold emails that actually work.

FOUR ACTIONABLE TAKEAWAYS

• Stop trying to sell everything under the sun. Keep it to one pain point per email.
• Start your sequence with an email, and move to 10 touches over 30 days with a mix of calls and emails.
• Use the 3x3 rule with a crispy problem, what you do, and a quick ask for interest.
• Avoid over formalities/news headlines so that your message actually resonates with the reader.

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Four Actionable Takeaways: 

* Use “typically” questions to demonstrate your credibility. Avoid the generic, open-ended q’s.

* Lean on your relationship with the champion to be confident you have the deal BEFORE negotiation.

* Figure out all of the non-ARR related gives in your toolbelt and leverage those first.

* Laugh when you get a ridiculous ask on pricing if you’ve gotten agreement on the value.

======================

Morgan’s Path to President’s Club:

* Sales @ Pave

* Former AE @ Carta

* Client Strategist @ PwC

======================

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

* Optimize your voicemail for transcription - keep it simple and skip the feature dump.

* Get your golden nugget and turn it into a Next Step - don’t keep digging.

* Keep your prospecting short and sweet to avoid rabbit holes.

* Find different people/partners you can exchange leads with to keep our pipeline full.

======================

Collion’s Path to President’s Club:

* Founder @ CollinCadmus.com

* Former VP Sales @ Aircall

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Four Actionable Takeaways: 

* Segment your cadences based on industry / persona to further personalize.

* Target multiple departments of your prospect’s business. Don’t just stop when you reach one.

* Always be prepared to “give” with an initial theory on the prospect’s pains based on the market.

* Avoid going right to the demo without getting some discovery in return.

======================

Tonima’s Path to President’s Club:

* Senior AE @ Slack

* Former Sales Manager @ Oracle

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

* Ask your customer how they build business cases instead of just sending over your ROI sheet.

* Give an intentionally large range when asked about pricing to gauge where they stand.

* Get as many referrals as you can, from as many teammates as you can - “Shark Week”

* After the pricing “give”, you should always ask for the budgeting process as a “get”

======================

Anthony’s Path to President’s Club:

* VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari

* RVP of Enterprise Sales @ Oracle

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THINGS YOU CAN STEAL

Prospecting

• Lavender: Sales Email Frameworks
• ZoomInfo: 5 Plays, 30MPC Style
• Woodpecker: Nick’s Sales Cadence
• Orum: 5 Cold Call Objection Talk Tracks
• Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max)
• Boomerang: Tactics for Peak Productivity
• RocketReach: 8 ways to triple your phone connects and email opens
• Influ2: 9 Ways to Humanize Your Outreach

Discovery & Demo

• Otter.ai: The Ultimate Discovery Checklist
• Calendly: Speed up your sales cycle & increase revenue
• Klue: Dismantling Competitors
• Clari: How to Sell to the CFO

Sales Process

• Pipedrive: 5 deal cheat codes to cut your sales cycle in half
• Demandbase: 6 Templates to Accelerate Deals
• Superhuman: 6 Ways To Be An Inbox Superhuman
• Gong: Master Class
• Qwilr: Sales Proposal Upgrade
• Outreach: 1 Sequence to Create and 5 Templates to Close
• Salesloft: Selling to Power

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It will increase your chances of making President’s Club by 227%.

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Four Actionable Takeaways: 

* Explain why any step would be better than the status-quo. Next, explain why your solution fits best.

* Utilize your champion (until proven guilty) at which time it is okay to go over their head.

* Never bash your champion, they will likely get reintroduced later on in the cycle.

 * Share your thesis when speaking with an executive, then jump into the gravity in their eyes.

======================

Ian’s Path to President’s Club:

* Founder of Ian Koniak sales training/consulting

* Strategic Account Director @ Salesforce.com

* #1 Account Executive in the Enterprise Select Division of Salesforce.com

* 42+ consecutive months over quota

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Four Actionable Takeaways: 

* De-prioritize prospects that aren’t willing to commit to a re-connect call.

* Always have the meeting scheduled by the end of your current one.

* Have your boss send you an email to forward to your prospect.

* Ask for internal emails in your negotiations to get prospects to commit.

======================

Lydia’s Path to President’s Club:

* Over 300% of quota achiever @ CB Insights

* Irelands’ 30 under 30

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Four Actionable Takeaways: 

* Avoid no-decisions by focusing on the impact of inaction to drive a business case.

* Always know the next steps (value) for every deal in your pipe + the result once you provide it.

* Establish the agenda for your next meeting at the end of your current meeting.

* Double down on the high priority items in an RFP and put the other questions on the backburner.

======================

Andy’s Path to President’s Club:

* Host of Sales Enablement Podcast

* Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales".

* Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts.

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

* Figure out the cost of inaction when a prospect says “this isn’t a priority right now”.

* Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product.

* Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time).

* A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you.

======================

Josh’s Path to President’s Club:

* Founder, Josh Braun Sales Training

* Former Head of Sales @ Basecamp

* Former VP of Inside Sales @ Jellyvision

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

* Ask each person for their personal top 3 goals to get out of the demo.

* Always flow from champion discovery, to boss demo, to squad demo.

* Capture the sales process with a Transformation Plan (Mutual action plan + MEDDIC).

* Multithread your deal by running comercial term negotiations along with your POC.

======================

Chris’s Path to President’s Club: 

* Sales Director @ Prodigal

* Founding Associate @ Revenue Collective

* Top 3 AE at Xerox

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Four Actionable Takeaways: 

* Make your ask as specific as possible (person, company, etc.) when asking for referrals.

* Film a video with your pitch for your contact to pass along to the referral.

* Prep your reference with exact talking points and potential objections.

* Display insights to establish credibility - don’t just ask questions.

======================

Scott’s Path to President’s Club: 

* Host of The Sales Success Stories Podcast

* Account Director @ Relationship One (where he carries a $3M quota)

* Creator of the Linkedin Sales Stars 100 list

RESOURCES DISCUSSED

• Join our weekly newsletter
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Every 10th episode, we tear down one topic. This is how to structure your discovery.

FOUR ACTIONABLE TAKEAWAYS

• MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt.
• Set the agenda by building rapport, establishing expectations, and anchoring them to next steps.
• Utilize humbling disclaimers and stories to ask better questions.
• Schedule next steps for at least 70% of your opps to ensure you know their buying process.

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: 

• Break-down pricing objections to better understand whether it’s a timing, budgeting, or other issue.
• Dive into why the customer is evaluating a solution in the first place. Avoid the feature vs feature battle.
• Get ahead of potential objections by bringing them up preemptively.
• Treat your promotion plan like a sales cycle - multithread, figure out the buying process, etc. 

Sarah’s Path to President’s Club: 

• Account Executive @ Gong
• Advisor @ Aligned, Chili Piper, and Ramped
• Instructor @ Sales Impact Academy

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: 

* Break the mold by leveling with your prospect and recognizing that you’re a sales rep.

* Find your top 3 buying triggers, in 3 minutes or less before you hit the phones.

* Use email interactions as MQL triggers and prioritize those leads first.

* Ask for a second chance when your opening pitch doesn’t go as well as you wanted.

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Parker’s Path to President’s Club: 

* SDR Manager @ Gong

* 2018 SaaSy Sales Management Impact Award Winner

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: 

* “Cut” your prospect before showing them the band-aid - solidify the enemy.

* Utilize stories when you hear a clear prospect pain-point.

* Ask related questions before the big questions. Start small before going big.

* Plant landmines with credibility and aligning yourself with the features your prospect cares about.

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David’s Path to President’s Club: 

* Founder of Cerebral Selling

* Lecturer at Smith School of Business at Queen's University & London Business School

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal