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

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Four Actionable Takeaways: 

* Aim to be a one-take-wonder. It’s the only way you’ll be able to efficiently video prospect in bulk.

* Get your pleasantries/introductions out before the meeting with a quick video covering the agenda.

* Send micro-demos after the call by recording yourself highlighting key points and next steps.

* Don’t be afraid to call up your prospect for feedback after you see they’ve watched the video.

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Josh’s Path to President’s Club: 

* Manger, Emerging Sales @ Vidyard

* 255% of Direct Quarterly Quota Attainment

* Led sales team to achieve 125% of Team Quarterly Target

RESOURCES DISCUSSED

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• Things you can steal

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Four Actionable Takeaways: 

* Understand every step it will take to get a deal done so you can move from a soft yes to commit.

* Ask multiple people how the buying process goes so you can better triangulate the truth.

* Get ahead of objections by figuring out what has gone right and wrong in past deals.

* Beat procurement with multiple champions and multi-threading your negotiations.

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Devin’s Path to President’s Club: 

* Head of Content Strategy @ Gong

* B2B Marketing & Sales advisor @ TheReeder.co

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Four Actionable Takeaways: 

* Don’t be afraid to insert some humor when being confronted on a cold call.

* Trade your cleverness with bewilderment to get the prospect to expand on the uncovered problem. 

* Delight your buyer by offering up competitive analysis and pricing off the bat.

* Use mic-drop questions to show you’ve done your research and eliminate “not interested” objections.

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Belal’s Path to President’s Club: 

* Community Leader of #Death2Fluff

* 7x Startup Seller and Sales Advisor

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Four Actionable Takeaways: 

* Cut out all the useless fluff from your emails and get right into your research. 

* Start the video on your research - the whiteboard intros aren’t getting the job done.

* Get creative with your email by screenshotting your research and including it in the body.

* Lead with context when cold calling to establish credibility and generate more conversation.

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Charlotte’s Path to President’s Club: 

* SDR @ SalesLoft

* Host of Sales Development Sounbites

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Four Actionable Takeaways: 

* Answer the question you WISHED you were asked to drive your narrative. 

* Give your pitch in “story” form (background, journey, aha moment) insead of reciting your CV.

* Embrace your “biggest weakness” and highlight the ways you deal with it.

* Explain the pull towards your new job, instead of pushing away from your old one.

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Blake’s Path to President’s Club: 

* Director of Sales Enablement @ re:work training

* Former AE/Brand Manager @ Victory Lap

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Four Actionable Takeaways: 

* Send a quick video after a big team demo instead of the 17 page deck.

* Mark-up your case study with key takeaways before sending to the prospect.

* Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z.

* Avoid the massive 8 person exec demo and opt to multi-thread instead.

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Marks’s Path to President’s Club: 

* VP of Sales at Outreach

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Four Actionable Takeaways: 

* Remove all templates when reaching out to your AE Top 30 and AE Top 5. 

* Look in your CRM for a prospect’s historical interactions, copy exact language for new outreach.

* Recycle your highly personalized email with a new subject line if it didn’t get opened.

* Switch your outreach frequently to increase the chances of breaking through.

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Vin’s Path to President’s Club: 

* Mid-Market AE at Demandbase

* President’s Club FY20

* SDR of the Year (Demandbase)

* BEAST Award: The Best in Sales Development (Tenbound) - Responsible for sourcing over $6M in closed deals in 2019. Averaged 144% of New Business Opportunities each month.

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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.

EPISODES MENTIONED:

• Episode 6 w/ Ryan Reisert
• Episodes 4 & 47 w/ Kyle Coleman
• Episode 17 w/ Sarah Brazier
• Episodes 16 & 29 w/ Morgan Ingram
• Episode 1 & 35 w/ Joe Caprio
• Episode 7 w/ Keenan
• Episode 8 w/ Kevin “KD” Dorsey
• Episodes 25 & 46 w/ Charles Muhlbaur
• Episodes 18 & 40 w/ Adam O’Chart
• Episode 9 w/ Belal Batrawy

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Four Actionable Takeaways: 

* Backload your sequences (3 calls in one day then 3 emails in one day) to bump up replies. 

* Use subject lines that will elicit an emotional response to drive more opens. 

* Get a guaranteed response by sending the “I’m calling you tomorrow” email. 

* Cover current state, negative consequences, ideal state, and business outcomes.

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Florin’s Path to President’s Club: 

* Leads a team of 15+ SDR’s at Loopio

* Career coach at SDR Nation

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Four Actionable Takeaways: 

* Send a pre-meeting agenda to set expectations and get feedback. 

* Start meetings with three big-picture takeaways you want them to walk away with. 

* Ask questions one level up on the value pyramid to drive your convo and next steps. 

* Validate your value by speaking to the specific pain point of each person.

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

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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Four Actionable Takeaways: 

• Reverse anchor on pricing with exaggerated deal terms. 
• Sell the model vs the features when in a competitive deal negotiation. 
• Focus on the outcomes in order to justify the price. You are the value proposition. 
• Educate the customer on why getting higher level buy-in is in their best interest. 

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: 

• Format your emails with 4 paragraphs: Tailoring, Problem, Value, Ask
• Ask for interest instead of time in your CTA paragraph
• Avoid over-using images, GIF’s, and links to minimize getting blacklisted by email servers
• Personalize at scale with problem-based bucket tailoring for your C tier accounts

Kyle’s Path to President’s Club

• VP, Revenue Growth & Enablement @ Clari
• Sr Director, Sales Development & Optimization @ Looker
• A massive LinkedIn following with killer content

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

• Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”.
• Lean on humbling disclaimers before asking the tough questions. 
• Bring the future to the present: let’s pretend you love what you see...what happens next?
• Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback.

Charles’ Path to President’s Club: 

• Sr Biz Dev Training Manager at CB Insights
• Founder at SalesShare

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

• Ask your prospect “what do you like about X” instead of bashing your competition
• Use wedge questions to uncover pain points where your product wins vs competition
• Propose a follow up time or figure out the prospect’s buying window and reach out then
• Send videos to contacts that have gone dark, or shoot them a tentative calendar invite

Katie’s Path to President’s Club: 

• Director of Sales Training
• Golden Rule of Selling Podcast
• 9 years of medical device sales

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

• Write a hand written note to your prospect, snap a photo, and message it to them
• Send Instagram/LI dm, follow with an email, then do a voice note, then video (mix it up)
• Get proper lighting, clean up the room, smile, and slow it down
• Read your notes out-loud and don’t be afraid to show some personality

Tara’s Path to President’s Club: 

• Gravy OG (Content + SDR Manager)
• Founding Managing Editor: RevGenius Mag
• LinkedIn Top 100 Sales Star

RESOURCES DISCUSSED

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Four Actionable Takeaways: 

• Talking to execs: figure out their pain points and do the digging in the weeds for them
• Start high, work down the chain, then bubble back up in one business case (Yo-Yo Selling)
• Leverage your executive champion to make intros and walk them through the process 
• Lean on your technical resources for a better buyer AND seller experience 

Ian’s Path to President’s Club:

• Strategic Account Director @ Salesforce.com
• #1 Account Executive in the Enterprise Select Division of Salesforce.com
• 42 consecutive months over quota
• Founder of Ian Koniak sales training/consulting

RESOURCES DISCUSSED

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Four Actionable Takeaways:

• Remove all the bs from the journey
• Get price out early, and use it to disqualify
• Acknowledge your competitors’ strengths + highlight where your features match needs
• Keep negotiation simple by anchoring pricing and trading value for dollars

Todd’s Path to President’s Club:

• Founder of Sales Melon
• Author of The Transparency Sale
• Former sales leader @ ExactTarge/SalesForce
• Former VP of Worldwide Sales & Field Operations @ SAP

RESOURCES DISCUSSED

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Four Actionable Takeaways:

• Always get in front of the pro’s and con’s of your competitors
• Start asking questions to handle those objects to eliminate the con’s
• You must always be the vendor of choice before beginning negotiations
• Build a list of non-monetary “gives” and the things you want to “get”

Colin’s Path to President’s Club:

• VP of Field & Inside Sales @ Orum
• Sales trainer, team builder and pipeline generator

RESOURCES DISCUSSED

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Every 10th episode, we tear down one topic. This is how to structure your sales process.

FOUR ACTIONABLE TAKEAWAYS

• Before: shared agenda, get your “checklist” questions out the way, know your audience
• During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps
• After: Recap email/call, multi-thread follow-ups
• After 7 touches with no reply, you have your answer

THE LATEST FROM 30MPC

• Tactic TV
• Toolkits & Templates

THE LATEST FROM 30MPC

• Tactic Teardown
• Toolkits & Templates

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

ONE ASK

You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.

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

Okay maybe not, but we’d still really love you for it :)

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Four Actionable Takeaways:

• Set up your exit criteria before you even touch the POC
• Let the prospect set the expectations for the pilot first
• Focus on your power users (champions) and your non-users (the converts)
• Get everyone on the pilot into a shared Slack channel for multi-threading

Adam O’Chart’s Path to President’s Club:

• Top producing AE at Gong.io

RESOURCES DISCUSSED

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Four Actionable Takeaways:

• Use under 100 words for your emails, one word for the subject line.
• Get away from slightly positive or neutral email sentiment. Different leads to Better.
• Only using one communication channel will land you with an 85% lower response rate.
• Do some “secret shopping” based on the problem you solve, and put it in the email.

Jeremey’s Path to President’s Club:

• SVP Sales Strategy at SalesLoft
• Author of five books including the international bestseller - "How to Deliver a TED Talk."

RESOURCES DISCUSSED

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• Things you can steal

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Four Actionable Takeaways:

• Focus on prospects that are either accessible AND growable or just growable
• If price is the only objection, you are in a great position to close the deal
• Find 3 major differentiators and lead your prospects to that space
• Establish yourself as a consultant by asking questions that get the prospects thinking

Jeff’s Path to President’s Club:

• Consultant at Parabola Consulting
• Author: When it Goes Sideways, The Five Forgotten Fundamentals of Prospecting, and Rethinking the Way you Sell
• Host of The Why and The Buy Podcast

RESOURCES DISCUSSED

• Join our weekly newsletter
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Four Actionable Takeaways:

• Build trust in the first 7 seconds of the call by acknowledging you’re an interruption
• Cut out the yogi language (“I realize...”)
• Gain curiosity with “the breakthrough” instead of spewing product categorization
• Establish the 3 reasons why someone will gain value from taking the meeting

Chris’ Path to President’s Club:

• CEO at ConnectAndSell
• Host of Market Dominance Guys

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Use “video for you” in your subject line and say how long the video is in your body
• Use voicemails, LinkedIn, and emails to drive prospects to the video
• Use videos to keep your prospect’s attention through the deal
• Expand your reach with a video any time another decision maker might need the info

Tyler’s Path to President’s Club:

• VP Marketing and Chief Video Strategist, Vidyard
• Author of The Visual Sale
• Fearless 50 Marketer & Telly Award Winner

RESOURCES DISCUSSED

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• Things you can steal

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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.

Joe's Path to President’s Club:

• Co-Founder, Reprise
• Former VP Sales, Chorus
• Former VP Sales, InsightSquared

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Utilize the gatekeeper to book the meeting or get insider information
• Use simple voicemails to point the prospect to your email: “Voicemail from X”
• 12-15 touches over 3-4 weeks for your sequences. Doesn’t sink in until 7 views.
• Build snippets for every single buyer trigger - 120 words max on the entire email

Jason Bay’s Path to President’s Club:

• Chief Prospecting Officer, Blissful Prospecting
• Owner, Jason Bay Consulting

RESOURCES DISCUSSED

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Four Actionable Takeaways:

• Zoom the camera into their Linkedin profile at the beginning of your video
• No notes in the connection request (Morgan Ingram also shared this one)
• Time block your research. No more than 3 minutes of time leading up to a video.
• Use the native LinkedIn videos instead of the cold email videos.

Kayla Cytron-Thaler’s Path to President’s Club:

• ENT BDR, Domino Data Lab
• ENT BDR, Looker

RESOURCES DISCUSSED

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• Things you can steal

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Four Actionable Takeaways:

• Identify the boundaries to your customers being on your product and refer them out
• Then, now, how. Before it was this, now it’s this, here’s how you do it.
• Use typically language when prospects feel they’re the only one with their problem
• Prep for a few minutes for one persona. Then only dial into 1 persona for an hour.

Phil Gerbyshak’s Path to President’s Club:

• Speaker and Sales Trainer at Digital Selling Strategies

RESOURCES DISCUSSED

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Four Actionable Takeaways:

• Your first email should have 4 lines: Premise, Hook, CTA, Push/Pull - that's it
• 16 multi-channel touches over 30 days for a successful sequence
• Keep your second email simple with: "Any thoughts?" + a little personalization
• Ask why they chose the competitor and how they have helped to achieve business goals

Becc’s Path to President’s Club:

• CEO & Founder @ Flip the Script
• Former sales leader at Chorus AND Gong

RESOURCES DISCUSSED

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• Things you can steal

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Every 10th episode, we tear down one topic. This is how to master negotiation.

FOUR ACTIONABLE TAKEAWAYS

• Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
• Price is based on internal (timeline, pain points) and external factors (competitve landscape)
• Explain how price is structured BEFORE you give it, then shut up
• Seek first to understand - get them to sell themselves first. Discounts need to have a give for get.

RESOURCES DISCUSSED

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Four Actionable Takeaways:

• A room with 6 prospects needs at least 2 sales people. Never lose alone.
• Brief your team on personas, context, and outcomes before jumping onto the live call.
• Ask everyone what they want to get out of the call. Throw it into the Zoom chat.
• Customize your demo environments with their logos, role names, and problems.

Amyra Rand’s Path to President’s Club

• VP Sales & Strategic Partnerships, Criteria Corp
• Chapter VP, AA-ISP
• VP Sales, Kareo

RESOURCES DISCUSSED

• Join our weekly newsletter
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Four Actionable Takeaways:

• Time block when you’re asking for referrals from everyone you’ve ever sold or met with
• Send a connection with a blank note. You can always delete it, then resend it in LI.
• Throw the lurking GIF in a Linkedin DM when someone looks at your profile.
• Have a snippet for every buyer trigger and every objection you get

Morgan Ingram’s Path to President’s Club

• Director of Sales Execution and Evolution, JB Sales Training
• Host, The SDR Chronicles

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Get to power by asking someone to sign an NDA - requires a certain rank in the org
• Find the lowest ranking person in the company who can still buy something
• Raise prices to get to power - $10k purchases won’t get you to execs
• Bring in your executives for referrals, for early sponsorship, or for closing it all up

Amit Bendov’s Path to President’s Club

• CEO, Gong.io
• CEO, SiSense
• CMO, Panaya

RESOURCES DISCUSSED

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Four Actionable Takeaways:

• Build a shared G Drive of screenshots and GIFs for every competitor and situation
• Skip the pleasantries in your emails. I know you’re on this competitor, here’s a GIF.
• Know what to look for before you look for it. Stack rank your triggers, then research.
• “Hey it’s Jeremy from LeadIQ, is it cool if I explain the reason for my call in

RESOURCES DISCUSSED

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Four Actionable Takeaways:

• Start all of your LinkedIn interactions with info about them and a tailored video
• Mix up your account based tailoring and person level tailoring
• Start every disco with “what do you wanna get out of this call?”
• Open with “thanks for taking my call, do you have a moment before your next meeting?”

James Buckley’s Path to President’s Club

• Director of Sales Evolution and Execution at JBarrows Consulting
• Board Of Directors & Host of The UNCrushed Podcast

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways

• The humbling disclaimer: “I feel a bit crazy asking this question, but…”
• Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?”
• Take the headtrash out on your calls and be overly transparent in your discovery
• Clarify, isolate, address the problems in a negotiation

Charles Muhlbauer’s Path to President’s Club:

• Sr Biz Dev Training Manager at CB Insights
• Founder at SalesShare

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways

• Detach from the outcome and just focus on finding the truth
• Use an accusation audit when asking questions: “Would it be ridiculous if…”
• Use “Have you given up on _____” as your one sentence breakup email
• Mirror the last three words of an objection, then label it with “sounds like ___”

Josh Braun’s Path to President’s Club:

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

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Plant pain early in your discovery through extreme industry expertise
• Use an upfront contract to propose next steps at the beginning of the call
• Use the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things”
• Ask for permission before hard questions like “if you didn’t have a team, would you buy?”

Justin Welsh’s Path to President’s Club:

• Founder, Justin D Welsh, LLC
• Head of Sales at PatientPop
• Director of Sales at ZocDoc

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways

• Use as few words as possible when answering a question
• Don’t be afraid to walk away from a deal and tell a customer it might not make sense
• Stop tip toeing around your discovery and ask the biggest DQ questions first
• “It’s okay to say no and I don’t wanna make these calls anyway”

Alex Bruschi’s Path to President’s Club:

• Director of Acquisitions, Towerpoint
• 130% to quota and winner of one of the largest transactions at TowerPoint

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Send Nick a coffee so he can feel important too
• 100 activities per day - mix up phone, email, LinkedIn, and Sendoso
• Multiple dials per day - don’t hesitate to hit one contact multiple times
• Dial around the organization - get intel from the CFO, use it on the controller
• Pick up the phone the moment you see an objection and hit ‘em hard

Ashley Kelly’s Path to President’s Club:

• Sr Director, Sales Development at Brex
• Co-Founder, SDReady
• Director, Sales Development at Lever

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Every 10th episode, we tear down one topic. This is how to be a machine: you’ll never make the “no time to prospect” excuse again.

FOUR ACTIONABLE TAKEAWAYS

• Morning routine: Wake up, make the bed, read, exercise, start on your terms.
• Plan your attack: 8-3 are your golden hours, 3-6 are your admin hours. Batch everything.
• Crank the wheel: Close email, close slack, draw 80/20 lines everywhere and sprint
• Breathe: Unsubscribe from every mailing list, every unnecessary notification. Block it out.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Don’t have 3000 sequences. Have 3 for your main personas and 1 low priority one.
• In the Agoge sequence - your first email is super tailored, followed by two bubble ups
• After that, tailoring didn’t work. Hit prospects with your best cold email.
• If they’ve accepted the invite, don’t sell more. No need to send the confirmation.

Sam Nelson’s Path to President’s Club:

• SDR Leader at Outreach.io
• A huge LinkedIn brand and Host of Sam Nelson Live

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Make your value prop simple - stop over complicating things
• Use 3-star Amazon reviews to figure out what granular problems your buyers have
• Optimize your LinkedIn page with what your buyers care about, not you
• Don’t pitch right away on LI - show gratitude, chat them up, then ask 10 days later

Marcus Chan: Path to President’s Club:

• President of Venli Consulting
• Creator of the 6-Figure Sales Academy
• Founding member at RevGenius

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Mirror the objection, then ask a loaded question for the anaconda squeeze
• Use slides to give prospects control and choice over what they want to discuss
• Ask your VP / CRO if they’re the type who wants to go really deep
• Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum.

Adam O’Chart: Path to President’s Club:

• Top producing AE at Gong.io

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• Things you can steal

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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.

Sarah Brazier’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

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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.

Morgan Ingram: Path to President’s Club:

• Director of Sales Execution and Evolution, JB Sales Training
• Host of the SDR Chronicles Podcast

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Find a very granular problem from a call recording. Put that at the top of the sequence. Time and money are not specific.
• Pulse check with your prospect when things aren’t going well. Ask them if this is worth it.
• Not interested? Say “I get it. I was the one who cold called.” Then ask for permission.
• REPLY Method: Relevant results, empathy, personalization, laser focus, you.

Jason Bay’s Path to President’s Club:

• Chief Prospecting Officer, Blissful Prospecting
• Owner, Jason Bay Consulting

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:

• Leverage “I work with many who typically focus on X + Y” to lead the agenda.
• Ask your prospect for their top 2 priorities. If it’s too high level, prime the question.
• Bring people to the business priorities first instead of getting stuck in the process.
• Don’t disqualify an entire company when someone says no. Find another in.

Jake Dunlap’s Path to President’s Club:

• CEO of Skaled
• VP of Sales, Glassdoor

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:

• Double tap the phones - people are more likely to think it’s a real call.
• The moment you see someone reply, call them instead of writing a long email reply.
• Use a sequence for everything. Replies, objections, open opportunities.
• If you see someone opening your emails, call it out! It gets the conversation going.

Ken Amar’s Path to President’s Club:

• SDR Team Lead, Outreach.io
• #1 All Time SDR, Outreach.io

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Build your target list of companies based on geo, stage, market, product, and deal size
• Cold prospect to people directly in your job hunt and have introductory conversations
• Redirect the “walk me through your resume” question to focus on your strengths
• Close your interviews and hit em with the plan to action as the cherry on top

Trish Bertuzzi’s Path to President’s Club:

• CEO of The Bridge Group
• Author of the Sales Development Playbook

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal