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

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Four Actionable Takeaways:

• Start every day by planning out the whitespace for the day. Then just get after it.
• Use demoscovery. Ask how the process looks today, take the demo down a different path.
• Write a shared executive memo with recaps from every sales conversation.
• Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective.

Scott Ingram’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
• Things you can steal

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Every 10th episode, we tear down one topic. The first 30MPC Playbook Episode covers everything cold calling.

TOP ACTIONABLE TAKEAWAYS

• Preparation - Get all your research done before, 40 dials over 60 minutes
• Tone - Kill all your uptones and slow the conversation down like an executive
• Opener - ‘Heard our name tossed around’ or ‘ask for permission.’ Not ‘how’s it going.’
• Value - Lead with typically language and problems. Then, solve the problem.
• Objections - Calibrate the objection first. Ask disarmingly blunt questions.
• Go in for the Kill - Suggest some times. If the calendar’s gone, send the placeholder

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:

• Send a meeting efficiency survey prior to your calls to get qualification out of the way
• Setup feeds for all of your top target accounts as the backbone for your disco
• Ask specific impact ?’s like “what happens to rep attainment if you don’t do this?”
• Use the subject line ‘Did I lose you?’ with a blank reply email for gone-dark opps

John Barrow’s Path to President’s Club:

• CEO of JBarrows Consulting
• Host of Make it Happen Mondays

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need)
• First 15 seconds explain why you called, say it’s a cold call, then ask a peer question
• In the agenda, tell the customer you’re gonna give price before they get off the call
• Use what they want as the rows in your pricing instead of what you want (seats)

Belal Batrawy’s Path to President’s Club:

• Community Leader of #Death2Fluff
• 7x Startup Seller and Sales Advisor

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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

Kevin “KD” Dorsey teaches us to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human.

Four Actionable Takeaways:

• Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice.
• Use a slight downtone when hearing the response to get prospects to lean in
• Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having
• Use “I think this might make sense” before coming in hot with your value prop

KD’s Path to President’s Club

• VP of Inside Sales @ PatientPop
• Head of Sales Development & Enablement @ ServiceTitan
• InsideSales Top 10 Sales Leader + Sales Development Executive of the Year

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:

• Align on the problem and impact first, then start brainstorming root causes and solutions
• Build a problem identification chart with the problems, impacts, root causes of your ICP
• Talk to customers, become an expert. Why did they buy? What problems did you have?
• You need customers to agree to the problem they have and be willing to solve it with you.

Keenan’s Path to President’s Club

• Author of Gap Selling
• CEO @ A Sales Guy Consulting

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Open every conversation with “Hey it’s Ryan Reisert”, then stop.
• When they answer, ask if you can get 27 seconds to tell them why you’re calling?
• Work in buckets for everything - finding accounts, researching contacts, making dials.
• Document the path. Every time you hit a phone tree, write the dial path down.

Ryan Reisert’s Path to President’s Club:

• Sales Director, ConnectAndSell
• Author, Outbound Sales, No Fluff
• Founder, The Sales Developers

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 respect contract as your agenda to give the prospect the right to say no throughout the call
• Set a timer 5 minutes before the end of your call to drive next steps every time
• Use “commercial terms” instead of “price” when negotiating your deals
• When you give price, don’t just go silent. Ask “how does that feel?”

Richard Harris’ Path to President’s Club:

• Founder, Harris Consulting
• Director of Sales Training, Sales Hacker
• Host, Surf & Sales Podcast

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:

• 5x5x5: 5 minutes of research. Find 5 insights on the person/account. Write your message in 5 minutes.
• Use whitespace in your emails and have 1 idea per line. Make the structure and the tone conversational
• Keep your emails short. If you have to scroll more than once or if an email is over 125 words, fix it.
• Have your voicemails reference your emails and vice-versa. It boosts your reply rates.

Kyle Coleman’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

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Avoid the double intro on the phone if they ask “wait, who’s this?” Just get on with it.
• Close the cold call with “here’s what happens next” instead of leaving it in their hands
• Disarm with “I’m not delusional enough to think I’m calling you at the right moment.”
• Lead your value prop with your customer’s problems instead of the features in your solution

James Bawden’s Path to President’s Club:

• Host, Lunch Break Podcast
• Director, OutboundView
• And a damn well-known Linkedin personality

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 a negotiation, know YOUR needs / wants + THEIR needs / wants
• Set expectations upfront that we don’t do end of month discounts before you need to
• Say the price and shut-up. Don’t try to justify it, it shows insecurity
• When they ask for discounts, ask probing questions to discover the truth behind the ask.

Mark Raffan’s Path to President’s Club:

• Host, Negotiations Ninja Podcast
• President, Content Callout
• Negotiation Master Class, Harvard University

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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Four Actionable Takeaways:

• Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chat
• First is best. Rank your top buying signals. The moment you find one, use it and move on.
• Use situational questions to narrow down the key problem areas in a discovery.
• Stop finishing sentences for prospects to placate your own insecurities. Let the silence sit.

Joe Caprio's Path to President’s Club:

• Co-Founder, Reprise (today)
• VP Sales, Chorus
• 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

Why in the world would you listen to 30MPC?

Four Reasons to Listen:

• WHAT WE’RE NOT: Not stuck in 1975. Not stuck on fluffy mindset. Only actionable sales tactics.
• PREPARATION: Recorded for 45 minutes, cut to 30. Some episodes don’t make it. That’s okay.
• POLAR OPPOSITES: Nick is an Enterprise AE. Armand is a MM Sales Leader.
• SHOW STRUCTURE: Three actionable tactics at the beginning. The recap email at the end.

Four Actionable Tactics

• How to avoid being forced to demo early
• Open on the phones by leading with context
• How to handle the “not interested” email
• The 3x3 cold email

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal