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

FOUR ACTIONABLE TAKEAWAYS

1. If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes.
2. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it.
3. After sending a LinkedIn video, start by asking, "What did you think of the video?" followed by "What didn't you like about the video?" to engage prospects.
4. Leverage your last interaction—whether it's a video, voicemail, or previous call—as the reason for your next outreach to create continuity and context.

PATH TO PRESIDENT’S CLUB

• Sales Director @ Pareto
• Senior Business Development Manager @ Pareto
• Senior Account Executive @ Pareto
• Account Executive @ Pareto
• Business Development Representative @ Pareto

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Get your forecasting resources

ACTIONABLE TAKEAWAYS

• Commit Deal Essentials: Reps must report four details for commit deals: dollar amount, close date, economic buyer, and their engagement. If not engaged, share the plan to involve them.
• Three Forecast Methods: Use a top-down pipeline view, a bottoms-up deal analysis, and AI tools for better forecast accuracy. Combining these improves reliability.
• Quarterly Milestones: By month one, secure 50% of forecasted deals. Month two should see 60% closed, leading to 100% by month three.
• Prioritize Best Case Deals: Spend less time on commits with clear criteria. Focus on best-case deals and strategies to convert a few more into wins.

TAYLOR'S PATH TO PRESIDENTS CLUB:

• VP of Sales @ Xactly
• RVP, Sales - NA Growth & Commercial @ Xactly
• RVP, Sales - West & NA Growth
• Head of GTM @ roOomy

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS

• Streamline Proposals: Remove unnecessary features to cut costs and stand out from competitors with bloated quotes. If prospects need a feature, they’ll request it, giving you control to reintroduce it strategically.
• Ask Questions on RFPs: Use RFP responses to ask about priorities and requirements, opening the door for discovery and tailoring your response to their needs.
• Disqualify Early: Disqualify deals if your product isn’t a fit or their problem seems like a “nice-to-have.” Identifying this early saves time and lets you focus on better opportunities.
• Test Product Gaps: If a feature is missing, ask how critical it is to their goals. Confirm whether this gap is disqualifying or if the deal can move forward.

JOHNNY'S PATH TO PRESIDENTS CLUB

• Commercial Account Executive @ Talkdesk
• Enterprise Sales Development Manager @Talkdesk
• Team Lead, Enterprise Sales Development @ Mimeo
• Enterprise SDR @ Mimeo

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Give Johnny a Follow

FOUR ACTIONABLE SALES TAKEAWAYS

• During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant.
• Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity.
• Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting.
• When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request.

PATH TO PRESIDENT’S CLUB

• Enterprise Account Executive @ Webflow
• Senior Account Executive @ Webflow
• Account Executive @ Webflow
• Senior Corporate Account Executive @ Udemy

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team.

ACTIONABLE TAKEAWAYS

• Use a capability & cognitive load matrix to decide what to focus your training on
• The best person for the job to be running that training and sales enablement is the most respected rep or manager on the team
• Train your managers before you train your teams
• Establish existing weekly rhythms then drop the reinforcement into one of those existing rhythms so you're not adding new meetings

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS

• Ask for Competitor Proposals: If a prospect cites competitor pricing, request their proposal to directly compare offerings and address discrepancies.
• Rank Negotiation Priorities: When prospects negotiate on multiple factors, ask them to prioritize what matters most, then focus concessions on top-ranked items.
• Meet Two Key Pricing Criteria: Share pricing only when the prospect acknowledges your solution addresses a critical pain and they influence or approve purchasing decisions.
• Create a Cost for Discounts: When asked for a discount, request the prospect to identify features or services they are willing to remove, framing concessions as a trade-off.

JOHNNY'S PATH TO PRESIDENTS CLUB

• Commercial Account Executive @ Talkdesk
• Enterprise Sales Development Manager @Talkdesk
• Team Lead, Enterprise Sales Development @ Mimeo
• Enterprise SDR @ Mimeo

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• How to finish a negotiation in one cut

FOUR ACTIONABLE TAKEAWAYS

• Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact.
• Address pain points in other departments to accelerate deals and improve win rates.
• Turn situations into problems by asking questions that highlight known pain points with competitors.
• If ghosted late in the deal cycle, offer to email the next key contact directly to prompt a response.

PATH TO PRESIDENT’S CLUB

• Account Executive @ Webflow
• Account Executive @ SafeGraph
• Account Executive @ Procore Technologies

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS:

• Uncover what’s not working: Use varied questions in one-on-ones, like “If you had a magic wand, what would you change?” or “Where have we let you down in the sales cycle?” to surface actionable feedback.
• Run radical candor sessions: Gather reps for skip-level feedback on their manager. Facilitate discussions on what the manager should keep, stop, or start doing, and provide actionable feedback to the manager for growth.
• Stay connected with the team: Conduct regular skip-level meetings, whether quarterly one-on-ones or group discussions, to maintain trust and understand team challenges directly.
• Lead with strategic priorities: Focus on 2-3 key quarterly initiatives, like improving prospecting systems or revamping coaching processes, to drive long-term business impact beyond daily operations.

STEPHANIE'S PATH TO PRESIDENT'S CLUB:

• VP of Global Sales at PandaDoc
• Chief Revenue Officer at Sprig
• Chief Revenue Officer at FlowHub
• VP of Sales, SMB at Glassdoor

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS:

• Leverage Twitter for Outreach: Use X (formerly Twitter) creatively to direct prospects to your personalized email. Vin records and tweets videos at CMOs to grab their attention.
• Smart Follow-Up Strategies: If emails aren’t opened, start a new thread. If they’re being opened, reply to the same thread to keep your outreach efforts visible.
• Cold Email Framework: Craft emails with an observation, the problem, a solution, and a clear call to action for maximum impact.
• Use Unique Triggers for Follow-Ups: Don’t repeat the same email. Write four emails based on different research triggers to keep your outreach relevant and engaging.

VIN'S PATH TO PRESIDENT'S CLUB:

• Founder @ CreatorBuzz
• Senior Account Executive @ DemandBase
• Account Executive, Mid-Market @ DemandBase
• Enterprise Business Development Rep @ DemandBase

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS:

• Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction
• Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal.
• Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly.
• Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers.

SAM'S PATH TO PRESIDENTS CLUB:

• CEO @ Sam Sales
• Head of Enterprise Sales @ LinkedIn
• Vice President North America Sales @ ON24

RESOURCES DISCUSSED:

Join our weekly newsletter

Things you can steal

ACTIONABLE TAKEAWAYS:

1. Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp.
2. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first.
3. Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process.
4. Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday.

ELEANOR'S PATH TO PRESIDENTS CLUB:

- Head of Sales @ Retool

- Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment

- Global Head of Commercial Renewals and Retention @ Segment

- Head of Customer Success and Solutions engineering @ Clever Inc

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal



ACTIONABLE TAKEAWAYS:

1. Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions.
2. Double Personalize Outreach: Combine company-specific observations with industry trends to create messaging that feels hyper-relevant.
3. Build a Strategic Research Framework: Create a table to map key initiatives (e.g., IPO readiness) on one side and sources of information (e.g., 10-K reports, CEO interviews, press releases) on the other.
4. Leverage AI for Efficiency: Use tools like ChatGPT or Copy AI to analyze information from sources like job postings, financial documents, or industry trends.

KYLE'S PATH TO PRESIDENT'S CLUB:

• CMO @ Copy.ai
• CMO @ Clari
• VP, Revenue Growth & Enablement @ Clari
• Director Sales Development & Enablement @ Clari
• Sr. Director Sales Development & Optimization @ Looker

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question.
• Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team.
• Avoid showing too much software to prevent prospects from associating the product with unnecessary features and higher costs.
• Recap previous conversations and then ask the executive what you might have missed, ensuring you address their specific needs while demonstrating your product.

STEVEN'S PATH TO PRESIDENT’S CLUB

• SVP of Sales @ ZoomInfo
• VP of Sales @ ZoomInfo
• Director of Sales @ ZoomInfo
• Manager, Enterprise Sales @ ZoomInfo

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Mark Kosoglow walks through the key skills, responsibilities, and attributes for a Sales Leader at each phase of company growth

Doer Phase (0 to $1M ARR):

• The initial stage focused on finding product-market fit.
• The sales leader handles everything, including cold calls, demos, building sales systems, and refining the sales process.
• They act as an individual contributor, ensuring the company moves forward without distracting other key team members.
• Key trait: Being a hands-on, self-reliant executor.

Builder Phase ($1M to $10M ARR):

• The leader transitions to hiring and scaling the team, typically starting with individual contributors (AEs and SDRs).
• Still involved in selling but begins to set foundational systems, processes, and training.
• They document best practices and create repeatable frameworks while maintaining some "doer" responsibilities.
• Key trait: Hiring and building effective teams and processes.

Doctor Phase ($10M to $25M ARR):

• The leader becomes more metrics-driven, focusing on diagnosing and optimizing performance based on data.
• Begins managing managers and spending more time collaborating cross-departmentally (e.g., with RevOps, marketing, and customer success).
• Key trait: Using data and metrics (L1 and L2) to prevent thrash and fine-tune the organization’s operations.

Architect Phase ($25M to $100M ARR):

• The leader’s role expands to a more executive level, crafting the overall blueprint for the sales organization in alignment with other departments.
• Focus on segmentation, pricing strategies, and designing compensation plans that drive desired behaviours.
• They influence larger strategic initiatives and ensure the execution aligns with organizational goals.
• Key trait: Seeing the big picture and designing a cohesive GTM blueprint.

Communicator Phase ($100M+ ARR):

• The leader’s primary role becomes communication: setting clear expectations, timelines, and evaluating the mental models used by the team to meet goals.
• The focus shifts outward, ensuring alignment across broader organizational and market dynamics.
• Key trait: Clear and effective communication to drive alignment and execution at scale.

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS:

• Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making.
• Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages.
• Present Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock.
• Use Strategic Comparisons: Position your premium option near a slightly lower-tier offer to make it an attractive choice, while avoiding comparisons to much cheaper options.

BELAL'S PATH TO PRESIDENT'S CLUB

• Founder @ LearnToSell.io
• Head of Sales @ GTM Buddy
• Enterprise Account Executive @ ClearBit
• Head of Business Development @ BioIQ

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap
• When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state
• Ask about specific situations to accurately identify the exact problems the prospect is facing
• Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in

PATH TO PRESIDENT’S CLUB

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

RESOURCES DISCUSSED

• Join our weekly newsletter
• Josh Braun's Tongue Tied flashcards
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Buddy System in Hiring: Involve the new hire’s buddy in the interview process to ensure a strong match.
• Focused Onboarding Ownership: Assign one person to oversee onboarding, improving retention and team quality.
• Call Certifications: Require reps to pass intro and demo call certifications to qualify for leads.
• Hands-On Training: Focus on role plays, shadowing, and practice over slide decks for effective learning.

PATH TO PRESIDENT’S CLUB

• COO @ Growth Assistant
• VP of Sales @ Lattice
• Sales Director @ Lattice
• VP of Sales @ Appcues

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• https://www.30mpc.com/newsletter/my-ultimate-4-week-sales-onboarding-program

ACTIONABLE TAKEAWAYS:

• Start with “Why Did You Take the Call?”: Kick off by understanding the prospect’s motivation. For inbound leads, ask directly, "What prompted you to reach out?" For outbound, ask, "What made you take this meeting with me?" This reveals their needs and priorities.
• Reserve Time for Next Steps: Set aside five minutes at the end to confirm logistics or plan a follow-up. If you need more time to dive into key topics, suggest scheduling another call.
• Demo Based on Pain Points: Order your demo around the most pressing pain points the prospect mentioned. Address their biggest challenges first to maintain their engagement and show value quickly.
• Recommend, Don’t Upsell: Avoid pushing the premium package. Focus on the solution that best meets their needs to prevent overwhelming them and risking the deal.

GARRETT'S PATH TO PRESIDENTS CLUB:

• Senior Account Executive @ Pipedrive
• Account Executive @ Pipedrive
• Junior Account Executive @ Pipedrive
• Lead Development Rep @ Pipedrive

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS

• Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect.
• Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options:
• Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing.
• Decide whether to follow their criteria or to prospect directly to reach your goal.
• Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion.
• Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts.

PATH TO PRESIDENTS CLUB

• Chief Revenue Officer @ Influ2
• Vice President of Sales @ Siteimprove
• Vice President of Sales @ Apruve
• Vice President of Sales @ Siteimprove
• Director of Sales @ Siteimprove

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS:

• Ask About Interview Prep: Ask candidates, “What did you do to prepare?” to gauge their commitment and thoughtfulness.
• Challenge in Final Interviews: Address yellow flags, past successes, and expected challenges to identify high performers.
• Empower Experienced Managers in Hiring: Let senior managers make final hiring calls; stay more involved with junior managers to ensure quality.
• Standardize Key Processes: Create an 80% standardized approach for pipeline reviews, forecast calls, and one-on-ones, with 20% flexibility for personalization.

SHANES'S PATH TO PRESIDENTS CLUB:

• Chief Revenue Officer @ Gong
• Chief Revenue Officer @ TalkDesk
• President @ MX
• EVP of Sales @ Qualtrics

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

This was a preview from our upcoming course, Cold Calls to President's Club: register for the waitlist here

ACTIONABLE TAKEAWAYS:

• No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem.
• Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory.
• One-Sentence Solution. If you get the problem right, all you need is one sentence to explain your solution (we do X so that the problem goes away).
• Interest-Based CTA. Validate their interest before you ask for the meeting, using softening language, no-based questions, and mini push-aways.

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE SALES TAKEAWAYS

• When looking for intel on an account, consider reaching out to ex-employees for insider info
• Record simple videos, dont be corny, send them natively on LinkedIn
• Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach
• All personas exist on LinkedIn, don't write it off as a prospecting channel

PATH TO PRESIDENT’S CLUB

• Regional Sales Director @ MongoDB
• Snr Team Lead High Tech Account Executive @ MongoDB
• High Tech Account Executive @ MongoDB
• Enterprise Account Executive @ Ivanti

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

This is an except from the Daily Sales Show by Sell Better with Will Aitken

Check out the full show here: https://sellbetter.xyz/daily-show/how-to-book-more-meetings-with-these-cold-call-strategies

Mark & Armand link up live and in person to discuss the when, how, and who of promoting sales reps to sales managers

ACTIONABLE TAKEAWAYS:

• Efficacy in Sales Management: A sales manager’s primary job is to ensure team efficacy while fostering a supportive environment. Effective managers don’t just oversee but actively build up their teams.
• Conscious Competence: It’s crucial for managers to understand the "why" behind their actions. Recognizing the reasons behind effective strategies allows managers to drive consistent, purposeful change.
• “Taste Test” Before Promotion: Before fully promoting someone to a managerial role, conduct a "taste test" over a quarter to assess fit. Evaluate if they enjoy the role, excel at it, and if their team gravitates toward them as a leader.
• Avoid Common Frictions: Avoiding favoritism, limiting who can apply, or promoting based on performance alone (i.e., “super reps”) can lead to friction. Open opportunities for all and emphasize leadership skills over individual sales metrics.

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS:

• Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion.
• Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged.
• Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust.
• Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options.

DAN'S PATH TO PRESIDENTS CLUB:

• Senior Vice President of Global Sales @ Challenger
• VP of Sales, Account Management @ Challenger
• VP of Sales, Major Accounts @ Challenger
• Managing Vice President, Sales & Community @ Evanta

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close

FOUR ACTIONABLE SALES TAKEAWAYS

• Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information
• Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time
• When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the emotions they felt
• If confirming a meeting within one week send a reminder the day before if confirming a meeting more than a week out do a 1 week and day before reminder

PATH TO PRESIDENT’S CLUB

• VP of Sales @ Boomerang
• Chief Revenue Officer @ Table Needs
• VP of Fundraising & Business Development @ Table Needs
• Head of Sales & Business Development @ Table Needs

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS

• Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top reps.
• Start with one-on-one exercises before group activities: Begin with individual sessions like "Rosebud Thorne" to ease reps in before moving to larger group exercises.
• Use the 'Four H's' to build deeper connections: Ask reps to share four things—history, a hero, a heartbreak, and hope—to foster trust and authenticity.
• Gradually share personal insights: Start by setting the example, then have reps journal, share one-on-one, and finally share with the group, building comfort step by step.

ALEX'S PATH TO PRESIDENTS CLUB

• Founder & CEO @ Alluviance
• Director of Sales Commercial @ Outreach
• Director of Sales Corporate @ Outreach
• Territory Account Executive @ Microsoft

RESOURCES DISCUSSED

• Alex's Arise Retreat
• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS

• Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better.
• Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept.
• Timeline Stack: Identify key timeline drivers, like contract end dates or business seasonality, to create urgency.
• Turn Want into Why: During discovery, dig deeper to find the real business problem behind a customer’s desire for change.

JOHNNY'S PATH TO PRESIDENTS CLUB

• Commercial Account Executive @ Talkdesk
• Enterprise Sales Development Manager @Talkdesk
• Team Lead, Enterprise Sales Development @ Mimeo
• Enterprise SDR @ Mimeo

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

TOP FOUR ACTIONABLE TAKEAWAYS

• Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively.
• When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs.
• Direct prospects back to email in voicemails; keep initial messages brief and contextual, saving detailed information for follow-ups.
• Structure emails to expand on voicemail content, addressing specific pain points or presenting case studies to encourage engagement.

LYLLE'S PATH TO PRESIDENTS CLUB

• Senior Manager, Business Development @ RocketReach
• Manager, Business Development - Enterprise @ Shopify
• Manager, Business Development - Enterprise @ Angi
• SMB Account Executive @ Angi

RESOURCES DISCUSSED

• 8 Ways to Triple Your Phone Connects and Email Opens
• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS:

• Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach.
• Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment.
• Effective Personalization: Don’t rely on signals alone; combine them with company insights to craft personalized, compelling outreach.
• 80/20 Email Framework: Provide reps with an 80% completed template (signal, company insight, ideal state, light CTA), letting them personalize the final 20%.

FLORIN'S PATH TO PRESIDENTS CLUB:

• Head of Sales Development @ Common Room
• Director of Sales @ Barley
• Senior Manager, Sales Development @ Loopio
• Manager, Sales Development @ Loopio

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS:

• Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity.
• Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to think and respond meaningfully.
• Master the Five Types of Tone: Use different tones—curious, confused, concerned, challenging, and playful—to guide conversations and elicit the right responses.
• Challenge Prospects with a Direct Tone: A challenging tone helps push prospects to take action, especially when addressing tough issues like low-quality leads.

JEREMY'S PATH TO PRESIDENT'S CLUB:

• Founder @ 7th Level
• VP of Sales @ Pinnacle Security

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• To learn about what’s going on in other parts of your organization, get on the email alias distribution lists.
• Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal.
• To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick one over the other?”
• When dealing with technical buyers, always under promise so you don't lose credibility.

PATH TO PRESIDENT’S CLUB

• Named Account Manager - Digital Natives UK @ Databricks
• Named Account Manager - Digital Natives @ Databricks
• Snr Manager, Commercial Sales, ANZ @ Databricks
• Enterprise Account Executive @ Databricks

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

This is an except from the Make It Happen Mondays podcast with John Barrows

Check out John's weekly sales podcast here: https://podcasts.apple.com/us/podcast/make-it-happen-mondays-b2b-sales-talk-with-john-barrows/id1265697819

ACTIONABLE TAKEAWAYS:

• 80/20 Rule for Experimentation: Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos.
• Track MQL to Reply Rates: Use the MQL to reply rate metric to gauge how well your messaging engages prospects.
• Key Metrics for Pipeline Meetings: Focus on leads by source, conversion rates, meeting-to-op conversions, and total pipeline in every pipeline meeting.
• Methodical Problem Solving: When top-of-funnel issues arise, fix one area at a time—start with accounts, then people, triggers, and finally messaging.

SONNY'S PATH TO PRESIDENTS CLUB:

• Director of Global Sales Development @ Panopto
• Senior Manager, Global Sales Developnent @ Sift
• Sales Development Manager @ Sift
• Manager, Account Development Team @ Mesosphere

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

Get our Aligned Mutual Action Plan: https://my.teamaligned.com/room/66b4e7890a28d88fac3b89ef/overview?avk=a9c030cf

FOUR ACTIONABLE TAKEAWAYS:

• Know Your Solution – Understand the problems you solve, their root causes, and the demo paths before your discovery call.
• Model Multiple Scenarios – Present "worst," "average," and "best" cases to appear more impartial and handle objections better.
• Link Problems to Causes – Connect the buyer’s problem to its root cause and offer a solution that directly addresses it.
• Demo Through Stories – Use storytelling in your demo to illustrate how your product fits into the user’s daily workflow, rather than just listing features.

GAL'S PATH TO PRESIDENTS CLUB:

• CEO & Co-Founder @ Aligned
• Chief Revenue Officer @ Anagog
• VP Global Sales @ Syte
• Director of Sales @ Sisense
• Enterprise Account Executive @ Nanorep

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Find your prospect's birthday and then add them to your calendar to send thoughtful notes
• If a competitor is faltering run a list report of all their customers and prospect them
• If doing in-person office visits bring a gift to break the ice and leave a memorable impressions
• If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward)

PATH TO PRESIDENT’S CLUB

• Senior Mid-Market Account Executive @ Motive
• Senior Commercial Account Executive @ Motive
• Commercial Account Executive @ Motive
• Sales Consultant & Benefits Advisor @ First Mainstreet
• Account Executive @ Procore Technologies

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)"

Order the book

TOP ACTIONABLE SALES TAKEAWAYS:

• Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team.
• Keep it punchy and efficient: Drive the screen share, skip small talk, and use the transcript instead of video to review sessions faster, aiming for under 30 minutes.
• Prep before discovery calls: Reps should know the expected problem and who they’re meeting. Also, plan who they should meet with next after the call.
• Three key questions: Focus on what the prospect said, what to ask next, and evaluate the rep's performance. Keep the discussion centered on these points.

ARMAND'S PATH TO PRESIDENTS CLUB:

• Founder @ 30MPC
• VP of Sales @ Pave
• Director of Sales @ Carta

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

Join John's Newsletter

FOUR ACTIONABLE TAKEAWAYS

• Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that.
• Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework.
• Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion.
• Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE SALES TAKEAWAYS

• Recognize your SE and team members who help you on deals & onsites
• Call each attendee after a meeting to thank them for their time and ask them for their feedback
• When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask
• Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state

PATH TO PRESIDENT’S CLUB

• Commercial Sales Manager @ Procore
• Account Executive, Enterprise @ Procore
• Account Executive, Majors @ Procore
• Account Executive, Mid-Market @ Procore

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

TOP ACTIONABLE SALES TAKEAWAYS:

• Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections.
• Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested.
• Mini-pitch framework: Pitch by sharing your personal story, explaining your team’s philosophy, and highlighting what impressed you about the candidate.
• Sell before screening: Don’t grill outbound candidates. Ask them to brag about what sets them apart, and judge their quality based on that.

ARMAND'S PATH TO PRESIDENTS CLUB:

• Founder @ 30MPC
• VP of Sales @ Pave
• Director of Sales @ Carta

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

Get our free Account Research toolkit

FOUR ACTIONABLE TAKEAWAYS

1. Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest.
2. Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights.
3. Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience more relevant.
4. Real-World Business Case: Use the results from the match test to build a realistic business case, avoiding inflated ROI figures and focusing on actual outcomes.

PATH TO PRESIDENT’S CLUB

• Enterprise Account Executive @ Terminus
• Account Executive, Mid-Market @ Yext
• Senior AE, Partner @ Yext
• Business Development Account Manager @ Worldwide Express

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club.

Sales Course & Community

➥ Get on the waitlist: https://30mpc.com/course

➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy

❏ More 30MPC ❏

➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh

➥ Follow Nick on Twitter: https://twitter.com/NickCeg

➥ YouTube: https://www.youtube.com/@30MPC

➥ Tactic Teardowns: https://www.30mpc.com/teardown

➥ Follow on Instagram: https://www.instagram.com/30minutestopresidentsclub/

#30Minutestopresidentsclub #30mpc #bookoncoldcalling

• Join our weekly newsletter
• Things you can steal

Mark walks Armand through his step by step B2B sales process

MARK'S PATH TO PRESIDENT’S CLUB

• Chief Revenue Officer @ Catalyst Software
• Sr. Vice President of Global Sales @ Outreach
• Regional Sales Director @ School Specialty Planning & Student Development
• Sr. Account Management @ Great American Opportunities

RESOURCES DISCUSSED

• The Sales Process Doc
• Check Out Operator
• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact.
• Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities.
• Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager during discovery, director during the demo, and VP at the big team meeting.
• Structured Sales Cycle: Brian’s sales process follows a clear path: discovery, demo, big team demo, pilot, and finally commercial negotiation.

PATH TO PRESIDENT’S CLUB

• Senior Mid-Market Account Executive @ Gong
• Mid-Market Account Executive @ Gong
• Commercial Account Executive @ Gong
• Senior Commercial Account Executive @ Gong
• Enterprise Account Executive @ BrightEdge

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations
• Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle
• Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them
• When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?"

PATH TO PRESIDENT’S CLUB

• Account Executive @ Webflow
• Account Executive @ SafeGraph
• Account Executive @ Procore Technologies

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

This is an except from the Tenbound podcast with David Dulany

Check out the GTM podcast here: https://tenbound.com/podcasts/

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS

• Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals.
• Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where you can have the biggest impact.
• Assess the spacing between sales calls and find opportunities to consolidate steps or reduce gaps to shorten the sales cycle.
• Introduce a structured proof of concept (POC) with three defined calls over 14 days, dictating trial activities and clear exit criteria for smoother decision-making.

CHRIS' PATH TO PRESIDENTS CLUB

• Head of Commercial @ Common Room
• Vice President of Sales @ Metadata
• Head of Sales @ Metadata
• Sr. Account Executive @ Metadata

RESOURCES DISCUSSED

• Things you can steal
• Join our weekly newsletter

ACTIONABLE TAKEAWAYS

• Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact
• Find out if the problem is known and cared about across the company or just by one person
• Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured
• Position involving decision-makers as beneficial for them, making it easier to get in front of power

PATH TO PRESIDENT’S CLUB

• Founder @ DiscoveryCoach.io
• Sales Enablement Manager @ AlphaSense
• Lead Revenue Enablement Manager @ CB Insights
• Senior Sales Training Manager @ CB Insights

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set.
• Your customers have the answers. Talk to your customers.
• Do not do the things that you're horrible at. Hire for the things that are not your strengths.
• Invest your time in enablement. You and your reps should track how you win each deal for ongoing development.

PATH TO PRESIDENT’S CLUB

• VP, Sales @ Tenderly
• Founding Member, First Hires Program @ First Round Capital
• Director, Enterprise Sales @ Drift
• VP, Sales @ AltoCloud

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal