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

This is an except from the Topline podcast with Sam, AJ, and Asad

Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast

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FOUR ACTIONABLE TAKEAWAYS

• Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue.
• When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific date tied to an event.
• Link the urgency of change to concrete events, such as a software switch, new hire, market trends, or growth initiatives like entering a new market.
• Ask your reps key questions like when the economic buyer last bought something similar and who typically pays for software in their industry to ensure they understand the buyer’s decision-making process.

PATH TO PRESIDENT’S CLUB

• Head of Sales, Retail @ Ascend
• Strategic Account Manager @ Ascend
• Strategic Accounts @ Sourcegraph
• Head of Enterprise Sales @ Segment
• Enterprise Sales Executive @ Braintree (a PayPal company)

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it.
• Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors.
• When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses.
• In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them.

PATH TO PRESIDENT’S CLUB

• Founder & CEO @ Outbound Squad
• Owner @ Jason Bay Consulting
• Director of Marketing @ Chamber DS, Inc.
• Marketing Director & Corporate Sales Trainer @ National Services Group, Inc.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally.
• Prep for your sales calls by understanding lookalike conversations your team has had in the past.
• Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place.
• Don’t say “AI” in your sales call. Instead, focus on the problem they want to solve and what they want to do.

PATH TO PRESIDENT’S CLUB

• Co-Founder @ Handoffs
• Director, Sales @ Sendoso
• Manager, MM & ENT Sales @ Sendoso
• Founding Account Executive @ Sendoso

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding
• Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission.
• When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team.
• Use a pod system (e.g., 4 AEs to 2 SDRs). This allows AEs to focus on key accounts while SDRs work on B and C tier accounts, generating additional meetings.

PATH TO PRESIDENT’S CLUB

• Consultant @ Agoge Prospecting School
• Director of Sales Development @ Vercel
• Senior Manager of Sales Development @ Outreach
• SDR Team Lead @ Outreach

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• Agoge Sequence

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.

• 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

FOUR ACTIONABLE TAKEAWAYS

• If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize.
• If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest.
• Don't chase tennis balls. Create equal footing by getting something before we just jump to giving.
• Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every ask through “is this actually the best way for the buyer to get what they're looking for?”

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 TAKEAWAYS

• Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload.
• When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for.
• Be transparent with your team about the reasons behind significant changes, such as quota increases or territory shifts, to help them understand and accept the decisions.
• Create a safe environment for reps by making it acceptable to forecast low numbers if that’s the reality, with categories for worst-case, most likely, and best-case scenarios.

DAVID'S PATH TO PRESIDENT’S CLUB

• Founder @ Cerebral Selling
• Vice President of Sales @ Influitive
• Vice President Commercial Sales @ Salesforce

RESOURCES DISCUSSED

• David's Book: The Sales Leader They Need
• Join our weekly newsletter
• Things you can steal

Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• The Book on Cold Calling
• Outbound Squad

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer.
• What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call.
• Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing.
• List out discovery questions to get people from high-level pain to deeper pain.

PATH TO PRESIDENT’S CLUB

• Director of Commercial Sales @ Zip
• Sales Director @ Celonis
• Strategic Account Executive @ Celonis
• Regional Sales Manager @ Oracle

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• Chase Macaione's Discovery Call Prep Sheet & Guide

Get our book on cold calling "Cold Calling Sucks (and that's why it works)"

Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them.

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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused.
• Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays.
• Assess early-stage deals by confirming if there's a recognized problem and if the prospect is willing to solve it with you.
• Focus on evaluating large early-stage deals first during pipeline reviews, as they are often more crucial than late-stage deals.

PATH TO PRESIDENT’S CLUB

• Sr. Manager, Corporate Sales @ Webflow
• Course Instructor & Founding Member @ pclub.io
• Customer-Led Growth Advisor @ Catalyst Software
• Dir. of Sales @ Outreach

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Hey folks, today's the day.

The book is officially live and the digital version is only $1 until Friday.

You can get the book here :) 

- From your two favorite 30MPC sales goons, Armand and Nick

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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

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FOUR ACTIONABLE TAKEAWAYS

• Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation.
• Not interested: Is it because you’re not interested in influencer software or is it something I said?
• Who is this: Run right back into the permission-based opener again.
• I hate cold calls: Try to set up a non-cold call and get out of their way.

PATH TO PRESIDENT’S CLUB

• Senior Account Executive @ Inveterate
• Sr. Account Executive @ GRIN
• Sales Coach @ CourseCareers
• Business Development Representative @ Connect Searh, LLC
• Business Development Representative @ Arrive Logistics

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Get our book on cold calling "Cold Calling Sucks (and that's why it works)"

Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls

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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales.
• Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations.
• If unsure about a hire, don't proceed. Second-guessing can lead to issues and regret.
• Offer positions without negotiating compensation. Emphasize performance-based pay; top earners prove it on the leaderboard.

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

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 TAKEAWAYS

• Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call.
• Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects.
• After your opener, go through the parts of your pitch, but end with an open-ended question.
• You can either go into “That’s why we should meet” if they give you those three priorities or roll with the objection - “Let me tell you how we work alongside and supplement a recruiter.”

PATH TO PRESIDENT’S CLUB

• 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 our book on cold calling "Cold Calling Sucks (and that's why it works)"

Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE FOUNDER TAKEAWAYS

• Your first customers should come from the founder
• Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are.
• If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing them on as a pilot customer.
• If you're not ready to solve the big problem yet, launch a customer advisory board. Offer a small amount of equity to early advisors who can help develop your product to the point where it can address a significant issue.

PETER'S PATH TO PRESIDENT’S CLUB

• Co-Founder @ Atrium
• Founder @ Modern Sales Pros
• VP of Product @ Monster
• Founder @ TalentBin (Acquired by Monster)

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

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 PRESIDENTS CLUB

• Head of Growth @ NeonPixel
• CEO @ Phone Ready Leads
• CEO @ Student of Sales
• VP of Sales @ Booshaka

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently
• Always be recruiting (ABR) - Regularly connect with potential talent on LinkedIn to build relationships before you need to hire.
• Designate specific days for different tasks - Monday for one-on-ones, Tuesday for outbound, Wednesday and Thursday for deal reviews, and Friday for forecasts.
• Run outbound days, have reps target top C-level prospects and maintain a 45-day forecast with outreach tasks.

PATH TO PRESIDENT’S CLUB

• Regional Director Mid-Market Sales @ Navan
• Manager Commercial Sales @ Navan
• Manager Growth Sales @ Navan
• Enterprise Account Executive @ Navan

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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

FOUR ACTIONABLE TAKEAWAYS

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

PATH TO PRESIDENT’S CLUB

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

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call.

From handling objections to organizing your calendar, this episode has got it all.

Pre-order a copy of our cold calling book and get it FIRST when it launches on August 14th, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs.
• Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities.
• Replaying specific parts of a role play multiple times can effectively demonstrate a candidate's coachability.
• Hiring decisions should be unequivocally positive or negative, avoiding the temptation to settle for average candidates.

PATH TO PRESIDENT’S CLUB

• VP of Sales @ Chameleon
• Senior Director of Sales @ Drift
• Senior Director of Sales @ Litmus
• Sales Manager @ Litmus

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

TOP ACTIONABLE SALES TAKEAWAYS:

• Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily.
• Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins.
• Act as if achieving approvals for concessions is difficult and uncertain, emphasizing the rarity and challenge of gaining internal approvals.
• Finish negotiations in two parts if necessary, using options to force a final trade-off that emphasizes the value of each choice, encouraging a more strategic decision-making process.

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

FOUR ACTIONABLE TAKEAWAYS

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

PATH TO PRESIDENT’S CLUB

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

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable
• Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those
• Have Account Executives dedicate 20% of their time to prospecting a set list of walled off (named) accounts
• Break out your inbound and outbound metrics to make it easier to diagnose the problem if one of those two metrics is falling behind

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update.
• When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten.
• Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do.
• 80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems.

PATH TO PRESIDENT’S CLUB

• CRO @ Vanta
• Founding Partner @ 20SALES
• Founding operator at @ Coalition Postal
• Vice President, Mid-Market Sales @ Twilio

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Hold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust prospecting efforts to ensure accountability and goal achievement.
• When implementing new initiatives, enlist team members who excel in those areas as champions. Their involvement and sharing of experiences will enhance adoption and effectiveness across the team.
• Utilize top-performing team members to shape and structure enablement sessions. This ensures that training content is practical, comprehensive, and directly applicable to real-world scenarios.
• Calculate the number of opportunities and meetings needed to meet sales quotas based on win rates and conversion rates. This systematic approach provides clarity and a roadmap for achieving sales targets effectively.

PATH TO PRESIDENT’S CLUB

• Founder & CEO @ Outbound Squad
• Owner @ Jason Bay Consulting
• Director of Marketing @ Chamber DS, Inc.
• Marketing Director & Corporate Sales Trainer @ National Services Group, Inc.

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

FOUR ACTIONABLE TAKEAWAYS

• Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time.
• If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo.
• When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them.
• Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one?

PATH TO PRESIDENT’S CLUB

• Sr. Director of Global Commercial NL Sales @ Outreach
• Sr. Regional Sales Manager @ RealSelf
• Sr. Sales Manager @ Yelp

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS:

• Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quantitative and qualitative seller performance data.
• Maintain frontline manager capacity at optimal levels (typically up to eight sellers per manager) to ensure effective control and stability in sales force management.
• Implement a structured 90-day ramp-up process for new hires, progressing from training to practical tasks like territory familiarization, prospecting, and live calls, to consistently exceed sales plan expectations.
• Clearly articulate and differentiate between commitment (worst-case scenario) and forecast (expected performance) figures when reporting to stakeholders, ensuring transparency and accuracy in sales projections.

JD'S PATH TO PRESIDENTS CLUB:

• Chief Revenue Officer @ Kantata
• Chief Revenue Officer @ Motus
• Managing Director @ Bravo Solution
• Vice President, Americas @ Workplace Systems

RESOURCES DISCUSSED:

• How to Forecast
• 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

FOUR ACTIONABLE TAKEAWAYS

• Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday.
• Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email.
• The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot.
• Use email to keep threading throughout your sales cycle. One way to do this is through direct mail.

PATH TO PRESIDENT’S CLUB

• Sr. Account Executive IC-5 @ Demandbase
• Strategic Advisor @ Aligned
• Strategic Partner @ Outplay

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• Download Vin's 5 Emails from Prospecting to Close

Here's and update on our reflections from Q2 and what we have planned for July-September 2024 on 30 Minutes To Presidents Club.

❏ Cold Calling Sucks (And That's Why It Works) ❏

➥ Get your Cold Call Care Package: https://30mpc.com/coldcall

➥ Sign up for the preorder release event on objections: https://tactics.30mpc.com/how-to-handle-any-objection-on-a-cold-call

➥ Subscribe so you don't miss "5 Weeks Of Phones": https://tactics.30mpc.com/newsy

➥ Join us in the release and live book summary: https://tactics.30mpc.com/live-book-summary-cold-calling-sucks-and-thats-why-it-works

❏ 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

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FOUR ACTIONABLE TAKEAWAYS:

• Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices.
• Implement a weekly automated report that evaluates closed lost deals, identify recurring themes or challenges, which can then be addressed in trainings with the team.
• Customize training programs based on the required duration and intensity, choosing between short-term focused sessions or extended programs with periodic reinforcements
• Secure commitment from managers and top-performing reps by involving them in training delivery, ensuring their endorsement and active participation to enhance overall effectiveness and adoption among the team.

LEVI'S PATH TO PRESIDENTS CLUB:

• Strategic Sales @ CaptivateIQ
• Director of Global Commercial Sales @ Outreach
• Sales Execution Manager @ Outreach
• Sales Manager, APAC @ Outreach

• 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

FOUR ACTIONABLE TAKEAWAYS

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

PATH TO PRESIDENT’S CLUB

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

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3"
• Consider running team training on Fridays to give reps the weekend to digest and when there are fewer distractions
• The mantras of the Monday morning meeting, if it's the beginning of the month you're talking about top of funnel, if it's the middle of the month you're talking about multithreading, if it's the end of the month you're talking about contracts
• When doing coaching always ask the rep for their feedback before you give your own so it doesn't feel like an attack and you don't tell them what they already know

PATH TO PRESIDENT'S CLUB

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

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

FOUR ACTIONABLE TAKEAWAYS

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

PATH TO PRESIDENT’S CLUB

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

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Structure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they intend to book, then review a good & bad call, finally talk about their career goals
• Set the expectation with your SDR they need to drive the agenda from onboarding onwards
• Do a SDR forecast by reviewing cold (not contacted), warm (contacted and qualified), and hot (contacted, qualified, and some interest)
• Train team on process, probing, and provoking GAP Questions by asking them to write down all the problems their buyers may be facing, then work backwards to outline the questions they can ask to uncover them

PATH TO PRESIDENT’S CLUB

• Head of Sales Development @ AirGarage
• Director of Sales Development @ ServiceTitan
• Senior Sales Manager @ ServiceTitan
• Sales Development Manager @ ServiceTitan
• Sales Development Manager @ ChowNow

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE SALES TAKEAWAYS

• Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research
• Set a PPO agenda, coving the purpose, plan, and outcomes of the call
• Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their expectations
• At the end of the call run the 5-minute drill which includes 3-questions, do you want to buy? When do you want to buy? How do you buy?

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• Early access to The Book on Cold Calling

FOUR ACTIONABLE TAKEAWAYS

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

PATH TO PRESIDENT’S CLUB

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

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that
• Coach forward vs. backwards, coach to prepare so that future performance will be better and they feel more prepared for actual scenarios approaching
• Have each one "What Great Looks Like" exercise per manager per quarter, pick one metric, find the rep who is the best at that, then diagnose the different behaviours they exhibit to adopt across the rest of your team
• Use the "Four Ds" to roll out WGLL across your team - define what good looks like, document it, demonstrate it with training, and deliberately practice it by scoring reps performing the new tactics on calls

PATH TO PRESIDENT’S CLUB

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

RESOURCES DISCUSSED

• Read: Join our weekly newsletter
• Steal: Templates, drips, scripts
• Watch: How to get an accurate picture of your team's pipeline ft. KD
• Listen: How to build a winning sales team ft. KD
• KD's past episodes:
• Build a Winning Sales Team
• Discovery Part 1
• Discovery Part 2
• Getting Prospects to Agree to Their Problem