4 (Sell): Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari)

Enjoy this clip from episode 247 w/ Charles Muhlbauer 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

30 Des 202410min

ACTIONABLE TAKEAWAYS Prioritize Storytelling: Assess storytelling skills during interviews and coach reps on it. It's a foundational human communication skill that drives sales success. Evaluate Questions Asked: Learn as much from the questions a rep asks as you do from their answers. It reveals their curiosity and understanding. Mock Pitch Preparation: Let candidates pitch your product with basic information provided, such as target personas, company size, and common challenges. Avoid setting them up to fail. Grade with Context: When evaluating candidates, adjust expectations. Benchmark them one level lower than your top AEs to account for their lack of product knowledge. ANDREWS'S PATH TO PRESIDENTS CLUB: Head of Sales @ Superhuman Sr Director of Sales @ Scale AI Head of Global Email Sales & GTM @ Twilio Manager Enterprise Sales @ Twilio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

26 Des 202440min

ACTIONABLE TAKEAWAYS Leverage POC Momentum: Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal. Involve Executives in POCs: Require VP-level involvement for POCs. Share examples of risks when executives are excluded to build alignment and trust. Confirm POC Entry Criteria: Secure problem agreement, power alignment, and price understanding before starting a POC to avoid misalignment. Set Realistic Exit Goals: Use achievable metrics, like output benchmarks, within the POC timeframe. Avoid long-term criteria that extend beyond the POC. DEREN'S PATH TO PRESIDENTS CLUB SVP of Sales @ JustCall VP WW Sales @ Ambassador Labs Global Head of Data Analytics Sales @ Google Head of Looker North American Sales @ Google RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

24 Des 202440min

FOUR ACTIONABLE TAKEAWAYS 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. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. 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

23 Des 202435min

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

19 Des 202440min

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

17 Des 202437min

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

16 Des 202439min

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

12 Des 202434min