19 (Sell): Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs. There's a top-down financial plan and a bottoms-up forecast. Use that to calibrate the SDR team on exactly what they need to attack to hit their number but ensure we don't put pressure on the AE team when they walk into quarters with low coverage. Everyone has to forecast at top of funnel. Marketing, SDR, even the account directors should have top of funnel quotas to meet. All of those roll up into one big bottoms-up forecast that tell you if you're gonna hit your number in three months. How you leave the batter's box matters. Make SDR forecasting easier by getting half of your meetings on the books already. After the third objection, have your SDRs tell the prospect that they’ll reach out again in 30 days and have them send a five minute hold as a reminder. They will enter the next month. PATH TO PRESIDENT’S CLUB VP of Inside Sales @ Clari Global Head of Inside Sides and Revenue Development @ Clari Director of Sales @ Clari Enterprise Sales Director, West @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

4 Apr 202432min

FOUR ACTIONABLE TAKEAWAYS If you don’t have enough pain, ask for some documentation prior to the demo. The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call. Link the demo portions specifically back to WHO SAID they had the problem. Give your champion an email sequence to share with people during the PoC. PATH TO PRESIDENT’S CLUB Senior Manager, Sales Engineering @ Grammarly Senior Sales Engineer, Value Realization Lead @ Grammarly Sales Engineer @ Grammarly Solutions Consulting & Customer Insights @ Onera, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

2 Apr 202429min

ACTIONABLE TAKEAWAYS Do the opposite of every single thing Corporate Bro Says Listen to Corporate Bro on his podcast Demoted Follow Corporate Bro on social: Instagram and YouTube RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

1 Apr 202421min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize. Tuning Your Discount Matrix. Look at your current avg. discount, then make the matrix a bit better. Get a little incremental revenue out of improving discounting. The multi-Year Deal Grid. Show where a customer’s cost might change as they grow / shrink. But don’t pre-agree to growth. Speedy Meetings Are Better Meetings. Consider starting all of your meetings at the :05 mark to avoid perpetual call delays and unfocused discussions. PATH TO PRESIDENT’S CLUB VP of Sales @ Multiplier Limited Partner @ GTMfund Head of Sales, New Products @ Lattice Director of Sales, Strategic & Corporate @ Lattice RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

28 Mar 202433min

Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls FOUR ACTIONABLE TAKEAWAYS Explain things in your customer’s language. Adapt data and demos to how the customer works and thinks. Involve your champion in every customer touchpoint because they will help share context and help be your co-quarterback for the deal. Ask your buyer to correct you. When you get to the point of the sale where you’re walking through next steps for evaluation, be ok with being corrected. Go beyond the basics when an internal call partner joins your meeting. Ask questions specific to them - their business challenges, or what does success look like for them. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Deel Enterprise Revenue Director @ Clari Mid-Market Revenue Director @ Clari Commercial Revenue Director @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Mar 202432min

FOUR ACTIONABLE TAKEAWAYS: Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility. Keep your demo’s interactive by asking the prospect what jumps out to them right away. Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions) COREY'S PATH TO PRESIDENT'S CLUB: Co-Founder @ CoachCRM Co-Founder & Board Member @ ClozeLoop Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit Head of Sales @ Ravel Law RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

25 Mar 202429min

Q2 ROADMAP We wrote the book on Cold Calling: Preview the Intro Mr. Miyagi Method: 18 Cold Call Objections & How to Handle Twitter: Follow Armand YouTube: Stay Tuned Tactic Teardowns: Register for Q2 Sessions Kevin “KD” Dorsey Joins the Club: Congratulate KD RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

22 Mar 202414min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Increase the surface area of your luck. Sometimes, getting promoted takes luck. So help out as much as possible in all the places you can. Don’t let a slow burn hurt others. If a rep isn’t ready to be promoted, provide feedback early. Don’t create an environment where a toxic attitude spreads. Test drive managers before promoting. Insert the best candidate in actual situations. Communicate your decision with the team so everyone is on the same page. Make prospecting initiatives universal. If you’re driving your team to outbound — update your hiring profile, team meetings, and dashboards. Make it crystal clear PATH TO PRESIDENT’S CLUB VP of Sales @ Guesty VP of Sales & Customer Success @ Capchase VP of Sales & Partnerships @ Alibaba Group Dir. of Sales @ Alibaba Group RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

21 Mar 202431min