Playbook: Top 10 moments that change the way we sell

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 Join our weekly newsletter Things you can steal

21 Jun 202420min

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

20 Jun 202438min

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

18 Jun 202433min

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

17 Jun 202431min

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

13 Jun 202442min

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

11 Jun 202431min

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

10 Jun 202427min

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

6 Jun 202433min