211 (Sell) Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)

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

2 Jul 202430min

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

1 Jul 202434min

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

27 Jun 202437min

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

25 Jun 202434min

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

24 Jun 202431min

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 202436min

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