230 (Lead) Driving Accountability and Empowering Sales Teams for Peak Performance (Jason Bay, Outbound Squad)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Build a top 25 accounts list that meet your criteria on space, prestige, size, etc. Have a non-hideous resume with short, punchy sentences and specific numbers. Prep for your interview by developing a point of view from the company’s perspective. Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

19 Sep 202234min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your email with research personalization to stand out in the inbox (vs generic greeting). Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements). Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch. Reach out to your prospect immediately after they engage with your content - no need to wait for the next sequence step. PATH TO PRESIDENT’S CLUB Account Executive @ Salesloft Team Lead, Sales Development @ Integrate SDR @ Akkroo, an Integrate company Enterprise SDR @ PatSnap RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

14 Sep 202230min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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

7 Sep 202231min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future. Give pricing early and pivot based on reactions. If you end up giving concessions, always add an expiration date. Stay engaged while your SE is demoing. It’s on you to keep the call on track. Use the Zoom gallery view to identify unengaged participants - ask them easy questions to keep them interested. PATH TO PRESIDENT’S CLUB Principal Account Executive @ Dialpad Account Executive @ Invoca SDR @ Velocify (acquired by Ellie Mae) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

31 Aug 202234min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle. Review the key steps of your plan live in EVERY call rather than just sending it once through email. Make a coach / champion determination by asking about past purchasing experience. Send the blank connect request on LinkedIn when mass prospecting - skip the “fake” tailoring. PATH TO PRESIDENT’S CLUB EVP, Sales & Customer Success @ Insight Partners SVP, Revenue Strategy @ Salesloft Head of Sales Strategy & Enablement @ CB Insights SVP & Head of Sales Strategy @ GLG RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

24 Aug 202229min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”. Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards. Seek out referrals by finding tangential partners to trade leads with. Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

17 Aug 202236min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving into features until you've established “why change?” and “why now?”. Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions. Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

10 Aug 202232min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stay top of mind with your closed/lost opps with introductions, referrals, and nuggets (don't be another email marketer). Re-engage former customers at new companies by proposing how your product fits them in their new role/company. Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion. Get a new champion by finding the next biggest fan and ramping them with condensed steps that you've already taken in the deal. PATH TO PRESIDENT’S CLUB Co-founder & CEO @ Champify VP, Sales @ Heap Account Executive @ Square Sales Engineer @ SAP RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

3 Aug 202230min