235 (Lead) The Daily Habits That Set Top Sales Leaders Apart (Jordan Chavez, Navan)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your executive meetings with the top 2-3 priorities, then be quiet and let them explain why they took your call. At the end of the executive meeting, ask them to sponsor you and make intros to each department lead. Test pricing throughout the sales cycle with each department lead so that when the big proposal lands, it can be justified. Not sure if the deal is a waste of time? Ask: is this above or below the line if your budget gets cut? PATH TO PRESIDENT’S CLUB Founding Team-GTM Lead @ Superblocks Enterprise Sales Director @ Snowflake Strategic Account Executive @ Pure Storage District Sales Manager @ Dell EMC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Jul 202334min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice. Use a slight downtone when hearing the response to get prospects to lean in Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having Use “I think this might make sense” before coming in hot with your value prop PATH TO PRESIDENT’S CLUB SVP of Sales and Partnerships at Bench Accounting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

24 Jul 202325min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Offer them value instead of meetings. Frame your asks in terms of what they will get out of the meeting. If someone is on a competitor, offer insights on where that competitor may fall short. Politely illuminate things that might be a bit “off” in their business. Provide an off-ramp for the prospect by making them explain why they are willing to invest in the next step. “Where does this rank in your priorities? You have to do X, you have to do Y.” PATH TO PRESIDENT’S CLUB SVP Sales & Partnerships @ Owner Director of Revenue and Merchant Success @ Shopfiy VP Sales @ League Inc. Director, Inside Sales @ Vision Critical RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

19 Jul 202329min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start with the lay of the land questions > heaven and hell questions > typically questions. If they don’t know the metric they’re trying to improve, it’s your job to educate THEM on the metric you can solve for. Tell. Show. Tell. Tell them what you’re going to show them > show it to them > then tell them what you just showed them and how it relates to what you learned about them in discovery. How to talk about implementation as a sales rep: Talk at the level of [1] the people involved [2] the stages of implementation [3] the timing of implementation. PATH TO PRESIDENT’S CLUB Director of Sales @ Catalyst Software Director of Sales, Commercial @ Outreach Territory Account Executive @ Microsoft Sales Representative @ DocuSign RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Jul 202335min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When prioritizing accounts, try to find the low-hanging internal research (CL Opps, Past Conversations), then move to external research (10-K, New Contact) In weekly 1:1s, do a look back on the past accounts you worked, and a look forward on the new ones. Have specific columns for the SDRs to fill in findings from their outreach. Look for triggers when you’re refreshing an account to change up messaging (New Person, Customer Move, 10-K, New Messaging) Work in 2-hour blocks (2hrs Nike, 2hrs for Adidas). Then use 1:1s to break up the day and refuel. PATH TO PRESIDENT’S CLUB Head of Sales Development @ LiveRamp Director @ Camp Kee Tov Editor @ The Big Picture Sports Blog Program Coordinator @ Playworks RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

5 Jul 202328min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Jason Bay's Multithreading Masterclass Register for the July Tactic TV episode, What Should You Have Said Instead? (Multithreading Edition) ACTIONABLE TAKEAWAYS Create a hypothesis of the key stakeholders involved in the buying process and suggest their involvement by name during the initial call. Focus on selling the desired outcome rather than solely focusing on closing the deal. Involve influential decision-makers early in the sales process and maintain their engagement throughout. PATH TO PRESIDENT'S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Vault Studio (formerly known as Chamber DS) Marketing Director & Corporate Sales Trainer @ College Works Painting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

3 Jul 202312min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t drink and eat yourself to death at a conference. Keep your eye on the ball - meeting prospects. When you pre-set meetings before the conference, talk to the prospect’s team in advance. Focus the conversation on what you learned + what they’re hoping to get out of this. Add pictures of the people you want to meet in a Google doc. At the conference, create organic moments where you find those people. Play musical chairs at the conference - If one happy hour, session, or conversation isn’t a good use of your time, LEAVE. PATH TO PRESIDENT’S CLUB Global VP of Sales @ Starburst Director of Sales @ HackerOne Senior Account Executive @ Lyft Account Executive @ Checkmate.io  RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

28 Jun 202332min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Welcome to the biggest content launch quarter in 30MPC history: https://www.linkedin.com/pulse/q3-30mpc-roadmap-30-minutes-to-president-s-club RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Jun 202317min