How to Deliver Hard News and Lead Through Tough Times | Patricia DuChene | Ep.  307 (Lead)

How to Deliver Hard News and Lead Through Tough Times | Patricia DuChene | Ep. 307 (Lead)

FOUR ACTIONABLE TAKEAWAYS: Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust. Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate. Create a lever cheat sheet for your sellers so they know what they can give (discounts, services) and what to ask for in return to protect deal value. After major changes like a RIF, give the team a week to process, then reset expectations with managers leading the charge into the "new normal." PATH TO PRESIDENT’S CLUB: Chief Revenue Officer, Postal VP of International Sales, Wrike Senior Director of Sales, Wrike RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

Episoder(510)

104 (Sell): Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum)

104 (Sell): Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Define success criteria before going into a pilot so you don’t waste your time. Run two products during the POC so your buyers choose between your options vs the competition. Establish a buying window by highlighting a compelling event OR the cost of inaction. Prioritize your pipeline as finish line deals > pilots > open deals > warm follow-ups. PATH TO PRESIDENT’S CLUB Director of Sales @ Orum Former Account Executive @ Namely Former Brand Ambassador @ Uber RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

29 Jun 202230min

103 (Sell): Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)

103 (Sell): Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap to the buyer of where they are in the journey after every discovery call. Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Drift Former VP Sales @ Altocloud | Acquired by Genesys Former Direct, Sales @ SmartBear RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

22 Jun 202228min

102 (Sell): Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting)

102 (Sell): Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t just set the next steps. Set the next next steps. 2nd meeting demos should be 100% business application focused. NOT technical. Set that expectation upfront. In the 3rd meeting, lead with top 3 themes you’ve heard, then ask “what do you think?” before jumping into demo. In that meeting, have a 5 minute exec demo and a deep dive demo in your back pocket. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

15 Jun 202230min

101 (Sell): Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)

101 (Sell): Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Incept interest early by citing articles, years at role, X times they’ve had role, etc. Find and rank top triggers, then use the first one you find when doing outreach. Establish trust by pointing out challenges or differences with typical customer profiles. Find design partners by being honest upfront with where your vision / product gaps are. PATH TO PRESIDENT’S CLUB Operating Partner @ Glasswing Ventures Former Co-Founder @ Reprise Former VP Sales @ Chorus Former VP Sales @ InsightSquared RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Jun 202228min

Playbook: Top 10 moments that change the way we sell

Playbook: Top 10 moments that change the way we sell

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

1 Jun 202229min

100 (Sell): Challenging your customer to ensure the best mutual fit  (Stephen Guerguy, Enterprise Sales Leader @ Monte Carlo)

100 (Sell): Challenging your customer to ensure the best mutual fit (Stephen Guerguy, Enterprise Sales Leader @ Monte Carlo)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitors during the requirement gathering phase. Require an exec level bridge with your CEO instead of spending hours in an RFP. Use carrots to drive close when internal compelling events are lacking. PATH TO PRESIDENT’S CLUB Enterprise Sales Leader @ Monte Carlo Former Enterprise Sales @ Segment (acquired by Twilio) Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

25 Mai 202232min

99 (Sell): Becoming a consultant in your sales cycle (Tonito De Leon, Senior Manager of Business Development @ Reprise)

99 (Sell): Becoming a consultant in your sales cycle (Tonito De Leon, Senior Manager of Business Development @ Reprise)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Whiteboard out the vision state once you’ve identified the pain. Link their current state with how far off they are from their vision state. Bring new members back up to speed before jumping right into the demo. Use self deprecation on your cold calls - put it on yourself to lower the guard. PATH TO PRESIDENT’S CLUB Senior Manager of Business Development @ Reprise Founding Account Executive @ Amplemarket Former  Account Executive @ Mixmax RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

18 Mai 202225min

98 (Sell): Writing better emails with data-backed optimization (Will Allred, Co-Founder & COO @ Lavender)

98 (Sell): Writing better emails with data-backed optimization (Will Allred, Co-Founder & COO @ Lavender)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Avoid using first names or commands in your subject lines. Use unsure tones (e.g. typically, usually) instead of informative tones in your emails. Never ask more than one question in an email. Sending 50 word emails yields better results than 125 word emails. PATH TO PRESIDENT’S CLUB Co-Founder & COO @ Lavender RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

11 Mai 202229min

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