70 (Sell): Breaking down negotiation tactics against every type of buyer persona (Morgan Melo, Sales @ Pave)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Use “typically” questions to demonstrate your credibility. Avoid the generic, open-ended q’s. * Lean on your relationship with the champion to be confident you have the deal BEFORE negotiation. * Figure out all of the non-ARR related gives in your toolbelt and leverage those first. * Laugh when you get a ridiculous ask on pricing if you’ve gotten agreement on the value. ====================== Morgan’s Path to President’s Club: * Sales @ Pave * Former AE @ Carta * Client Strategist @ PwC ====================== RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
6 Okt 202130min
69 (Sell): Adapting to the future of sales and prospecting into the millennial customer base (Collin Cadmus, Founder @ CollinCadmus.com)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Optimize your voicemail for transcription - keep it simple and skip the feature dump. * Get your golden nugget and turn it into a Next Step - don’t keep digging. * Keep your prospecting short and sweet to avoid rabbit holes. * Find different people/partners you can exchange leads with to keep our pipeline full. ====================== Collion’s Path to President’s Club: * Founder @ CollinCadmus.com * Former VP Sales @ Aircall RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
29 Sep 202128min
68 (Sell): Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Segment your cadences based on industry / persona to further personalize. * Target multiple departments of your prospect’s business. Don’t just stop when you reach one. * Always be prepared to “give” with an initial theory on the prospect’s pains based on the market. * Avoid going right to the demo without getting some discovery in return. ====================== Tonima’s Path to President’s Club: * Senior AE @ Slack * Former Sales Manager @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
22 Sep 202128min
67 (Sell): Becoming the CEO of your territory in your path to President’s Club (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Ask your customer how they build business cases instead of just sending over your ROI sheet. * Give an intentionally large range when asked about pricing to gauge where they stand. * Get as many referrals as you can, from as many teammates as you can - “Shark Week” * After the pricing “give”, you should always ask for the budgeting process as a “get” ====================== Anthony’s Path to President’s Club: * VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari * RVP of Enterprise Sales @ Oracle THE LATEST FROM 30MPC Tactic TV Toolkits & Templates THE LATEST FROM 30MPC Tactic Teardown Toolkits & Templates THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick’s Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) Boomerang: Tactics for Peak Productivity RocketReach: 8 ways to triple your phone connects and email opens Influ2: 9 Ways to Humanize Your Outreach Discovery & Demo Otter.ai: The Ultimate Discovery Checklist Calendly: Speed up your sales cycle & increase revenue Klue: Dismantling Competitors Clari: How to Sell to the CFO Sales Process Pipedrive: 5 deal cheat codes to cut your sales cycle in half Demandbase: 6 Templates to Accelerate Deals Superhuman: 6 Ways To Be An Inbox Superhuman Gong: Master Class Qwilr: Sales Proposal Upgrade Outreach: 1 Sequence to Create and 5 Templates to Close Salesloft: Selling to Power ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :)
15 Sep 202129min
66 (Sell): Getting to power with the right deals, at the right time (Ian Koniak, Founder of Ian Koniak Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Explain why any step would be better than the status-quo. Next, explain why your solution fits best. * Utilize your champion (until proven guilty) at which time it is okay to go over their head. * Never bash your champion, they will likely get reintroduced later on in the cycle. * Share your thesis when speaking with an executive, then jump into the gravity in their eyes. ====================== Ian’s Path to President’s Club: * Founder of Ian Koniak sales training/consulting * Strategic Account Director @ Salesforce.com * #1 Account Executive in the Enterprise Select Division of Salesforce.com * 42+ consecutive months over quota RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
8 Sep 202130min
65 (Sell): Speed up your deal cycle with Second Voice and hitting the phones (Lydia Rahill, Director of Strategic Expansion @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * De-prioritize prospects that aren’t willing to commit to a re-connect call. * Always have the meeting scheduled by the end of your current one. * Have your boss send you an email to forward to your prospect. * Ask for internal emails in your negotiations to get prospects to commit. ====================== Lydia’s Path to President’s Club: * Over 300% of quota achiever @ CB Insights * Irelands’ 30 under 30 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
1 Sep 202122min
64 (Sell): Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Avoid no-decisions by focusing on the impact of inaction to drive a business case. * Always know the next steps (value) for every deal in your pipe + the result once you provide it. * Establish the agenda for your next meeting at the end of your current meeting. * Double down on the high priority items in an RFP and put the other questions on the backburner. ====================== Andy’s Path to President’s Club: * Host of Sales Enablement Podcast * Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". * Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
25 Aug 202125min
63 (Sell): Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Figure out the cost of inaction when a prospect says “this isn’t a priority right now”. * Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product. * Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time). * A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you. ====================== Josh’s Path to President’s Club: * Founder, Josh Braun Sales Training * Former Head of Sales @ Basecamp * Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
18 Aug 202130min
