Why You’re Losing Deals by Not Picking Up the Phone | Ep. 319 | Michelle Cecil

FOUR ACTIONABLE TAKEAWAYS Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload. When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for. Be transparent with your team about the reasons behind significant changes, such as quota increases or territory shifts, to help them understand and accept the decisions. Create a safe environment for reps by making it acceptable to forecast low numbers if that’s the reality, with categories for worst-case, most likely, and best-case scenarios. DAVID'S PATH TO PRESIDENT’S CLUB Founder @ Cerebral Selling Vice President of Sales @ Influitive Vice President Commercial Sales @ Salesforce RESOURCES DISCUSSED David's Book: The Sales Leader They Need Join our weekly newsletter Things you can steal

22 Aug 202439min

Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call RESOURCES DISCUSSED Join our weekly newsletter Things you can steal The Book on Cold Calling Outbound Squad

20 Aug 202451min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call. Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing. List out discovery questions to get people from high-level pain to deeper pain. PATH TO PRESIDENT’S CLUB Director of Commercial Sales @ Zip Sales Director @ Celonis Strategic Account Executive @ Celonis Regional Sales Manager @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Chase Macaione's Discovery Call Prep Sheet & Guide

19 Aug 202439min

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them. Join our weekly newsletter Things you can steal

16 Aug 202411min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused. Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays. Assess early-stage deals by confirming if there's a recognized problem and if the prospect is willing to solve it with you. Focus on evaluating large early-stage deals first during pipeline reviews, as they are often more crucial than late-stage deals. PATH TO PRESIDENT’S CLUB Sr. Manager, Corporate Sales @ Webflow Course Instructor & Founding Member @ pclub.io Customer-Led Growth Advisor @ Catalyst Software Dir. of Sales @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

15 Aug 202436min

Hey folks, today's the day. The book is officially live and the digital version is only $1 until Friday. You can get the book here :)  - From your two favorite 30MPC sales goons, Armand and Nick Join our weekly newsletter Things you can steal

14 Aug 202458min

ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers. SAM'S PATH TO PRESIDENTS CLUB: CEO @ Sam Sales Head of Enterprise Sales @ LinkedIn Vice President North America Sales @ ON24 Join our weekly newsletter Things you can steal

13 Aug 202438min

FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-cold call and get out of their way. PATH TO PRESIDENT’S CLUB Senior Account Executive @ Inveterate Sr. Account Executive @ GRIN Sales Coach @ CourseCareers Business Development Representative @ Connect Searh, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Aug 202434min