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

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

Getting your buyer live on the phone isn’t old school—it’s elite. In this episode, Michelle Cecil, two-time President’s Club winner at Procore, shares how dialing instead of emailing builds trust, collapses timelines, and puts you back in control of your deals. Her approach proves that the phone isn’t dead—it’s your most underused weapon. 🎙 ACTIONABLE TAKEAWAYS: Don’t negotiate over email — Use a “carrot on a stick” to earn a callback, then close the gap in live conversation where nuance and urgency can thrive. Own the reference process — Prep your prospect and your customer, set the agenda, and run the call. You are the producer—don’t outsource the close. Call before big demos — Reach out to every stakeholder with a simple message: “I want this meeting to be worth your time.” You’ll get more replies than you think. JUST DO THIS: Pick one deal in your pipeline. Find a reason to call your champion today—and do it. MICHELLE’S PATH TO PRESIDENT’S CLUB: Commercial AE: 2X President’s Club winner with 11 consecutive fully ramped quarters at or above quota from day one as an AE. AE to Commercial Manager: Promoted 5 times internally from SDR to Enterprise AE to Manager demonstrating consistent growth, adaptability, and long-term impact. Commercial AE: In 8+ years, missed only 2 quarterly numbers RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides JOB LISTINGS Account Executive (Sponsorships) Account Executive (Courses) Content Strategist

Episoder(508)

32 (Sell): Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)

32 (Sell): Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Identify the boundaries to your customers being on your product and refer them out Then, now, how. Before it was this, now it’s this, here’s how you do it. Use typically language when prospects feel they’re the only one with their problem Prep for a few minutes for one persona. Then only dial into 1 persona for an hour. Phil Gerbyshak’s Path to President’s Club: Speaker and Sales Trainer at Digital Selling Strategies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

23 Des 202025min

31 (Sell): Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)

31 (Sell): Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Your first email should have 4 lines: Premise, Hook, CTA, Push/Pull - that's it 16 multi-channel touches over 30 days for a successful sequence Keep your second email simple with: "Any thoughts?" + a little personalization Ask why they chose the competitor and how they have helped to achieve business goals Becc’s Path to President’s Club: CEO & Founder @ Flip the Script Former sales leader at Chorus AND Gong RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

16 Des 202024min

Playbook: Mastering negotiation

Playbook: Mastering negotiation

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to master negotiation. FOUR ACTIONABLE TAKEAWAYS Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before Price is based on internal (timeline, pain points) and external factors (competitve landscape) Explain how price is structured BEFORE you give it, then shut up Seek first to understand - get them to sell themselves first. Discounts need to have a give for get. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

9 Des 202031min

30 (Sell): Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)

30 (Sell): Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: A room with 6 prospects needs at least 2 sales people. Never lose alone. Brief your team on personas, context, and outcomes before jumping onto the live call. Ask everyone what they want to get out of the call. Throw it into the Zoom chat. Customize your demo environments with their logos, role names, and problems. Amyra Rand’s Path to President’s Club VP Sales & Strategic Partnerships, Criteria Corp Chapter VP, AA-ISP VP Sales, Kareo RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

2 Des 202023min

29 (Sell): Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)

29 (Sell): Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Time block when you’re asking for referrals from everyone you’ve ever sold or met with Send a connection with a blank note. You can always delete it, then resend it in LI. Throw the lurking GIF in a Linkedin DM when someone looks at your profile. Have a snippet for every buyer trigger and every objection you get Morgan Ingram’s Path to President’s Club Director of Sales Execution and Evolution, JB Sales Training Host, The SDR Chronicles RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

25 Nov 202028min

28 (Sell): Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)

28 (Sell): Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Get to power by asking someone to sign an NDA - requires a certain rank in the org Find the lowest ranking person in the company who can still buy something Raise prices to get to power - $10k purchases won’t get you to execs Bring in your executives for referrals, for early sponsorship, or for closing it all up Amit Bendov’s Path to President’s Club CEO, Gong.io CEO, SiSense CMO, Panaya RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

18 Nov 202023min

27 (Sell): Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)

27 (Sell): Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Build a shared G Drive of screenshots and GIFs for every competitor and situation Skip the pleasantries in your emails. I know you’re on this competitor, here’s a GIF. Know what to look for before you look for it. Stack rank your triggers, then research. “Hey it’s Jeremy from LeadIQ, is it cool if I explain the reason for my call in RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

11 Nov 202025min

26 (Sell): Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)

26 (Sell): Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Start all of your LinkedIn interactions with info about them and a tailored video Mix up your account based tailoring and person level tailoring Start every disco with “what do you wanna get out of this call?” Open with “thanks for taking my call, do you have a moment before your next meeting?” James Buckley’s Path to President’s Club Director of Sales Evolution and Execution at JBarrows Consulting Board Of Directors & Host of The UNCrushed Podcast RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

4 Nov 202025min

Populært innen Business og økonomi

stopp-verden
dine-penger-pengeradet
e24-podden
rss-penger-polser-og-politikk
rss-borsmorgen-okonominyhetene
tid-er-penger-en-podcast-med-peter-warren
pengepodden-2
finansredaksjonen
livet-pa-veien-med-jan-erik-larssen
utbytte
morgenkaffen-med-finansavisen
rss-sunn-okonomi
stormkast-med-valebrokk-stordalen
okonomiamatorene
lederpodden
aksjesladder
stinn-av-gryn
aksjepodden
nordnet-norge
pengesnakk