97 (Sell): Handling the tough objections (Tom Alaimo, Growth Account Executive @ Gong)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Prep your champion when re-engaging an opportunity so they aren’t blindsided. Keep your emails light. Fewer links, attachments, etc. tend to work better. Stop overcomplicating your CTAs with word games or aggressive asks. Try to unpack all the possible underlying causes in a vague objection. PATH TO PRESIDENT’S CLUB Growth Account Executive @ Gong RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
4 Mai 202230min
96 (Sell): Finding success by adding structure to your prospecting Outreach (Anthony Natoli, Commercial AE @ Outreach)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Send three touches on your first outreach - personalized email, call, LinkedIn connect. Keep your subject lines at 1-3 words with a clear value prop segue in the body. Avoid process related problems when prospecting above the line. Re-visit your research before refreshing your outreach on a cold account. PATH TO PRESIDENT’S CLUB Commercial AE @ Outreach Former Mid-Mkt Growth Account Director @ Demandbase RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
27 Apr 202231min
95 (Sell): Prospecting at scale without compromising personalization (Alan Shen, Data Account Executive @ Pave)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Split your prospecting in 3 buckets (find 25 accounts, research 25, sequence 25). Run a report for any accounts with “[in]” activity when pulling prospects. Look for the same 3-4 key triggers every time you’re researching prospects. Build snippets for each of those triggers to personalize at scale. PATH TO PRESIDENT’S CLUB Data Account Executive @ Pave RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
20 Apr 202229min
Hall of Fame: Kyle Coleman Ep. 4 & 47
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
18 Apr 202253min
94 (Sell): Utilizing a JEP to drive multithreading and upsells (Anna Romeka, Enterprise Account Manager @ TripActions)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Always provide context before asking for access to power. Start your JEP with critical events and work backwards from there. Mitigate risk by establishing and aligning on the next three steps of the buying cycle. Request specific names to key stakeholders early in the process to make the ask easier. PATH TO PRESIDENT’S CLUB Enterprise Account Manager @ TripActions RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
13 Apr 202231min
93 (Sell): Prospecting in unconventional ways (Jimmy Comodeca, SDR Manager @ Copilot.cx)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Look at LinkedIn activity and reverse engineer prospecting messaging from there. Join relevant, public Slack groups and build a reputation before engaging. Record valuable information like teammates, vacations, and cell numbers in OOO replies. Work accounts above the line, and below (AEs above, SDRs below). PATH TO PRESIDENT’S CLUB SDR Manager @ Copilot.cx Co-founder @ The SDR Newsletter RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
6 Apr 202228min
92 (Sell): Mutually establishing the buying process by being more direct (Tom Hemmingsen, Head of Mid-Market and Sales Dev @ Thrive)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Always confirm that you have the right people and processes mapped out. Drive velocity with critical events like renewal date or company initiative. Lean on your manager to ask the hard questions once you get to power. Leverage mutual action plans to hold prospects accountable. PATH TO PRESIDENT’S CLUB Head of Mid-Market and Sales Dev @ Thrive Former Senior Director, Commercial Sales @ Five9 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
30 Mar 202228min
91 (Sell): Joining the resistance to create openings (Josh Braun, Founder @ Josh Braun Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Label and agree with objections to lower the zone of resistance. Create an opening by asking “what’s your take on [something they can’t do]”. Highlight business impacts by asking “are you aware of [relevant insight]”. Stop reacting and pitching. Instead, lean on humor and interest. 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
23 Mar 202231min
