Build a Sales Team That Hits President’s Club Every Year | Marcus Chan | Lead Ep. 331

To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call. From handling objections to organizing your calendar, this episode has got it all. Pre-order a copy of our cold calling book and get it FIRST when it launches on August 14th, 2024

19 Jul 202456min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs. Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities. Replaying specific parts of a role play multiple times can effectively demonstrate a candidate's coachability. Hiring decisions should be unequivocally positive or negative, avoiding the temptation to settle for average candidates. PATH TO PRESIDENT’S CLUB VP of Sales @ Chameleon Senior Director of Sales @ Drift Senior Director of Sales @ Litmus Sales Manager @ Litmus RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

18 Jul 202434min

TOP ACTIONABLE SALES TAKEAWAYS: Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily. Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins. Act as if achieving approvals for concessions is difficult and uncertain, emphasizing the rarity and challenge of gaining internal approvals. Finish negotiations in two parts if necessary, using options to force a final trade-off that emphasizes the value of each choice, encouraging a more strategic decision-making process. ARMAND'S PATH TO PRESIDENTS CLUB: Founder @ 30MPC VP of Sales @ Pave Director of Sales @ Carta RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

16 Jul 202440min

FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing. PATH TO PRESIDENT’S CLUB Senior Account Executive @ Inveterate Sr. Account Executive @ GRIN Business Development Representative @ Connect Search, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

15 Jul 202427min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those Have Account Executives dedicate 20% of their time to prospecting a set list of walled off (named) accounts Break out your inbound and outbound metrics to make it easier to diagnose the problem if one of those two metrics is falling behind RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

11 Jul 202437min

FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity. Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting. When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Webflow Senior Account Executive @ Webflow Account Executive @ Webflow Senior Corporate Account Executive @ Udemy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

9 Jul 202435min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten. Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do. 80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems. PATH TO PRESIDENT’S CLUB CRO @ Vanta Founding Partner @ 20SALES Founding operator at @ Coalition Postal Vice President, Mid-Market Sales @ Twilio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Jul 202434min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Hold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust prospecting efforts to ensure accountability and goal achievement. When implementing new initiatives, enlist team members who excel in those areas as champions. Their involvement and sharing of experiences will enhance adoption and effectiveness across the team. Utilize top-performing team members to shape and structure enablement sessions. This ensures that training content is practical, comprehensive, and directly applicable to real-world scenarios. Calculate the number of opportunities and meetings needed to meet sales quotas based on win rates and conversion rates. This systematic approach provides clarity and a roadmap for achieving sales targets effectively. PATH TO PRESIDENT’S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, Inc. Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

4 Jul 202434min