30 Minutes to President's Club | No-Nonsense Sales 30MPC

Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close

FOUR ACTIONABLE SALES TAKEAWAYS

Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information

Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time

When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the emotions they felt

If confirming a meeting within one week send a reminder the day before if confirming a meeting more than a week out do a 1 week and day before reminder


PATH TO PRESIDENT’S CLUB

VP of Sales @ Boomerang

Chief Revenue Officer @ Table Needs

VP of Fundraising & Business Development @ Table Needs

Head of Sales & Business Development @ Table Needs


RESOURCES DISCUSSED

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Things you can steal

FOUR ACTIONABLE TAKEAWAYS

PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business.

Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions. 

When someone tells you what they want, restate it as a pain point. Turn solutions into problems. 

The transition between discovery and demo is the perfect time for “might make sense”.


PATH TO PRESIDENT’S CLUB

SVP of Sales and Partnerships @ Bench Accounting

Practice Lead, Revenue Leadership @ Winning by Design

VP of Inside Sales @ PatientPop Inc.

Head of Sales Enablement & Development @ ServiceTitan

VP of Sales @ SnackNation


RESOURCES DISCUSSED

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Things you can steal

FOUR ACTIONABLE TAKEAWAYS

Structure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they intend to book, then review a good & bad call, finally talk about their career goals

Set the expectation with your SDR they need to drive the agenda from onboarding onwards

Do a SDR forecast by reviewing cold (not contacted), warm (contacted and qualified), and hot (contacted, qualified, and some interest)

Train team on process, probing, and provoking GAP Questions by asking them to write down all the problems their buyers may be facing, then work backwards to outline the questions they can ask to uncover them


PATH TO PRESIDENT’S CLUB

Head of Sales Development @ AirGarage

Director of Sales Development @ ServiceTitan

Senior Sales Manager @ ServiceTitan

Sales Development Manager @ ServiceTitan

Sales Development Manager @ ChowNow


RESOURCES DISCUSSED


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Steal: Templates, drips, scripts

FOUR ACTIONABLE SALES TAKEAWAYS

Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research

Set a PPO agenda, coving the purpose, plan, and outcomes of the call

Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their expectations

At the end of the call run the 5-minute drill which includes 3-questions, do you want to buy? When do you want to buy? How do you buy?


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Things you can steal

Early access to The Book on Cold Calling

FOUR ACTIONABLE TAKEAWAYS

Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels.

Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.

Document your channel validation. For phones: direct vs operator, validated vs not validated, etc.

Focus on the tone/pace of your opener vs the words themselves. Then preface with the intent of your call to lower their guard.


PATH TO PRESIDENT’S CLUB

Student of Sales, Principal @ Reisert Consulting

Director, Paid Media + Audience @ Sprinklr

VP Sales @ Booshaka, Inc. (Acquired by Sprinklr)


RESOURCES DISCUSSED

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Things you can steal

FOUR ACTIONABLE TAKEAWAYS

When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that

Coach forward vs. backwards, coach to prepare so that future performance will be better and they feel more prepared for actual scenarios approaching

Have each one "What Great Looks Like" exercise per manager per quarter, pick one metric, find the rep who is the best at that, then diagnose the different behaviours they exhibit to adopt across the rest of your team

Use the "Four Ds" to roll out WGLL across your team - define what good looks like, document it, demonstrate it with training, and deliberately practice it by scoring reps performing the new tactics on calls


PATH TO PRESIDENT’S CLUB

SVP of Sales and Partnerships @ Bench Accounting

Practice Lead, Revenue Leadership @ Winning by Design

VP of Inside Sales @ PatientPop Inc.

Head of Sales Enablement & Development @ ServiceTitan

VP of Sales @ SnackNation


RESOURCES DISCUSSED


Read: Join our weekly newsletter



Steal: Templates, drips, scripts



Watch: How to get an accurate picture of your team's pipeline ft. KD



Listen: How to build a winning sales team ft. KD


KD's past episodes:

Build a Winning Sales Team

Discovery Part 1

Discovery Part 2

Getting Prospects to Agree to Their Problem