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

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

FOUR ACTIONABLE SALES TAKEAWAYS

Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions

Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped

Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", "

Recap what you've learned and give back by sharing a story or a very short "harbour tour demo"


RESOURCES DISCUSSED

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Things you can steal

Early access to The Book on Cold Calling

FOUR ACTIONABLE TAKEAWAYS

Ask your inbound leads what prompted them to take the call.

Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. 

Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language.

Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions)


PATH TO PRESIDENT’S CLUB

Co-Founder & CEO @ Stealth Startup

Director of Sales & Go-To-Market @ Gong

Co-Founder & CEO @ Conversature

Regional Sales Manager - New Business @ InsideSales.com 


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Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control

Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing incentive will move the close date

Ask the same 5 questions in deal review - Deal size, deal close date, buyer buy in, next step, and any incentives on the deal. Send the update to your leader for upward transparency

Only have reps forecast deals in pipeline for the month then run the historical math to see what may change both positive or negative


PATH TO PRESIDENT’S CLUB

COO @ Growth Assistant

VP of Sales @ Lattice

Sales Director @ Lattice

VP of Sales @ Appcues


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Things you can steal

FOUR ACTIONABLE SALES TAKEAWAYS

Recognize your SE and team members who help you on deals & onsites

Call each attendee after a meeting to thank them for their time and ask them for their feedback

When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask

Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state


PATH TO PRESIDENT’S CLUB

Commercial Sales Manager @ Procore

Account Executive, Enterprise @ Procore

Account Executive, Majors @ Procore

Account Executive, Mid-Market @ Procore


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Things you can steal

FOUR ACTIONABLE TAKEAWAYS

Don’t let the fear of breaking rapport prevent you from asking for the next step.

Answer the yes-or-no questions and SHUT UP!

Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it.

Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand.


PATH TO PRESIDENT’S CLUB

CEO & Founder @ ZoomInfo

CEO & Co-founder @ DiscoverOrg

Adjunct Professor @ Washington State University


RESOURCES DISCUSSED

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Things you can steal