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

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


Read: Join our weekly newsletter



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?


RESOURCES DISCUSSED

Join our weekly newsletter

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

Join our weekly newsletter

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

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

Join our weekly newsletter

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 


RESOURCES DISCUSSED

Join our weekly newsletter

Things you can steal