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

ACTIONABLE TAKEAWAYS


Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect.


Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options:

Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing.

Decide whether to follow their criteria or to prospect directly to reach your goal.


Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion.


Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts.


PATH TO PRESIDENTS CLUB

Chief Revenue Officer @ Influ2

Vice President of Sales @ Siteimprove

Vice President of Sales @ Apruve

Vice President of Sales @ Siteimprove

Director of Sales @ Siteimprove


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FOUR ACTIONABLE TAKEAWAYS

Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday.

Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email.

The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot.

Use email to keep threading throughout your sales cycle. One way to do this is through direct mail.


PATH TO PRESIDENT’S CLUB

Sr. Account Executive IC-5 @ Demandbase

Strategic Advisor @ Aligned

Strategic Partner @ Outplay


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Download Vin's 5 Emails from Prospecting to Close

Here's and update on our reflections from Q2 and what we have planned for July-September 2024 on 30 Minutes To Presidents Club.

❏ Cold Calling Sucks (And That's Why It Works) ❏

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FOUR ACTIONABLE TAKEAWAYS:

Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices.

Implement a weekly automated report that evaluates closed lost deals, identify recurring themes or challenges, which can then be addressed in trainings with the team.

Customize training programs based on the required duration and intensity, choosing between short-term focused sessions or extended programs with periodic reinforcements

Secure commitment from managers and top-performing reps by involving them in training delivery, ensuring their endorsement and active participation to enhance overall effectiveness and adoption among the team.


LEVI'S PATH TO PRESIDENTS CLUB:

Strategic Sales @ CaptivateIQ

Director of Global Commercial Sales @ Outreach

Sales Execution Manager @ Outreach

Sales Manager, APAC @ Outreach


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FOUR ACTIONABLE SALES TAKEAWAYS

When looking for intel on an account, consider reaching out to ex-employees for insider info

Record simple videos, dont be corny, send them natively on LinkedIn

Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach

All personas exist on LinkedIn, don't write it off as a prospecting channel


PATH TO PRESIDENT’S CLUB

Regional Sales Director @ MongoDB

Snr Team Lead High Tech Account Executive @ MongoDB

High Tech Account Executive @ MongoDB

Enterprise Account Executive @ Ivanti


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FOUR ACTIONABLE TAKEAWAYS

Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone.

Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem.

Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up.

Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off?


PATH TO PRESIDENT’S CLUB

Founder & Host @ 30 Minutes to President’s Club

VP of Sales @ Pave

Director, Sales @ Carta

Sr Associate, Corporate Strategy & Venture Investments @ Flex


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