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

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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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3"

Consider running team training on Fridays to give reps the weekend to digest and when there are fewer distractions

The mantras of the Monday morning meeting, if it's the beginning of the month you're talking about top of funnel, if it's the middle of the month you're talking about multithreading, if it's the end of the month you're talking about contracts

When doing coaching always ask the rep for their feedback before you give your own so it doesn't feel like an attack and you don't tell them what they already know


PATH TO PRESIDENT'S CLUB

Founder @ 30MPC

VP of Sales @ Pave

Director of Sales @ Carta


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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


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VP of Sales @ Boomerang

Chief Revenue Officer @ Table Needs

VP of Fundraising & Business Development @ Table Needs

Head of Sales & Business Development @ Table Needs


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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


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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


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Steal: Templates, drips, scripts