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

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) ❏

➥ Get your Cold Call Care Package: https://30mpc.com/coldcall
➥ Sign up for the preorder release event on objections: https://tactics.30mpc.com/how-to-handle-any-objection-on-a-cold-call
➥ Subscribe so you don't miss "5 Weeks Of Phones": https://tactics.30mpc.com/newsy
➥ Join us in the release and live book summary: https://tactics.30mpc.com/live-book-summary-cold-calling-sucks-and-thats-why-it-works

❏ More 30MPC ❏

➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh
➥ Follow Nick on Twitter: https://twitter.com/NickCeg
➥ YouTube: https://www.youtube.com/@30MPC
➥ Tactic Teardowns: https://www.30mpc.com/teardown
➥ Follow on Instagram: https://www.instagram.com/30minutestopresidentsclub/

#30Minutestopresidentsclub #30mpc #bookoncoldcalling

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


Join our weekly newsletter
Things you can steal

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


RESOURCES DISCUSSED

Join our weekly newsletter

Things you can steal

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


RESOURCES DISCUSSED

Join our weekly newsletter

Things you can steal

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


RESOURCES DISCUSSED

Join our weekly newsletter

Things you can steal

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

Join our weekly newsletter

Things you can steal