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

FOUR ACTIONABLE TAKEAWAYS

Preschedule the final executive meeting upfront if you get access to the executive buyer at the beginning of the sales cycle.

Map out the 10 things you’ll need to do now, to prepare for the big executive meeting.

Send 1:1 messages to each department lead before the call to find out what is important to them.

Have your economic buyer pre-sell each executive before going into the big team meeting so that you can position it as the introduction to the implementation phase.


PATH TO PRESIDENT’S CLUB

Enterprise Sales Director @ Clari

Commercial Account Representative @ Xactly Corp

Commercial Account Representative @ MapR Technologies

Technology Account Representative @ Oracle


THE LATEST FROM 30MPC

Catch the next 30MPC Live

Steal the latest sales templates here



THINGS YOU CAN STEAL
Prospecting: Email Templates

Gong’s Hyper-Persuasive Email Templates

Lavender’s Sales Email Frameworks


Prospecting: Guides

Woodpecker’s Email Substance & Deliverability Guide

Orum: 5 Cold Call Objection Talk Tracks

Owler: 4 Multi-Channel Prospecting Touchpoints


Discovery
Wingman’s In-App Objection Handling Battlecards

Sales Process

Outreach: Templates to Create Pipeline and Close Deals

ZoomInfo: 5 Plays, 30MPC Style

Accord’s Mutual Action Plan Template

Prolifiq’s Multithreading Playbook


ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)

FOUR ACTIONABLE TAKEAWAYS

When you are asked for a discount ask in return, “Why a discount at all” and then create a cost to each item they’re asking for.

When asking for contract turnaround time, don’t just stop at legal approval. Break it down from prioritization to stakeholders.

Take the time to get approval. Don’t make it seem like it’s too easy.

When returning a proposal, walk through the additional savings being approved, and have the “Valid by” date in bold red.


PATH TO PRESIDENT’S CLUB

Enterprise Regional VP @ DocuSign

Team Lead @ Strideline

Marketing Representative @ Russell Investments


THE LATEST FROM 30MPC

Catch the next 30MPC Live

Steal the latest sales templates here



THINGS YOU CAN STEAL
Prospecting: Email Templates

Gong’s Hyper-Persuasive Email Templates

Lavender’s Sales Email Frameworks


Prospecting: Guides

Woodpecker’s Email Substance & Deliverability Guide

Orum: 5 Cold Call Objection Talk Tracks

Owler: 4 Multi-Channel Prospecting Touchpoints


Discovery
Wingman’s In-App Objection Handling Battlecards

Sales Process

Outreach: Templates to Create Pipeline and Close Deals

ZoomInfo: 5 Plays, 30MPC Style

Accord’s Mutual Action Plan Template

Prolifiq’s Multithreading Playbook


ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)

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


THE LATEST FROM 30MPC

Catch the next 30MPC Live

Steal the latest sales templates here



THINGS YOU CAN STEAL
Prospecting: Email Templates

Gong’s Hyper-Persuasive Email Templates

Lavender’s Sales Email Frameworks


Prospecting: Guides

Woodpecker’s Email Substance & Deliverability Guide

Orum: 5 Cold Call Objection Talk Tracks

Owler: 4 Multi-Channel Prospecting Touchpoints


Discovery
Wingman’s In-App Objection Handling Battlecards

Sales Process

Outreach: Templates to Create Pipeline and Close Deals

ZoomInfo: 5 Plays, 30MPC Style

Accord’s Mutual Action Plan Template

Prolifiq’s Multithreading Playbook


ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)

Download Kyle's Executive Multithreading & Agenda Email Templates

FOUR ACTIONABLE TAKEAWAYS

Prepare targeted questions during pre-call prep to validate your research

Repackage information in exec summaries by highlighting solutions and needed resources (don't just regurgitate the champion-level business case)

When an exec is impatient, share your POV and ask for their input

When asking for power, show how their involvement will benefit the project


PATH TO PRESIDENT’S CLUB

Regional VP @ MongoDB

Regional VP of Sales @ Qualtrics


THE LATEST FROM 30MPC

Catch the next 30MPC Live

Steal the latest sales templates here



THINGS YOU CAN STEAL
Prospecting: Email Templates

UserGems’ Job Change Sequence

Gong’s Hyper-Persuasive Email Templates

Lavender’s Sales Email Frameworks


Prospecting: Guides

Woodpecker’s Email Substance & Deliverability Guide

Orum: 5 Cold Call Objection Talk Tracks

Owler: 4 Multi-Channel Prospecting Touchpoints


Discovery
Wingman’s In-App Objection Handling Battlecards

Sales Process

Outreach: Templates to Create Pipeline and Close Deals

ZoomInfo: 5 Plays, 30MPC Style

Accord’s Mutual Action Plan Template

Dooly’s Pre-Meeting Prep Template

Prolifiq’s Multithreading Playbook


ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)

FOUR ACTIONABLE TAKEAWAYS

Align on the problem and impact first, then start brainstorming root causes and solutions

Build a problem identification chart with the problems, impacts, root causes of your ICP

Talk to customers, become an expert. Why did they buy? What problems did you have?

You need customers to agree to the problem they have and be willing to solve it with you.


PATH TO PRESIDENT’S CLUB

Author of Gap Selling

CEO @ Noted Analytics


THE LATEST FROM 30MPC

Catch the next 30MPC Live

Steal the latest sales templates here



THINGS YOU CAN STEAL
Prospecting: Email Templates

UserGems: Job Change Sequence

Gong: Hyper-Persuasive Email Templates

Lavender: Sales Email Frameworks


Prospecting: Guides

Woodpecker: Email Substance & Deliverability Guide

Orum: 5 Cold Call Objection Talk Tracks

Owler: 4 Multi-Channel Prospecting Touchpoints


Discovery
Wingman: In-App Objection Handling Battlecards

Sales Process

Outreach: Templates to Create Pipeline and Close Deals

ZoomInfo: 5 Plays, 30MPC Style

Accord: Mutual Action Plan Template

Dooly: Pre-Meeting Prep Template

Prolifiq: Multithreading Playbook


ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)

FOUR ACTIONABLE TAKEAWAYS

Start by aligning on the problem in the big team meeting and sell your champion on why it’s important.

At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you.

In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems.

Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation.


PATH TO PRESIDENT’S CLUB

Community Growth @ Lavender

Chief Evangelist @ Challenger

Player/Coach-Large Enterprise Sales @ CEB, now Gartner


THE LATEST FROM 30MPC

Catch the next 30MPC Live

Steal the latest sales templates here



THINGS YOU CAN STEAL
Prospecting: Email Templates

UserGems’ Job Change Sequence

Gong’s Hyper-Persuasive Email Templates

Lavender’s Sales Email Frameworks


Prospecting: Guides

Woodpecker’s Email Substance & Deliverability Guide

Orum: 5 Cold Call Objection Talk Tracks

Owler: 4 Multi-Channel Prospecting Touchpoints


Discovery
Wingman’s In-App Objection Handling Battlecards

Sales Process

Outreach: Templates to Create Pipeline and Close Deals

ZoomInfo: 5 Plays, 30MPC Style

Accord’s Mutual Action Plan Template

Dooly’s Pre-Meeting Prep Template

Prolifiq’s Multithreading Playbook


ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)