30 Minutes to President's Club | No-Nonsense Sales
Nick Cegelski & Armand Farrokh
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30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDR's. Together they break down sales strategies you can use to start winning more deals today.
Available episodes
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Oldest first
4 days ago
47: How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)
Kyle Coleman returns to the show for round 2 of email prospecting 101. He shares some of the biggest tactical mistakes in cold emailing, and how to fix them.
Four Actionable Takeaways:
* Format your emails with 4 paragraphs: Tailoring, Problem, Value, Ask
* Ask for interest instead of time in your CTA paragraph
* Avoid over-using images, GIF’s, and links to minimize getting blacklisted by email servers
* Personalize at scale with problem-based bucket tailoring for your C tier accounts
Kyle’s Path to President’s Club
* VP, Revenue Growth & Enablement @ Clari
* Sr Director, Sales Development & Optimization @ Looker
* A massive LinkedIn following with killer content
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Email Prospecting
Apr 7, 2021
46: Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
Charles Muhlbauer takes us through humbling disclaimers, reverse psychology, and getting to the truth in your discovery calls.
Four Actionable Takeaways:
* Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”.
* Lean on humbling disclaimers before asking the tough questions.
* Bring the future to the present: let’s pretend you love what you see...what happens next?
* Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback.
Charles’ Path to President’s Club:
* Sr Biz Dev Training Manager at CB Insights
* Founder at SalesShare
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery
Mar 31, 2021
45: Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
Katie talks about how to use awkward silence as a tool and gives a unique perspective on how to sell software like you would a physical product.
Four Actionable Takeaways:
* Ask your prospect “what do you like about X” instead of bashing your competition
* Use wedge questions to uncover pain points where your product wins vs competition
* Propose a follow up time or figure out the prospect’s buying window and reach out then
* Send videos to contacts that have gone dark, or shoot them a tentative calendar invite
Katie’s Path to President’s Club:
* Director of Sales Training
* Golden Rule of Selling Podcast
* 9 years of medical device sales
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Cold Calls
Mar 24, 2021
44: Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)
Tara provides insights on how to prospect through social media by sounding like a human.
Four Actionable Takeaways:
* Write a hand written note to your prospect, snap a photo, and message it to them
* Send Instagram/LI dm, follow with an email, then do a voice note, then video (mix it up)
* Get proper lighting, clean up the room, smile, and slow it down
* Read your notes out-loud and don’t be afraid to show some personality
Tara’s Path to President’s Club:
* Gravy OG (Content + SDR Manager)
* Founding Managing Editor: RevGenius Mag
* LinkedIn Top 100 Sales Star
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery
Mar 17, 2021
43: Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)
Ian is a sales master and shares process frameworks that can be applied to any deal size from Enterprise to SMB.
Four Actionable Takeaways:
* Talking to execs: figure out their pain points and do the digging in the weeds for them
* Start high, work down the chain, then bubble back up in one business case (Yo-Yo Selling)
* Leverage your executive champion to make intros and walk them through the process
* Lean on your technical resources for a better buyer AND seller experience
Ian’s Path to President’s Club:
* Strategic Account Director @ Salesforce.com
* #1 Account Executive in the Enterprise Select Division of Salesforce.com
* 42 consecutive months over quota
* Founder of Ian Koniak sales training/consulting
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery
Mar 10, 2021
42: Removing the friction from your sales cycle (Todd Caponi, Sales Melon)
Todd shares tips to remove friction from your sales process to make it easier for both you and your buyer.
Four Actionable Takeaways:
* Remove all the bs from the journey
* Get price out early, and use it to disqualify
* Acknowledge your competitors’ strengths + highlight where your features match needs
* Keep negotiation simple by anchoring pricing and trading value for dollars
Todd’s Path to President’s Club:
* Founder of Sales Melon
* Author of The Transparency Sale
* Former sales leader @ ExactTarge/SalesForce
* Former VP of Worldwide Sales & Field Operations @ SAP
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Sales Proces
Mar 3, 2021
41: Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)
Colin takes us through best practices for the very first discovery call - all the way through dealing with competitors, showing a killer demo, and negotiating with customers.
Four Actionable Takeaways:
* Always get in front of the pro’s and con’s of your competitors
* Start asking questions to handle those objects to eliminate the con’s
* You must always be the vendor of choice before beginning negotiations
* Build a list of non-monetary “gives” and the things you want to “get”
Colin’s Path to President’s Club:
* VP of Field & Inside Sales @ Orum
* Sales trainer, team builder and pipeline generator
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Sales Process
Feb 24, 2021
Playbook 4: How to run a sales process
Every 10th episode, we tear down one topic. This is how to structure your sales process. Inject the Ritz Carlton experience into every part of your prospect interaction. What do do before, during, and after your touchpoints.
Four Actionable Takeaways:
* Before: shared agenda, get your “checklist” questions out the way, know your audience
* During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps
* After: Recap email/call, multi-thread follow-ups
* After 7 touches with no reply, you have your answer
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Sales Process
Feb 17, 2021
40: Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io)
Adam teaches a masterclass on how to convert a POC/trial into a closed-won deal.
Four Actionable Takeaways:
* Set up your exit criteria before you even touch the POC
* Let the prospect set the expectations for the pilot first
* Focus on your power users (champions) and your non-users (the converts)
* Get everyone on the pilot into a shared Slack channel for multi-threading
Adam O’Chart’s Path to President’s Club:
* Top producing AE at Gong.io
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting, Sales Process
Feb 10, 2021
39: Data proven ways to transform the way you engage with customers (Jeremey Donovan, SVP Sales Strategy @ SalesLoft)
Jeremey talks about data-driven actionables related to email format, cadences, and more.
Four Actionable Takeaways:
* Use under 100 words for your emails, one word for the subject line.
* Get away from slightly positive or neutral email sentiment. Different leads to Better.
* Only using one communication channel will land you with an 85% lower response rate.
* Do some “secret shopping” based on the problem you solve, and put it in the email.
Jeremey’s Path to President’s Club:
* SVP Sales Strategy at SalesLoft
* Author of five books including the international bestseller - "How to Deliver a TED Talk."
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Sales Process, Prospecting
Feb 3, 2021
38: Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)
Jeff does a deep-dive into discovery and asking the hard questions to get prospect buy-in.
Four Actionable Takeaways:
* Focus on prospects that are either accessible AND growable or just growable
* If price is the only objection, you are in a great position to close the deal
* Find 3 major differentiators and lead your prospects to that space
* Establish yourself as a consultant by asking questions that get the prospects thinking
Jeff’s Path to President’s Club:
* Consultant at Parabola Consulting
* Author: When it Goes Sideways, The Five Forgotten Fundamentals of Prospecting, and Rethinking the Way you Sell
* Host of The Why and The Buy Podcast
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting
Jan 27, 2021
37: Leading with trust and curiosity to book more meetings over the phone (Chris Beall, CEO @ ConnectAndSell)
Chris shares effective strategies to book meetings over the phone that will resonate with both novice and expert dialers.
Four Actionable Takeaways:
* Build trust in the first 7 seconds of the call by acknowledging you’re an interruption
* Cut out the yogi language (“I realize...”)
* Gain curiosity with “the breakthrough” instead of spewing product categorization
* Establish the 3 reasons why someone will gain value from taking the meeting
Chris’ Path to President’s Club:
* CEO at ConnectAndSell
* Host of Market Dominance Guys
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting
Jan 20, 2021
36: Leveraging video to take your sales process to the next level (Tyler Lessard, Vidyard)
Tyler provides the ultimate guide to using video in sales.
Four Actionable Takeaways:
* Use “video for you” in your subject line and say how long the video is in your body
* Use voicemails, LinkedIn, and emails to drive prospects to the video
* Use videos to keep your prospect’s attention through the deal
* Expand your reach with a video any time another decision maker might need the info
Tyler’s Path to President’s Club:
* VP Marketing and Chief Video Strategist, Vidyard
* Author of The Visual Sale
* Fearless 50 Marketer & Telly Award Winner
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Sales Process, Prospecting
Jan 13, 2021
35: Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
Joe flips your perspective on classic sales rules like discovery call before the demo call and price gating.
Four Actionable Takeaways:
* Stop withholding the demo from your prospects, ask how they want to run it.
* 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat.
* Don’t force yourself to power. Enable your champion to have the conversations.
* If you need power, ask your champion questions they need power to answer.
Joe's Path to President’s Club:
* Co-Founder, Reprise
* Former VP Sales, Chorus
* Former VP Sales, InsightSquared
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Demo, Sales Process
Jan 6, 2021
34: Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)
Jason talks about working with gatekeepers/assistants to book the meeting, handling objections, and formulas for emails to maximize opens.
Four Actionable Takeaways:
* Utilize the gatekeeper to book the meeting or get insider information
* Use simple voicemails to point the prospect to your email: “Voicemail from X”
* 12-15 touches over 3-4 weeks for your sequences. Doesn’t sink in until 7 views.
* Build snippets for every single buyer trigger - 120 words max on the entire email
Jason Bay’s Path to President’s Club:
* Chief Prospecting Officer, Blissful Prospecting
* Owner, Jason Bay Consulting
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting, Sales Process
Dec 30, 2020
33: Lifting weights and booking 85% of your meetings through video (Kayla Cytron-Thaler, Domino Data Lab x Barbells & Biz Dev)
Kayla Cytron-Thaler books 85% of her meetings off video. She runs a clinic on personalization at scale and gives raw actionable video tactics.
Four Actionable Takeaways:
* Zoom the camera into their Linkedin profile at the beginning of your video
* No notes in the connection request (Morgan Ingram also shared this one)
* Time block your research. No more than 3 minutes of time leading up to a video.
* Use the native LinkedIn videos instead of the cold email videos.
Kayla Cytron-Thaler’s Path to President’s Club:
* ENT BDR, Domino Data Lab
* ENT BDR, Looker
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting
Nick and Armand are almost above-average sales reps. They are horrible technicians.
Which is why 30MPC’s go-to podcast editors are Resonate Recordings - reach out to caleb@resonaterec…
Dec 23, 2020
32: Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)
Phil Gerbyshak is the master of the give to get. He breaks down everything from storytelling to pushing prospects away to other vendors.
Four Actionable Takeaways:
* Identify the boundaries to your customers being on your product and refer them out
* Then, now, how. Before it was this, now it’s this, here’s how you do it.
* Use typically language when prospects feel they’re the only one with their problem
* Prep for a few minutes for one persona. Then only dial into 1 persona for an hour.
Phil Gerbyshak’s Path to President’s Club:
* Speaker and Sales Trainer at Digital Selling Strategies
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery
Nick and Armand are almost above-average sales reps. They are horrible technicians.
Which is why 30MPC’s go-to podcast editors are Resonate Recording…
Dec 16, 2020
31: Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)
Becc talks about hooking personalization to a value prop, sequence structure best practice, and has some killer advice when dealing with competitive situations.
Four Actionable Takeaways:
* Your first email should have 4 lines: Premise, Hook, CTA, Push/Pull - that's it
* 16 multi-channel touches over 30 days for a successful sequence
* Keep your second email simple with: "Any thoughts?" + a little personalization
* Ask why they chose the competitor and how they have helped to achieve business goals
Becc’s Path to President’s Club:
* CEO & Founder @ Flip the Script
* Former sales leader at Chorus AND Gong
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting
Nick and Armand are almost above-average sales reps. They are horrible technicians.
Which is why 30MPC’s go-to podcast editors are Res…
Dec 9, 2020
Playbook 3: Mastering negotiation
Every 10th episode, we tear down one topic. This is how to master negotiation. How to hold the line, when to give discounts, and why negotiation is made in the discovery.
Four Actionable Takeaways:
* Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
* Price is based on internal (timeline, pain points) and external factors (competitve landscape)
* Explain how price is structured BEFORE you give it, then shut up
* Seek first to understand - get them to sell themselves first. Discounts need to have a give for get.
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery, Negotiation
Nick and Armand are almost above-average sales reps. They are horrible technicians.
Which is why 30MPC’s go-to podcast editors are Resonate Recordings - reach out to caleb…
Dec 2, 2020
30: Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)
Amyra Rand breaks down demoing to big groups. Way too many reps do great disco to drop the ball in front of 6 prospects - no longer.
Four Actionable Takeaways:
* A room with 6 prospects needs at least 2 sales people. Never lose alone.
* Brief your team on personas, context, and outcomes before jumping onto the live call.
* Ask everyone what they want to get out of the call. Throw it into the Zoom chat.
* Customize your demo environments with their logos, role names, and problems.
Amyra Rand’s Path to President’s Club
* VP Sales & Strategic Partnerships, Criteria Corp
* Chapter VP, AA-ISP
* VP Sales, Kareo
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery, Sales Process
Nick and Armand are almost above-average sales reps. They are horrible technicians.
Which is why 30MPC’s go-to podcast…
Nov 25, 2020
29: Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)
The man Morgan Ingram set some 30MPC records in his first episode. He’s back to take us through a deep dive on LinkedIn and other sales tools.
Four Actionable Takeaways:
* Time block when you’re asking for referrals from everyone you’ve ever sold or met with
* Send a connection with a blank note. You can always delete it, then resend it in LI.
* Throw the lurking GIF in a Linkedin DM when someone looks at your profile.
* Have a snippet for every buyer trigger and every objection you get
Morgan Ingram’s Path to President’s Club
* Director of Sales Execution and Evolution, JB Sales Training
* Host, The SDR Chronicles
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting
Nick and Armand are almost above-average sales reps. They are horrible technicians.
Which is why 30MPC’s go-to podcas…
Nov 18, 2020
28: Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)
It’s the CEO of Gong. That could be enough for you to listen… but you’re in for a clinic on how to get to power and use execs of your own to win deals.
Four Actionable Takeaways:
* Get to power by asking someone to sign an NDA - requires a certain rank in the org
* Find the lowest ranking person in the company who can still buy something
* Raise prices to get to power - $10k purchases won’t get you to execs
* Bring in your executives for referrals, for early sponsorship, or for closing it all up
Amit Bendov’s Path to President’s Club
* CEO, Gong.io
* CEO, SiSense
* CMO, Panaya
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery, Sales Process
Nick and Armand are almost above-average sales reps. They are horrible technicians.
Which is why 30MPC’s go-to podcast editors are Resonate…
Nov 11, 2020
27: Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)
Jeremy Leveille literally pulls out a guitar on 30mpc and plays a song for his prospects. He has no idea how to play the guitar. Just listen to the show.
Four Actionable Takeaways:
* Build a shared G Drive of screenshots and GIFs for every competitor and situation
* Skip the pleasantries in your emails. I know you’re on this competitor, here’s a GIF.
* Know what to look for before you look for it. Stack rank your triggers, then research.
* “Hey it’s Jeremy from LeadIQ, is it cool if I explain the reason for my call in
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Nov 4, 2020
26: Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)
James Buckley puts an end to the connect and pitch. The man laughs his way through the whole episode and teaches you how to get people talking:
Four Actionable Takeaways:
* Start all of your LinkedIn interactions with info about them and a tailored video
* Mix up your account based tailoring and person level tailoring
* Start every disco with “what do you wanna get out of this call?”
* Open with “thanks for taking my call, do you have a moment before your next meeting?”
James Buckley’s Path to President’s Club
* Director of Sales Evolution and Execution at JBarrows Consulting
* Board Of Directors & Host of The UNCrushed Podcast
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting, Discovery
Nick and Armand are almost above-average sales reps. They are horrible technicians.
Which is…
Oct 28, 2020
25: Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)
Charles Muhlbauer takes us through humbling disclaimers, reverse psychology, and getting to the truth in your discovery calls.
Four Actionable Takeaways
* The humbling disclaimer: “I feel a bit crazy asking this question, but…”
* Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?”
* Take the headtrash out on your calls and be overly transparent in your discovery
* Clarify, isolate, address the problems in a negotiation
Charles Muhlbauer’s Path to President’s Club:
* Sr Biz Dev Training Manager at CB Insights
* Founder at SalesShare
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Nick and Armand are almost above-average sales reps. They are horrible technicians.
Which is why 30MPC’s go-to podcast editors are Resonate Recordings - reach out to caleb@resonaterecord…
Oct 21, 2020
24: Let your customers out of the deal and get to the truth without your smelly commission breath (Josh Braun, Founder at Josh Braun Sales Training)
Josh Braun takes us through crispy value propositions, Chris Voss-style objection handling, and helps us find the truth in sales.
Four Actionable Takeaways
* Detach from the outcome and just focus on finding the truth
* Use an accusation audit when asking questions: “Would it be ridiculous if…”
* Use “Have you given up on _____” as your one sentence breakup email
* Mirror the last three words of an objection, then label it with “sounds like ___”
Josh Braun’s Path to President’s Club:
* Founder, Josh Braun Sales Training
* Head of Sales, Basecamp
* VP of Inside Sales, Jellyvision
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Nick and Armand are almost above-average sales reps. They are horrible technicians.
Which is why 30MPC’s go-to podcast editors are Resonate Recordings - reach out to cale…
Oct 14, 2020
23: Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
Justin Welsh cut the days to close in half at PatientPop and takes us through some super actionable tactics on disco and closing.
Four Actionable Takeaways:
* Plant pain early in your discovery through extreme industry expertise
* Use an upfront contract to propose next steps at the beginning of the call
* Use the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things”
* Ask for permission before hard questions like “if you didn’t have a team, would you buy?”
Justin Welsh’s Path to President’s Club:
* Founder, Justin D Welsh, LLC
* Head of Sales at PatientPop
* Director of Sales at ZocDoc
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery, Closing
Oct 7, 2020
22: Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)
Alex Bruschi has some moderately hilarious and disarmingly blunt tactics for handling objections and prospecting.
Four Actionable Takeaways
* Use as few words as possible when answering a question
* Don’t be afraid to walk away from a deal and tell a customer it might not make sense
* Stop tip toeing around your discovery and ask the biggest DQ questions first
* “It’s okay to say no and I don’t wanna make these calls anyway”
Alex Bruschi’s Path to President’s Club:
* Director of Acquisitions, Towerpoint
* 130% to quota and winner of one of the largest transactions at TowerPoint
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting
Sep 30, 2020
21: Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)
Ashley Kelly runs a world class sales development organization at Brex and talks double dialing, Sending coffee gift cards, and planning your day.
Four Actionable Takeaways:
* Send Nick a coffee so he can feel important too
* 100 activities per day - mix up phone, email, LinkedIn, and Sendoso
* Multiple dials per day - don’t hesitate to hit one contact multiple times
* Dial around the organization - get intel from the CFO, use it on the controller
* Pick up the phone the moment you see an objection and hit ‘em hard
Ashley Kelly’s Path to President’s Club:
* Sr Director, Sales Development at Brex
* Co-Founder, SDReady
* Director, Sales Development at Lever
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting
Sep 23, 2020
Playbook 2: How to be a machine
Every 10th episode, we tear down one topic. This is how to be a machine: you’ll never make the “no time to prospect” excuse again.
Playbook Takeaways:
* Morning routine: Wake up, make the bed, read, exercise, start on your terms.
* Plan your attack: 8-3 are your golden hours, 3-6 are your admin hours. Batch everything.
* Crank the wheel: Close email, close slack, draw 80/20 lines everywhere and sprint
* Breathe: Unsubscribe from every mailing list, every unnecessary notification. Block it out.
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Sales Process
Sep 16, 2020
20: Selling pizzas and tearing down sequences with the blue-haired legend (Sam Nelson, SDR Leader at Outreach.io)
Sam Nelson gets his SDRs cold calling like machines, sending emails like animals, and even… selling pizzas to strangers.
Four Actionable Takeaways:
* Don’t have 3000 sequences. Have 3 for your main personas and 1 low priority one.
* In the Agoge sequence - your first email is super tailored, followed by two bubble ups
* After that, tailoring didn’t work. Hit prospects with your best cold email.
* If they’ve accepted the invite, don’t sell more. No need to send the confirmation.
Sam Nelson’s Path to President’s Club:
* SDR Leader at Outreach.io
* A huge LinkedIn brand and Host of Sam Nelson Live
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
* The Agoge sequence - https://bit.ly/3c0b3Ux
* Seven sequences every sales team needs - https://bit.ly/3hyJmmP
Focus Areas: Prospecting
Sep 9, 2020
19: Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)
Marcus Chan brings huge energy to 30MPC and takes us through LinkedIn 101. Everything from using 3 star Amazon views to having a nice photo.
Four Actionable Takeaways:
* Make your value prop simple - stop over complicating things
* Use 3-star Amazon reviews to figure out what granular problems your buyers have
* Optimize your LinkedIn page with what your buyers care about, not you
* Don’t pitch right away on LI - show gratitude, chat them up, then ask 10 days later
Marcus Chan: Path to President’s Club:
* President of Venli Consulting
* Creator of the 6-Figure Sales Academy
* Founding member at RevGenius
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting
Sep 2, 2020
18: Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong,io)
Back to back top Gong sales reps on #30mpc. Adam teaches you how to redirect objections and give prospects perceived control so that they lean in.
Four Actionable Takeaways:
* Mirror the objection, then ask a loaded question for the anaconda squeeze
* Use slides to give prospects control and choice over what they want to discuss
* Ask your VP / CRO if they’re the type who wants to go really deep
* Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum.
Adam O’Chart: Path to President’s Club:
* Top producing AE at Gong.io
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery, Demo
Aug 26, 2020
17: Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)
Sarah Brazier is a LinkedIn legend. She breaks down her cold call, upfront contract, and LinkedIn strategy that make her a killer rep.
Four Actionable Takeaways:
* Write like a human - especially in your Linkedin DMs. No over-formal language.
* Leverage up by reaching out to ICs, then getting referrals to the VPs
* Tell them it’s a cold call, then ask permission to sell before ya start selling.
* Use permission-based selling in your upfront contract. Get the buy-in on the agenda.
Sarah Brazier’s Path to President’s Club:
* SDR turned AE at Gong
* And one of the biggest LinkedIn influencers out there
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery
Aug 19, 2020
16: The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)
Morgan Ingram is the master of social selling and all things SDR. He breaks down his process for everything prospecting and disco.
Four Actionable Takeaways:
* Check your profile views and ask your prospects “did I do something wrong?”
* The PLA Phone Opener: Pleasant, laugh, and arms-up.
* 5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps.
* 10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask.
Morgan Ingram: Path to President’s Club:
* Director of Sales Execution and Evolution, JB Sales Training
* Host of the SDR Chronicles Podcast
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting, Discovery
Aug 12, 2020
15: Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)
Jason Bay laughs his way through objections, writes emails like a human, and gives prospects the right to say to no quicker. That’s why he gets to yes.
Four Actionable Takeaways:
* Find a very granular problem from a call recording. Put that at the top of the sequence. Time and money are not specific.
* Pulse check with your prospect when things aren’t going well. Ask them if this is worth it.
* Not interested? Say “I get it. I was the one who cold called.” Then ask for permission.
* REPLY Method: Relevant results, empathy, personalization, laser focus, you.
Jason Bay’s Path to President’s Club:
* Chief Prospecting Officer, Blissful Prospecting
* Owner, Jason Bay Consulting
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery
Aug 5, 2020
14: Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)
Jake Dunlap is the CEO of Skaled and a renowned sales leader. He shares how he gets prospects speaking to you like a peer regardless of your age.
Four Actionable Takeaways:
* Leverage “I work with many who typically focus on X + Y” to lead the agenda.
* Ask your prospect for their top 2 priorities. If it’s too high level, prime the question.
* Bring people to the business priorities first instead of getting stuck in the process.
* Don’t disqualify an entire company when someone says no. Find another in.
Jake Dunlap’s Path to President’s Club:
* CEO of Skaled
* VP of Sales, Glassdoor
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery
Jul 29, 2020
13: Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io)
Ken Amar was Outreach’s #1 SDR and is a master prospector. We hit on everything from double dialing to sequence structure.
Four Actionable Takeaways:
* Double tap the phones - people are more likely to think it’s a real call.
* The moment you see someone reply, call them instead of writing a long email reply.
* Use a sequence for everything. Replies, objections, open opportunities.
* If you see someone opening your emails, call it out! It gets the conversation going.
Ken Amar’s Path to President’s Club:
* SDR Team Lead, Outreach.io
* #1 All Time SDR, Outreach.io
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting
Jul 22, 2020
12: Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group)
Trish Bertuzzi knows how to build phenomenal sales teams. We hit on a special 30MPC episode on everything around the job hunt.
Four Actionable Takeaways:
* Build your target list of companies based on geo, stage, market, product, and deal size
* Cold prospect to people directly in your job hunt and have introductory conversations
* Redirect the “walk me through your resume” question to focus on your strengths
* Close your interviews and hit em with the plan to action as the cherry on top
Trish Bertuzzi’s Path to President’s Club:
* CEO of The Bridge Group
* Author of the Sales Development Playbook
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Professional Development, Job Hunt
Jul 15, 2020
11: Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories)
Scott Ingram is a legend in the sales world. Most people know him as the host of Sales Success Stories. But today, we deep dive into the big deal enterprise game.
Four Actionable Takeaways:
* Start every day by planning out the whitespace for the day. Then just get after it.
* Use demoscovery. Ask how the process looks today, take the demo down a different path.
* Write a shared executive memo with recaps from every sales conversation.
* Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective.
Scott Ingram’s Path to President’s Club
* Host of The Sales Success Stories Podcast
* Account Director @ Relationship One (where he carries a $3M quota)
* Creator of the Linkedin Sales Stars 100 list
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Sales Process, Demo
Jul 8, 2020
Playbook 1: Nick and Armand teach you how to cold call
Every 10th episode, Nick and Armand will tear down one topic in-depth. The first 30MPC Playbook Episode covers everything cold calling.
Playbook Chapters:
* Preparation - Get all your research done before, 40 dials over 60 minutes
* Tone - Kill all your uptones and slow the conversation down like an executive
* Opener - ‘Heard our name tossed around’ or ‘ask for permission.’ Not ‘how’s it going.’
* Value - Lead with typically language and problems. Then, solve the problem.
* Objections - Calibrate the objection first. Ask disarmingly blunt questions.
* Go in for the Kill - Suggest some times. If the calendar’s gone, send the placeholder
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Jul 1, 2020
10: Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)
John Barrows is known for prospecting. But today, we go thru all the things that happen in the white space to manage perceptions in a sales cycle.
Four Actionable Takeaways:
* Send a meeting efficiency survey prior to your calls to get qualification out of the way
* Setup feeds for all of your top target accounts as the backbone for your disco
* Ask specific impact ?’s like “what happens to rep attainment if you don’t do this?”
* Use the subject line ‘Did I lose you?’ with a blank reply email for gone-dark opps
John Barrow’s Path to President’s Club:
* CEO of JBarrows Consulting
* Host of Make it Happen Mondays
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Sales Process, Discovery
Jun 24, 2020
9: Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff)
Belal drops some mindblowing tactics on “decoy pricing” and asking questions that get prospects sitting up in a cold call. Fire episode.
Four Actionable Takeaways:
* Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need)
* First 15 seconds explain why you called, say it’s a cold call, then ask a peer question
* In the agenda, tell the customer you’re gonna give price before they get off the call
* Use what they want as the rows in your pricing instead of what you want (seats)
Belal Batrawy’s Path to President’s Club:
* Community Leader of #Death2Fluff
* 7x Startup Seller and Sales Advisor
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting, Negotiation
Jun 17, 2020
8: Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)
Kevin “KD” Dorsey teaches us to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human.
Four Actionable Takeaways:
* Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice.
* Use a slight downtone when hearing the response to get prospects to lean in
* Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having
* Use “I think this might make sense” before coming in hot with your value prop
KD’s Path to President’s Club
* VP of Inside Sales @ PatientPop
* Head of Sales Development & Enablement @ ServiceTitan
* InsideSales Top 10 Sales Leader + Sales Development Executive of the Year
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery,…
Jun 10, 2020
7: Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
Keenan wakes up the mediocre sales rep who focuses too much on minutiae and technical details. No nonsense, actionable advice on getting customers to reveal their real problems.
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.
Keenan’s Path to President’s Club
* Author of Gap Selling
* CEO @ A Sales Guy Consulting
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery
Jun 3, 2020
6: A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting)
Ryan Reisert is a complete savage on the phones, hitting 5000 dials a month. This one includes a complete cold call teardown with strategies we’ve never seen before. Four Actionable Takeaways:
* Open every conversation with “Hey it’s Ryan Reisert”, then stop.
* When they answer, ask if you can get 27 seconds to tell them why you’re calling?
* Work in buckets for everything - finding accounts, researching contacts, making dials.
* Document the path. Every time you hit a phone tree, write the dial path down.
Ryan Reisert’s Path to President’s Club:
* Sales Director, ConnectAndSell
* Author, Outbound Sales, No Fluff
* Founder, The Sales Developers
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting, Sales Process
May 27, 2020
5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)
Richard Harris puts on a clinic on using push-pull and respect contracts to get to the truth faster in your deals.
Four Actionable Takeaways:
* Use the respect contract as your agenda to give the prospect the right to say no throughout the call
* Set a timer 5 minutes before the end of your call to drive next steps every time
* Use “commercial terms” instead of “price” when negotiating your deals
* When you give price, don’t just go silent. Ask “how does that feel?”
Richard Harris’ Path to President’s Club:
* Founder, Harris Consulting
* Director of Sales Training, Sales Hacker
* Host, Surf & Sales Podcast
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery, Negotiation
May 20, 2020
4: Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari)
Kyle Coleman is the VP of Revenue Growth & Enablement at Clari and has one of the biggest LinkedIn followings out there. His tips on prospecting and email writing are unreal.
Four Actionable Takeaways:
* 5x5x5: 5 minutes of research. Find 5 insights on the person/account. Write your message in 5 minutes.
* Use whitespace in your emails and have 1 idea per line. Make the structure and the tone conversational
* Keep your emails short. If you have to scroll more than once or if an email is over 125 words, fix it.
* Have your voicemails reference your emails and vice-versa. It boosts your reply rates.
Kyle Coleman’s Path to President’s Club
* VP, Revenue Growth & Enablement @ Clari
* Sr Director, Sales Development & Optimization @ Looker
* A massive LinkedIn following with killer content
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording an…
May 12, 2020
3: Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView)
James Bawden is one of the most notorious prospectors in the sales community. We cover it all, from phone to video.
Four Actionable Takeaways:
* Avoid the double intro on the phone if they ask “wait, who’s this?” Just get on with it.
* Close the cold call with “here’s what happens next” instead of leaving it in their hands
* Disarm with “I’m not delusional enough to think I’m calling you at the right moment.”
* Lead your value prop with your customer’s problems instead of the features in your solution
James Bawden’s Path to President’s Club:
* Host, Lunch Break Podcast
* Director, OutboundView
* And a damn well-known Linkedin personality
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting
May 12, 2020
2: Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)
Mark Raffan has negotiated against the best and has trained the likes of Chris Voss. A must-listen if you’ve ever found yourself in a cutthroat deal cycle.
Four Actionable Takeaways:
* Before a negotiation, know YOUR needs / wants + THEIR needs / wants
* Set expectations upfront that we don’t do end of month discounts before you need to
* Say the price and shut-up. Don’t try to justify it, it shows insecurity
* When they ask for discounts, ask probing questions to discover the truth behind the ask.
Mark Raffan’s Path to President’s Club:
* Host, Negotiations Ninja Podcast
* President, Content Callout
* Negotiation Master Class, Harvard University
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Negotiation
May 12, 2020
1: Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)
Joe Caprio lays down the line - stop building fluffy rapport and set a proper agenda. Know your sale and use your past customers to back out your discovery questions
Four Actionable Takeaways:
* Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chat
* First is best. Rank your top buying signals. The moment you find one, use it and move on.
* Use situational questions to narrow down the key problem areas in a discovery.
* Stop finishing sentences for prospects to placate your own insecurities. Let the silence sit.
Joe Caprio's Path to President’s Club:
* Co-Founder, Reprise (today)
* VP Sales, Chorus
* VP Sales, InsightSquared
Resources Discussed:
* Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
* Phone Ready Leads created by Reisert Consulting
* Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery
Apr 29, 2020
0: Five minutes to figure out if this show is worth your time
Why in the world would you listen to 30MPC?
Four Reasons to Listen:
* WHAT WE’RE NOT: Not stuck in 1975. Not stuck on fluffy mindset. Only actionable sales tactics.
* PREPARATION: Recorded for 45 minutes, cut to 30. Some episodes don’t make it. That’s okay.
* POLAR OPPOSITES: Nick is an Enterprise AE. Armand is a MM Sales Leader.
* SHOW STRUCTURE: Three actionable tactics at the beginning. The recap email at the end.
Four Actionable Tactics
* How to avoid being forced to demo early
* Open on the phones by leading with context
* How to handle the “not interested” email
* The 3x3 cold email
Nick Cegelski’s Path To President’s Club
* #1 AE at every company he’s worked for.
* Selling in the enterprise ERP big deal world.
Armand Farrokh’s Path to President’s Club
* Director of Sales at Carta running a team of 40
* 225% of quota as an AE