30 Minutes to President's Club | No-Nonsense Sales15 Syys 2021

#73 - Becoming the CEO of your territory in your path to President’s Club (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Ask your customer how they build business cases instead of just sending over your ROI sheet. * Give an intentionally large range when asked about pricing to gauge where they stand. * Get as many referrals as you can, from as many teammates as you can - “Shark Week” * After the pricing “give”, you should always ask for the budgeting process as a “get” ====================== Anthony’s Path to President’s Club: * VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari * RVP of Enterprise Sales @ Oracle THE LATEST FROM 30MPC Tactic TV Toolkits & Templates THE LATEST FROM 30MPC Tactic Teardown Toolkits & Templates THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick’s Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) Boomerang: Tactics for Peak Productivity RocketReach: 8 ways to triple your phone connects and email opens Influ2: 9 Ways to Humanize Your Outreach Discovery & Demo Otter.ai: The Ultimate Discovery Checklist Calendly: Speed up your sales cycle & increase revenue Klue: Dismantling Competitors Clari: How to Sell to the CFO Sales Process Pipedrive: 5 deal cheat codes to cut your sales cycle in half Demandbase: 6 Templates to Accelerate Deals Superhuman: 6 Ways To Be An Inbox Superhuman Gong: Master Class Qwilr: Sales Proposal Upgrade Outreach: 1 Sequence to Create and 5 Templates to Close Salesloft: Selling to Power ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :)

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#563 - How to Build Reps Who Don’t Need You on Every Deal | Jason Miller ft. Unify

Great sales leaders don’t solve problems, they build reps who can. Jason Miller breaks down how to drive focus, coach real skill gaps, and force critical thinking so your team performs without you in ...

9 Huhti 36min

#562 - Sales Leadership Masterclass: Win Every Deal In Your Pipeline

Turn your most dreaded meeting into your biggest revenue weapon, this deal review framework drives cleaner data, sharper reps, and near-perfect forecast accuracy. In this 30MPC Masterclass, Mark Koso...

7 Huhti 27min

#561 - How to Coach Sales Reps Using “Based On What” Thinking | Cameron Shahabedin

Turn reps into self-sufficient closers with structured call coaching, “based on what” thinking, and problem-solving leadership systems 🎙️ ACTIONABLE TAKEAWAYS: Reinforce pillars everywhere, n...

2 Huhti 37min

#560 - Inside a $3.6M Sale: From 40-Person Demo to Brutal Negotiation

They almost got shut out of the deal, then closed $3.6M anyway. Johnny Larson breaks down the full sales cycle behind a $3.6M enterprise win, from forcing his way into an RFP he wasn’t invited to, ...

31 Maalis 36min

#559 - Sell The Problem Before You Sell The Product | Keenan

The Perfect Outbound Sequence Template Keenan (author of Gap Selling) breaks down a step-by-step framework for prospecting that actually gets responses, focused on leading with problems—not product...

26 Maalis 38min

#558 - The 5 Data-Backed Cold Call Scripts to Overcome Any Objection

Most sales reps try to memorize dozens of objection responses. That’s a mistake. Just 5 objections make up roughly 74% of what you’ll hear on cold calls. This episode breaks down those 5 objecti...

24 Maalis 10min

#557 - How to Run a Perfect Discovery Call (Start to Finish) | Jacob Fleisher

In this episode of 30 Minutes to President’s Club, Jacob Flesher (Head of Sales at Attention) breaks down a full discovery call framework from start to finish, including how to challenge prospects wit...

19 Maalis 34min

#556 (Trailer) - I Taught A Standup Comedian To Cold Call (Real Dials)

Full video HERE What happens when you give a stand-up comedian a sales script and tell him to start cold calling? Alex Murphy sits down with his brother Andrew (a comedian in Austin) and gives h...

17 Maalis 1min