#281 - Hall of Fame: Stephen Guerguy
FOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitors during the requirement-gathering phase. Require an exec-level bridge with your...
8 Huhti 202432min
#280 - Why Your SDR Team Should Be Pipe Gen Forecasting (Maya Connet, Clari)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs. There's a top-down financial plan and a bottoms-up forecast. Us...
4 Huhti 202432min
#279 - Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
FOUR ACTIONABLE TAKEAWAYS If you don’t have enough pain, ask for some documentation prior to the demo. The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call. Link the ...
2 Huhti 202429min
#278 - April Special: The Future of Sales AI ft. Corporate Bro
ACTIONABLE TAKEAWAYS Do the opposite of every single thing Corporate Bro Says Listen to Corporate Bro on his podcast Demoted Follow Corporate Bro on social: Instagram and YouTube RESOURCES DISC...
1 Huhti 202421min
#277 - Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize. Tuning Your Dis...
28 Maalis 202433min
#276 - How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)
Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls FOUR ACTIONABLE TAKEAWAYS Explain things in your customer’s language. A...
26 Maalis 202432min
#275 - Hall of Fame: Cory Bray
FOUR ACTIONABLE TAKEAWAYS: Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. Avoid open-ended q’s, instead use “typically” or “usually” language t...
25 Maalis 202429min
Product Roadmap: Q2 2024
Q2 ROADMAP We wrote the book on Cold Calling: Preview the Intro Mr. Miyagi Method: 18 Cold Call Objections & How to Handle Twitter: Follow Armand YouTube: Stay Tuned Tactic Teardowns: Registe...
22 Maalis 202414min
