#224 - Mastering the Bookends: How Your Open Dictates Your Close (Joe Diliberto @ Sandler Training)
FOUR ACTIONABLE TAKEAWAYS The person asking the questions is the person running the call. While it can feel good to respond to rapid fire questions, make sure you don't lose control of the call by seeking to understand the 'why' behind the question. Objections are opinions. Instead of jumping to overcome them, seek to understand them, by identifying if the objection is rooted in a lack of why change, why now, or why us. Use the 2 minute call prep drill: Call Purpose, Desired outcome, Predict their Pains, Guess Behavior Style. Exchange of information on a sales call should be bilateral, not unilateral. Make the exchange of information equitable by "reversing" (answer a question with a question). PATH TO PRESIDENT’S CLUB President and Owner @ Sandler Training Executive VP of Sales @ Pure Digital Technologies Vice President and General Manager of Field Sales @ Kodak RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
7 Marras 202323min
#223 - 30MPC Live at Unleash 2023: The Golden Path to Closing Deals at Power
In this live episode of 30MPC direct from Unleash 2023, hosts Armand and Nick teach you how to close deals at power using The Golden Path. Learn how to set a strong agenda, understand executive priorities, and align your solution to close deals at lightning speed in this special episode of 30MPC. Ready to walk The Golden Path? Download our tactic toolkit to get started!
6 Marras 202352min
#222 - Leadership Playbook: Armand and Mark Teach You How to Run Pipeline Reviews That Don't Suck
https://tactics.30mpc.com/leadership-playbook-sales-stages-deal-review-guide FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Decide on a meeting or stage-based sales process first. Align the key steps to win a deal to your Salesforce stages. Run rapid-fire deal reviews, recapping how each stage has been accomplished and what you plan to do to move the deal to the next step. Each week, look at the next step your rep agreed to take last week. And if it didn’t happen, talk about how to make it happen or get it out of pipeline. When your reps get really good at this, start teaching them the trick shots. Deal acceleration and combining two steps into one call! RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
2 Marras 202333min
#221 - Your Blueprint To Nail EVERY In-Person Meeting
Watch in full vibrant color: https://bit.ly/3Sn5KWh 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.
1 Marras 20237min
#220 - How Jeb Blount Smashes In-Person Meetings (Jeb Blount @ Sales Gravy)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When getting in person, try to dress the same "level" as your customer's office attire. When in doubt, dress one notch nicer. Use the right communication tool for the job. Synchronous conversation wins. Use this decision criteria for when to meet your customer in-person: size of deal, proximity to your location, and stage in the sales process (discovery phase is ideal). Before the meeting, ask yourself, “What is the micro-commitment I want from the prospect at the end of this meeting?” PATH TO PRESIDENT’S CLUB CEO @ Sales Gravy Author of People Follow You: The Real Secret to What Matters in Leadership Author of People Buy You: The Real Secret to What Matters Most in Business Vice President of Sales @ KGB RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
31 Loka 202331min
#219 - Close Your First $1M ARR With Your Laptop CLOSED (Joe Caprio, Partner @ Glasswing Ventures)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS The best product doesn’t always win — the team that has the most conversations with customers, investors, and partners does. Every week — test an industry, persona, and problem in your early-stage outbound. Over 12 weeks, you need to rip through 12 market segments to find your ICP. Play laptop closed! See how long you can go without opening your demo to sell a deal. Don’t worry about the two, three, or four-year deals. Win customers in year one, and if your product is right, you’ll keep them in year two and beyond. PATH TO PRESIDENT’S CLUB Partner @ Glasswing Ventures Growth Advisor @ CloudTruth Growth Advisor @ Talla Co-Founder @ Reprise RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
26 Loka 202338min
#218 - The Secret To Nailing The Day Of The Event
Watch in full vibrant color: https://bit.ly/3tREmWc 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.
25 Loka 20237min
#217 - Your Path to President's Club Starts With "No" (Taylor Corr, Head of SMB & Mid Market Sales @ Quantcast)
FOUR ACTIONABLE TAKEAWAYS Use the last 20 minutes of your workday to plan for the day ahead. Map out your calls, emails, and time blocks. Default to saying no. Don't let random requests distract you from generating revenue. Match your activity to your energy level. If you're high energy in the afternoons, use that time to cold call! Avoid interruptions by blocking your time in one-hour increments. The non-urgent requests can wait until the top of the hour. PATH TO PRESIDENT’S CLUB Head of SMB & Mid Market Sales @ Quantcast Senior Corporate Sales Manager @ Quantcast Corporate Sales Manager @ Quantcast Recruiting Manager @ Robert Half Finance & Accounting Fixed Income Account Manager @ Bloomberg RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
24 Loka 202335min
