#346 - 5 Steps to Become the Sales Leader That Inspires Your Team (David Priemer, Cerebral Selling)

FOUR ACTIONABLE TAKEAWAYS: Pre-research your subject for a more personalized cold call that makes the interaction intentional and human. It tells them you’ve taken the time to get to know them. Use a permission-based opener to make your prospect feel like they are choosing to speak with you. Deliver your opener with conviction, and bring energy and enthusiasm. Build this as you pre-research because if you believe it, they’ll be more likely to believe it. Execute a 3YU, aka 3 reasons that you are calling that are personal to them, and opens the door for WHY they would want to use your product. PATH TO PRESIDENT’S CLUB: Sr. Mid Market Account Executive @ Gong Senior Account Executive @ Tropic Mid-Market Account Executive @ Gong Senior Account Executive @ Gong RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

16 Helmi 20248min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Prep your reps on both what they should get out of the call and how they plan to get it Pay special attention to how your reps nail the first 7 golden minutes, that’s where discovery is made When you’re on that call, listen for anything that you can quantify. Jump in if your reps don’t catch it. Coach to the controllable. Start with the expectations, then hold them accountable. PATH TO PRESIDENT’S CLUB VP of Sales @ Convertr Sr. Manager of Strategic Sales @ RollWorks Manager, New Business Sales @ RollWorks Strategic Sales @ Pendo.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

15 Helmi 202432min

FOUR ACTIONABLE TAKEAWAYS Don't shy away from including images in your prospecting emails, particularly if you sell a visual solution. Add value with a “thinking of you” email in advance of your sales call that shows some examples of what some of their peers are doing with you or what other similar customers are doing. When you open your email using a trigger-based approach, state your observation confidently and then follow it up with an unsure tone question. Example is: “Here's what I've seen your ads look like. Have you ever tried to do X? Use intentionally boring subject lines, like “Podcast Episode” that follow the “internal camouflage” principle. PATH TO PRESIDENT’S CLUB Account Executive @ Marpipe Senior SDR @ Marpipe Sales Development Representative @ Smartly.io Client Service Associate @ Guidepoint RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

13 Helmi 202431min

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 Join our weekly newsletter Things you can steal

12 Helmi 202427min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions. Pre-carve books for reps to-be-hired and let your current reps squat in the territories until they’re on board. A nickname for a holdover opportunity is a slipped opportunity. Have a policy limiting the holdovers and allow for exceptions based on what’s best for the customer. Your team will remember how you treated them in the magic moments: promotions, 1st and last days, maternity leave, a loss in the family. PATH TO PRESIDENT’S CLUB SVP, Revenue Strategy & Operations @ Tropic VP, Revenue @ Clari VP, GTM Solutions @ Clari VP, Revenue - Enterprise @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Helmi 202433min

RESOURCES DISCUSSED View the written summary of this episode Get 1 month of Superhuman on us Other things you can steal FOUR ACTIONABLE TAKEAWAYS Do not enter a pilot or a POC without setting clear success criteria with your customer. The way that you should present the success criteria is to figure out what matters to your customer. Break your accounts and prospects into high-usage and low-usage groups. Coach up your low-usage team, and just ask your high-usage group “How can we get this into the hands of other people.” Consolidate your bill for people in different departments and consolidate the team for prospects in the same department. PATH TO PRESIDENT’S CLUB Head of Sales @ Superhuman Director of Sales @ Scale AI Head of Global Email (SendGrid) Sales & GTM @ Twilio Manager, Enterprise Sales @ Twiliio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

6 Helmi 202432min

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 Join our weekly newsletter Things you can steal

5 Helmi 202423min

Every 10th episode, we tear down one topic. In this Lead Playbook, we’re talking about team training. FOUR ACTIONABLE LEADERSHIP TAKEAWAYS It is crucial to focus the initial six weeks of onboarding on heavy immersion and then transition to learning on the job. Use Mark’s Assessment Matrix to understand the cognitive load required for what you want to train and how good you want them to be at that thing you are training for. Training is one of the top things that young reps require, want, and desire. If you don’t have continuing training and coaching, you are not delivering for your talent. A great training program not only allows you to be effective in increasing your team’s results but also increases your value as a leader. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

1 Helmi 202432min