#456 - How to Hire Reps Who Actually Know How to Sell | Andrew Johnston | 30MPC Hall of Fame

Kyle Coleman's Metrics to Quota Calculator FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Kyle runs 3 live interviews with pair interviewers — having two people from your team will give you a better read Run 90 day SDR onboarding where the first 30 days are focused on the core parts of prospecting and the next 60 are focused on full business acumen (e.g. running a 5m in demo) The 6 certifications at the end of the 30 days are LinkedIn, Email, Cold Calls, Video Prospecting, Organizing Your Week, and Activity Mix. Use Kyle’s activity calculator (in the show notes) to back out how many activities your SDRs should be doing to get to quota PATH TO PRESIDENT’S CLUB CMO @ Copy.ai CMO @ Clari SVP of Marketing @ Clari Group VP, Growth & Enablement @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

11 Tammi 202432min

Steal Clari’s templates to get your deals closer to close FOUR ACTIONABLE TAKEAWAYS Help your customer build a case for why they shouldn’t be trying to build their software in-house. If you’re having trouble building your own POV, hit up a senior exec at your company and ask to get lunch with them to help you build one. Don’t show up to your first call expecting the customer to do all of the hard work answering your questions. Instead, bring a point of view to the call that introduces a new way of looking at the root cause of a problem you think they might have. If you’re going to an event, use that as an opportunity to test your point of view with other executives. PATH TO PRESIDENT’S CLUB Head of Clari Align @ Clari CEO @ DealPoint VP Sales and Marketing @ CloudEngage, Inc. Co-Founder @ Presspoint CRM RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

9 Tammi 202430min

Charlotte's LinkedIn Prospect Guide FOUR ACTIONABLE TAKEAWAYS Use the spotlight filter to find some quick wins within the prospect list you’ve targeted using Sales Navigator Connect with lower-level employees on LinkedIn to create groundswell when trying to reach revenue leaders Use this messaging template for nurturing - Personalization → Challenge → Offering Value Add Maximize your companies’ internal connections to build your prospecting list by asking them to introduce you PATH TO PRESIDENT’S CLUB Account Executive SMB @ Salesloft Account Executive Emerging @ Salesloft Sales Development Representative @ Salesloft Team Lead, Sales Development @ Integrate RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Tammi 202412min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Run weekly team deal reviews where the entire team finds the blindspots in a deal. Make those deal reviews positive and fun — it’s us versus the deal, not us vs the rep. Use the benign reachout early in your sales cycle by having your CEO send a note to their CEO offering their early support in the evaluation. Get beyond just doing demos. If you talk about features you’ll be relegated to the folks who want to talk about that (a CFO doesn’t care). PATH TO PRESIDENT’S CLUB SVP Sales @ Productboard Sales VP @ Productboard SVP Enterprise Sales @ Carta SVP NA Sales @ Box RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

4 Tammi 202431min

You want the hottest tactics we’ve heard in 2023? We present 30MPC’s Awards for best episodes and tips of the year! Who took the golden pineapple? Take a listen and put these into play in 2024. Best Prospecting Tactic: Nominee: 142 (Sell) Part 1: Energize your prospecting with multi-channel mastery with Vin Matano Nominee: 151 (Sell) Mastering every moment at your next conference (+ never lose at musical chairs) with Christine Nolan Winner: 156 (Sell) Amplifying authenticity to soft close across the sales cycle with JC Pollard Best Discovery Tactic: Nominee: 165 (Sell) Maintain momentum in your sales conversations with Brian LaManna Nominee: 144 (Sell) Progress your sales with healthy customer tension with Jen Allen-Knuth Winner: 134 (Sell) Part 1: Connecting the dots in your discovery call with Kevin “KD” Dorsey Best Process Tactic: Nominee: 146 (Sell) Winning over the CEO by turning their team into champions with Henry Schuck Nominee: 160 (Sell) Making meaningful intros to move competitive deals with Shay Keeler Winner AND Episode of the Year: 130 (Sell) Asking questions that get your buyer talking about impact vs features with Morgan Melo Best Leadership Tactic: Winner: 175 (Lead) Lessons from a renowned CRO: Evolving your sales team through process and accountability with Stevie Case RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

2 Tammi 202418min

We're bringing back one of our most popular playbooks ever as we launch the 30MPC Book on Cold Calling Part 1: The Playbook Revisited Use a permission-based or ‘heard the name tossed around’ opener Describe an excruciatingly painful problem prop Suggest times or send a placeholder invite Part 2: The Next Chapters Handle objections with the Mr. Miyagi framework Leverage 1-2 punch voicemails leading with context and redirecting to email Treat your call blocks like a workout and get dialing! RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

1 Tammi 202429min

We wrote the book on Cold Calling - 30mpc.com/book RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

22 Joulu 202310min

Shay's Tactic Toolkit: How You Work Questions FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Write down every priority you could work on, then narrow it down to the top 3 and be okay letting things burn. Don’t stop drilling in on those priorities until your team starts to complete your sentences and tattle on themselves. If you wanna get your teams prospecting, set daily expectations, put them in calendar invites in an operating rhythm, then get wildly tactical on how to do it. Use the “How You Work” questions to get to know the human behind the seller and push them to the next level. PATH TO PRESIDENT’S CLUB Senior Director of Commercial Sales @ CaptivateIQ Senior Director of Global Commercial NL Sales @ Outreach Director of Sales, Global New Logo @ Outreach Director of Sales, New Logo @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

21 Joulu 202332min