#465 - What Great Sales Teams DO DIFFERENTLY: Pain Chain First, Outbound Second | Mark Kosoglow

FOUR ACTIONABLE TAKEAWAYS Leverage the power of 7-38-55: 7 percent of meaning is communicated through words, 38 percent through tone, and 55 percent through body language. Encourage friction in your sales cycle; it means that your customer is engaged. When showing a demo, tell your customers what you're gonna show, show 'em, then tell them what you showed. The "Barack Obama Objection Response" - When you get hit with an objection, acknowledge factors impacting their perspective and ask if they would be open to hearing a different perspective. PATH TO PRESIDENT’S CLUB Founder @ Alluviance Director of Sales @ Catalyst Software Director of Sales, Commercial @ Outreach Senior Director, Corporate @ Outreach Territory Account Executive @ Microsoft RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

17 Loka 202331min

THREE ACTIONABLE LEADERSHIP TAKEAWAYS Document the What Good Looks Like (WGLL): It's best if it's defined, documented, and demonstrated. Practice should be built into everyone’s week: You get good in practice, You don't get good in the game. Follow leadership methodologies: Behavior, Individual, Process, Skill, You as a leader (BIPSY) PATH TO PRESIDENT’S CLUB SVP of Sales and Partnerships @ Bench Accounting Mentor @ 500 Startups Advisor @ Worklye.io Advisor @ Regie.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Loka 202337min

Watch in full vibrant color: https://bit.ly/3Q9HgOY 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.

11 Loka 20239min

FOUR ACTIONABLE TAKEAWAYS Use a "what I heard" slide to show you listened and as a reason to ask further questions. Ask your prospect to rate how they feel about your solution on a scale of 1-10. If you're a 10, are they ready to buy OR can you make the case to move forward? Every day, take a look at your opportunities and consider what you could do today to better your chances with this deal. PATH TO PRESIDENT’S CLUB Senior Mid-Market Account Executive @ Gong Mid-Market Account Executive @ Gong Commercial Account Executive @ Gong Senior Commercial Account Executive @ Gong Enterprise Account Executive @ BrightEdge RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

10 Loka 202337min

Watch in full vibrant color: https://bit.ly/3Q45Mkq 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.

5 Loka 20238min

FOUR ACTIONABLE TAKEAWAYS Use the NDA to test for signing authority early in the process. Send an executive update early in the process so that you have a thread to call on when things don't go so well. Map out the process in a way that makes sense to them. Not to you. AKA not a buyer's journey. The person who's involved in the RFP is usually the person who wins the RFP. PATH TO PRESIDENT’S CLUB Managing Director/SVP @ Junipare Square Podcaster @ Juniper Square Advisor @ Prophia 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 :)

4 Loka 202334min

Watch in full vibrant color: https://bit.ly/3Pt8zly 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.

29 Syys 20235min

FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-cold call and get out of their way. PATH TO PRESIDENT’S CLUB Sr. Account Executive @ GRIN Sales Coach @ CourseCareers Business Development Representative @ Connect Searh, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

27 Syys 202328min