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

Watch in full vibrant color: https://bit.ly/458zfP8 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.

15 Elo 20238min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Figure out your champion’s motives. This might look like supporting their business motives / aligning with their bonus/financial motives / or making them feel like they’re going to ink their next promotion. The Sandwich Sale: Combine the groundswell at the bottom of the organization with executive momentum at the top to squeeze the middle managers into action. Ask the executive: “Who’s your rising star?” They will often be the ones to drive your deal with the most velocity. Land a single deal for $50-100k, then build an internal business case to expand on the account. PATH TO PRESIDENT’S CLUB Strategic Account Manager @ Ascend Strategic Accounts @ Sourcegraph Head of Enterprise Sales @ Segment Enterprise Sales Executive @ Braintree (a PayPal company) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

9 Elo 202332min

The Heard The Name Tossed Around Opener - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now. 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 :) TIMESTAMPS (00:00) Intro (01:34) Traditional Openers (02:21) Intro Heard The Name Tossed Around Opener (02:38) Lead With Common Thread (03:05) Introduce Yourself (03:18) Have You Heard Our Name Tossed Around? (03:20) Talk Track (03:38) Breakdown (08:20) Recap

8 Elo 202311min

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

4 Elo 20234min

Watch in full vibrant color: https://bit.ly/3qb4ni0 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.

3 Elo 20237min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 But wait, there's even more Gong x 30MPC at our Master Class Series :) FOUR ACTIONABLE TAKEAWAYS Use the 3x3 after your opener: “I noticed this, this, and this about you…how familiar are you with what we do?” Be outrageously authentic. Example: “I would’ve been fired if I only closed deals with allocated budget.” Set the expectation for three call outcomes upfront. At the end, tell them you think we’re at a 1 (which means buying this now), and ask them to validate that. Use a soft close to skip a pilot. You’re either ready to move now, which gives us commercial flexibility, or need us to invest more time and resources to prove the use case. PATH TO PRESIDENT’S CLUB Mid-Market Account Executive @ Gong Enterprise Business Development Representative @ TigerConnect Head of Personal Training @ University of Oregon RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

2 Elo 202334min

Watch in full vibrant color: https://bit.ly/3QkqnS3 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 Elo 20235min

Watch in full vibrant color: https://bit.ly/44KFn02 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.

31 Heinä 20237min