#469 - Everything You’ve Wanted to Learn From a Sales Leader in 30 Minutes | Leadership Q&A

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ZoomInfo: 5 Plays, 30MPC Style FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it. Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand. PATH TO PRESIDENT’S CLUB CEO & Founder @ ZoomInfo CEO & Co-founder @ DiscoverOrg Adjunct Professor @ Washington State University RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

17 Touko 202328min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Kyle's Executive Multithreading & Agenda Email Templates FOUR ACTIONABLE TAKEAWAYS Prepare targeted questions during pre-call prep to validate your research Repackage information in exec summaries by highlighting solutions and needed resources (don't just regurgitate the champion-level business case) When an exec is impatient, share your POV and ask for their input When asking for power, show how their involvement will benefit the project PATH TO PRESIDENT’S CLUB Regional VP @ MongoDB Regional VP of Sales @ Qualtrics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

10 Touko 202334min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Align on the problem and impact first, then start brainstorming root causes and solutions Build a problem identification chart with the problems, impacts, root causes of your ICP Talk to customers, become an expert. Why did they buy? What problems did you have? You need customers to agree to the problem they have and be willing to solve it with you. PATH TO PRESIDENT’S CLUB Author of Gap Selling CEO @ Noted Analytics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Touko 202325min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start by aligning on the problem in the big team meeting and sell your champion on why it’s important. At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you. In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems. Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation. PATH TO PRESIDENT’S CLUB Community Growth @ Lavender Chief Evangelist @ Challenger Player/Coach-Large Enterprise Sales @ CEB, now Gartner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

3 Touko 202333min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ACTIONABLE TAKEAWAYS Section 1 - Agenda: Have a plan & share it. Call out surprises before they, ya know, surprise you. Section 2 - Set the Table: Teach your customer something they don’t know, and you’ll gain credibility in their eyes. Section 3 - Dig In: Don’t just ask qualification questions. Understand their challenges today and the impact those are having on their business. Ask questions about areas the prospect might not have considered, but you know you can add extra value too. Section 4 - Dessert: Tell them what’s good and recommend they give it a try: i.e. tell them what the next step is and secure it at the end of the call. PATH TO PRESIDENT'S CLUB Account Executive @ Gong Advisor @ Aligned, Chili Piper, and Ramped Instructor @ Sales Impact Academy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

1 Touko 202314min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Vin's 5 Emails from Prospecting to Close FOUR ACTIONABLE TAKEAWAYS Keep your multithreading separate to first establish direct lines of communication, and then weave them together later.  Once you have the group threaded together, separate out the master recap email from individual recap emails.  Put on a show! Vin used the number 282 to start a presentation, which was the number of LMS providers on G2 crowd, and the person who guessed the number correctly received a bottle of wine.  Attach discount percentages to levers so prospects have control over how they can buy themselves a discount. PATH TO PRESIDENT’S CLUB Sr. Account Executive IC-5 @ Demandbase Strategic Advisor @ Aligned Strategic Partner @ Outplay RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

26 Huhti 202328min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Vin's 5 Emails from Prospecting to Close FOUR ACTIONABLE TAKEAWAYS Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday. Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email. The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot. Use email to keep threading throughout your sales cycle. One way to do this is through direct mail. PATH TO PRESIDENT’S CLUB Sr. Account Executive IC-5 @ Demandbase Strategic Advisor @ Aligned Strategic Partner @ Outplay RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

19 Huhti 202327min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your demos by setting the scene. Orient your buyer as to who they are in the demo and what they are doing in their day. If you get a mild “yes” at the end of the demo (e.g. “it could be interesting, I want to debrief internally”), use timeline and sales process steps to see if they’re willing to work to take a step forward. When asking for power, make it us vs. them. Align the timeline to close with their best interest in mind, not yours (e.g. Get them excited about more time to implement means a much better customer experience for them). PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Pave Sales Trainer @ Flockjay Head of Revenue @ Whistle Enterprise Account Executive @ Chili Piper RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Huhti 202332min