#282 - Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in lega...
9 Apr 202433min
#281 - Hall of Fame: Stephen Guerguy
FOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitors during the requirement-gathering phase. Require an exec-level bridge with your...
8 Apr 202432min
#280 - Why Your SDR Team Should Be Pipe Gen Forecasting (Maya Connet, Clari)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs. There's a top-down financial plan and a bottoms-up forecast. Us...
4 Apr 202432min
#279 - Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
FOUR ACTIONABLE TAKEAWAYS If you don’t have enough pain, ask for some documentation prior to the demo. The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call. Link the ...
2 Apr 202429min
#278 - April Special: The Future of Sales AI ft. Corporate Bro
ACTIONABLE TAKEAWAYS Do the opposite of every single thing Corporate Bro Says Listen to Corporate Bro on his podcast Demoted Follow Corporate Bro on social: Instagram and YouTube RESOURCES DISC...
1 Apr 202421min
#277 - Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize. Tuning Your Dis...
28 Mar 202433min
#276 - How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)
Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls FOUR ACTIONABLE TAKEAWAYS Explain things in your customer’s language. A...
26 Mar 202432min
#275 - Hall of Fame: Cory Bray
FOUR ACTIONABLE TAKEAWAYS: Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. Avoid open-ended q’s, instead use “typically” or “usually” language t...
25 Mar 202429min
