#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
Product Roadmap: Q2 2024
Q2 ROADMAP We wrote the book on Cold Calling: Preview the Intro Mr. Miyagi Method: 18 Cold Call Objections & How to Handle Twitter: Follow Armand YouTube: Stay Tuned Tactic Teardowns: Registe...
22 Mar 202414min
#274 - Tactics for Tackling Team Promotions and Behavior Changes (Jonah Mandel, Guesty)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Increase the surface area of your luck. Sometimes, getting promoted takes luck. So help out as much as possible in all the places you can. Don’t let a slow burn ...
21 Mar 202431min
#273 - Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
FOUR ACTIONABLE TAKEAWAYS When you’re doing a POC, you should be surveying the users and participants in that POC about their experience. If you’re working in a fairly technical sale, don’t shy away...
19 Mar 202428min
#272 - Hall of Fame: Doug Landis
FOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving into features until you've established “wh...
18 Mar 202432min
#271 - How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
Chase Macaione's Discovery Call Prep Sheet & Guide FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What yo...
14 Mar 202433min
