#317 - How to Lead Sales Managers and Address Underperformance (JD Miller, Kantata)
FOUR ACTIONABLE TAKEAWAYS: Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quanti...
27 Jun 202437min
#316 - Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect. Setting...
25 Jun 202434min
#315 - Hall of Fame: Vin Matano
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 ...
24 Jun 202431min
Product Roadmap: Q3 2024 (Book launch, care package, 5 weeks of phones, host change)
Here's and update on our reflections from Q2 and what we have planned for July-September 2024 on 30 Minutes To Presidents Club. ❏ Cold Calling Sucks (And That's Why It Works) ❏ ➥ Get your Cold Call ...
21 Jun 202420min
#314 - Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ)
FOUR ACTIONABLE TAKEAWAYS: Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices. Implement a weekly automated report that evalu...
20 Jun 202436min
#313 - Prospecting Technical Buyer Personas and LinkedIn Outreach (Robin De Vries, MongoDB)
FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don'...
18 Jun 202433min
#312 - Hall of Fame: Discovery
FOUR ACTIONABLE TAKEAWAYS Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone. Connect what you’re s...
17 Jun 202431min
#311 - Running Sales Team Meetings That Actually Move The Needle (Armand Farrokh, 30MPC)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3" Consider running team training on Fridays to give reps th...
13 Jun 202442min
