#472 - Why You’re Losing Deals by Not Picking Up the Phone | Michelle Cecil
30 Minutes to President's Club | No-Nonsense Sales24 Jun 2025

#472 - Why You’re Losing Deals by Not Picking Up the Phone | Michelle Cecil

Getting your buyer live on the phone isn’t old school—it’s elite. In this episode, Michelle Cecil, two-time President’s Club winner at Procore, shares how dialing instead of emailing builds trust, collapses timelines, and puts you back in control of your deals. Her approach proves that the phone isn’t dead—it’s your most underused weapon. 🎙 ACTIONABLE TAKEAWAYS: Don’t negotiate over email — Use a “carrot on a stick” to earn a callback, then close the gap in live conversation where nuance and urgency can thrive. Own the reference process — Prep your prospect and your customer, set the agenda, and run the call. You are the producer—don’t outsource the close. Call before big demos — Reach out to every stakeholder with a simple message: “I want this meeting to be worth your time.” You’ll get more replies than you think. JUST DO THIS: Pick one deal in your pipeline. Find a reason to call your champion today—and do it. MICHELLE’S PATH TO PRESIDENT’S CLUB: Commercial AE: 2X President’s Club winner with 11 consecutive fully ramped quarters at or above quota from day one as an AE. AE to Commercial Manager: Promoted 5 times internally from SDR to Enterprise AE to Manager demonstrating consistent growth, adaptability, and long-term impact. Commercial AE: In 8+ years, missed only 2 quarterly numbers RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides JOB LISTINGS Account Executive (Sponsorships) Account Executive (Courses) Content Strategist

Episoder(596)

#485 - How to Write Cold Emails That Get Replies | Cold Email Problem + Value Framework

#485 - How to Write Cold Emails That Get Replies | Cold Email Problem + Value Framework

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#484 - Your Reps Fail at Cold Email Because YOU Don’t Teach THIS | Leadership Special

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Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course What you need to know: A ...

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#482 - We Analyzed 85 Million Cold Emails: This is How You GUARANTEE Replies | Sell Playbook

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Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course What you need to know:...

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#481 - Cold Email Strategy That Books 8x More Meetings (Even in 2025): The Reply Method

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#480 - How Top Sales Leaders OWN Negotiations Without Owning the Deal | Maryana Kessel

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4 Steps To Run A Pipeline Review (That Doesn't Suck) Connect With Maryana on LinkedIn Maryana Kessel shares a masterclass on how elite sales leaders drive revenue by staying deal-close, asking har...

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#479 - 8 Brutal Cold Email Truths That Guarantee Higher Open Rates

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