#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(585)

#523 - How Top Sellers Find the Real Decision Makers in Deals | Kam Germany

#523 - How Top Sellers Find the Real Decision Makers in Deals | Kam Germany

Kam Germany breaks down how elite sellers win complex deals by uncovering the true decision makers, sparking internal alignment, and turning every stakeholder into a champion that sells for you when y...

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#522 - How Many Cold Calls Does It Take To Afford a Baby? (A Youtube Special)

#522 - How Many Cold Calls Does It Take To Afford a Baby? (A Youtube Special)

Full YouTube Video HERE (https://hubs.li/Q03SzGnP0) Alex Murphy (Founding AE @ 30MPC) reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after...

11 Nov 202550s

#521 - The 7 Deadly Sales Negotiation Sins | Todd Caponi

#521 - The 7 Deadly Sales Negotiation Sins | Todd Caponi

Todd Caponi, bestselling author of The Transparency Sale and The Four Levers of Negotiation, breaks down the 7 Deadly Negotiation Sins that cost salespeople deals, margins, and trust. If you think dis...

6 Nov 202528min

#520 - I Handle EVERY Cold Call Objection like Mr Miyagi

#520 - I Handle EVERY Cold Call Objection like Mr Miyagi

Cold Email Course: http://bit.ly/44K6jy3 Cold Call Course: https://bit.ly/4jqQ4w2 -- Handle every objection in the world like Mr. Miyagi. Plus 4 more talk tracks you can steal for your favorite objec...

4 Nov 20257min

#519 - Set Next Steps That Actually Close Deals | Roy Mathew

#519 - Set Next Steps That Actually Close Deals | Roy Mathew

Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action. 🎙️ ACTIONABLE TAKEAWAYS: Cal...

3 Nov 202534min

#518 - 5 Terrifying Sales Ghosts That Will Haunt Your Quota | Halloween Special

#518 - 5 Terrifying Sales Ghosts That Will Haunt Your Quota | Halloween Special

This Halloween, the 30 Minutes to President’s Club crew takes you inside the haunted house of sales — where deals disappear, demos die, and negotiations bleed revenue. Nick, Armand, and Steve break do...

30 Okt 202532min

#517 - The Secret to Handling Nasty Cold Call Objections

#517 - The Secret to Handling Nasty Cold Call Objections

⁠18 Objections and Scripts for Each⁠ Nick Cegelski shares how to turn quick rejections into real sales conversations using his Mr. Miyagi Method for dismissive objections. He explains why most brus...

28 Okt 202515min

#516 - How to Differentiate Yourself in Every Sales Cycle | Chad Prezlomski

#516 - How to Differentiate Yourself in Every Sales Cycle | Chad Prezlomski

Chad Prezlomski reveals how elite sellers separate themselves from the pack by delivering a world-class buyer experience. Download the Guide: How to Get Your to Reply in 90 Seconds (Without Sending ...

27 Okt 202534min

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