How To Set Next Steps In Sales With The 5 Minute Drill
There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing. 🛑 Bad: Never setting next steps 🟡 Okay: Setting steps on every deal 🟢 Good: Setting...
10 Mar 20253min
#435 - How to Coach Your Reps Like a Top 1% Sales Leader | Alex Kremer
ACTIONABLE TAKEAWAYS: No Last-Minute Coaching: Avoid changing a rep’s game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome. Stick ...
6 Mar 202537min
#434 - Fancy Discovery Questions Don’t Work (Ask These Qs Instead) | Keenan
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- ACTIONABLE TAKEAWAYS: Deflect Product Questions Early: Whe...
4 Mar 202535min
#433 - Challenger Sales Mistakes | Dan Flood | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps: Use questions...
3 Mar 202534min
#432 - The Art & Science of Quota Setting: Get It Right or Lose Your Team | 30MPC Playbook (Lead)
PLAYBOOK TAKEAWAYS: Aim for 70% attainment and 70% participation to create a winning culture. Avoid feast-or-famine environments where only a few reps succeed. Use historical data to set quotas bas...
27 Feb 202537min
#431 - How to Close $10M+ Deals & Make $1M W-2 | Ian Koniak
FOUR ACTIONABLE TAKEAWAYS Create a Not-To-Do List: Identify low-value tasks to eliminate instead of just adding more effort. Free up time for strategic activities like prospecting and closing. Pri...
25 Feb 202537min
#430 - Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-b...
24 Feb 202535min
#429 - How to Push Top Performers Without Losing Them | Alex Kremer
ACTIONABLE TAKEAWAYS: Understand Rep Motivation: Identify what drives each rep—money, career growth, or exploration—then get their permission to push them toward that goal, laying the foundation for...
20 Feb 202537min
