#237 - How to Make your Team Prospect with Operating Rhythms and Calendar Invites (Shay Keeler @ CaptivateIQ)
Shay's Tactic Toolkit: How You Work Questions FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Write down every priority you could work on, then narrow it down to the top 3 and be okay letting things burn. Don...
21 Dec 202332min
#236 - Land Your Dream Sales Job With These Killer Interview Tactics (Adam Ochart @ Gong)
ACTIONABLE TAKEAWAYS Hit adversity head-on. If you got hit with the RIF — tell them you probably could have survived, and here’s how. Never be surprised — get the cheat code questions to the intervi...
19 Dec 202332min
#235 - How to Bulletproof your Team's Pipeline with the So-What Train and Win Strategy Docs with Rebecca Feiten @6sense
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Split 1:1s and deal reviews — don’t try to combine a professional development chat with a pipeline review! Before a pipe review, ensure your reps pre-select the ...
14 Dec 202332min
#234 - Sales Playbook: Nick and Armand Teach You How To Forecast
Every 10th episode, we tear down one topic. This time, we’re talking about landing your forecast in Q4. Bonus: Get the 30MPC Forecasting Guide ACTIONABLE TAKEAWAYS The forecast should never be a su...
12 Dec 202327min
#233 - Steal Kyle Asay’s Sales Competency Framework to Produce World-Class Sellers
Kyle’s Competency Framework FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Pick 1-3 competencies to coach a rep on max. Train your team, then establish a coaching rhythm to reinforce the training and a metric ...
7 Dec 202332min
#232 - Close More Deals with Ninja-Like Operational Efficiency (Grace Presnick @ Outreach)
But wait! Want more from Grace & Outreach? Check out the 30MPC X Outreach: 1 Sequence to Create and 5 Templates to Close FOUR ACTIONABLE TAKEAWAYS Brainstorm how you're going to advance each of your...
5 Dec 202329min
#231 - Incentivizing Your Team to Dominate Q4 (Doug Landis @ Emergence Capital)
Mark Kosglow's Course FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Re-evaluate your Q4 incentives. Lots of sales reps aren’t making money now. Throw in SPIFs and kickers that squeeze the juice out of ICP dea...
30 Nov 202329min
#230 - Jen Puts Nick in the Hot Seat to Learn His Secrets to the Perfect Sales Call (Nick Cegelski @ 30 Minutes to President’s Club)
FOUR ACTIONABLE TAKEAWAYS Back Pocket Questions - Prepare multiple questions for your sales calls that you can pull out at any time. Use them if you get "stuck" at any point. Strategic Social Proof ...
28 Nov 202332min
