#245 - Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots Get product involved in your big deals. Put ...
18 Jan 202432min
#244 - How to Tear Up Your Territory to Kickoff 2024 (Luke Floyd @ Deel)
Steal Luke’s Territory Planning Spreadsheet FOUR ACTIONABLE TAKEAWAYS When prospecting, start to look for lookalike accounts. For example, if you’re having success with intellectual property law firm...
16 Jan 202432min
#243 - The Ultimate Guide to Interview and Train High-Performing SDRs (Kyle Coleman @ Copy.ai)
Kyle Coleman's Metrics to Quota Calculator FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Kyle runs 3 live interviews with pair interviewers — having two people from your team will give you a better read Run ...
11 Jan 202432min
#242 - Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
Steal Clari’s templates to get your deals closer to close FOUR ACTIONABLE TAKEAWAYS Help your customer build a case for why they shouldn’t be trying to build their software in-house. If you’re havin...
9 Jan 202430min
#241 - Club Playbook: Three Steps to Using LinkedIn to Find More Prospects (ft. Charlotte Johnson of Salesloft)
Charlotte's LinkedIn Prospect Guide FOUR ACTIONABLE TAKEAWAYS Use the spotlight filter to find some quick wins within the prospect list you’ve targeted using Sales Navigator Connect with lower-leve...
8 Jan 202412min
#240 - How to Run Team Deal Reviews to Find the Blindspots (D’Arcy Doyle @ Productboard)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Run weekly team deal reviews where the entire team finds the blindspots in a deal. Make those deal reviews positive and fun — it’s us versus the deal, not us vs ...
4 Jan 202431min
#239 - 30MPC’s 2023 Awards
You want the hottest tactics we’ve heard in 2023? We present 30MPC’s Awards for best episodes and tips of the year! Who took the golden pineapple? Take a listen and put these into play in 2024. Best P...
2 Jan 202418min
#238 - Playbook Special: Cold Calling
We're bringing back one of our most popular playbooks ever as we launch the 30MPC Book on Cold Calling Part 1: The Playbook Revisited Use a permission-based or ‘heard the name tossed around’ opener ...
1 Jan 202429min
