#403 - How to Run a Perfect Proof of Concept | Deren Rehr-Davis
ACTIONABLE TAKEAWAYS Leverage POC Momentum: Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal. Involve Executives in POCs: Requir...
24 Dec 202436min
#402 - The Ultimate Multichannel Sales Framework | Sara Uy | 30MPC Hall of Fame
FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel t...
23 Dec 202431min
#401 - Building a Bulletproof Sales Forecast | Taylor Wilding
Get your forecasting resources ACTIONABLE TAKEAWAYS Commit Deal Essentials: Reps must report four details for commit deals: dollar amount, close date, economic buyer, and their engagement. If not e...
19 Dec 202436min
#400 - How to Spot Deals You’ll Actually Close | Johnny Larson
ACTIONABLE TAKEAWAYS Streamline Proposals: Remove unnecessary features to cut costs and stand out from competitors with bloated quotes. If prospects need a feature, they’ll request it, giving you co...
17 Dec 202433min
#399 - 30 Minutes of Advanced Negotiation Strategies | Spencer Ivey | 30MPC Hall of Fame
FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions...
16 Dec 202435min
#398 - The Science of Sales Training & What Top Teams Do Differently | 30MPC Playbook
Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team. ACTIONABLE TAKEAWAYS Use a capability & cognitive load matrix to decide what to focus your tra...
12 Dec 202429min
#397 - How I Went From Flat Broke to Closing 7-figure Deals | Johnny Larson
ACTIONABLE TAKEAWAYS Ask for Competitor Proposals: If a prospect cites competitor pricing, request their proposal to directly compare offerings and address discrepancies. Rank Negotiation Prioriti...
10 Dec 202437min
#396 - Finding Business Level Pain Execs will ACTUALLY Care About | Maddy Jackson | 30MPC Hall of Fame
FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals a...
9 Dec 202435min
