#472 - Why You’re Losing Deals by Not Picking Up the Phone | Michelle Cecil
30 Minutes to President's Club | No-Nonsense Sales24 Juni 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

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#411 - The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman

#411 - The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman

ACTIONABLE TAKEAWAYS: SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdo...

9 Jan 202538min

#410 - The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2

#410 - The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2

The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways The biggest mistake in The Problem Propositio...

8 Jan 202513min

#409 - The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1

#409 - The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1

The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways No Value Propositions. Buzzwords make you soun...

8 Jan 202517min

#408 - Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel

#408 - Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel

ACTIONABLE TAKEAWAYS: Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome. D...

7 Jan 202536min

Product Roadmap: Q1 2025 (Club Pass, New Club Member, Pipe Gen Teardowns)

Product Roadmap: Q1 2025 (Club Pass, New Club Member, Pipe Gen Teardowns)

RESOURCES DISCUSSED: Club Pass (Course & Community) Johnny Larson (New Club Member) Johnny's Past Episodes: Episode 1 Episode 2 Episode 3 Q1 Tactic Teardowns (Sales Nav, Pitch Script)

6 Jan 202513min

#407 - How to Measure Sales Team Metrics Without Micromanaging | John Sherer

#407 - How to Measure Sales Team Metrics Without Micromanaging | John Sherer

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS: Simplify Dashboards: Skip filters and create pre-built reports for dashboards. It saves time and provides clearer insights without extra clicks. Trim CRM Fiel...

2 Jan 202536min

#406 - The Top 15 Tactics from 2024

#406 - The Top 15 Tactics from 2024

The top 15 sales tips shared on the podcast in 2024 (full episodes linked below) Prospecting Best Practices: "That's Exactly Why I Called" Response: Use objections as a reason to keep the conversat...

31 Dec 202425min

#405 - How to Ask BETTER Sales Questions | Charles Muhlbauer | 30MPC Hall of Fame

#405 - How to Ask BETTER Sales Questions | Charles Muhlbauer | 30MPC Hall of Fame

Enjoy this clip from episode 247 w/ Charles Muhlbauer ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this wil...

30 Dec 202410min

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