#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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#383 - How Gong's CRO Hires Top Talent: Mastering Interview Tactics (Shane Evans, Gong)

#383 - How Gong's CRO Hires Top Talent: Mastering Interview Tactics (Shane Evans, Gong)

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#382 - Why Your Cold Call Value Prop Isn't Working | Sales Playbook

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#380 - We Answer Your Cold Calling Questions (Sell Better)

#380 - We Answer Your Cold Calling Questions (Sell Better)

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1 Nov 202412min

#379 - Why Most Sales Reps Fail As Managers (Mark & Armand)

#379 - Why Most Sales Reps Fail As Managers (Mark & Armand)

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#378 - How To Win Complete Control of Your Deals (Dan Flood, Challenger)

#378 - How To Win Complete Control of Your Deals (Dan Flood, Challenger)

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 question...

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#377 - Hall of Fame: Matthew Mazankowski

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#376 - How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance)

#376 - How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance)

ACTIONABLE TAKEAWAYS Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top r...

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