#490 - Try Giulio Segantini’s INSANE Openers on Your Next Sales Call (Shock your prospect!) | Giulio Segantini

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them. Join our weekly newsletter Things you can steal

16 Aug 202411min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused. Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays. Assess early-stage deals by confirming if there's a recognized problem and if the prospect is willing to solve it with you. Focus on evaluating large early-stage deals first during pipeline reviews, as they are often more crucial than late-stage deals. PATH TO PRESIDENT’S CLUB Sr. Manager, Corporate Sales @ Webflow Course Instructor & Founding Member @ pclub.io Customer-Led Growth Advisor @ Catalyst Software Dir. of Sales @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

15 Aug 202432min

Hey folks, today's the day. The book is officially live and the digital version is only $1 until Friday. You can get the book here :)  - From your two favorite 30MPC sales goons, Armand and Nick Join our weekly newsletter Things you can steal

14 Aug 202458min

ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers. SAM'S PATH TO PRESIDENTS CLUB: CEO @ Sam Sales Head of Enterprise Sales @ LinkedIn Vice President North America Sales @ ON24 Join our weekly newsletter Things you can steal

13 Aug 202434min

FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-cold call and get out of their way. PATH TO PRESIDENT’S CLUB Senior Account Executive @ Inveterate Sr. Account Executive @ GRIN Sales Coach @ CourseCareers Business Development Representative @ Connect Searh, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

12 Aug 202432min

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls Join our weekly newsletter Things you can steal

9 Aug 202412min

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales. Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations. If unsure about a hire, don't proceed. Second-guessing can lead to issues and regret. Offer positions without negotiating compensation. Emphasize performance-based pay; top earners prove it on the leaderboard. PATH TO PRESIDENT’S CLUB COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

8 Aug 202431min

FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state Ask about specific situations to accurately identify the exact problems the prospect is facing Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in PATH TO PRESIDENT’S CLUB Founder, Braun Training Former Head of Sales @ Basecamp Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Josh Braun's Tongue Tied flashcards Things you can steal

6 Aug 202436min