#512 - Leadership Masterclass: The Sales Management Operating System

Get the official 30MPC Aligned Mutual Action Plan: https://30mpc.teamaligned.com/room/67a4ccb055dca14b5ff5be3a?avk=daf0c1b1e0bc Quantifying business impact without triggering sales pressure is hard, but Meredith Chandler shows you exactly how to do it. From confident pricing to bulletproof ROI framing, this episode is a tactical masterclass. 🎙 ACTIONABLE TAKEAWAYS: Use “Here’s why I’m asking” to frame quantifying questions as helpful, not self-serving Every 2–3 questions, pause to show empathy and keep buyers emotionally engaged Quantify time across four levels: direct time, opportunity cost, error cost, and ripple effect Don’t oversell ROI, ask how much impact would justify the price, and anchor conservatively MEREDITH’S PATH TO PRESIDENT’S CLUB: Head of Sales @ Aligned Head of Sales @ pclub Sales Director @ CaptivateIQ Head of Enterprise Sales @ SPIFF RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

13 Maj 36min

Sales leaders—your CRM and dashboards are probably working against you. John Sherer shares tactical ways to clean the clutter, focus on the right metrics, and finally get reports that drive action (not confusion). 🎙 ACTIONABLE TAKEAWAYS: Ditch filters—build dashboards with pre-saved reports so your team gets faster, cleaner insights. Delete CRM fields that aren’t reported on or are full of junk to reduce noise and confusion. Only analyze win rates on mature pipeline from prior quarters to avoid skewed conclusions. Focus on four core metrics: intro meetings, late-stage deals, win rate, and inbound vs. outbound pipeline. JOHN’S 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 Save $50 on any 30MPC course with code “PODCAST”

12 Maj 36min

FOUR ACTIONABLE TAKEAWAYS: Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust. Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate. Create a lever cheat sheet for your sellers so they know what they can give (discounts, services) and what to ask for in return to protect deal value. After major changes like a RIF, give the team a week to process, then reset expectations with managers leading the charge into the "new normal." PATH TO PRESIDENT’S CLUB: Chief Revenue Officer, Postal VP of International Sales, Wrike Senior Director of Sales, Wrike RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

8 Maj 35min

Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning. 🎙 ACTIONABLE TAKEAWAYS: Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight. Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems. Mirror high-level goals and “before state” language to make case studies resonate more deeply. Size the “status quo” problem by auditing lost pipeline, then use it to build urgency and buy-in. JEN’S PATH TO PRESIDENT’S CLUB: Founder @ Demand Gen Head of Growth @ Lavender Chief Evangelist @ Challenger Enterprise Sales Director @ Challenger RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

6 Maj 35min

🎙 ACTIONABLE TAKEAWAYS: Coach reps on storytelling—it’s a foundational skill that improves every sales conversation. Evaluate rep interview performance based on the questions they ask, not just their answers. Run mock pitches with target persona info—test prep, not product knowledge. Benchmark rep candidates one level below your best AEs to fairly assess potential. ANDREW’S PATH TO PRESIDENT’S CLUB: Head of Sales @ Superhuman Sr Director of Sales @ Scale AI Head of Global Email Sales & GTM @ TwilioManager Enterprise Sales @ Twilio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

5 Maj 36min

Guestie VP of Sales Jonah Mandel is back—and he’s bringing a battle-tested blueprint for leading a 60-person sales org. From onboarding frameworks to emotional pulse checks, this episode is a masterclass in scalable, high-intent leadership. 🎙 ACTIONABLE TAKEAWAYS: Win the first 30 days or lose the next 300—structure onboarding to build lasting habits. Idiot-proof dashboards so any leader can read them like a story, not a spreadsheet. Track rep engagement by reverse-sorting Slack conversations and checking in every 6 weeks. Use low-stakes "training leads" before letting reps handle high-revenue inbound. JONAH MANDEL’S PATH TO PRESIDENT’S CLUB: VP of Global Sales @ Guesty VP of Sales & Customer Success @ Capchase VP of Sales & Partnerships @ Alibaba Sales Manager @ ShopKeep RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

1 Maj 36min

FOUR ACTIONABLE TAKEAWAYS: Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real business impact and executive priorities Drive deal velocity without discounting by pre-scheduling the implementation call. Lock in post-sale steps early to create natural pressure toward closing PATH TO PRESIDENT’S CLUB: Head of Sales, Unified GTM Strategic Accounts, Lattice Enterprise Account Executive, Lattice Mid-Market Account Executive, Lattice Business Development Representative, Lattice RESOURCES DISCUSSED: ⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal

29 Apr 33min

ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy. Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground. Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals. Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation. DAVID'S PATH TO PRESIDENTS CLUB: Senior Account Executive MM @ LinkedIn Account Executive SMB @ LinkedIn Sales Development Representative @ LinkedIn Creator Manager @ LinkedIn RESOURCES DISCUSSED: ⁠Join our weekly newsletter⁠ ⁠Things you can steal⁠

28 Apr 36min