Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls
FOUR ACTIONABLE TAKEAWAYS

Explain things in your customer’s language. Adapt data and demos to how the customer works and thinks.

Involve your champion in every customer touchpoint because they will help share context and help be your co-quarterback for the deal.

Ask your buyer to correct you. When you get to the point of the sale where you’re walking through next steps for evaluation, be ok with being corrected.

Go beyond the basics when an internal call partner joins your meeting. Ask questions specific to them - their business challenges, or what does success look like for them.



PATH TO PRESIDENT’S CLUB

Enterprise Account Executive @ Deel

Enterprise Revenue Director @ Clari

Mid-Market Revenue Director @ Clari

Commercial Revenue Director @ Clari



RESOURCES DISCUSSED

Join our weekly newsletter

Things you can steal

205 (Sell) How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)

The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual.

30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including:

Prospecting: How to open conversations to triple your pipeline

Discovery: How to ask questions that uncover massive pain

Process: How to get big contracts over the line

Leadership: How to hire and train world class teams.


Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-hosts Jen Allen-Knuth (ex-Challenger, ex-Lavender) and Mark Kosoglow (CRO @ Catalyst, ex-Outreach). 

Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show…

Get ready, you're going to President's Club.

Business

Investing

Careers

Management & Marketing

Business News

Shopping

Management

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control

Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing incentive will move the close date

Ask the same 5 questions in deal review - Deal size, deal close date, buyer buy in, next step, and any incentives on the deal. Send the update to your leader for upward transparency

Only have reps forecast deals in pipeline for the month then run the historical math to see what may change both positive or negative


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

220 (Lead) Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)

FOUR ACTIONABLE SALES TAKEAWAYS

Recognize your SE and team members who help you on deals & onsites

Call each attendee after a meeting to thank them for their time and ask them for their feedback

When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask

Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state


PATH TO PRESIDENT’S CLUB

Commercial Sales Manager @ Procore

Account Executive, Enterprise @ Procore

Account Executive, Majors @ Procore

Account Executive, Mid-Market @ Procore


RESOURCES DISCUSSED

Join our weekly newsletter

Things you can steal

219 (Sell) Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)

FOUR ACTIONABLE TAKEAWAYS

Don’t let the fear of breaking rapport prevent you from asking for the next step.

Answer the yes-or-no questions and SHUT UP!

Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it.

Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand.


PATH TO PRESIDENT’S CLUB

CEO & Founder @ ZoomInfo

CEO & Co-founder @ DiscoverOrg

Adjunct Professor @ Washington State University


RESOURCES DISCUSSED

Join our weekly newsletter

Things you can steal

Hall of Fame: Henry Schuck Ep. 146

Top performers deal with buyer hesitancy just like everyone else.
Their secret to driving deals forward? 
A simple framework for handling indecision. 
In this show, Matt Dixon and Jen Allen-Knuth will teach you how to use this game changing framework (called the JOLT effect) to move even the most hesitant buyers forward…
No matter where they are in your sales cycle. 

RESOURCES DISCUSSED

Sign up for more live sessions like this one

Join our weekly newsletter

Things you can steal

How To Move Indecisive Customers With The JOLT Effect

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Shadowing to remind yourself and your reps of the basics to spot opportunity areas

Setting a goal without a "how" is not a real goal, you have to understand how a rep is going to reach the goal while setting them

Always level with reps before you shadow a call to clarify the role they want you to play on the call & tell them what you hope

Use "Mr.Potato Head" personalization to ramp reps from generic persona based personalizaiton, to trigger based personalization, to full email personalization


PATH TO PRESIDENT’S CLUB

Head of Sales @ Pulley

Senior Manager, New Business Sales @ Lattice

Director of Sales Development @ Lattice

Head of Sales Development @ Lattice


RESOURCES DISCUSSED

Join our weekly newsletter

Things you can steal

205 (Sell) How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)

Download our free app to listen on your phone