30 Minutes to President's Club | No-Nonsense Sales

By Armand Farrokh & Nick CegelskiBusiness Careers Management

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30 Minutes to President's Club | No-Nonsense Sales episodes

September 10, 2024#355 - Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)
ACTIONABLE TAKEAWAYS
Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact

Find out if the problem is known and cared about across the company or just by one person

Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured

Position involving decision-makers as beneficial for them, making it easier to get in front of power

PATH TO PRESIDENT’S CLUB
Founder @ DiscoveryCoach.io

Sales Enablement Manager @ AlphaSense

Lead Revenue Enablement Manager @ CB Insights

Senior Sales Training Manager @ CB Insights

RESOURCES DISCUSSED
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Things you can steal
30MPC Training: 30mpc.com/training
37 min
September 09, 2024#354 - Hall of Fame: Miles Kane
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set.

Your customers have the answers. Talk to your customers.

Do not do the things that you're horrible at. Hire for the things that are not your strengths.

Invest your time in enablement. You and your reps should track how you win each deal for ongoing development.

PATH TO PRESIDENT’S CLUB
VP, Sales @ Tenderly

Founding Member, First Hires Program @ First Round Capital

Director, Enterprise Sales @ Drift

VP, Sales @ AltoCloud

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

30MPC Training: 30mpc.com/training
35 min
September 06, 2024#353 - The Future of Outbound Sales (Topline Podcast)
This is an except from the Topline podcast with Sam, AJ, and Asad

Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast
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Things you can steal

30MPC Training: 30mpc.com/training
15 min
September 05, 2024#352 - Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend)
FOUR ACTIONABLE TAKEAWAYS
Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue.

When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific date tied to an event.

Link the urgency of change to concrete events, such as a software switch, new hire, market trends, or growth initiatives like entering a new market.

Ask your reps key questions like when the economic buyer last bought something similar and who typically pays for software in their industry to ensure they understand the buyer’s decision-making process.

PATH TO PRESIDENT’S CLUB
Head of Sales, Retail @ Ascend

Strategic Account Manager @ Ascend

Strategic Accounts @ Sourcegraph

Head of Enterprise Sales @ Segment

Enterprise Sales Executive @ Braintree (a PayPal company)

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

30MPC Training: 30mpc.com/training
33 min
September 03, 2024#351 - How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it.

Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors.

When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses.

In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them.

PATH TO PRESIDENT’S CLUB
Founder & CEO @ Outbound Squad

Owner @ Jason Bay Consulting

Director of Marketing @ Chamber DS, Inc.

Marketing Director & Corporate Sales Trainer @ National Services Group, Inc.

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

30MPC Training: 30mpc.com/training
37 min
September 02, 2024#350 - Hall of Fame: Nick Casale
FOUR ACTIONABLE TAKEAWAYS
Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally.

Prep for your sales calls by understanding lookalike conversations your team has had in the past.

Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place.

Don’t say “AI” in your sales call. Instead, focus on the problem they want to solve and what they want to do.

PATH TO PRESIDENT’S CLUB
Co-Founder @ Handoffs

Director, Sales @ Sendoso

Manager, MM & ENT Sales @ Sendoso

Founding Account Executive @ Sendoso

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
35 min
August 29, 2024#349 - How to Navigate Firing, Hiring, and PIPs as a Leader (Ken Amar, Agoge Prospecting School)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding

Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission.

When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team.

Use a pod system (e.g., 4 AEs to 2 SDRs). This allows AEs to focus on key accounts while SDRs work on B and C tier accounts, generating additional meetings.

PATH TO PRESIDENT’S CLUB
Consultant @ Agoge Prospecting School

Director of Sales Development @ Vercel

Senior Manager of Sales Development @ Outreach

SDR Team Lead @ Outreach

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

Agoge Sequence
30MPC Training: 30mpc.com/training
35 min
August 27, 2024#348 - Mastering Multichannel Sales: How to Combine Cold Calls with Other Outreach (Sara Uy, Pareto)
FOUR ACTIONABLE TAKEAWAYS
If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes.

When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it.

After sending a LinkedIn video, start by asking, "What did you think of the video?" followed by "What didn't you like about the video?" to engage prospects.
Leverage your last interaction—whether it's a video, voicemail, or previous call—as the reason for your next outreach to create continuity and context.

PATH TO PRESIDENT’S CLUB
Sales Director @ Pareto

Senior Business Development Manager @ Pareto

Senior Account Executive @ Pareto

Account Executive @ Pareto

Business Development Representative @ Pareto

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
32 min
August 26, 2024#347 - Hall of Fame: Charles Muhlbauer
FOUR ACTIONABLE TAKEAWAYS
If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize.

If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest.

Don't chase tennis balls. Create equal footing by getting something before we just jump to giving.

Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every ask through “is this actually the best way for the buyer to get what they're looking for?”

PATH TO PRESIDENT’S CLUB
Founder @ DiscoveryCoach.io

Sales Enablement Manager @ AlphaSense

Lead Revenue Enablement Manager @ CB Insights

Senior Sales Training Manager @ CB Insights

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal
30MPC Training: 30mpc.com/training
31 min
August 22, 2024#346 - 5 Steps to Become the Sales Leader That Inspires Your Team (David Priemer, Cerebral Selling)
FOUR ACTIONABLE TAKEAWAYS
Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload.

When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for.

Be transparent with your team about the reasons behind significant changes, such as quota increases or territory shifts, to help them understand and accept the decisions.

Create a safe environment for reps by making it acceptable to forecast low numbers if that’s the reality, with categories for worst-case, most likely, and best-case scenarios.

DAVID'S PATH TO PRESIDENT’S CLUB
Founder @ Cerebral Selling

Vice President of Sales @ Influitive

Vice President Commercial Sales @ Salesforce

RESOURCES DISCUSSED
David's Book: The Sales Leader They Need

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Things you can steal
30MPC Training: 30mpc.com/training
36 min

About 30 Minutes to President's Club | No-Nonsense Sales

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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.