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

July 16, 2024#325 - The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC)
TOP ACTIONABLE SALES TAKEAWAYS:
Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily.

Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins.

Act as if achieving approvals for concessions is difficult and uncertain, emphasizing the rarity and challenge of gaining internal approvals.

Finish negotiations in two parts if necessary, using options to force a final trade-off that emphasizes the value of each choice, encouraging a more strategic decision-making process.

ARMAND'S PATH TO PRESIDENTS CLUB:
Founder @ 30MPC

VP of Sales @ Pave

Director of Sales @ Carta

RESOURCES DISCUSSED
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Things you can steal

30MPC Training: 30mpc.com/training
41 min
July 15, 2024#324 - Hall of Fame: Will Padilla
FOUR ACTIONABLE TAKEAWAYS
When asked for pricing early, give a range but hold the other key pricing details until you get feedback.

If you’re getting ongoing buying objections, suggest that it may be too early to be talking.

Get to the true objection when someone asks to be sent more information.

Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing.

PATH TO PRESIDENT’S CLUB
Senior Account Executive @ Inveterate

Sr. Account Executive @ GRIN

Business Development Representative @ Connect Search, LLC

Business Development Representative @ Arrive Logistics

RESOURCES DISCUSSED
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Things you can steal

30MPC Training: 30mpc.com/training
28 min
July 11, 2024#323 - Lead Playbook: Fixing Your Pipeline Problem
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable

Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those

Have Account Executives dedicate 20% of their time to prospecting a set list of walled off (named) accounts

Break out your inbound and outbound metrics to make it easier to diagnose the problem if one of those two metrics is falling behind

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

30MPC Training: 30mpc.com/training
38 min
July 09, 2024#322 - Set Yourself Up for Negotiation Success by Crafting Your Business Case Early (Spencer Ivey, Webflow)
FOUR ACTIONABLE SALES TAKEAWAYS
During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant.

Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity.

Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting.

When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request.

PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ Webflow

Senior Account Executive @ Webflow

Account Executive @ Webflow

Senior Corporate Account Executive @ Udemy

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

30MPC Training: 30mpc.com/training
36 min
July 08, 2024#321 - Hall of Fame: Stevie Case
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update.

When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten.

Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do.

80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems.

PATH TO PRESIDENT’S CLUB
CRO @ Vanta

Founding Partner @ 20SALES

Founding operator at @ Coalition Postal

Vice President, Mid-Market Sales @ Twilio

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

30MPC Training: 30mpc.com/training
35 min
July 04, 2024#320 - Driving Accountability and Empowering Sales Teams for Peak Performance (Jason Bay, Outbound Squad)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Hold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust prospecting efforts to ensure accountability and goal achievement.

When implementing new initiatives, enlist team members who excel in those areas as champions. Their involvement and sharing of experiences will enhance adoption and effectiveness across the team.

Utilize top-performing team members to shape and structure enablement sessions. This ensures that training content is practical, comprehensive, and directly applicable to real-world scenarios.

Calculate the number of opportunities and meetings needed to meet sales quotas based on win rates and conversion rates. This systematic approach provides clarity and a roadmap for achieving sales targets effectively.

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
35 min
July 02, 2024#319 - Nail Your Cold Calls by Handling Objections and Following Up Like a Pro (Lylle Ryals, RocketReach)
TOP FOUR ACTIONABLE TAKEAWAYS
Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively.

When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs.

Direct prospects back to email in voicemails; keep initial messages brief and contextual, saving detailed information for follow-ups.

Structure emails to expand on voicemail content, addressing specific pain points or presenting case studies to encourage engagement.

LYLLE'S PATH TO PRESIDENTS CLUB
Senior Manager, Business Development @ RocketReach

Manager, Business Development - Enterprise @ Shopify

Manager, Business Development - Enterprise @ Angi

SMB Account Executive @ Angi

RESOURCES DISCUSSED
8 Ways to Triple Your Phone Connects and Email Opens

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Things you can steal

30MPC Training: 30mpc.com/training
31 min
July 01, 2024#318 - Hall of Fame: Shay Keeler
FOUR ACTIONABLE TAKEAWAYS
Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time.

If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo.

When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them.

Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one?

PATH TO PRESIDENT’S CLUB
Sr. Director of Global Commercial NL Sales @ Outreach

Sr. Regional Sales Manager @ RealSelf

Sr. Sales Manager @ Yelp

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

30MPC Training: 30mpc.com/training
35 min
June 27, 2024#317 - How to Lead Sales Managers and Address Underperformance (JD Miller, Kantata)
FOUR ACTIONABLE TAKEAWAYS:
Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quantitative and qualitative seller performance data.

Maintain frontline manager capacity at optimal levels (typically up to eight sellers per manager) to ensure effective control and stability in sales force management.

Implement a structured 90-day ramp-up process for new hires, progressing from training to practical tasks like territory familiarization, prospecting, and live calls, to consistently exceed sales plan expectations.

Clearly articulate and differentiate between commitment (worst-case scenario) and forecast (expected performance) figures when reporting to stakeholders, ensuring transparency and accuracy in sales projections.

JD'S PATH TO PRESIDENTS CLUB:
Chief Revenue Officer @ Kantata

Chief Revenue Officer @ Motus

Managing Director @ Bravo Solution

Vice President, Americas @ Workplace Systems

RESOURCES DISCUSSED:
How to Forecast

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Things you can steal

30MPC Training: 30mpc.com/training
38 min
June 25, 2024#316 - Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
ACTIONABLE TAKEAWAYS
Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect.

Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options:

Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing.

Decide whether to follow their criteria or to prospect directly to reach your goal.

Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion.

Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts.

PATH TO PRESIDENTS CLUB
Chief Revenue Officer @ Influ2

Vice President of Sales @ Siteimprove

Vice President of Sales @ Apruve

Vice President of Sales @ Siteimprove

Director of Sales @ Siteimprove

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

30MPC Training: 30mpc.com/training
35 min

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

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