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

June 24, 2024#315 - Hall of Fame: Vin Matano
FOUR ACTIONABLE TAKEAWAYS
Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday.

Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email.

The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot.

Use email to keep threading throughout your sales cycle. One way to do this is through direct mail.

PATH TO PRESIDENT’S CLUB
Sr. Account Executive IC-5 @ Demandbase

Strategic Advisor @ Aligned

Strategic Partner @ Outplay

RESOURCES DISCUSSED
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Things you can steal

Download Vin's 5 Emails from Prospecting to Close

30MPC Training: 30mpc.com/training
32 min
June 21, 2024Product Roadmap: Q3 2024 (Book launch, care package, 5 weeks of phones, host change)
Here's and update on our reflections from Q2 and what we have planned for July-September 2024 on 30 Minutes To Presidents Club.

❏ Cold Calling Sucks (And That's Why It Works) ❏

➥ Get your Cold Call Care Package: https://30mpc.com/coldcall
➥ Sign up for the preorder release event on objections: https://tactics.30mpc.com/how-to-handle-any-objection-on-a-cold-call
➥ Subscribe so you don't miss "5 Weeks Of Phones": https://tactics.30mpc.com/newsy
➥ Join us in the release and live book summary: https://tactics.30mpc.com/live-book-summary-cold-calling-sucks-and-thats-why-it-works

❏ More 30MPC ❏

➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh
➥ Follow Nick on Twitter: https://twitter.com/NickCeg
➥ YouTube: https://www.youtube.com/@30MPC
➥ Tactic Teardowns: https://www.30mpc.com/teardown
➥ Follow on Instagram: https://www.instagram.com/30minutestopresidentsclub/

#30Minutestopresidentsclub #30mpc #bookoncoldcalling
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30MPC Training: 30mpc.com/training
21 min
June 20, 2024#314 - Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ)
FOUR ACTIONABLE TAKEAWAYS:
Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices.

Implement a weekly automated report that evaluates closed lost deals, identify recurring themes or challenges, which can then be addressed in trainings with the team.

Customize training programs based on the required duration and intensity, choosing between short-term focused sessions or extended programs with periodic reinforcements

Secure commitment from managers and top-performing reps by involving them in training delivery, ensuring their endorsement and active participation to enhance overall effectiveness and adoption among the team.

LEVI'S PATH TO PRESIDENTS CLUB:
Strategic Sales @ CaptivateIQ

Director of Global Commercial Sales @ Outreach

Sales Execution Manager @ Outreach

Sales Manager, APAC @ Outreach
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Things you can steal

30MPC Training: 30mpc.com/training
37 min
June 18, 2024#313 - Prospecting Technical Buyer Personas and LinkedIn Outreach (Robin De Vries, MongoDB)
FOUR ACTIONABLE SALES TAKEAWAYS
When looking for intel on an account, consider reaching out to ex-employees for insider info

Record simple videos, dont be corny, send them natively on LinkedIn

Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach

All personas exist on LinkedIn, don't write it off as a prospecting channel

PATH TO PRESIDENT’S CLUB
Regional Sales Director @ MongoDB

Snr Team Lead High Tech Account Executive @ MongoDB

High Tech Account Executive @ MongoDB

Enterprise Account Executive @ Ivanti

RESOURCES DISCUSSED
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Things you can steal

30MPC Training: 30mpc.com/training
34 min
June 17, 2024#312 - Hall of Fame: Discovery
FOUR ACTIONABLE TAKEAWAYS
Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone.

Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem.

Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up.

Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off?

PATH TO PRESIDENT’S CLUB
Founder & Host @ 30 Minutes to President’s Club

VP of Sales @ Pave

Director, Sales @ Carta

Sr Associate, Corporate Strategy & Venture Investments @ Flex

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

30MPC Training: 30mpc.com/training
32 min
June 13, 2024#311 - Running Sales Team Meetings That Actually Move The Needle (Armand Farrokh, 30MPC)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3"

Consider running team training on Fridays to give reps the weekend to digest and when there are fewer distractions

The mantras of the Monday morning meeting, if it's the beginning of the month you're talking about top of funnel, if it's the middle of the month you're talking about multithreading, if it's the end of the month you're talking about contracts

When doing coaching always ask the rep for their feedback before you give your own so it doesn't feel like an attack and you don't tell them what they already know

PATH TO PRESIDENT'S 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
43 min
June 11, 2024#310 - Unconventional Approaches to Cold Calling (Matthew Mazankowski, Boomerang
Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close

FOUR ACTIONABLE SALES TAKEAWAYS
Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information

Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time

When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the emotions they felt

If confirming a meeting within one week send a reminder the day before if confirming a meeting more than a week out do a 1 week and day before reminder

PATH TO PRESIDENT’S CLUB
VP of Sales @ Boomerang

Chief Revenue Officer @ Table Needs

VP of Fundraising & Business Development @ Table Needs

Head of Sales & Business Development @ Table Needs

RESOURCES DISCUSSED
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Things you can steal

30MPC Training: 30mpc.com/training
32 min
June 10, 2024#309 - Hall of Fame: Kevin "KD" Dorsey
FOUR ACTIONABLE TAKEAWAYS
PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business.

Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions.

When someone tells you what they want, restate it as a pain point. Turn solutions into problems.

The transition between discovery and demo is the perfect time for “might make sense”.

PATH TO PRESIDENT’S CLUB
SVP of Sales and Partnerships @ Bench Accounting

Practice Lead, Revenue Leadership @ Winning by Design

VP of Inside Sales @ PatientPop Inc.

Head of Sales Enablement & Development @ ServiceTitan

VP of Sales @ SnackNation

RESOURCES DISCUSSED
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Things you can steal

30MPC Training: 30mpc.com/training
28 min
June 06, 2024#308 - Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage)
FOUR ACTIONABLE TAKEAWAYS
Structure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they intend to book, then review a good & bad call, finally talk about their career goals

Set the expectation with your SDR they need to drive the agenda from onboarding onwards

Do a SDR forecast by reviewing cold (not contacted), warm (contacted and qualified), and hot (contacted, qualified, and some interest)

Train team on process, probing, and provoking GAP Questions by asking them to write down all the problems their buyers may be facing, then work backwards to outline the questions they can ask to uncover them

PATH TO PRESIDENT’S CLUB
Head of Sales Development @ AirGarage

Director of Sales Development @ ServiceTitan

Senior Sales Manager @ ServiceTitan

Sales Development Manager @ ServiceTitan

Sales Development Manager @ ChowNow

RESOURCES DISCUSSED
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Things you can steal

30MPC Training: 30mpc.com/training
34 min
June 04, 2024#307 - Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)
FOUR ACTIONABLE SALES TAKEAWAYS
Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research

Set a PPO agenda, coving the purpose, plan, and outcomes of the call

Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their expectations

At the end of the call run the 5-minute drill which includes 3-questions, do you want to buy? When do you want to buy? How do you buy?

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

Early access to The Book on Cold Calling

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

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

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