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

By Armand Farrokh & Nick CegelskiBusiness Careers Management

Ranking
39th
on Management
Favorites
126
Followers
Typical duration
32 min
per episode
If it hooks
55%
finish an episode

Based on Podcast App listening data

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

June 03, 2024#306 - Hall of Fame: Ryan Reisert
FOUR ACTIONABLE TAKEAWAYS
Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels.

Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.

Document your channel validation. For phones: direct vs operator, validated vs not validated, etc.

Focus on the tone/pace of your opener vs the words themselves. Then preface with the intent of your call to lower their guard.

PATH TO PRESIDENT’S CLUB
Student of Sales, Principal @ Reisert Consulting

Director, Paid Media + Audience @ Sprinklr

VP Sales @ Booshaka, Inc. (Acquired by Sprinklr)

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

30MPC Training: 30mpc.com/training
35 min
May 30, 2024#305 - Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey)
FOUR ACTIONABLE TAKEAWAYS
When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that

Coach forward vs. backwards, coach to prepare so that future performance will be better and they feel more prepared for actual scenarios approaching

Have each one "What Great Looks Like" exercise per manager per quarter, pick one metric, find the rep who is the best at that, then diagnose the different behaviours they exhibit to adopt across the rest of your team

Use the "Four Ds" to roll out WGLL across your team - define what good looks like, document it, demonstrate it with training, and deliberately practice it by scoring reps performing the new tactics on calls

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
Read: Join our weekly newsletter

Steal: Templates, drips, scripts

Watch: How to get an accurate picture of your team's pipeline ft. KD

Listen: How to build a winning sales team ft. KD

KD's past episodes:

Build a Winning Sales Team

Discovery Part 1

Discovery Part 2

Getting Prospects to Agree to Their Problem

30MPC Training: 30mpc.com/training
36 min
May 28, 2024#304 - Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
FOUR ACTIONABLE SALES TAKEAWAYS
Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions

Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped

Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", "

Recap what you've learned and give back by sharing a story or a very short "harbour tour demo"

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

Early access to The Book on Cold Calling

30MPC Training: 30mpc.com/training
38 min
May 27, 2024#303 - Hall of Fame: Chris Orlob
FOUR ACTIONABLE TAKEAWAYS
Ask your inbound leads what prompted them to take the call.

Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery.

Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language.

Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions)

PATH TO PRESIDENT’S CLUB
Co-Founder & CEO @ Stealth Startup

Director of Sales & Go-To-Market @ Gong

Co-Founder & CEO @ Conversature

Regional Sales Manager - New Business @ InsideSales.com

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

30MPC Training: 30mpc.com/training
31 min
May 23, 2024#302 - Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)
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

30MPC Training: 30mpc.com/training
33 min
May 21, 2024#301 - Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)
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

30MPC Training: 30mpc.com/training
35 min
May 20, 2024#300 - Hall of Fame: Henry Schuck
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

30MPC Training: 30mpc.com/training
29 min
May 17, 2024#299 - How To Move Indecisive Customers With The JOLT Effect
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

30MPC Training: 30mpc.com/training
59 min
May 16, 2024#298 - Rep Shadowing & Ridealongs Done Right (Paul Canty, Pulley)
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

30MPC Training: 30mpc.com/training
31 min
May 14, 2024#297 - May Special: Negotiation ft. Chris Voss (part 2)
FOUR ACTIONABLE TAKEAWAYS
When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise

When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions

When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like "Seems like that would be a good deal for you..."

Use the "Late Night DJ" voice to draw lines without having to say "no" or confront your buyers

RESOURCES DISCUSSED
Join our weekly newsletter

Things you can steal

Chris' Newsletter "The Edge"

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

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

From the publisher's feed

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.