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

#519 - Set Next Steps That Actually Close Deals | Roy Mathew

Listen Later

Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action.


🎙️ ACTIONABLE TAKEAWAYS:

  • Calibrate before next steps: Always ask prospects where they stand before suggesting next steps — uncover what’s really going on in their head.
  • Think like a buyer, not a seller: Map out the five key questions buyers must answer before deciding — problem, priority, evaluation, value, and commercial agreement.
  • Game-plan every call: Before a meeting, ask your rep: (1) What’s the goal? (2) What could go sideways? (3) What will success look like and lead to next?
  • Run a “next step workshop”: Block four weekly one-hour sessions, review recorded calls’ final 10 minutes, and score how effectively reps set, calibrate, and confirm next steps.


    ROY’S PATH TO PRESIDENT’S CLUB:

    • Top 3 revenue producer globally over 4 years @ Airtable across 150+ sellers
    • Went from 1st closing role to VP of Sales in ~6 years @ Re:currency
    • Surpassed quota for 12 straight quarters @ Airtable

      • RESOURCES DISCUSSED

      • Join our weekly newsletter
      • Mark’s 5-Stage Sales Process
      • Things you can steal
      • Save $50 on any 30MPC course with code “PODCAST”
      • Free Sales Templates, Scripts and Guides
        • ...more
        View all episodesView all episodes
        Download on the App Store
        30 Minutes to President's Club | No-Nonsense SalesBy Armand Farrokh & Nick Cegelski
        • 4.8
        • 4.8
        • 4.8
        • 4.8
        • 4.8

        4.8

        383 ratings

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

        View all
        The Official SaaStr Podcast: SaaS | Founders | Investors by SaaStr

        The Official SaaStr Podcast: SaaS | Founders | Investors

        171 Listeners

        Sales Gravy: Jeb Blount by Jeb Blount

        Sales Gravy: Jeb Blount

        581 Listeners

        The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. by Brian Burns

        The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.

        1,116 Listeners

        The Advanced Selling Podcast by Bill Caskey and Bryan Neale: B2B Sales Trainers

        The Advanced Selling Podcast

        352 Listeners

        Sales Influence Podcast by Victor Antonio

        Sales Influence Podcast

        322 Listeners

        The Martell Method w/ Dan Martell by Dan Martell

        The Martell Method w/ Dan Martell

        581 Listeners

        The Game with Alex Hormozi by Alex Hormozi

        The Game with Alex Hormozi

        4,450 Listeners

        Sales Logic - Selling Strategies That Work by Sales Logic Podcast

        Sales Logic - Selling Strategies That Work

        64 Listeners

        Grit by Kleiner Perkins

        Grit

        194 Listeners

        Next Level Podcast with Jeremy Miner by Jeremy Miner

        Next Level Podcast with Jeremy Miner

        152 Listeners

        The Sales Management. Simplified. Podcast with Mike Weinberg by Mike Weinberg

        The Sales Management. Simplified. Podcast with Mike Weinberg

        259 Listeners

        Next Level Pros by Chris Lee

        Next Level Pros

        177 Listeners

        Revenue Builders by Force Management

        Revenue Builders

        155 Listeners

        The Level Up Podcast w/ Paul Alex by Paul Alex Espinoza

        The Level Up Podcast w/ Paul Alex

        397 Listeners

        30MPC Hall of Fame | 30 Minutes to President's Club by Nick Cegelski & Armand Farrokh

        30MPC Hall of Fame | 30 Minutes to President's Club

        8 Listeners

        Pitch Me Podcast by Kayvon Kay

        Pitch Me Podcast

        26 Listeners