FOUR ACTIONABLE TAKEAWAYS

If you don’t have enough pain, ask for some documentation prior to the demo.

The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call.

Link the demo portions specifically back to WHO SAID they had the problem.

Give your champion an email sequence to share with people during the PoC.



PATH TO PRESIDENT’S CLUB

Senior Manager, Sales Engineering @ Grammarly

Senior Sales Engineer, Value Realization Lead @ Grammarly

Sales Engineer @ Grammarly

Solutions Consulting & Customer Insights @ Onera, Inc.



RESOURCES DISCUSSED

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Things you can steal

207 (Sell) Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)

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.

30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including:

Prospecting: How to open conversations to triple your pipeline

Discovery: How to ask questions that uncover massive pain

Process: How to get big contracts over the line

Leadership: How to hire and train world class teams.


Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-hosts Jen Allen-Knuth (ex-Challenger, ex-Lavender) and Mark Kosoglow (CRO @ Catalyst, ex-Outreach). 

Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show…

Get ready, you're going to President's Club.

Business

Investing

Careers

Management & Marketing

Business News

Shopping

Management

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

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Things you can steal

219 (Sell) Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)

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


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Things you can steal

Hall of Fame: Henry Schuck Ep. 146

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

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Things you can steal

How To Move Indecisive Customers With The JOLT Effect

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

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Things you can steal

218 (Lead) Rep Shadowing & Ridealongs Done Right (Paul Canty, Pulley)

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

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Things you can steal

Chris' Newsletter "The Edge"

207 (Sell) Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)

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