Active Leadership in Sales

Mark Nietzel returns with the exact systems he used to lead his team to 110% of quota and earn a President’s Club trip to Barcelona. This episode is a tactical blueprint for pipeline accountability, deal progression, and how leaders can maximize the impact of onsites.

🎙 ACTIONABLE TAKEAWAYS:

• Use the Lightning Pipeline Review to pressure-test deals with binary yes/no answers on key criteria.
• Enforce weekly pipeline trackers so reps forecast and explain exactly how they’ll build and progress pipe.
• Role play every critical conversation—even if it’s five minutes before the call—to eliminate flubs.
• Prioritize onsite visits between discovery and proposal to accelerate cycles or revive stalled deals.

MARK NIETZEL’S PATH TO PRESIDENT’S CLUB:

• Commercial Sales Manager @ Procore
• Mid-Market Sales Manager @ Procore
• Senior Account Executive @ Procore
• Account Executive @ Procore

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Mark Nietzel's Lightning Pipeline Review Format
• Things you can steal

• Save $50 on any 30MPC course with code “PODCAST”