Effective Cold Calling and Leveraging Product Team Relationships

ACTIONABLE TAKEAWAYS:

• Uncover what’s not working: Use varied questions in one-on-ones, like “If you had a magic wand, what would you change?” or “Where have we let you down in the sales cycle?” to surface actionable feedback.
• Run radical candor sessions: Gather reps for skip-level feedback on their manager. Facilitate discussions on what the manager should keep, stop, or start doing, and provide actionable feedback to the manager for growth.
• Stay connected with the team: Conduct regular skip-level meetings, whether quarterly one-on-ones or group discussions, to maintain trust and understand team challenges directly.
• Lead with strategic priorities: Focus on 2-3 key quarterly initiatives, like improving prospecting systems or revamping coaching processes, to drive long-term business impact beyond daily operations.

STEPHANIE'S PATH TO PRESIDENT'S CLUB:

• VP of Global Sales at PandaDoc
• Chief Revenue Officer at Sprig
• Chief Revenue Officer at FlowHub
• VP of Sales, SMB at Glassdoor

RESOURCES DISCUSSED:

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• Things you can steal