Identifying the Right Decision-Maker

FOUR ACTIONABLE TAKEAWAYS

• Use the NDA to test for signing authority early in the process.
• Send an executive update early in the process so that you have a thread to call on when things don't go so well.
• Map out the process in a way that makes sense to them. Not to you. AKA not a buyer's journey.
• The person who's involved in the RFP is usually the person who wins the RFP.

PATH TO PRESIDENT’S CLUB

• Managing Director/SVP @ Junipare Square
• Podcaster @ Juniper Square
• Advisor @ Prophia

THE LATEST FROM 30MPC

• Tactic TV
• Toolkits & Templates

THE LATEST FROM 30MPC

• Tactic Teardown
• Toolkits & Templates

THINGS YOU CAN STEAL

Prospecting

• Lavender: Sales Email Frameworks
• ZoomInfo: 5 Plays, 30MPC Style
• Woodpecker: Nick’s Sales Cadence
• Orum: 5 Cold Call Objection Talk Tracks
• Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max)
• Boomerang: Tactics for Peak Productivity
• RocketReach: 8 ways to triple your phone connects and email opens
• Influ2: 9 Ways to Humanize Your Outreach

Discovery & Demo

• Otter.ai: The Ultimate Discovery Checklist
• Calendly: Speed up your sales cycle & increase revenue
• Klue: Dismantling Competitors
• Clari: How to Sell to the CFO

Sales Process

• Pipedrive: 5 deal cheat codes to cut your sales cycle in half
• Demandbase: 6 Templates to Accelerate Deals
• Superhuman: 6 Ways To Be An Inbox Superhuman
• Gong: Master Class
• Qwilr: Sales Proposal Upgrade
• Outreach: 1 Sequence to Create and 5 Templates to Close
• Salesloft: Selling to Power

ONE ASK

You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.

It will increase your chances of making President’s Club by 227%.

Okay maybe not, but we’d still really love you for it :)