30 Minutes to President's Club | No-Nonsense Sales #519 - Set Next Steps That Actually Close Deals | Roy Mathew
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Nov 3, 2025 Roy Mathew, VP of Sales at Recurrency and former top performer at Airtable, shares his insights on closing deals effectively. He emphasizes the importance of calibrating next steps by understanding buyer perspectives and teaching managers to communicate the rationale behind tactics. Roy advocates for game-planning meetings, inviting objections to uncover buyer needs, and focusing pipeline reviews on actionable steps. He also suggests running workshops to refine how teams set and confirm next steps, ensuring every interaction aligns with buyer thinking.
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Sell During Early Recruiting Calls
- Roy flips outbound recruiting calls into a casual sell call to surface fit quickly.
- He warns candidates they'll be grilled later so the first call vets mutual interest efficiently.
Calibrate Before Setting Next Steps
- Calibrate before proposing next steps by asking prospects what they took away and what’s still fuzzy.
- Let prospects lean into objections so you can tailor next steps to their real concerns.
Ask To See What’s In Their Head
- Teach reps to surface the buyer’s thinking before proposing next steps by asking open, sometimes negative, questions.
- Use objections as information to craft a buyer-centric reason for the next step.