30 Minutes to President's Club | No-Nonsense Sales Directing your sales process like a movie | Mark Kosoglow
Sep 29, 2025
Mark Kosoglow, a sales leader who propelled Outreach from $0 to $250M ARR, shares invaluable insights on directing the sales process like a movie. He discusses the importance of structured demos and effective discovery techniques, emphasizing a four-stage approach to unearth real pain points. Mark critiques common mistakes in sales meetings, advocating for personalized interactions over large group demos. He also explains how to engage executives using compelling narratives and targeted product points, transforming sales practices into a cinematic experience.
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Lead Meetings With The End In Mind
- Start every meeting agenda with the end in mind and state exactly what you'll ask for at the end.
- Prep attendees so the request at the end is expected and not a surprise.
Replace Long Decks With A Quick Video
- After a demo, send a three-point summary and a 15-second video instead of attaching a full deck.
- Keep the follow-up short and personalized to boost engagement and clarity.
Annotate Case Studies For Execs
- Mark up case studies before sending and highlight the most important parts for the reader.
- Tell the recipient the read will take under three minutes to increase the chance they'll read it.