30 Minutes to President's Club | No-Nonsense Sales Why You’re Losing Deals by Not Picking Up the Phone | Ep. 319 | Michelle Cecil
13 snips
Jun 24, 2025 
Michelle Cecil, a two-time President’s Club winner at Procore, shares her insights on the power of phone calls in sales. She argues that talking to buyers directly builds trust and efficiency, smashing the myth that cold calls are outdated. Michelle emphasizes the importance of personal outreach, encouraging sales professionals to prepare their references and engage every stakeholder before meetings. She also provides actionable tips to maintain control over sales conversations, demonstrating how a simple call can turn a deal around.
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Avoid Email Negotiation
- Never negotiate important terms over email; use written offers to prompt a live call instead.
- Serious buyers willing to buy will respond to calls where nuances and urgency can be handled effectively.
Phone Saves Stalled Deal
- A deal seemed stuck with unreturned calls but changed after a rep left a voicemail and follow-up email including new implementation ideas.
- The 15-minute callback enabled deal timeline adjustments beneficial for both sides, showing the power of phone communication.
Call Stakeholders Pre-demo
- Call every stakeholder before a big demo to prep with a message focused on their priorities.
- Adding value and demonstrating relevance encourages busy prospects to return calls more often than expected.