30 Minutes to President's Club | No-Nonsense Sales

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Don’t drink and eat yourself to death at a conference. Keep your eye on the ball - meeting prospects. When you pre-set meetings before the conference, talk to the prospect’s team in advance. Focus the conversation on what you learned + what they’re hoping to get out of this. Add pictures of the people you want to meet in a Google doc. At the conference, create organic moments where you find those people. Play musical chairs at the conference - If one happy hour, session, or conversation isn’t a good use of your time, LEAVE. PATH TO PRESIDENT’S CLUB Global VP of Sales @ Starburst Director of Sales @ HackerOne Senior Account Executive @ Lyft Account Executive @ Checkmate.io  RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Welcome to the biggest content launch quarter in 30MPC history: https://www.linkedin.com/pulse/q3-30mpc-roadmap-30-minutes-to-president-s-clubRESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.Prospecting Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing! Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort Discovery Episode 110 Doug Landis: PPO Episode 137 Krysten Conner: The Menu of Pain Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it. Episode 113 Armand Farrokh: The 5-minute drill + big demo deck Process Episode 130 Morgan Melo: How are you gonna justify this internally? Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum. Episode 103 Miles Kane: What are you willing to offer in return? Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale. The NUMBER ONE TACTIC!Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem.RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS At the end of a discovery call, lay out a play-by-play recap and look for the nod. The 5-chapter Recap Email: [1] What we learned, [2] How we can help (the 1-2 things they loved the most) [3] Suggest times [4] Gather inputs that can build a business case [5] lay out the sequence of events. The Technical Validation Call: Explain the 4 things we need upfront. SE sends a technical follow-up with the green light (low level of effort to deploy). The Hero’s Journey: The biggest problems, the ROI narrative, the number, and finally trade levers. PATH TO PRESIDENT’S CLUB Sr. Director of Sales @ Clari Sr. Enterprise Account Executive @ SetSail GM General Business @ SAP Litmos Enterprise Business Development @ Determine RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Download Sonny's ChatGPT Cheat SheetFOUR ACTIONABLE TAKEAWAYS Three common ChatGPT use cases: pull out insights, write emails based on that research, handle objections when they come in. Feed ChatGPT with relevant data like a 10-K to write a great tailored email for you. From there, you can plug your website or writing rules to craft an email for you. Don’t like that email? Ask for a revision or have it use Hemingway to rewrite this email at a 5th grade level. PATH TO PRESIDENT’S CLUB Director of Global Sales Development @ Panopto Sr. Manager, Global Sales Development @ Sift Manager, Account Development Team @ Mesosphere Sales Development Representative @ Mode RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Download Morgan's Cold Call ScriptACTIONABLE TAKEAWAYS Overview - Fisherman’s Framework: Break your cold call into Waiting (Openers), Bite (Value Props), Fight (Objections) Section 1 - Openers (Waiting): Use one of two cold call openers — the PLA (pleasant, laugh, arms-up) or the confident pause Section 2 - Value Props (Bite): Reverse engineer soundbites from your customers and have 2-3 foundational pillars of problems you solve to build your talk track. Section 3 - Objections (Fight): Handle any objection by pausing, acknowledging, questioning → pulling → driving the next step PATH TO PRESIDENT'S CLUB Founder and CEO @ Ascension Media Productions VP, GTM Talent and Development @ Sales Impact Academy Director of Sales Execution and Evolution @ Sell Better by JB Sales RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Preschedule the final executive meeting upfront if you get access to the executive buyer at the beginning of the sales cycle. Map out the 10 things you’ll need to do now, to prepare for the big executive meeting. Send 1:1 messages to each department lead before the call to find out what is important to them. Have your economic buyer pre-sell each executive before going into the big team meeting so that you can position it as the introduction to the implementation phase. PATH TO PRESIDENT’S CLUB Enterprise Sales Director @ Clari Commercial Account Representative @ Xactly Corp Commercial Account Representative @ MapR Technologies Technology Account Representative @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS When you are asked for a discount ask in return, “Why a discount at all” and then create a cost to each item they’re asking for. When asking for contract turnaround time, don’t just stop at legal approval. Break it down from prioritization to stakeholders. Take the time to get approval. Don’t make it seem like it’s too easy. When returning a proposal, walk through the additional savings being approved, and have the “Valid by” date in bold red. PATH TO PRESIDENT’S CLUB Enterprise Regional VP @ DocuSign Team Lead @ Strideline Marketing Representative @ Russell Investments RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0ZoomInfo: 5 Plays, 30MPC StyleFOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it. Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand. PATH TO PRESIDENT’S CLUB CEO & Founder @ ZoomInfo CEO & Co-founder @ DiscoverOrg Adjunct Professor @ Washington State University RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Download Kyle's Executive Multithreading & Agenda Email TemplatesFOUR ACTIONABLE TAKEAWAYS Prepare targeted questions during pre-call prep to validate your research Repackage information in exec summaries by highlighting solutions and needed resources (don't just regurgitate the champion-level business case) When an exec is impatient, share your POV and ask for their input When asking for power, show how their involvement will benefit the project PATH TO PRESIDENT’S CLUB Regional VP @ MongoDB Regional VP of Sales @ Qualtrics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal