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

In this engaging discussion, Tonima Khan, a Senior AE at Slack with a wealth of experience from Oracle, shares her expertise on maximizing sales pipelines. She emphasizes the importance of segmenting outreach based on industry and persona for personalization. Tonima advocates for targeting multiple departments within a company, rather than halting at one contact. She also highlights the value of active listening and conducting thorough discovery before diving into demos, ensuring a truly tailored approach to each sales conversation.

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Ask your customer how they build business cases instead of just sending over your ROI sheet.* Give an intentionally large range when asked about pricing to gauge where they stand.* Get as many referrals as you can, from as many teammates as you can - “Shark Week”* After the pricing “give”, you should always ask for the budgeting process as a “get”======================Anthony’s Path to President’s Club:* VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari* RVP of Enterprise Sales @ OracleTHE LATEST FROM 30MPC Tactic TV Toolkits & Templates THE LATEST FROM 30MPC Tactic Teardown Toolkits & Templates THINGS YOU CAN STEALProspecting 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 ASKYou 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 :)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Explain why any step would be better than the status-quo. Next, explain why your solution fits best.* Utilize your champion (until proven guilty) at which time it is okay to go over their head.* Never bash your champion, they will likely get reintroduced later on in the cycle. * Share your thesis when speaking with an executive, then jump into the gravity in their eyes.======================Ian’s Path to President’s Club:* Founder of Ian Koniak sales training/consulting* Strategic Account Director @ Salesforce.com* #1 Account Executive in the Enterprise Select Division of Salesforce.com* 42+ consecutive months over quotaRESOURCES 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: * De-prioritize prospects that aren’t willing to commit to a re-connect call.* Always have the meeting scheduled by the end of your current one.* Have your boss send you an email to forward to your prospect.* Ask for internal emails in your negotiations to get prospects to commit.======================Lydia’s Path to President’s Club:* Over 300% of quota achiever @ CB Insights* Irelands’ 30 under 30RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

In this engaging discussion, Andy Paul, host of the Sales Enablement Podcast and acclaimed author, dives into the art of guiding customers through their buying journey. He emphasizes the importance of helping clients articulate their internal business cases and highlights the impact of indecision on deals. Andy also shares insights on building authentic relationships with customers and prioritizing their essential needs. With strategic advice on handling RFPs and maintaining sales momentum, he offers actionable tips for sales professionals aiming for success.

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Figure out the cost of inaction when a prospect says “this isn’t a priority right now”.* Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product.* Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time).* A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you.======================Josh’s Path to President’s Club:* Founder, Josh Braun Sales Training* Former Head of Sales @ Basecamp* Former VP of Inside Sales @ JellyvisionRESOURCES 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: * Ask each person for their personal top 3 goals to get out of the demo.* Always flow from champion discovery, to boss demo, to squad demo.* Capture the sales process with a Transformation Plan (Mutual action plan + MEDDIC).* Multithread your deal by running comercial term negotiations along with your POC.======================Chris’s Path to President’s Club: * Sales Director @ Prodigal* Founding Associate @ Revenue Collective* Top 3 AE at XeroxRESOURCES 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: * Make your ask as specific as possible (person, company, etc.) when asking for referrals.* Film a video with your pitch for your contact to pass along to the referral.* Prep your reference with exact talking points and potential objections.* Display insights to establish credibility - don’t just ask questions.======================Scott’s Path to President’s Club: * Host of The Sales Success Stories Podcast* Account Director @ Relationship One (where he carries a $3M quota)* Creator of the Linkedin Sales Stars 100 listRESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Discover the art of mastering discovery calls with practical strategies. Learn how to build genuine rapport while being openly transparent about strengths and weaknesses. Discover effective questioning techniques that encourage deeper conversations and foster emotional connections. Explore storytelling as a tool for engagement and the importance of scheduling next steps to streamline the buying process. Gain insights into maximizing sales efficiency and managing your pipeline effectively.

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:  Break-down pricing objections to better understand whether it’s a timing, budgeting, or other issue. Dive into why the customer is evaluating a solution in the first place. Avoid the feature vs feature battle. Get ahead of potential objections by bringing them up preemptively. Treat your promotion plan like a sales cycle - multithread, figure out the buying process, etc.  Sarah’s Path to President’s Club:  Account Executive @ Gong Advisor @ Aligned, Chili Piper, and Ramped Instructor @ Sales Impact Academy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal