Episodes

  • The Sales Leader SKO Survival Guide | JD Miller | Ep. 280 (Lead)

    The Sales Leader SKO Survival Guide | JD Miller | Ep. 280 (Lead)
    Jan 16 2025
    FOUR ACTIONABLE TAKEAWAYS: Name Badge Optimization: Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge feel natural. Post-SKO Follow-Up Plan: SKO momentum fades quickly. Implement a follow-up plan within days to sustain energy and carry it into the sales year. Session Energy Management: Use high-energy sessions earlier when attention is stronger. Save interactive or fun activities for post-lunch when engagement dips. Pre-Vet Presenters: Plan sessions a month in advance and require presenters to rehearse. Avoid costly, unpolished presentations that waste valuable sales time. JD'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Kantata Chief Revenue Officer @ Motus Managing Director @ Bravo Solution Vice President, Americas @ Workplace Systems RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal
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    41 mins
  • How to Reframe Objections as Strengths | David Rosenstein | Ep. 279 (Sell)

    How to Reframe Objections as Strengths | David Rosenstein | Ep. 279 (Sell)
    Jan 14 2025
    ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy. Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground. Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals. Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation. DAVID'S PATH TO PRESIDENTS CLUB: Senior Account Executive MM @ LinkedIn Account Executive SMB @ LinkedIn Sales Development Representative @ LinkedIn Creator Manager @ LinkedIn RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Club Pass
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    40 mins
  • How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame

    How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame
    Jan 13 2025
    Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that. Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework. Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion. Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
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    39 mins
  • The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead)

    The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead)
    Jan 9 2025
    ACTIONABLE TAKEAWAYS: SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency. The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star. Customer-First Processes: Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs. ELEANOR'S PATH TO PRESIDENTS CLUB: - Head of Sales @ Retool - Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment - Global Head of Commercial Renewals and Retention @ Segment - Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal
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    43 mins
  • The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2

    The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2
    Jan 8 2025
    The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways The biggest mistake in The Problem Proposition: going through the motions instead of joining the pain. Join the ridiculousness of the triggering problem. Almost brush over your one-sentence solution. Shrug your shoulders during the interest-based CTA.
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    14 mins
  • The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1

    The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1
    Jan 8 2025
    The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem. Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory. One-Sentence Solution. If you get the problem right, all you need is one sentence to explain your solution (we do X so that the problem goes away). Interest-Based CTA. Validate their interest before you ask for the meeting, using softening language, no-based questions, and mini push-aways.
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    17 mins
  • Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel | Ep. 277 (Sell)

    Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel | Ep. 277 (Sell)
    Jan 7 2025
    ACTIONABLE TAKEAWAYS: Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome. Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo. Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time. Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust. MARK'S PATH TO PRESIDENTS CLUB: Commercial Sales Manager @ Procore Sales Manager, Emerging @ Procore Enterprise Account Executive @ Procore Senior Account Executive, Mid-Market @ Procore RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Michelle Cecil Episode
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    41 mins
  • Product Roadmap: Q1 2025 (Club Pass, New Club Member, Pipe Gen Teardowns)

    Product Roadmap: Q1 2025 (Club Pass, New Club Member, Pipe Gen Teardowns)
    Jan 6 2025
    RESOURCES DISCUSSED: Club Pass (Course & Community) Johnny Larson (New Club Member) Johnny's Past Episodes: Episode 1 Episode 2 Episode 3 Q1 Tactic Teardowns (Sales Nav, Pitch Script)
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    14 mins