ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged. Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust. Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to sugge...
Oct 29, 2024•39 min
Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the em...
Oct 28, 2024•38 min
ACTIONABLE TAKEAWAYS Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top reps. Start with one-on-one exercises before group activities: Begin with individual sessions like "Rosebud Thorne" to ease reps in before moving to larger group exercises. Use the 'Four H's' to build deeper connections: Ask reps to share four things—history, a hero, a heartbreak, and hope—to foster tru...
Oct 24, 2024•41 min
ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack: Identify key timeline drivers, like contract end dates or business seasonality, to create urgency. Turn Want into Why: During discovery, dig deeper to find the real business problem behind a cu...
Oct 22, 2024•42 min
TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, saving detailed information for follow-ups. Structure emails to expand on voicemail content, addressing specific pain points or presenting case studie...
Oct 21, 2024•33 min
ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; combine them with company insights to craft personalized, compelling outreach. 80/20 Email Framework: Provide reps with an 80% completed template (signal,...
Oct 17, 2024•36 min
ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to think and respond meaningfully. Master the Five Types of Tone: Use different tones—curious, confused, concerned, challenging, and playful—to guide convers...
Oct 15, 2024•39 min
FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal. To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick...
Oct 14, 2024•40 min
This is an except from the Make It Happen Mondays podcast with John Barrows Check out John's weekly sales podcast here: https://podcasts.apple.com/us/podcast/make-it-happen-mondays-b2b-sales-talk-with-john-barrows/id1265697819
Oct 11, 2024•11 min
ACTIONABLE TAKEAWAYS: 80/20 Rule for Experimentation: Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos. Track MQL to Reply Rates: Use the MQL to reply rate metric to gauge how well your messaging engages prospects. Key Metrics for Pipeline Meetings: Focus on leads by source, conversion rates, meeting-to-op conversions, and total pipeline in every pipeline meeting. Methodical Problem Solving: When top-of-funnel issues arise, fix one area at a ...
Oct 10, 2024•40 min
Get our Aligned Mutual Action Plan: https://my.teamaligned.com/room/66b4e7890a28d88fac3b89ef/overview?avk=a9c030cf FOUR ACTIONABLE TAKEAWAYS: Know Your Solution – Understand the problems you solve, their root causes, and the demo paths before your discovery call. Model Multiple Scenarios – Present "worst," "average," and "best" cases to appear more impartial and handle objections better. Link Problems to Causes – Connect the buyer’s problem to its root cause and offer a solution that directly ad...
Oct 08, 2024•40 min
FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward) PATH TO PRESIDENT’S CLUB Senior Mid-Market Ac...
Oct 07, 2024•37 min
Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)" Order the book
Oct 04, 2024•53 min
TOP ACTIONABLE SALES TAKEAWAYS: Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team. Keep it punchy and efficient: Drive the screen share, skip small talk, and use the transcript instead of video to review sessions faster, aiming for under 30 minutes. Prep before discovery calls: Reps should know the expected proble...
Oct 03, 2024•40 min
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 ...
Oct 01, 2024•39 min
FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state PATH TO PR...
Sep 30, 2024•40 min
TOP ACTIONABLE SALES TAKEAWAYS: Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections. Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested. Mini-pitch framework: Pitch by sharing your personal story, explaining your team’s philosophy, and highlighting what impressed you about the candidate. Sell before screening: Don’t ...
Sep 26, 2024•44 min
Get our free Account Research toolkit FOUR ACTIONABLE TAKEAWAYS Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest. Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights. Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience more r...
Sep 24, 2024•40 min
Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club. Sales Course & Community ➥ Get on the waitlist: https://30mpc.com/course ➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy ❏ More 30MPC ❏ ➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh ➥ Follow Nick on Twitter: https://twitter.com/NickCeg ➥ YouTube: https://www.youtube.com/@30MPC ➥ Tactic Teardowns: https://www.30mpc.com/teardown ➥ ...
Sep 23, 2024•14 min
Mark walks Armand through his step by step B2B sales process MARK'S PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of Global Sales @ Outreach Regional Sales Director @ School Specialty Planning & Student Development Sr. Account Management @ Great American Opportunities RESOURCES DISCUSSED The Sales Process Doc Check Out Operator Join our weekly newsletter Things you can steal
Sep 19, 2024•50 min
FOUR ACTIONABLE TAKEAWAYS Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact. Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities. Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager...
Sep 17, 2024•40 min
FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them When trying to get access to power use labellin...
Sep 16, 2024•32 min
This is an except from the Tenbound podcast with David Dulany Check out the GTM podcast here: https://tenbound.com/podcasts/ Join our weekly newsletter Things you can steal
Sep 13, 2024•9 min
ACTIONABLE TAKEAWAYS Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals. Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where you can have the biggest impact. Assess the spacing between sales calls and find opportunities to consolidate steps or reduce gaps to shorten the sales...
Sep 12, 2024•36 min
ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured Position involving decision-makers as beneficial for them, making it easier to get in front of power PATH TO PR...
Sep 10, 2024•40 min
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers. Do not do the things that you're horrible at. Hire for the things that are not your strengths. Invest your time in enablement. You and your reps should track how you win each deal for ongoing development. PATH TO PRESIDENT’S CLUB VP, Sales @ Tenderly Founding Member, First Hires Program @ First Roun...
Sep 09, 2024•39 min
This is an except from the Topline podcast with Sam, AJ, and Asad Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast Join our weekly newsletter Things you can steal
Sep 06, 2024•15 min
FOUR ACTIONABLE TAKEAWAYS Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue. When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific date tied to an event. Link the urgency of change to concrete events, such as a software switch, new hire, market trends, or growth initiatives l...
Sep 05, 2024•37 min
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses. In rip-and-replace deals, emphasize key pro...
Sep 03, 2024•40 min
FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by understanding lookalike conversations your team has had in the past. Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place. Don’t say...
Sep 02, 2024•40 min
