FOUR ACTIONABLE TAKEAWAYS
Use the NDA to test for signing authority early in the process.
Send an executive update early in the process so that you have a thread to call on when things don't go so well.
Map out the process in a way that makes sense to them. Not to you. AKA not a buyer's journey.
The person who's involved in the RFP is usually the person who wins the RFP.
PATH TO PRESIDENT’S CLUB
Managing Director/SVP @ Junipare Square
Podcaster @ Juniper Square
Advisor @ Prophia
THE LATEST FROM 30MPC
Tactic TV
Toolkits & Templates
THE LATEST FROM 30MPC
Tactic Teardown
Toolkits & Templates
THINGS YOU CAN STEAL
Prospecting
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 ASK
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164 (Sell): Identifying decision-makers early (Brandon Sedloff, SVP of Sales @ Juniper Square) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
