ACTIONABLE TAKEAWAYS
Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response.
Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate.
At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill.
It’s okay to sometimes lose a negotiation in favor of getting the deal done.
Whenever possible, you should opt for a live conversation with your prospects.
Abandon the belief that activity equals achievement. Instead, recognize that your job exists to accomplish outcomes.
PATH TO PRESIDENT’S CLUB
Founder @ 30 Minutes to President’s Club
Sr. Account Executive @ Time by Ping
Enterprise Account Executive @ SurePoint Technologies
Account Executive @ Aderant
RESOURCES DISCUSSED
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Things you can steal
Club Playbook: Do the opposite (ft. Nick Cegelski) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
