30 Minutes to President's Club | No-Nonsense Sales – Details, episodes & analysis

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 “AI” in your sales call. Instead, focus on the problem they want to solve and what they want to do. PATH TO PRESIDENT’S CLUB Co-Founder @ Handoffs Director, Sales @ Sendoso Manager, MM & ENT Sales @ Sendoso Founding Account Executive @ Sendoso RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission. When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team. Use a pod system (e.g., 4 AEs to 2 SDRs). This allows AEs to focus on key accounts while SDRs work on B and C tier accounts, generating additional meetings. PATH TO PRESIDENT’S CLUB Consultant @ Agoge Prospecting School Director of Sales Development @ Vercel Senior Manager of Sales Development @ Outreach SDR Team Lead @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Agoge Sequence

ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers. SAM'S PATH TO PRESIDENTS CLUB: CEO @ Sam Sales Head of Enterprise Sales @ LinkedIn Vice President North America Sales @ ON24 Join our weekly newsletter Things you can steal

RESOURCES DISCUSSED View the written summary of this episode Get 1 month of Superhuman on us Other things you can steal FOUR ACTIONABLE TAKEAWAYS Do not enter a pilot or a POC without setting clear success criteria with your customer. The way that you should present the success criteria is to figure out what matters to your customer. Break your accounts and prospects into high-usage and low-usage groups. Coach up your low-usage team, and just ask your high-usage group “How can we get this into the hands of other people.” Consolidate your bill for people in different departments and consolidate the team for prospects in the same department. PATH TO PRESIDENT’S CLUB Head of Sales @ Superhuman Director of Sales @ Scale AI Head of Global Email (SendGrid) Sales & GTM @ Twilio Manager, Enterprise Sales @ Twiliio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Four Actionable Takeaways: Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need) First 15 seconds explain why you called, say it’s a cold call, then ask a peer question In the agenda, tell the customer you’re gonna give price before they get off the call Use what they want as the rows in your pricing instead of what you want (seats) Belal Batrawy’s Path to President’s Club: Community Leader of #Death2Fluff 7x Startup Seller and Sales Advisor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Every 10th episode, we tear down one topic. In this Lead Playbook, we’re talking about team training. FOUR ACTIONABLE LEADERSHIP TAKEAWAYS It is crucial to focus the initial six weeks of onboarding on heavy immersion and then transition to learning on the job. Use Mark’s Assessment Matrix to understand the cognitive load required for what you want to train and how good you want them to be at that thing you are training for. Training is one of the top things that young reps require, want, and desire. If you don’t have continuing training and coaching, you are not delivering for your talent. A great training program not only allows you to be effective in increasing your team’s results but also increases your value as a leader. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

FOUR ACTIONABLE TAKEAWAYS Do not go in blind to an inbound lead meeting. Give your prospect a pre-meeting questionnaire to fill out so you can have a far more productive introductory conversation. Blind calendar invites work for reschedules as long you add context such as “Know we’ve been trying to meet. If this time works for you, great! If not, decline the invite and let me know a better time.” Use Taylor's Purpose-Plan-Payoff opener to ensure a strong start to your first call with the buyer. Purpose is “why are we here?” Plan is “how are we going to achieve it?” Payoff is “what's in it for the buyer at the end of the meeting?” Separate interest from need by quantifying the problem. Questions like “is there a specific business objective this maps back to?” or “How have you currently tried to fix this?” will give you a better idea of interest vs. true need. PATH TO PRESIDENT’S CLUB Inside Sales Account Executive @ Zapier Account Executive Commercial New Business @ Airtable Business Development Representative @ Airtable Sales Development Representative @ Airtable RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

FOUR ACTIONABLE TAKEAWAYS The humbling disclaimer: “I feel a bit crazy asking this question, but…” Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?” Take the headtrash out on your calls and be overly transparent in your discovery Clarify, isolate, address the problems in a negotiation PATH TO PRESIDENT'S CLUB Sales Enablement Manager @ AlphaSense · Full-time Founder @ DiscoveryCoach.io Lead Revenue Enablement Manager @ CB Insights RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Spend 30 minutes BEFORE your 1:1's figuring out what you want to coach on Start with the metrics, then use the metrics to figure out what parts of the call you should listen to. Only listen to the parts of a call recording that matter. You can rip through 10 calls if you’re only reviewing the next steps in the last 5 minutes. Double back on the mock discovery. Your most coachable reps will nail the 2nd try in the interview. PATH TO PRESIDENT’S CLUB Sr. Manager, Corporate Sales @ Webflow Course Instructor & Founding Member @ pclub.io Customer-Led Growth Advisor @ Catalyst Software Dir. of Sales @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

FOUR ACTIONABLE TAKEAWAYS - How can I prevent myself from getting flagged as spam? Avoid as many links as possible in that first email. Stick to just a website link in your signature. Batch your email drafts but cascade your delivery. Time them anywhere from 15 minutes to an hour apart if you’re sending multiple emails to one company. Give your prospect a way to opt-out that does not use the word “unsubscribe”. Use something like “Don’t want to receive these emails anymore?” Warm up your inbox to build your email reputation in the early stages. PATH TO PRESIDENT’S CLUB Founder and CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, inc Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal