30 Minutes to President's Club | No-Nonsense Sales

Watch in full vibrant color: https://bit.ly/3Pt8zly 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-cold call and get out of their way. PATH TO PRESIDENT’S CLUB Sr. Account Executive @ GRIN Sales Coach @ CourseCareers Business Development Representative @ Connect Searh, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Watch in full vibrant color: https://bit.ly/3LDnVmF 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Watch in full vibrant color: https://bit.ly/3rn7VhD 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Download Danilo's Hypothesis-Driven Disco Call Framework FOUR ACTIONABLE TAKEAWAYS 5 ways to research a prospect: [1] LinkedIn [2] Google search [3] podcast appearances on Listennotes.com [4] social channels [5] If they're a Ph.D., Google their name + “dissertation” Use that research in the first 2 minutes of the call. Start with their big business goals, then raise the problems and outcomes that YOU can solve to narrow them into your winning zone. Bucket your buyers with a market approach technique. You’re either a lean team putting together best-in-breed point solutions to cover your gaps or a mature team that wants an all-in-one solution. Which are you? PATH TO PRESIDENT’S CLUB Sr. Account Executive @ Databricks Co-founder @ B2B Syndicate Flex Adjunct Sales Coach @ Satellite Account Executive, Named Accounts @ New Relic, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Watch in full vibrant color: https://bit.ly/46h819q 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Get ready for the baddest 30MPC roadmap you've seen in your life. Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

FOUR ACTIONABLE TAKEAWAYS B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW. When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging. Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years. When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?” 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 Join our weekly newsletter Things you can steal

Watch in full vibrant color: https://bit.ly/45N3Vpq 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Watch in full vibrant color: https://bit.ly/3Em7hUz 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Every 10th episode, we tear down one topic. This time, we’re talking about crushing your competitors. Actionable Takeaways 50% of deals are going to be won by just being a better seller, the other half by properly selling inside the winning zone. Start by figuring out what’s important to them, then recommend a few priorities specifically in your winning zone while seeding competitor losing zones. Against apples-to-apples competitors, tilt the odds in your favor with on-sites, power, and references. Throw competitive darts as you make cold calls or send cold emails so that you begin pushing to your winning zones. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

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 Join our weekly newsletter Things you can steal

===================== Join us for a "Live from Unleash" episode of 30MPC on October 3-5 @ Seattle Convention Center ($300 discount) Come to experience AI-Powered selling with Outreach and learn actionable sales strategies from leaders and top performers from Cisco, Verizon, Grammarly, and more. ===================== FOUR ACTIONABLE TAKEAWAYS Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time. If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo. When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them. Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one? PATH TO PRESIDENT’S CLUB Sr. Director of Global Commercial NL Sales @ Outreach Sr. Regional Sales Manager @ RealSelf Sr. Sales Manager @ Yelp RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Watch in full vibrant color: https://bit.ly/3QUELRr 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90 FOUR ACTIONABLE TAKEAWAYS Use the team Slack channel to keep your internal resources selling for you, alongside you, at every step of a big deal. Use your leaders to ask questions at different altitudes to change the level of the conversation. Forward the deal narrative to the CEO and have them reach out to the contact you’re trying to multithread into. Create your own references instead of using the customer success round-robin references. PATH TO PRESIDENT’S CLUB Head of Strategic Sales @ Atlan VP, Sales @ Evisort Sales Leader, Google Cloud @ Google Regional Director @ Looker RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

🗒️ Watch in full vibrant color: https://bit.ly/44hjTa4 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Watch in full vibrant color: https://bit.ly/3QGDoWc 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal. When describing the levers, explain upfront: There’s tremendous value in us being able to predict and we’re willing to pay for that in the form of a discount. Hold firm by telling everyone in the world what the 4 levers are EARLY in your sales cycle. When power comes in for a final pound of flesh, paint the trade-offs and lean on the fact that you’ve shared this early so that your champion can evangelize it. PATH TO PRESIDENT’S CLUB Founder, Speaker, & Workshop Leader @ Sales Melon Author (The Transparency Sale & The Transparent Sales Leader) Managing Director @ VentureScale Chief Revenue Officer @ PowerReviews RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Watch in full vibrant color: https://bit.ly/458zfP8 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Figure out your champion’s motives. This might look like supporting their business motives / aligning with their bonus/financial motives / or making them feel like they’re going to ink their next promotion. The Sandwich Sale: Combine the groundswell at the bottom of the organization with executive momentum at the top to squeeze the middle managers into action. Ask the executive: “Who’s your rising star?” They will often be the ones to drive your deal with the most velocity. Land a single deal for $50-100k, then build an internal business case to expand on the account. PATH TO PRESIDENT’S CLUB Strategic Account Manager @ Ascend Strategic Accounts @ Sourcegraph Head of Enterprise Sales @ Segment Enterprise Sales Executive @ Braintree (a PayPal company) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

The Heard The Name Tossed Around Opener - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now. 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 You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :) TIMESTAMPS (00:00) Intro (01:34) Traditional Openers (02:21) Intro Heard The Name Tossed Around Opener (02:38) Lead With Common Thread (03:05) Introduce Yourself (03:18) Have You Heard Our Name Tossed Around? (03:20) Talk Track (03:38) Breakdown (08:20) Recap

Watch in full vibrant color: https://bit.ly/3KjHrnz 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Watch in full vibrant color: https://bit.ly/3qb4ni0 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 But wait, there's even more Gong x 30MPC at our Master Class Series :) FOUR ACTIONABLE TAKEAWAYS Use the 3x3 after your opener: “I noticed this, this, and this about you…how familiar are you with what we do?” Be outrageously authentic. Example: “I would’ve been fired if I only closed deals with allocated budget.” Set the expectation for three call outcomes upfront. At the end, tell them you think we’re at a 1 (which means buying this now), and ask them to validate that. Use a soft close to skip a pilot. You’re either ready to move now, which gives us commercial flexibility, or need us to invest more time and resources to prove the use case. PATH TO PRESIDENT’S CLUB Mid-Market Account Executive @ Gong Enterprise Business Development Representative @ TigerConnect Head of Personal Training @ University of Oregon RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Watch in full vibrant color: https://bit.ly/3QkqnS3 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Watch in full vibrant color: https://bit.ly/44KFn02 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your executive meetings with the top 2-3 priorities, then be quiet and let them explain why they took your call. At the end of the executive meeting, ask them to sponsor you and make intros to each department lead. Test pricing throughout the sales cycle with each department lead so that when the big proposal lands, it can be justified. Not sure if the deal is a waste of time? Ask: is this above or below the line if your budget gets cut? PATH TO PRESIDENT’S CLUB Founding Team-GTM Lead @ Superblocks Enterprise Sales Director @ Snowflake Strategic Account Executive @ Pure Storage District Sales Manager @ Dell EMC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice. Use a slight downtone when hearing the response to get prospects to lean in Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having Use “I think this might make sense” before coming in hot with your value prop PATH TO PRESIDENT’S CLUB SVP of Sales and Partnerships at Bench Accounting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Offer them value instead of meetings. Frame your asks in terms of what they will get out of the meeting. If someone is on a competitor, offer insights on where that competitor may fall short. Politely illuminate things that might be a bit “off” in their business. Provide an off-ramp for the prospect by making them explain why they are willing to invest in the next step. “Where does this rank in your priorities? You have to do X, you have to do Y.” PATH TO PRESIDENT’S CLUB SVP Sales & Partnerships @ Owner Director of Revenue and Merchant Success @ Shopfiy VP Sales @ League Inc. Director, Inside Sales @ Vision Critical RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start with the lay of the land questions > heaven and hell questions > typically questions. If they don’t know the metric they’re trying to improve, it’s your job to educate THEM on the metric you can solve for. Tell. Show. Tell. Tell them what you’re going to show them > show it to them > then tell them what you just showed them and how it relates to what you learned about them in discovery. How to talk about implementation as a sales rep: Talk at the level of [1] the people involved [2] the stages of implementation [3] the timing of implementation. PATH TO PRESIDENT’S CLUB Director of Sales @ Catalyst Software Director of Sales, Commercial @ Outreach Territory Account Executive @ Microsoft Sales Representative @ DocuSign RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When prioritizing accounts, try to find the low-hanging internal research (CL Opps, Past Conversations), then move to external research (10-K, New Contact) In weekly 1:1s, do a look back on the past accounts you worked, and a look forward on the new ones. Have specific columns for the SDRs to fill in findings from their outreach. Look for triggers when you’re refreshing an account to change up messaging (New Person, Customer Move, 10-K, New Messaging) Work in 2-hour blocks (2hrs Nike, 2hrs for Adidas). Then use 1:1s to break up the day and refuel. PATH TO PRESIDENT’S CLUB Head of Sales Development @ LiveRamp Director @ Camp Kee Tov Editor @ The Big Picture Sports Blog Program Coordinator @ Playworks RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Jason Bay's Multithreading Masterclass Register for the July Tactic TV episode, What Should You Have Said Instead? (Multithreading Edition) ACTIONABLE TAKEAWAYS Create a hypothesis of the key stakeholders involved in the buying process and suggest their involvement by name during the initial call. Focus on selling the desired outcome rather than solely focusing on closing the deal. Involve influential decision-makers early in the sales process and maintain their engagement throughout. PATH TO PRESIDENT'S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Vault Studio (formerly known as Chamber DS) Marketing Director & Corporate Sales Trainer @ College Works Painting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t drink and eat yourself to death at a conference. Keep your eye on the ball - meeting prospects. When you pre-set meetings before the conference, talk to the prospect’s team in advance. Focus the conversation on what you learned + what they’re hoping to get out of this. Add pictures of the people you want to meet in a Google doc. At the conference, create organic moments where you find those people. Play musical chairs at the conference - If one happy hour, session, or conversation isn’t a good use of your time, LEAVE. PATH TO PRESIDENT’S CLUB Global VP of Sales @ Starburst Director of Sales @ HackerOne Senior Account Executive @ Lyft Account Executive @ Checkmate.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Welcome to the biggest content launch quarter in 30MPC history: https://www.linkedin.com/pulse/q3-30mpc-roadmap-30-minutes-to-president-s-club RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. Prospecting Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing! Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort Discovery Episode 110 Doug Landis: PPO Episode 137 Krysten Conner: The Menu of Pain Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it. Episode 113 Armand Farrokh: The 5-minute drill + big demo deck Process Episode 130 Morgan Melo: How are you gonna justify this internally? Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum. Episode 103 Miles Kane: What are you willing to offer in return? Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale. The NUMBER ONE TACTIC! Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS At the end of a discovery call, lay out a play-by-play recap and look for the nod. The 5-chapter Recap Email: [1] What we learned, [2] How we can help (the 1-2 things they loved the most) [3] Suggest times [4] Gather inputs that can build a business case [5] lay out the sequence of events. The Technical Validation Call: Explain the 4 things we need upfront. SE sends a technical follow-up with the green light (low level of effort to deploy). The Hero’s Journey: The biggest problems, the ROI narrative, the number, and finally trade levers. PATH TO PRESIDENT’S CLUB Sr. Director of Sales @ Clari Sr. Enterprise Account Executive @ SetSail GM General Business @ SAP Litmos Enterprise Business Development @ Determine RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Sonny's ChatGPT Cheat Sheet FOUR ACTIONABLE TAKEAWAYS Three common ChatGPT use cases: pull out insights, write emails based on that research, handle objections when they come in. Feed ChatGPT with relevant data like a 10-K to write a great tailored email for you. From there, you can plug your website or writing rules to craft an email for you. Don’t like that email? Ask for a revision or have it use Hemingway to rewrite this email at a 5th grade level. PATH TO PRESIDENT’S CLUB Director of Global Sales Development @ Panopto Sr. Manager, Global Sales Development @ Sift Manager, Account Development Team @ Mesosphere Sales Development Representative @ Mode RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Morgan's Cold Call Script ACTIONABLE TAKEAWAYS Overview - Fisherman’s Framework: Break your cold call into Waiting (Openers), Bite (Value Props), Fight (Objections) Section 1 - Openers (Waiting): Use one of two cold call openers — the PLA (pleasant, laugh, arms-up) or the confident pause Section 2 - Value Props (Bite): Reverse engineer soundbites from your customers and have 2-3 foundational pillars of problems you solve to build your talk track. Section 3 - Objections (Fight): Handle any objection by pausing, acknowledging, questioning → pulling → driving the next step PATH TO PRESIDENT'S CLUB Founder and CEO @ Ascension Media Productions VP, GTM Talent and Development @ Sales Impact Academy Director of Sales Execution and Evolution @ Sell Better by JB Sales RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Preschedule the final executive meeting upfront if you get access to the executive buyer at the beginning of the sales cycle. Map out the 10 things you’ll need to do now, to prepare for the big executive meeting. Send 1:1 messages to each department lead before the call to find out what is important to them. Have your economic buyer pre-sell each executive before going into the big team meeting so that you can position it as the introduction to the implementation phase. PATH TO PRESIDENT’S CLUB Enterprise Sales Director @ Clari Commercial Account Representative @ Xactly Corp Commercial Account Representative @ MapR Technologies Technology Account Representative @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When you are asked for a discount ask in return, “Why a discount at all” and then create a cost to each item they’re asking for. When asking for contract turnaround time, don’t just stop at legal approval. Break it down from prioritization to stakeholders. Take the time to get approval. Don’t make it seem like it’s too easy. When returning a proposal, walk through the additional savings being approved, and have the “Valid by” date in bold red. PATH TO PRESIDENT’S CLUB Enterprise Regional VP @ DocuSign Team Lead @ Strideline Marketing Representative @ Russell Investments RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ZoomInfo: 5 Plays, 30MPC Style FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it. Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand. PATH TO PRESIDENT’S CLUB CEO & Founder @ ZoomInfo CEO & Co-founder @ DiscoverOrg Adjunct Professor @ Washington State University RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Kyle's Executive Multithreading & Agenda Email Templates FOUR ACTIONABLE TAKEAWAYS Prepare targeted questions during pre-call prep to validate your research Repackage information in exec summaries by highlighting solutions and needed resources (don't just regurgitate the champion-level business case) When an exec is impatient, share your POV and ask for their input When asking for power, show how their involvement will benefit the project PATH TO PRESIDENT’S CLUB Regional VP @ MongoDB Regional VP of Sales @ Qualtrics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Align on the problem and impact first, then start brainstorming root causes and solutions Build a problem identification chart with the problems, impacts, root causes of your ICP Talk to customers, become an expert. Why did they buy? What problems did you have? You need customers to agree to the problem they have and be willing to solve it with you. PATH TO PRESIDENT’S CLUB Author of Gap Selling CEO @ Noted Analytics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start by aligning on the problem in the big team meeting and sell your champion on why it’s important. At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you. In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems. Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation. PATH TO PRESIDENT’S CLUB Community Growth @ Lavender Chief Evangelist @ Challenger Player/Coach-Large Enterprise Sales @ CEB, now Gartner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ACTIONABLE TAKEAWAYS Section 1 - Agenda: Have a plan & share it. Call out surprises before they, ya know, surprise you. Section 2 - Set the Table: Teach your customer something they don’t know, and you’ll gain credibility in their eyes. Section 3 - Dig In: Don’t just ask qualification questions. Understand their challenges today and the impact those are having on their business. Ask questions about areas the prospect might not have considered, but you know you can add extra value too. Section 4 - Dessert: Tell them what’s good and recommend they give it a try: i.e. tell them what the next step is and secure it at the end of the call. PATH TO PRESIDENT'S CLUB Account Executive @ Gong Advisor @ Aligned, Chili Piper, and Ramped Instructor @ Sales Impact Academy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Vin's 5 Emails from Prospecting to Close FOUR ACTIONABLE TAKEAWAYS Keep your multithreading separate to first establish direct lines of communication, and then weave them together later. Once you have the group threaded together, separate out the master recap email from individual recap emails. Put on a show! Vin used the number 282 to start a presentation, which was the number of LMS providers on G2 crowd, and the person who guessed the number correctly received a bottle of wine. Attach discount percentages to levers so prospects have control over how they can buy themselves a discount. PATH TO PRESIDENT’S CLUB Sr. Account Executive IC-5 @ Demandbase Strategic Advisor @ Aligned Strategic Partner @ Outplay RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Vin's 5 Emails from Prospecting to Close FOUR ACTIONABLE TAKEAWAYS Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday. Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email. The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot. Use email to keep threading throughout your sales cycle. One way to do this is through direct mail. PATH TO PRESIDENT’S CLUB Sr. Account Executive IC-5 @ Demandbase Strategic Advisor @ Aligned Strategic Partner @ Outplay RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your demos by setting the scene. Orient your buyer as to who they are in the demo and what they are doing in their day. If you get a mild “yes” at the end of the demo (e.g. “it could be interesting, I want to debrief internally”), use timeline and sales process steps to see if they’re willing to work to take a step forward. When asking for power, make it us vs. them. Align the timeline to close with their best interest in mind, not yours (e.g. Get them excited about more time to implement means a much better customer experience for them). PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Pave Sales Trainer @ Flockjay Head of Revenue @ Whistle Enterprise Account Executive @ Chili Piper RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 WHAT YOU'LL HEAR The Golden Path Top Down Selling Bottom-Up Selling RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Download Charly Johnson’s Cold Email Drip Templates ACTIONABLE TAKEAWAYS Section 1 - Research: Have the top 5 things you look for ready to go and jot down the templates you’ll use for each. Section 2 - Trigger Templates: Create scalable templates for each trigger - do it with your team to create a pool of common templates you can pop in. Section 3 - Deposits: Apply the same concepts above to create ‘deposit’ templates that don’t always take value, they give it back. PATH TO PRESIDENT’S CLUB Account Executive @ Salesloft Team Lead, Sales Development @ Integrate SDR @ Akkroo, an Integrate company Enterprise SDR @ PatSnap RESOURCES DISCUSSED Join our weekly newsletter Things you can steal