30 Minutes to President's Club | No-Nonsense Sales
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30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDRs. Together they break down sales strategies you can use to start winning more deals today.
30 Minutes to President's Club | No-Nonsense Sales
20h ago
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Name and define your competencies
Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic.
Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach.
Match sales cycle and sales environment. Don’t put an SMB rep into an enterprise role and don’t put an Oracle rep into the first sales hire role at a startup.
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30 Minutes to President's Club | No-Nonsense Sales
3d ago
FOUR ACTIONABLE TAKEAWAYS
Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them.
Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly referenceable customers.
Your goal is to get into the talk-to folder. You want to be in that folder so that they know who to contact when something bad happens.
Think crea ..read more
30 Minutes to President's Club | No-Nonsense Sales
3d ago
FOUR ACTIONABLE TAKEAWAYS
Start your email with research personalization to stand out in the inbox (vs generic greeting).
Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements).
Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch.
Reach out to your prospect immediately after they engage with your content - no need to wait for the next sequence step.
PATH TO PRESIDENT’S CLUB
Senior Account Executive @ Salesloft
Team Lead ..read more
30 Minutes to President's Club | No-Nonsense Sales
1w ago
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
The best reps never ask the same question twice.
Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out of our reps.
Ask your reps, “I look forward to seeing how you answer that question.”
Listen early, join late. Pre-prep and game planning will save you some time in the long run.
PATH TO PRESIDENT’S CLUB
Manager, Commercial Sales @ Gong
Mid-Market Account Executive @ Gong
Senior Commercial Account Executive @ Gong
Commercial Account Executive @ Gong
RESOURCES DISCUSSED
Join our weekly newslet ..read more
30 Minutes to President's Club | No-Nonsense Sales
1w ago
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 one over the other?”
When dealing with technical buyers, always under promise so you don't lose cr ..read more
30 Minutes to President's Club | No-Nonsense Sales
1w ago
FOUR ACTIONABLE TAKEAWAYS
Challenge your prospect on fit early and often to test buy-in.
Set landmines for competitors during the requirement-gathering phase.
Require an exec-level bridge with your CEO instead of spending hours on an RFP.
Use carrots to drive close when internal compelling events are lacking.
PATH TO PRESIDENT’S CLUB
Head of Strategic Accounts @ Monte Carlo
Enterprise Sales Leader @ Monte Carlo
Former Enterprise Sales @ Segment (acquired by Twilio)
Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase)
RESOURCES DISCUSSED
Join our weekly newsletter ..read more
30 Minutes to President's Club | No-Nonsense Sales
2w ago
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs.
There's a top-down financial plan and a bottoms-up forecast. Use that to calibrate the SDR team on exactly what they need to attack to hit their number but ensure we don't put pressure on the AE team when they walk into quarters with low coverage.
Everyone has to forecast at top of funnel. Marketing, SDR, even the account directors should have top of funnel quotas to meet. All of those roll up into one big bottoms-up forecast that tell you if you're gonna hit ..read more
30 Minutes to President's Club | No-Nonsense Sales
2w ago
FOUR ACTIONABLE TAKEAWAYS
If you don’t have enough pain, ask for some documentation prior to the demo.
The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call.
Link the demo portions specifically back to WHO SAID they had the problem.
Give your champion an email sequence to share with people during the PoC.
PATH TO PRESIDENT’S CLUB
Senior Manager, Sales Engineering @ Grammarly
Senior Sales Engineer, Value Realization Lead @ Grammarly
Sales Engineer @ Grammarly
Solutions Consulting & Customer Insights @ Onera, Inc.
RESOURCES DISCUSSED
Join our weekly new ..read more
30 Minutes to President's Club | No-Nonsense Sales
2w ago
FOUR ACTIONABLE TAKEAWAYS
If you don’t have enough pain, ask for some documentation prior to the demo.
The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call.
Link the demo portions specifically back to WHO SAID they had the problem.
Give your champion an email sequence to share with people during the PoC.
PATH TO PRESIDENT’S CLUB
Senior Manager, Sales Engineering @ Grammarly
Senior Sales Engineer, Value Realization Lead @ Grammarly
Sales Engineer @ Grammarly
Solutions Consulting & Customer Insights @ Onera, Inc.
RESOURCES DISCUSSED
Join our weekly new ..read more
30 Minutes to President's Club | No-Nonsense Sales
2w ago
ACTIONABLE TAKEAWAYS
Do the opposite of every single thing Corporate Bro Says
Listen to Corporate Bro on his podcast Demoted
Follow Corporate Bro on social: Instagram and YouTube
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal ..read more