Lead Playbook: Fixing Your Pipeline Problem
30 Minutes to President's Club
by Nick Cegelski & Armand Farrokh
3d ago
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those Have Account Executives dedicate 20% of their time to prospecting a set list of walled off (named) accounts Break out your inbound and outbound metrics to make it easier to diagnose the problem if one of those two metrics is falling behind RESOURCES DISCUSSED Join our weekly newsletter ..read more
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231 (Sell) Building Your Business Case from Day One (Spencer Ivey, Webflow)
30 Minutes to President's Club
by Nick Cegelski & Armand Farrokh
3d ago
FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity. Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting. When negotiating and faced with a request for a disc ..read more
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231 (Sell) Building Your Business Case from Day One (Spencer Ivey, Webflow)
30 Minutes to President's Club
by Nick Cegelski & Armand Farrokh
5d ago
FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity. Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting. When negotiating and faced with a request for a disc ..read more
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Hall of Fame: Stevie Case Ep. 175
30 Minutes to President's Club
by Nick Cegelski & Armand Farrokh
6d ago
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten. Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do. 80% of the upward communications should be focused on the problems you need to solve. Oft ..read more
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230 (Lead) Enabling Sales Teams And Keeping Reps Accountable (Jason Bay, Outbound Squad)
30 Minutes to President's Club
by Nick Cegelski & Armand Farrokh
1w ago
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Hold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust prospecting efforts to ensure accountability and goal achievement. When implementing new initiatives, enlist team members who excel in those areas as champions. Their involvement and sharing of experiences will enhance adoption and effectiveness across the team. Utilize top-performing team members to shape and structure enablement sessions. This ensures that training content is practical, comprehensive, and directly applicable to real-world ..read more
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229 (Sell) Handling Cold Call Objections & Follow Up Strategies (Lylle Ryals, RocketReach)
30 Minutes to President's Club
by Nick Cegelski & Armand Farrokh
1w ago
TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, saving detailed information for follow-ups. Structure emails to expand on voicemail content, addressing specific pain points or presenting case studies to encourage engagement. LYLLE'S PATH TO PRESIDENTS CLUB Senior Manager, Business Developmen ..read more
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Hall of Fame: Shay Keeler Ep. 160
30 Minutes to President's Club
by Nick Cegelski & Armand Farrokh
1w ago
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. Dir ..read more
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228 (Lead) Managing Managers and Diagnosing Low Performance (JD Miller, Kantata)
30 Minutes to President's Club
by Nick Cegelski & Armand Farrokh
2w ago
FOUR ACTIONABLE TAKEAWAYS: Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quantitative and qualitative seller performance data. Maintain frontline manager capacity at optimal levels (typically up to eight sellers per manager) to ensure effective control and stability in sales force management. Implement a structured 90-day ramp-up process for new hires, progressing from training to practical tasks like territory familiarization, prospecting, and live calls, to consistently ex ..read more
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227 (Sell) Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
30 Minutes to President's Club
by Nick Cegelski & Armand Farrokh
2w ago
ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect. Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options: Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing. Decide whether to follow their criteria or to prospect directly to reach your goal. Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Ac ..read more
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Hall of Fame: Vin Matano Ep. 142
30 Minutes to President's Club
by Nick Cegelski & Armand Farrokh
2w ago
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 I ..read more
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