30 Minutes to President's Club

This week on the most actionable newsletter in sales: 𝗛𝗼𝘄 𝗧𝗼 𝗔𝘃𝗼𝗶𝗱 “𝗗𝗲𝗮𝘁𝗵 𝗕𝘆 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆” 𝗶𝗻 𝗢𝘂𝘁𝗯𝗼𝘂𝗻𝗱 𝗢𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝗶𝗲𝘀 (𝗳𝘁. 𝗝𝗲𝗻 𝗔𝗹𝗹𝗲𝗻-𝗞𝗻𝘂𝘁𝗵)

Outside of shaking hands with prospects, here is one extra way to get value from trade shows: Speak to the other sponsors at the event This helps in three ways: 1. You get to network with other people who work with the same people as you (lead sharing, job security, and referrals) 2. You will better understand the other categories your prospects buy alongside your solution 3. You'll get a ton of free swag (chapstick, socks, and hats) 

Sales Leadership at a $1 million startup is WILDLY different from Sales Leadership at a $1 billion unicorn Mark Kosoglow went from the first sales hire at Outreach to the VP of Sales in 8-years On today's Lead episode he broke down the how the leadership responsibilities & skills needed change at each stage of growth

First sales hire with the goal of becoming the sales leader? Your job is to test, iterate, and build the sales process from scratch But most importantly DOCUMENT the process so that when you begin hiring more reps they don't have to start completely from scratch Mark Kosoglow broke down the 5 stages of sales leader & the skills they need when running a sales org from $0 to $100M+ on today's lead episode

How to structure your cold email follow up: Problem 1 Bubble Bubble Problem 2 Bubble Bubble Problem 3 Bubble Bubble Move on

Never answer the question without understanding the reason behind the question (Typically the question relates to a problem) Mr #DeathToFluff ☠️ Belal Batrawy joined the podcast for the FOURTH time today and broke down tactical ways to discuss pricing with customers

Your weekly dose of 30MPC: Should you leave voicemails when cold calling? (Data-Backed Answer)

𝐍𝐞𝐯𝐞𝐫 𝐰𝐢𝐧 𝐚 𝐝𝐞𝐚𝐥 𝐚𝐥𝐨𝐧𝐞. 𝐍𝐞𝐯𝐞𝐫 𝐥𝐨𝐬𝐞 𝐚 𝐝𝐞𝐚𝐥 𝐚𝐥𝐨𝐧𝐞. Tips to get your whole company selling with you: 1. Trying to win alone is a form of laziness: Memorizing product knowledge, preparing in-depth reports about your implementation process and building roadmap presentations are distractions that feel like work. You need to know enough to be dangerous, but most AEs go way too far. Your job is NOT to be a jack of all trades. Your job is to create + advance pipeline (aka SELL). Employ your colleagues to help advance your deals -- they have more knowledge and credibility than you. Use your freed up time to prospect for MORE deals. ___ 2. Don't wait until someone is dead to give them flowers Don't let a good deed go unnoticed. If a teammate helps you out, you better make them feel like a million bucks. Do not forget the power of the words "Thank you". Real appreciation goes a long way. ___ 3. Use Execs to break into target accounts Your executive team probably has a better network than you. Mine their LinkedIn network for 1st and 2nd degree connections to the accounts you want to sell to. Ghostwrite a personalized message from your exec (they'll likely tailor what you wrote to be in their voice, but it's the show of effort that matters) and have them get an intro to your prospect. Great for building pipeline and great for getting exec visibility on the work you're doing (which matters). ___ We broke down 4 steps to tag team deals in sales with Otter.ai so that you'll know exactly how to:  • Pick the right tag team partner  • Prime your partner (with a role)  • Run tag team plays on the call  • Maintain the tag team after the call Let's dive in --> https://otter.ai/30mpc

How to run an Inbound vs. Outbound intro call 

This week on the most actionable newsletter in sales: 𝗛𝗼𝘄 𝘁𝗼 𝗔𝘂𝘁𝗼𝗺𝗮𝘁𝗲 𝗬𝗼𝘂𝗿 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 𝘄𝗶𝘁𝗵 𝗔𝗜