30MPC September Newsletter

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Hey folks,

We’ve heard lots of our listeners are on the job hunt right now - it ain’t easy to be a sales rep in a tough market.

So you all know we have your back, we’re gonna provide the following resources over the next few months:

1️⃣ We’ll be posting interview tactics on LI for the next few weeks.

2️⃣ We’ll be re-releasing our playbook on how to get a killer sales job on Sep 19th (or you can catch the original release now here!).

3️⃣ We’re thinking about releasing a sales resume template too (but that’ll take a bit longer.)

Side note: We try to name all of our “campaigns” and one funny name was “get sales people jobs” - but that sounded like a presidential bid… which we have 0 interest in pursuing.

So for now we won’t name it. Instead, just know we’re here for ya, sellers. <3

Let’s get into the tactics.

The #1 Tactic of August: 

You’re in the big executive team meeting.

You gotta stand tall and own your space.

Set a crystal clear PPO agenda: Purpose, Plan, Outcome:

🟢 Purpose: The goal of this call is to see if there’s a way that we can help meet some of the priorities we’ve learned at Acme.

🟢 Plan: We’ll do this by recapping what we’ve learned, aligning on priorities as a group, then showing how we can support those priorities.

🟢 Outcome: At the end - I’d love to have a frank discussion on if you feel like we’re the right group to support you.

That’s magic from Doug Landis in last month’s #1 tactic. 

The #1 LinkedIn post of August: 

Sales voicemails should never ask for a call back.

My voicemail sign off is extremely intentional.

Feel free to steal my sign off:

"...There's no need for you to call me back. I'm about to hit send on an email to you with the subject line "just called".

Whether or NOT you're interested in learning more, please let me know. I definitely don't want to be a pest with my follow up.

This is Nick Cegelski with 30 Minutes to President's Club."

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📧 Direct your prospect's attention to email. Most salespeople don't get callbacks on their voicemails, but when you use your voicemail to direct to email, response rates go up.

🐜 I call out I don't want to be a pest. In sales, the best answer is "yes", the 2nd best answer is "no" and the worst is no response. I am ok soliciting rejection; rejection is better than no response.

🔚 I also leave my Name + Company at the end of the voicemail. You should never hide this information (unprofessional) but every other sales voicemail starts with Name + Company and I'd like to stand out from the crowd. 

The #1 Tactic... ever? 

The 2x guest Adam O’Chart schooled us on one core concept in his 2nd episode.

“I sell PoCs, I send contracts”

But don’t just give free runaway trials. Instead - set crystal clear exit criteria upfront.

In other words, what do you need to see out of this PoC for you to buy?

No answer? Don’t run the PoC. 

Gong Labs in Action: Who likes long sales cycles? 

If you are in the business of lengthening your sales cycle...

Say list price as much as possible. It lengthens your sales cycles by 19%.

Otherwise, use approved price. No one wants to pay list.

There are certain words that are dynamite, in both a good and bad way.

List price is one of them.

Here are the others. Check out the Words that Close from Gong.

The next 30MPC Live Tactic Teardown: 

Without a default operating model, you’ll continue haphazardly stumbling through your workday.  

Here’s how to take back control of your day: 

📅 Time block to batch check email/Slack once per hour. Knock out all your responses in one fell swoop. 

📥 Get the mission-critical tasks out of the way first. Remember, the inbox is somebody else's priority list. 

🙅 ♂️ Reject work that doesn't move the needle: if it isn’t creating and advancing pipeline, it isn’t a priority. 

Wanna learn how to accomplish more in one day than most sellers do in a week?  

Then you may enjoy the next 30 Minutes to President's Club Tactic Teardown with Morgan J Ingram.  

We'll be breaking down the calendar and daily routine of the best sellers.  

Sign up here. 

Steal an entire cold email drip from Charlotte Johnson: 

This is one of the most killer LI invitation templates I’ve seen. 

You should steal it. Along with all the other emails that we’ve had thousands of reps steal by now: 

LinkedIn Invitation: Day 1 x Step 1 

Armand - Reading your careers page & found a few things interesting on your SDR job posting. Won’t lie, I’m prospecting you but sending an email to expand. 

Wish me luck in getting a reply. 

The coolest companies ever & the crispy problems they solve:

Dooly: Sick of slogging through Salesforce for 3 hours to update your pipe? Use Dooly to make lightning-fast notes and updates in your CRM. 

Gong: Don’t sift through 3,000 calls to figure out where a deal stands. Use Gong for Revenue Intelligence and lightning-fast insight into correspondence on a deal. 

PandaDoc: Hate tinkering around trying to build the perfect proposal? Send proposals that get applauded (and signed!) with PandaDoc.

When the market gets tough. 

You can’t control your quota, the market, and many other things in sales. 

But you CAN control your effort, attitude, and commitment to your craft. 

If you do those things. 

I’ve never seen someone not succeed. 

And it also, never happens without speed bumps. 

30MPC’s here for y’all sellers, have a killer EoQ 👊🏼