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

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

30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDR's. Together they break down sales strategies you can use to start winning more deals today.

Episodes

April 14, 2021 29 min

Kyle Coleman returns to the show for round 2 of email prospecting 101. He shares some of the biggest tactical mistakes in cold emailing, and how to fix them. 


Four Actionable Takeaways: 

  • Format your emails with 4 paragraphs: Tailoring, Problem, Value, Ask
  • Ask for interest instead of time in your CTA paragraph
  • Avoid over-using images, GIF’s, and links to minimize getting blacklisted by email servers
  • Personalize at scale with problem-base...
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    Charles Muhlbauer takes us through humbling disclaimers, reverse psychology, and getting to the truth in your discovery calls.


    Four Actionable Takeaways: 

  • Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”.
  • Lean on humbling disclaimers before asking the tough questions. 
  • Bring the future to the present: let’s pretend you love what you see...what happens next?
  • Disco flow: High level context > raise issues...
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    Katie talks about how to use awkward silence as a tool and gives a unique perspective on how to sell software like you would a physical product.


    Four Actionable Takeaways: 

  • Ask your prospect “what do you like about X” instead of bashing your competition
  • Use wedge questions to uncover pain points where your product wins vs competition
  • Propose a follow up time or figure out the prospect’s buying window and reach out then
  • Send videos to co...
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    Tara provides insights on how to prospect through social media by sounding like a human.


    Four Actionable Takeaways: 

  • Write a hand written note to your prospect, snap a photo, and message it to them
  • Send Instagram/LI dm, follow with an email, then do a voice note, then video (mix it up)
  • Get proper lighting, clean up the room, smile, and slow it down
  • Read your notes out-loud and don’t be afraid to show some personality

  • Tara’s Path to Pres...

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    Ian is a sales master and shares process frameworks that can be applied to any deal size from Enterprise to SMB. 


    Four Actionable Takeaways: 

  • Talking to execs: figure out their pain points and do the digging in the weeds for them
  • Start high, work down the chain, then bubble back up in one business case (Yo-Yo Selling)
  • Leverage your executive champion to make intros and walk them through the process 
  • Lean on your technical resources for ...
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    Todd shares tips to remove friction from your sales process to make it easier for both you and your buyer. 


    Four Actionable Takeaways:

  • Remove all the bs from the journey
  • Get price out early, and use it to disqualify
  • Acknowledge your competitors’ strengths + highlight where your features match needs
  • Keep negotiation simple by anchoring pricing and trading value for dollars

  • Todd’s Path to President’s Club:

  • Founder of Sales Melon
  • Author o...
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    Colin takes us through best practices for the very first discovery call - all the way through dealing with competitors, showing a killer demo, and negotiating with customers.


    Four Actionable Takeaways:

  • Always get in front of the pro’s and con’s of your competitors
  • Start asking questions to handle those objects to eliminate the con’s
  • You must always be the vendor of choice before beginning negotiations
  • Build a list of non-monetary “gives...
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    February 24, 2021 28 min

    Every 10th episode, we tear down one topic. This is how to structure your sales process. Inject the Ritz Carlton experience into every part of your prospect interaction. What do do before, during, and after your touchpoints.


    Four Actionable Takeaways:

  • Before: shared agenda, get your “checklist” questions out the way, know your audience
  • During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps
  • After: R...
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    Adam teaches a masterclass on how to convert a POC/trial into a closed-won deal.


    Four Actionable Takeaways:

  • Set up your exit criteria before you even touch the POC
  • Let the prospect set the expectations for the pilot first
  • Focus on your power users (champions) and your non-users (the converts)
  • Get everyone on the pilot into a shared Slack channel for multi-threading

  • Adam O’Chart’s Path to President’s Club:

  • Top producing AE at Gong.io

  • Resour...

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    Jeremey talks about data-driven actionables related to email format, cadences, and more.


    Four Actionable Takeaways:

  • Use under 100 words for your emails, one word for the subject line.
  • Get away from slightly positive or neutral email sentiment. Different leads to Better.
  • Only using one communication channel will land you with an 85% lower response rate.
  • Do some “secret shopping” based on the problem you solve, and put it in the email.

  • Jer...

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    Jeff does a deep-dive into discovery and asking the hard questions to get prospect buy-in.


    Four Actionable Takeaways:

  • Focus on prospects that are either accessible AND growable or just growable
  • If price is the only objection, you are in a great position to close the deal
  • Find 3 major differentiators and lead your prospects to that space
  • Establish yourself as a consultant by asking questions that get the prospects thinking

  • Jeff’s Path to ...

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    Chris shares effective strategies to book meetings over the phone that will resonate with both novice and expert dialers.


    Four Actionable Takeaways:

  • Build trust in the first 7 seconds of the call by acknowledging you’re an interruption
  • Cut out the yogi language (“I realize...”)
  • Gain curiosity with “the breakthrough” instead of spewing product categorization
  • Establish the 3 reasons why someone will gain value from taking the meeting

  • Chris...

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    Tyler provides the ultimate guide to using video in sales.


    Four Actionable Takeaways:

  • Use “video for you” in your subject line and say how long the video is in your body
  • Use voicemails, LinkedIn, and emails to drive prospects to the video
  • Use videos to keep your prospect’s attention through the deal
  • Expand your reach with a video any time another decision maker might need the info

  • Tyler’s Path to President’s Club:

  • VP Marketing and Chief V...
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    Joe flips your perspective on classic sales rules like discovery call before the demo call and price gating.


    Four Actionable Takeaways:

  • Stop withholding the demo from your prospects, ask how they want to run it.
  • 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat.
  • Don’t force yourself to power. Enable your champion to have the conversations.
  • If you need power, ask your champion questions they need power to ...
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    Jason talks about working with gatekeepers/assistants to book the meeting, handling objections, and formulas for emails to maximize opens.


    Four Actionable Takeaways:

  • Utilize the gatekeeper to book the meeting or get insider information
  • Use simple voicemails to point the prospect to your email: “Voicemail from X”
  • 12-15 touches over 3-4 weeks for your sequences. Doesn’t sink in until 7 views.
  • Build snippets for every single buyer trigger ...
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    Kayla Cytron-Thaler books 85% of her meetings off video. She runs a clinic on personalization at scale and gives raw actionable video tactics.


    Four Actionable Takeaways:

  • Zoom the camera into their Linkedin profile at the beginning of your video
  • No notes in the connection request (Morgan Ingram also shared this one)
  • Time block your research. No more than 3 minutes of time leading up to a video.
  • Use the native LinkedIn videos instead of t...
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    Phil Gerbyshak is the master of the give to get. He breaks down everything from storytelling to pushing prospects away to other vendors.


    Four Actionable Takeaways:

  • Identify the boundaries to your customers being on your product and refer them out
  • Then, now, how. Before it was this, now it’s this, here’s how you do it.
  • Use typically language when prospects feel they’re the only one with their problem
  • Prep for a few minutes for one person...
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    Becc talks about hooking personalization to a value prop, sequence structure best practice, and has some killer advice when dealing with competitive situations.


    Four Actionable Takeaways:

  • Your first email should have 4 lines: Premise, Hook, CTA, Push/Pull - that's it
  • 16 multi-channel touches over 30 days for a successful sequence
  • Keep your second email simple with: "Any thoughts?" + a little personalization
  • Ask why they ...
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    December 9, 2020 27 min

    Every 10th episode, we tear down one topic. This is how to master negotiation. How to hold the line, when to give discounts, and why negotiation is made in the discovery.


    Four Actionable Takeaways:

  • Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
  • Price is based on internal (timeline, pain points) and external factors (competitve landscape)
  • Explain how price is structured BEFORE ...
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    Amyra Rand breaks down demoing to big groups. Way too many reps do great disco to drop the ball in front of 6 prospects - no longer.


    Four Actionable Takeaways:

  • A room with 6 prospects needs at least 2 sales people. Never lose alone.
  • Brief your team on personas, context, and outcomes before jumping onto the live call.
  • Ask everyone what they want to get out of the call. Throw it into the Zoom chat.
  • Customize your demo environments with th...
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