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

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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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 creatively with your outreach. We are not just limited to emails and phone calls and DMs. Be present where they're coming together.



PATH TO PRESIDENT’S CLUB

Strategic Enterprise Sales @ Rubrick, Inc.

Strategic Enterprise Sales @ People.ai


Enterprise Sales @ App Dynamics

Enterprise Sales @ Xactly Corp



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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, Sales Development @ Integrate

SDR @ Akkroo, an Integrate company

Enterprise SDR @ PatSnap


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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



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Want more Gong x 30MPC Content? Check out the Masterclass we filmed.

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 credibility.



PATH TO PRESIDENT’S CLUB

Named Account Manager - Digital Natives UK @ Databricks

Named Account Manager - Digital Natives @ Databricks

Snr Manager, Commercial Sales, ANZ @ Databricks

Enterprise Account Executive @ Databricks



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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)


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Things you can steal