Эпизоды
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding
Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission.
When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team.
Use a pod system (e.g., 4 AEs to 2 SDRs). This allows AEs to focus on key accounts while SDRs work on B and C tier accounts, generating additional meetings.
PATH TO PRESIDENT’S CLUB
Consultant @ Agoge Prospecting School
Director of Sales Development @ Vercel
Senior Manager of Sales Development @ Outreach
SDR Team Lead @ Outreach
RESOURCES DISCUSSED
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Things you can steal
Agoge Sequence -
FOUR ACTIONABLE TAKEAWAYS
If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes.
When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it.
After sending a LinkedIn video, start by asking, "What did you think of the video?" followed by "What didn't you like about the video?" to engage prospects.
Leverage your last interaction—whether it's a video, voicemail, or previous call—as the reason for your next outreach to create continuity and context.
PATH TO PRESIDENT’S CLUB
Sales Director @ Pareto
Senior Business Development Manager @ Pareto
Senior Account Executive @ Pareto
Account Executive @ Pareto
Business Development Representative @ Pareto
RESOURCES DISCUSSED
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Things you can steal -
Пропущенные эпизоды?
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FOUR ACTIONABLE TAKEAWAYS
If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize.
If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest.
Don't chase tennis balls. Create equal footing by getting something before we just jump to giving.
Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every ask through “is this actually the best way for the buyer to get what they're looking for?”
PATH TO PRESIDENT’S CLUB
Founder @ DiscoveryCoach.io
Sales Enablement Manager @ AlphaSense
Lead Revenue Enablement Manager @ CB Insights
Senior Sales Training Manager @ CB Insights
RESOURCES DISCUSSED
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Things you can steal -
FOUR ACTIONABLE TAKEAWAYS
Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload.
When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for.
Be transparent with your team about the reasons behind significant changes, such as quota increases or territory shifts, to help them understand and accept the decisions.
Create a safe environment for reps by making it acceptable to forecast low numbers if that’s the reality, with categories for worst-case, most likely, and best-case scenarios.
DAVID'S PATH TO PRESIDENT’S CLUB
Founder @ Cerebral Selling
Vice President of Sales @ Influitive
Vice President Commercial Sales @ Salesforce
RESOURCES DISCUSSED
David's Book: The Sales Leader They Need
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Things you can steal -
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer.
What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call.
Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing.
List out discovery questions to get people from high-level pain to deeper pain.
PATH TO PRESIDENT’S CLUB
Director of Commercial Sales @ Zip
Sales Director @ Celonis
Strategic Account Executive @ Celonis
Regional Sales Manager @ Oracle
RESOURCES DISCUSSED
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Things you can steal
Chase Macaione's Discovery Call Prep Sheet & Guide -
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused.
Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays.
Assess early-stage deals by confirming if there's a recognized problem and if the prospect is willing to solve it with you.
Focus on evaluating large early-stage deals first during pipeline reviews, as they are often more crucial than late-stage deals.
PATH TO PRESIDENT’S CLUB
Sr. Manager, Corporate Sales @ Webflow
Course Instructor & Founding Member @ pclub.io
Customer-Led Growth Advisor @ Catalyst Software
Dir. of Sales @ Outreach
RESOURCES DISCUSSED
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Things you can steal -
ACTIONABLE TAKEAWAYS:
Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction
Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal.
Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly.
Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers.
SAM'S PATH TO PRESIDENTS CLUB:
CEO @ Sam Sales
Head of Enterprise Sales @ LinkedIn
Vice President North America Sales @ ON24
Things you can steal
Join our weekly newsletter -
FOUR ACTIONABLE TAKEAWAYS
Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation.
Not interested: Is it because you’re not interested in influencer software or is it something I said?
Who is this: Run right back into the permission-based opener again.
I hate cold calls: Try to set up a non-cold call and get out of their way.
PATH TO PRESIDENT’S CLUB
Senior Account Executive @ Inveterate
Sr. Account Executive @ GRIN
Sales Coach @ CourseCareers
Business Development Representative @ Connect Searh, LLC
Business Development Representative @ Arrive Logistics
RESOURCES DISCUSSED
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Things you can steal -
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales.
Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations.
If unsure about a hire, don't proceed. Second-guessing can lead to issues and regret.
Offer positions without negotiating compensation. Emphasize performance-based pay; top earners prove it on the leaderboard.
PATH TO PRESIDENT’S CLUB
COO @ Growth Assistant
VP of Sales @ Lattice
Sales Director @ Lattice
VP of Sales @ Appcues
RESOURCES DISCUSSED
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Things you can steal -
FOUR ACTIONABLE TAKEAWAYS
Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap
When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state
Ask about specific situations to accurately identify the exact problems the prospect is facing
Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in
PATH TO PRESIDENT’S CLUB
Founder, Braun Training
Former Head of Sales @ Basecamp
Former VP of Inside Sales @ Jellyvision
RESOURCES DISCUSSED
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Josh Braun's Tongue Tied flashcards
Things you can steal -
FOUR ACTIONABLE TAKEAWAYS
Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call.
Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects.
After your opener, go through the parts of your pitch, but end with an open-ended question.
You can either go into “That’s why we should meet” if they give you those three priorities or roll with the objection - “Let me tell you how we work alongside and supplement a recruiter.”
PATH TO PRESIDENT’S CLUB
Senior Business Development Manager @ Pareto
Senior Account Executive @ Pareto
Account Executive @ Pareto
Business Development Representative @ Pareto
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
Get our book on cold calling "Cold Calling Sucks (and that's why it works)"
Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls -
FOUR ACTIONABLE FOUNDER TAKEAWAYS
Your first customers should come from the founder
Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are.
If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing them on as a pilot customer.
If you're not ready to solve the big problem yet, launch a customer advisory board. Offer a small amount of equity to early advisors who can help develop your product to the point where it can address a significant issue.
PETER'S PATH TO PRESIDENT’S CLUB
Co-Founder @ Atrium
Founder @ Modern Sales Pros
VP of Product @ Monster
Founder @ TalentBin (Acquired by Monster)
RESOURCES DISCUSSED
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Things you can steal -
FOUR ACTIONABLE TAKEAWAYS
Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question.
Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team.
Avoid showing too much software to prevent prospects from associating the product with unnecessary features and higher costs.
Recap previous conversations and then ask the executive what you might have missed, ensuring you address their specific needs while demonstrating your product.
STEVEN'S PATH TO PRESIDENT’S CLUB
SVP of Sales @ ZoomInfo
VP of Sales @ ZoomInfo
Director of Sales @ ZoomInfo
Manager, Enterprise Sales @ ZoomInfo
RESOURCES DISCUSSED
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Things you can steal -
FOUR ACTIONABLE TAKEAWAYS
Eat the frog by committing to prospecting first thing in the morning.
Handle objections differently with a ledge (ledge > disrupt statement > ask).
Handle ‘existing solution’ objections by offering value to keep the other guys honest.
Get past gatekeepers with respect, giving specific value, and providing social proof.
PATH TO PRESIDENTS CLUB
Head of Growth @ NeonPixel
CEO @ Phone Ready Leads
CEO @ Student of Sales
VP of Sales @ Booshaka
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal -
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently
Always be recruiting (ABR) - Regularly connect with potential talent on LinkedIn to build relationships before you need to hire.
Designate specific days for different tasks - Monday for one-on-ones, Tuesday for outbound, Wednesday and Thursday for deal reviews, and Friday for forecasts.
Run outbound days, have reps target top C-level prospects and maintain a 45-day forecast with outreach tasks.
PATH TO PRESIDENT’S CLUB
Regional Director Mid-Market Sales @ Navan
Manager Commercial Sales @ Navan
Manager Growth Sales @ Navan
Enterprise Account Executive @ Navan
RESOURCES DISCUSSED
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Things you can steal - Показать больше