This week on the most actionable newsletter in sales: 𝗧𝗵𝗲 𝟴 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 𝗧𝗵𝗮𝘁 𝗚𝗼𝘁 𝗠𝗲 𝘁𝗼 𝗣𝗿𝗲𝘀𝗶𝗱𝗲𝗻𝘁’𝘀 𝗖𝗹𝘂𝗯
30 Minutes to President's Club
Media Production
San Francisco, CA 52,587 followers
Zero theory or mindset discussions here; just actionable sales tactics that will win you deals today.
About us
Quit memorizing BS lines, fumbling through LinkedIn and groveling for deals that never are going to close. Dramatically accelerate your career and earning potential by mastering your tech stack, stealing tactics from the best and clearing garbage from your calendar. Zero theory or mindset discussions here; just actionable sales tactics that will win you deals today.
- Website
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30mpc.com
External link for 30 Minutes to President's Club
- Industry
- Media Production
- Company size
- 2-10 employees
- Headquarters
- San Francisco, CA
- Type
- Privately Held
- Founded
- 2020
Locations
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Primary
San Francisco, CA, US
Employees at 30 Minutes to President's Club
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Ashley Beckman
10+ years of experience in strategic planning, process development and improvement, and operational excellence
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Nick Cegelski
Nick Cegelski is an Influencer Author of Cold Calling Sucks (And That's Why It Works) | Founder of 30 Minutes to President’s Club
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Armand Farrokh
Author of Cold Calling Sucks (And That's Why It Works) | 30 Minutes to President's Club | VP of Sales
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David Rosenstein
Getting companies better talent faster // Sr. Account Executive @ LinkedIn
Updates
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Sales Leaders - Want a team that'll go to bat for you? Here are the leadership 5 attributes David Priemer boiled down that lead to an engaged team: 1. Promoting Transparency 2. Protecting & Advocating 3. Driving Accountability 4. Coaching Your Team 5. Getting & Giving Feedback Hear tactical ways to implement each attribute in today's Leadership episode
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2 easy steps to make sure your team's deal compass points in the same direction. It's going to vary for your company, but the principles will hold true. Know your categories For some organizations, "commit" means the lowest possible number you can possible call without changing your same to Sandbag Sam. For other teams, "commit" is a more accurate representation of where you think you will land. Example below. -- Worst: The world burns down. This often means deals in vendor review with clear timelines to close. This number should never go down. Commit: If you had to bet, where you would land... minus 10-20% for conservatism. This number should go up 80% of the time. Best: If the swings land favorably, you land here. Note: This is not every single deal in your pipeline. -- Once you have your definitions, you can now assign deals to categories. Map Deals to Categories This is where the money is made. You now need to plot each deal in each category based on the risk you see. If your team is a MEDDPICC or a BANT team, again, use that qualification criteria and align to your organization's methodology. Example below: -- Will It Close? How well have I achieved the exit criteria in each stage? On Time? How likely am I to complete the next steps on time? -- It sounds simple and that's by design. Because the complexity comes from the exit criteria that I already know need to happen at every stage of the deal. *** Want more tips like this? Join us for a Forecasting masterclass with our friends at Xactly Corp next week! https://xact.ly/uhimv
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To calendar link or not to calendar link? Outbound Emails 🚫 - Assumptive - Hurts deliverability - Puts the work on the buyer Instead use calendar links as an OPTION when someone has already agreed to scheduling a meeting "Here's three suggested times or if it's easier here's my calendar link" Samantha McKenna's approach is always thoughtful
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Your weekly dose of 30MPC: Top objections you'll get on a cold call
The Recap Email: Top objections you'll get on a cold call
30 Minutes to President's Club on LinkedIn
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Get the ball out of your court as quickly as possible. YOU should never be the choke point for your deals. My daily pipeline exercise: 1. Pull up a list of my open opps 2. For those that have a next step scheduled, find ways to "juice" the deal between meetings. Examples: - Work to multithread with other stakeholders at the account - Send materials (whitepaper, case study, mini-demo of a feature they had expressed interest in) as a value touch between meetings - Comment something meaningful on their recent LinkedIn post - Call them ("Hey Dave, I know we're meeting in a couple weeks but I actually just got some answers back from my SME about the questions you had during our last demo...have a sec?") 3. For deals WITHOUT a next step: Get a next step on the books. CALL THEM before emailing. If calling + emailing fails, try LinkedIn. Contact other stakeholders you've met with if need be. Create movement. ___ Exhaust forward momentum on your pipeline each day. If you do that...you're going to have a far less stressful forecast call.
How do sales leaders nail their sales forecast despite an ever-changing macroeconomic landscape? 🎧 Tune in on August 28 at 11 AM PT for a webinar where two successful Sales leaders – Taylor Wilding, VP of Sales at Xactly, and Armand Farrokh, Founder of 30-Minutes to President’s Club – share their secrets to forecasting sales. Register now: https://xact.ly/uhima
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30 Minutes to President's Club reposted this
🔔 Hot off the press 🔔 Earlier this year, we partnered with 30MPC on their book “Cold Calling Sucks (And That’s Why It Works).” Most sales books are theoretical and based on opinions. But for modern sellers to succeed in the AI era, *data-backed* is the way to go. That's exactly what this book delivers. Through deep analysis of more than 300 million real-world cold calls , it is probably the new gold standard for sales engagement that does not suck. Get yours now at: https://lnkd.in/g5phedeg
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