30 Minutes to President's Club

This week on the most actionable newsletter in sales: 𝗧𝗵𝗲 𝟴 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 𝗧𝗵𝗮𝘁 𝗚𝗼𝘁 𝗠𝗲 𝘁𝗼 𝗣𝗿𝗲𝘀𝗶𝗱𝗲𝗻𝘁’𝘀 𝗖𝗹𝘂𝗯

This voicemail script can more than double your cold email reply rate 📧 Do you leave voicemails on cold calls?

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

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

8 Easy to Implement Cold Email Tips

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

Your weekly dose of 30MPC: Top objections you'll get on a cold call

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.

Exactly How To Handle The 5 Most Common Cold Call Objections

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