30 Minutes to President's Club

Top sellers never wing it. They gather information, plan conversations, and scope out an account to find who to talk to - and why. Planning = confidence = success. Just started at a new company? Inherited a new territory? Expanded the accounts in your existing territory? Start here: 𝐁𝐮𝐢𝐥𝐝 𝐘𝐨𝐮𝐫 𝐒𝐢𝐠𝐧𝐚𝐥𝐬: 𝐘𝐨𝐮𝐫 𝐛𝐞𝐬𝐭 𝐩𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬 / 𝐜𝐨𝐦𝐩𝐚𝐧𝐢𝐞𝐬 𝐜𝐨𝐦𝐞 𝐟𝐫𝐨𝐦 𝐚 “𝐬𝐢𝐠𝐧𝐚𝐥” – 𝐚𝐤𝐚 𝐬𝐨𝐦𝐞𝐭𝐡𝐢𝐧𝐠 𝐭𝐡𝐚𝐭 𝐲𝐨𝐮 𝐬𝐞𝐞 𝐢𝐧 𝐭𝐡𝐞 𝐚𝐜𝐜𝐨𝐮𝐧𝐭 𝐭𝐡𝐚𝐭 𝐦𝐞𝐚𝐧𝐬 𝐭𝐡𝐞𝐲’𝐫𝐞 𝐦𝐨𝐫𝐞 𝐥𝐢𝐤𝐞𝐥𝐲 𝐭𝐨 𝐛𝐮𝐲 𝐲𝐨𝐮𝐫 𝐭𝐨𝐨𝐥. -- Example Company-Level Trigger: Funding round Why It Matters: Bigger company goals Example Prospect-Level Trigger: Recent promotion Why It Matters: Taking on new responsibilities -- 𝐒𝐢𝐠𝐧𝐚𝐥 𝐒𝐭𝐚𝐜𝐤𝐬: 𝐒𝐭𝐚𝐜𝐤 𝐫𝐚𝐧𝐤 𝐲𝐨𝐮𝐫 𝐬𝐢𝐠𝐧𝐚𝐥𝐬 (𝐚𝐧𝐝 𝐰𝐡𝐲 𝐢𝐭 𝐦𝐚𝐭𝐭𝐞𝐫𝐬) 𝐟𝐫𝐨𝐦 𝐡𝐢𝐠𝐡𝐞𝐬𝐭 𝐥𝐢𝐤𝐞𝐥𝐢𝐡𝐨𝐨𝐝 𝐭𝐨 𝐛𝐮𝐲 𝐭𝐨 𝐥𝐨𝐰𝐞𝐬𝐭. -- When researching your companies / prospects, match them to the single highest ranked signal (no need to continue researching after you find one). -- 𝐓𝐢𝐞𝐫 𝐘𝐨𝐮𝐫 𝐀𝐜𝐜𝐨𝐮𝐧𝐭𝐬: 𝐓𝐢𝐞𝐫 𝐲𝐨𝐮𝐫 𝐚𝐜𝐜𝐨𝐮𝐧𝐭𝐬 𝐀, 𝐁, 𝐚𝐧𝐝 𝐂 𝐭𝐢𝐞𝐫. -- Company-Level Tailoring: For A and B tier accounts, run your list of company-level signals top to bottom until you find a match. Person-Level Tailoring: For A tier accounts, find person-level signals for any champions or decision makers -- High intent accounts should get extremely custom and targeted outreach. Low intent accounts you might consider enlisting marketing to help engage, since they can often take a 1 to many approach. Once you’ve tiered your territory by ICP match, you can give yourself another advantage by using intent data with someone like Terminus. We built all of this in an Account Research Toolkit that you can get in our Toolkit.

30 Days with no contact? That deal is long dead 💀 Move on, hit the phones, find 5 new prospects who will talk to you

New/Inherited territory? Do this today and book some meetings

Someone asks for a discount, what do you say? NOTHING 🤔 Spencer Ivey shared this gem in today's Sell episode on business cases and negotiation When someone pushes back on you, asks for changes, or requests a discount say "okay" and zip it 🤐 More often than not they'll give in to the silence before you do and elaborate or walk back on their request #Negotiation #SalesTips

Hard work is table stakes in sales

Your weekly dose of 30MPC: Here's how to handle any cold call objection

"A person who has not made cold calls shouldn't be teaching other people how to make cold calls" 🎤 ⬇ 💥 Jason Bay drops the mic on why the best enablement isn't delivered by enablement teams, it's delivered by the best sellers on the team Sales Enablement is the director of the show, while the top performers are the actors on stage Great Lead episode today with additional gems on keeping reps accountable and sales math #SalesEnablement

When building an external POV look for information that alludes to problems - E.g., you sell Outreach Success Plans so you want to look for 10-Ks, fundraising announcements. Then look for triggers. Make a list of the types of things you might observe about a company that would make you think, "They could really use what I'm selling." Combine that external trigger with your value proposition or solution when reaching out to them during prospecting. Check out more in our Outreach Masterclass: https://lnkd.in/g7mEtX7h #sales

Make it seem like they weren’t even supposed to ask for a discount

Get told you’re too expensive on a cold call? 1. Agree with them 2. Give two options to incentivize them to share more 3. Throw a “dart” to drive curiousity in the value of why there’s a price difference #ObjectionHandling