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

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Backload your sequences (3 calls in one day then 3 emails in one day) to bump up replies.  * Use subject lines that will elicit an emotional response to drive more opens.  * Get a guaranteed response by sending the “I’m calling you tomorrow” email.  * Cover current state, negative conseque...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Send a pre-meeting agenda to set expectations and get feedback.  * Start meetings with three big-picture takeaways you want them to walk away with.  * Ask questions one level up on the value pyramid to drive your convo and next steps.  * Validate your value by speaking to the specific pain...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Reverse anchor on pricing with exaggerated deal terms.  Sell the model vs the features when in a competitive deal negotiation.  Focus on the outcomes in order to justify the price. You are the value proposition.  Educate the customer on why getting higher level buy-in is in their best intere...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Format your emails with 4 paragraphs: Tailoring, Problem, Value, Ask Ask for interest instead of time in your CTA paragraph Avoid over-using images, GIF’s, and links to minimize getting blacklisted by email servers Personalize at scale with problem-based bucket tailoring for your C tier acco...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on humbling disclaimers before asking the tough questions.  Bring the future to the present: let’s pretend you love what you see...what happens next? Disco flow: High level context > raise issues > identif...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Ask your prospect “what do you like about X” instead of bashing your competition Use wedge questions to uncover pain points where your product wins vs competition Propose a follow up time or figure out the prospect’s buying window and reach out then Send videos to contacts that have gone dar...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Write a hand written note to your prospect, snap a photo, and message it to them Send Instagram/LI dm, follow with an email, then do a voice note, then video (mix it up) Get proper lighting, clean up the room, smile, and slow it down Read your notes out-loud and don’t be afraid to show some...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Talking to execs: figure out their pain points and do the digging in the weeds for them Start high, work down the chain, then bubble back up in one business case (Yo-Yo Selling) Leverage your executive champion to make intros and walk them through the process  Lean on your technical resource...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Remove all the bs from the journey Get price out early, and use it to disqualify Acknowledge your competitors’ strengths + highlight where your features match needs Keep negotiation simple by anchoring pricing and trading value for dollars Todd’s Path to President’s Club: Founder of Sales Mel...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Always get in front of the pro’s and con’s of your competitors Start asking questions to handle those objects to eliminate the con’s You must always be the vendor of choice before beginning negotiations Build a list of non-monetary “gives” and the things you want to “get” Colin’s Path to Pres...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to structure your sales process. FOUR ACTIONABLE TAKEAWAYS Before: shared agenda, get your “checklist” questions out the way, know your audience During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps After: Recap email/call, multi...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Set up your exit criteria before you even touch the POC Let the prospect set the expectations for the pilot first Focus on your power users (champions) and your non-users (the converts) Get everyone on the pilot into a shared Slack channel for multi-threading Adam O’Chart’s Path to President’...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Use under 100 words for your emails, one word for the subject line. Get away from slightly positive or neutral email sentiment. Different leads to Better. Only using one communication channel will land you with an 85% lower response rate. Do some “secret shopping” based on the problem you sol...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Focus on prospects that are either accessible AND growable or just growable If price is the only objection, you are in a great position to close the deal Find 3 major differentiators and lead your prospects to that space Establish yourself as a consultant by asking questions that get the pros...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Build trust in the first 7 seconds of the call by acknowledging you’re an interruption Cut out the yogi language (“I realize...”) Gain curiosity with “the breakthrough” instead of spewing product categorization Establish the 3 reasons why someone will gain value from taking the meeting Chris’...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Use “video for you” in your subject line and say how long the video is in your body Use voicemails, LinkedIn, and emails to drive prospects to the video Use videos to keep your prospect’s attention through the deal Expand your reach with a video any time another decision maker might need the...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Stop withholding the demo from your prospects, ask how they want to run it. 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat. Don’t force yourself to power. Enable your champion to have the conversations. If you need power, ask your champion questions they nee...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Utilize the gatekeeper to book the meeting or get insider information Use simple voicemails to point the prospect to your email: “Voicemail from X” 12-15 touches over 3-4 weeks for your sequences. Doesn’t sink in until 7 views. Build snippets for every single buyer trigger - 120 words max on...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Zoom the camera into their Linkedin profile at the beginning of your video No notes in the connection request (Morgan Ingram also shared this one) Time block your research. No more than 3 minutes of time leading up to a video. Use the native LinkedIn videos instead of the cold email videos. K...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Identify the boundaries to your customers being on your product and refer them out Then, now, how. Before it was this, now it’s this, here’s how you do it. Use typically language when prospects feel they’re the only one with their problem Prep for a few minutes for one persona. Then only dial...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Your first email should have 4 lines: Premise, Hook, CTA, Push/Pull - that's it 16 multi-channel touches over 30 days for a successful sequence Keep your second email simple with: "Any thoughts?" + a little personalization Ask why they chose the competitor and how they have helped to achieve...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to master negotiation. FOUR ACTIONABLE TAKEAWAYS Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before Price is based on internal (timeline, pain points) and external factors (competitve landscape) Explain how p...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: A room with 6 prospects needs at least 2 sales people. Never lose alone. Brief your team on personas, context, and outcomes before jumping onto the live call. Ask everyone what they want to get out of the call. Throw it into the Zoom chat. Customize your demo environments with their logos, ro...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Time block when you’re asking for referrals from everyone you’ve ever sold or met with Send a connection with a blank note. You can always delete it, then resend it in LI. Throw the lurking GIF in a Linkedin DM when someone looks at your profile. Have a snippet for every buyer trigger and eve...

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Get to power by asking someone to sign an NDA - requires a certain rank in the org Find the lowest ranking person in the company who can still buy something Raise prices to get to power - $10k purchases won’t get you to execs Bring in your executives for referrals, for early sponsorship, or f...