Podcast episode
Playbook: Top 10 moments that change the way we sell
30 Minutes to President's Club12 May 202132 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. EPISODES MENTIONED: Episode 6 w/ Ryan Reisert Episodes 4 & 47 w/ Kyle Coleman Episode 17 w/ Sarah Brazier Episodes 16 & 29 w/ Morgan Ingram Episode 1 & 35 w/ Joe Caprio Episode 7 w/ Keenan Episode 8 w/ Kevin “KD” Dorsey Episodes 25 & 46 w/ Charles Muhlbaur Episodes 18 & 40 w/ Adam O’Chart Episode 9 w/ Belal Batrawy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
an hour and all you did was make cold calls? You're not sending emails, you're not doing LinkedIn touches, you're not even leaving voicemails, you called 50 people in a row, you'd probably get some conversations and it wouldn't be you slogging through a bunch of different workflows and logging tasks. “Bang off 50 dials and see what happens.” So I get off that show, I had a couple of Red Bulls in me and I start making cold calls. And I get a prospect who I've been trying to reach forever actually picks up and he takes my call and I book a meeting. And I closed a deal in less than three weeks. And my normal sales cycle is six months with that guy because I got him at the right time.
little bit violated from being screamed at for 30 minutes straight. But now every time I step into a discovery call, the moment I start asking about like, oh, do you click here? Do you click here? Do you have this spreadsheet or that spreadsheet? Do you do this configuration or that configuration? I immediately have this screaming Keenan voice in my head saying, “get out of the technical problem, get to the business impact.” doing things like if you remember the pick, I've drawn out a pick for Pave, a pick for Carta, where we start with the... business problems, then we go to the impact and the business outcomes associated with that problem, and then afterwards we drill it back to the root cause instead of getting super caught in the weeds on day one.
The other genius thing that Adam does is, when he's got a prospect going through a trial, he sets up a shared—this is tough to say—a shared Slack channel—the two Ss throw me off—where there's a Slack for everyone who's going through this POC. And when people have issues or questions, they're all chatting in there, and so he can “respond in real time, and then he keeps those things open in perpetuity.” So when he needs a reference, he goes into the Slack channel and he says, hey, can someone be a referral for me? Can someone be a reference for me? I thought it was such a game-changer with how folks are using Slack and the impact of that. And then the last thing in everything else, to wrap everything up, we have the one and