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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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.
What else did we learn from that one? One of the big things he talked about was the art of the segue, where you hear a lot about personalization and how do I personalize an email? But the thing is, if I just send an email to Armand where I'm like, Hey man, I saw you were a wrestler. You want to buy some lead generation software? It's like there's sort of a disconnect. “And what Kyle talked about was creating a connection or a bridge between” the research about the human.
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
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