Podcast episode
Playbook: How to run a sales process
30 Minutes to President's Club24 Feb 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 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-thread follow-ups After 7 touches with no reply, you have your answer THE LATEST FROM 30MPC Tactic TV Toolkits & Templates THE LATEST FROM 30MPC Tactic Teardown Toolkits & Templates THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick’s Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) Boomerang: Tactics for Peak Productivity RocketReach: 8 ways to triple your phone connects and email opens Influ2: 9 Ways to Humanize Your Outreach Discovery & Demo Otter.ai: The Ultimate Discovery Checklist Calendly: Speed up your sales cycle & increase revenue Klue: Dismantling Competitors Clari: How to Sell to the CFO Sales Process Pipedrive: 5 deal cheat codes to cut your sales cycle in half Demandbase: 6 Templates to Accelerate Deals Superhuman: 6 Ways To Be An Inbox Superhuman Gong: Master Class Qwilr: Sales Proposal Upgrade Outreach: 1 Sequence to Create and 5 Templates to Close Salesloft: Selling to Power 30MPC Training: 30mpc.com/training ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :)
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Every place a page here uses this source, in the order the words come in it.
But occasionally you're going to have them say, yeah, I really liked your analytics thing, but I'm really, I'm concerned about the security side of things, we really got to make sure that your guys' cloud security is up to par, because it's a big focus of our organization. Okay, would you like to set some time to speak with our CIO, because we can go over some of those things. “The idea here is I'm trying to multi-thread and set concurrent next steps, and I also” now have a relationship with people who are a little bit above the power line. The other piece that's really important here, I posted something on LinkedIn, and everyone was like, what if they have a meeting after that, what are you going to do? Well, I don't know, leave a voicemail or call them later. Armand, we had a demo yesterday, and I was thinking, was there anything we missed in
getting more of it. All right. And so those are your golden four. Okay. So we hit it all. Let's do a quick recap. Number one, we talked about everything before the meeting. Send the pre-meeting preview in the shared agenda. Let them disagree to that. Get all of the brain trash out before the call. “Get all of the doctors checklist questions out before and do your research.” Know the three or four things you're going to research. Know who you're talking to and get ready to multi-thread by knowing the cast of characters in the organization. Number two, during the meeting, first thing you got to do is you must set an agenda and you must set those exit criteria upfront.
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