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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Welcome to the Ritz, everybody. What we're talking about today is not one piece of the experience, not discovery or prospecting or negotiation, but we're talking about what makes the Ritz-Carlton the Ritz. And what that is, is the overall deal process, the sales process. “In other words, there are a million things from recap emails, to next steps, to pre-meeting” agendas, all the little things, the little chocolates on your pillow in the Ritz, the little guy who has a bow tie at the front desk that make your deal process, the Ritz-Carlton experience and separated you out from all the other goons who's follow up with these long, horrible recap emails. So Nick, why should people listen?
let's talk analytics. I might film a two minute vidyard video and say, Armand, I'm excited to be meeting with you on Tuesday. I thought it might be helpful to give you like a 45 second preview of the analytics thing we're going to be talking about. Show a couple screens and say, I'm looking forward to meeting with you. So that's piece number one. “Piece number two is what we call the shared agenda.” And we learned this from John Barrows. Almost every introductory call that you have with a customer, you've got a couple different discovery questions that you're going to have to ask. And they're almost like your doctor's checklist questions that aren't really that exciting. Okay. You might need to know what HR system they use or, you know, how much they've grown recently.