Podcast episode
Set Next Steps That Actually Close Deals | Roy Mathew
30 Minutes to President's Club3 Nov 202535 min
Description
Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action. 🎙️ ACTIONABLE TAKEAWAYS: Calibrate before next steps: Always ask prospects where they stand before suggesting next steps — uncover what’s really going on in their head. Think like a buyer, not a seller: Map out the five key questions buyers must answer before deciding — problem, priority, evaluation, value, and commercial agreement. Game-plan every call: Before a meeting, ask your rep: (1) What’s the goal? (2) What could go sideways? (3) What will success look like and lead to next? Run a “next step workshop”: Block four weekly one-hour sessions, review recorded calls’ final 10 minutes, and score how effectively reps set, calibrate, and confirm next steps. ROY’S PATH TO PRESIDENT’S CLUB: Top 3 revenue producer globally over 4 years @ Airtable across 150+ sellers Went from 1st closing role to VP of Sales in ~6 years @ Re:currency Surpassed quota for 12 straight quarters @ Airtable RESOURCES DISCUSSED Join our weekly newsletter Mark’s 5-Stage Sales Process Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
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And what do you do to coach a rep that's not giving good next steps? Alrighty, Roy. Welcome to the show. We start every leadership show with your top three actionable leadership takeaways. So let's get your three. Absolutely. So for my first takeaway, when you are trying to recruit new reps onto your team, “and you're going outbound, make your first call a sell call, right?” You see this all the time, whether your recruiter is going out trying to bring candidates into the pipeline, or you're doing it yourself, or maybe you've experienced it where you show up, and they get grilled, and they don't know what they just walked into. And so I'm suggesting that you flip the script. I learned this from a former VP, where if you're going outbound,
In Hiring SDRs
common things that I've seen is they did not prepare the champion or they didn't get the information from the champion about what the economic buyer is going to care about. They've spent all sorts of time de-risking and figuring out what's the personal motivation of the champion. That's a great thing to do. Or what are their success criteria? But the champion didn't think “what does the economic buyer care about?” What are their personal motivations? What is the metric that they have told you they care the most in or they're putting the thumb on you about? What are the landmines? What are the buzzwords that if you say this, they're going to laugh you out the room? If you don't have that perspective going into this, you're likely going to say something that might've worked with eight out of 10 other economic buyers, but it's going to completely turn them off the meeting because
And the biggest one that you don't want to miss is our live sales kickoff masterclass. Go to 30MPC.com backslash SKO to save your seat. I'll see you there. And then lastly, number three, whenever you are game planning for one of those calls, let's say you're going into a stage three deal. You're going to ask her up three questions. “Number one, what's the primary goal of the call?” Number two, if it were to go to sideways, what is the most likely way that it does? And the number three, if it goes well, what are you expecting the next steps to be? So you're planning what you're trying to get, what could get in the way of you getting that thing. And then if you get it, what are you going to get next? All right, Mark, what's one thing people should do? It's time to start a next step workshop, y'all.