Podcast episode
Directing your sales process like a movie | Mark Kosoglow
30 Minutes to President's Club29 Sept 202531 min
Description
Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- To celebrate the launch of Mark's new leadership course, please enjoy a throwback to his FIRST EVER episode from May 2021. Four Actionable Takeaways: Send a quick video after a big team demo instead of the 17 page deck. Mark-up your case study with key takeaways before sending to the prospect. Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z. Avoid the massive 8 person exec demo and opt to multi-thread instead. 30MPC Training: 30mpc.com/training
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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Is every rep I come in contact with has a deck or has something that they're showing, and then what they want to do is they want to attach that deck and be lazy in their follow up email? Quit doing that. Take the entire deck, summarize it down to three points, “15 second video walking the person through the” three points and why they matter. Love it. What's number three, Mark? Round us out. Number three is case studies. If you send somebody a case study as a PDF with nothing done to it, you're an idiot. Nobody reads it. Take five minutes and read the case study you're about
you're an idiot. Nobody reads it. Take five minutes and read the case study you're about to send, highlight it, mark it up, write notes on it, and then send them that with a little note that says, hey, this case study is six pages. No, you don't have time for six pages, but I marked “it up. You should be able to read it in three minutes tops.” Alrighty, Mark. You talk a lot about meeting management. What I mean by that is the before, during, and after the meetings. Let's actually go in that order. You have some things like pre-demo calls, pre-demo emails, things that you've talked about a lot. Could you talk about what do you need
question because I've attuned myself to say, oh, I just asked a bad question. My sales DNA are kicking in. I feel a gap. Let me resolve the gap. And then I formulate a good question. So guys, hey, I just showed you this prospecting playbook. I don't feel like you're with me because you don't agree on the three-hour prospecting block on Tuesday “mornings. Does anybody have a problem with that specific part of it? And see, I” turned a, do you have any questions to a really strong question that helps me close the gap and let me know if they're with me. If they're with me, I keep going. If they're not with me, I go back to where they are and I try again. So that's the number one bad habit that reps have that I see is do you have any questions and does this make sense? Bad questions