Podcast episode
How He Gets His Reps on The Sales Floor 2x Faster Than You | Kyle Asay
30 Minutes to President's Club10 Jul 202537 min
Description
Forget endless product certifications. Kyle Asay shows you how to get reps talking to buyers (and generating pipeline) in two weeks — so you can crush quota with a team that stands on its own. 🎙 ACTIONABLE TAKEAWAYS: Know your territory: Teach reps to tier accounts simply (A, B, C) so they focus only on the right targets first. Know your personas: Use real personas (e.g., actual engineers or CFOs) to train reps directly, not just persona cards. Know your stories: Equip reps with customer stories that match problem, size, and industry — start with problem first if you can’t get all three. One thing to do: Update your win announcements (Slack, email, etc.) to include how the win happened (language used, objections handled, insights), not just celebrate it. KYLE’S PATH TO PRESIDENT’S CLUB: VP of Sales @ LaunchDarkly Sales Leader @ LaunchDarkly Global VP @ LaunchDarkly RESOURCES DISCUSSED Kyle’s LinkedIn Kyle Asay’s Sales Coaching Competencies Join our weekly newsletter 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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A great sign that they invest in solutions like ours. We put those two things together. If a company has multiple use cases for LaunchDarkly and evidence of likelihood of budget, that's a tier A. If we're only confident in one of the two, that's a tier B. If we're confident in neither, that's a tier C. “I want us to quickly validate tier A, B, and C as quickly as possible” because I want my rep spending all their time on tier A accounts and almost no time on tier B and zero time on tier C. We work a lot on the rev-op side using a lot of tools to get this close. But data is not perfect, so it still does require rep validation to go through and confirm those things.
But data is not perfect, so it still does require rep validation to go through and confirm those things. So it's one of the first exercises we teach them and ask them to do when they onboard at LaunchDarkly. So obvious question, why even give them tier Cs? If you don't want them spending time, why even include that in there? “Yeah, so there are accounts that the data would suggest would probably be a tier A or a tier B,” but the data might have been wrong. And so as they go, when they find out, okay, this is actually a tier C, and then we do have a process to go remove those accounts from rep's book, validate that it is tier C, and never assign it again. Like most companies, we don't have perfect Salesforce data, so the developer account isn't always right, maybe it's not always right.
If you don't want them spending time, why even include that in there? Yeah, so there are accounts that the data would suggest would probably be a tier A or a tier B, but the data might have been wrong. And so as they go, when they find out, okay, this is actually a tier C, and then we do have a process to go remove those accounts from rep's book, “validate that it is tier C, and never assign it again.” Like most companies, we don't have perfect Salesforce data, so the developer account isn't always right, maybe it's not always right. We have a lot of signals we pull in. But we may have accounts that look great with the data, and then actually, like the builder AI, for example, looks like a great account