Podcast episode
Why Most Sales Processes Fail (How to Elite Sales Leaders Fix Them Fast) | Nathan Broome
30 Minutes to President's Club26 Jun 202536 min
Description
Nathan Broome brings a masterclass in building and operationalizing high-performing sales processes. He shares how great leaders drive clarity, prep their teams for success, and coach reps to consistent wins by simplifying execution at every stage of the deal cycle. 🎙 ACTIONABLE TAKEAWAYS: Map out your sales process step-by-step by defining what reps should do before, during, and after each call. Define the “big win” (W) for each call and give reps 3–5 different ways to achieve it—without over-prescribing. Run one-hour workshops per stage to break down the big win and key actions with your team before rolling it out. Action step: Pick one underperforming stage, define the single “win,” and have managers audit every call in that stage for two weeks to see if the win is being achieved. NATHAN’S PATH TO PRESIDENTS CLUB: Key Architect @ Outreach – Scaled SDR and SMB teams, eventually led Global Commercial Sales (150+ reps, 60% of revenue). Most Promoted Leader @ Outreach – Rose from SDR Leader to Head of Global Commercial Org with 5 promotions in 6 years. Enterprise Pioneer @ CaptivateIQ – Led shift from SMB focus to enterprise, landing marquee clients like Spotify and Netflix. RESOURCES DISCUSSED: The Ultimate 30MPC 5-Stage Sales Process 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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actual takeaways. Let's get your three. All right. Right off the bat, prep for your week, right? So what I tactically do every week is Sunday night, I look at my calendar, specifically honing in on Monday as to how am I going to get my team set up for success right out the gate, right? So tactically how that might look is if we have a big “pipeline generation goal for our AEs that week, say $1 million, what's our plan?” AE have a plan to get out the gate right away? What accounts are they going to go after? Do we know what personas? Do we have the persona messaging? All that type of stuff. And have we clearly communicated it to everybody, right? And so I'm looking for that from my leaders, right? And if I see it, then it's great. We're going to have a great week. If I don't see it,
right? So what I tactically do every week is Sunday night, I look at my calendar, specifically honing in on Monday as to how am I going to get my team set up for success right out the gate, right? So tactically how that might look is if we have a big pipeline generation goal for our AEs that week, say $1 million, what's our plan? So does every “What accounts are they going to go after?” know what personas? Do we have the persona messaging? All that type of stuff. And have we clearly communicated it to everybody, right? And so I'm looking for that from my leaders, right? And if I see it, then it's great. We're going to have a great week. If I don't see it, then we're going to probably have an early morning Monday meeting to make sure that we have that to get rolling for the week. The other piece that I look at when I'm doing my prep on Sunday
Use buying software in our case. And so now it's about choosing the right vendor. And so you're in a selection phase. And I think that frame for sellers can help them operate within stages if built correctly of like, where is my buyer at in this journey? Because our stages “don't matter to our buyer. Just what matters about where they're at in the journey. So that's one.” And then I think the second piece would just be- Today's show was brought to you by 11X, your all-in-one digital GTM team handling, creating, qualifying, and converting pipeline across every channel. If you are still using stale triggers, like congrats on the funding, you're getting blended in with everybody else. The best use unique signals, exact LinkedIn posts,
We all agree that this is the best discovery call we've ever heard. You just did an awesome job getting to what's the problem we're solving. Now you can have the worst discovery call. It can be clunky. You can trip over your words. You're umming and aahing all over the place. It's not even coherent. But if after the end of that 45-minute or 60-minute discovery “call, if you got that one problem that we can solve and they agreed to continue to explore” that problem, that's a win. And that's how we got to teach our reps, right? It's more about the meat and the outcome than it is always about the finesse of how you get there. I think that Nate ran maybe one of the most efficient S&B orgs on the planet. We're talking