Podcast episode
How to Nail Large Sales Meetings | David Rosenstein | 30MPC Hall of Fame
30 Minutes to President's Club28 Apr 202536 min
Description
ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy. Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground. Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals. Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation. DAVID'S PATH TO PRESIDENTS CLUB: Senior Account Executive MM @ LinkedIn Account Executive SMB @ LinkedIn Sales Development Representative @ LinkedIn Creator Manager @ LinkedIn RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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If this is the most important thing for you, they are going to be the right product. But what I also know about you is every single week, three employees are exercising their options, and you're doing that stuff manually, and you would be doing it manually on Certaint, too. “And so I'm curious for you, if you think about those two buckets of best in breed, what each group is best at, what's actually the most important for you?” And he was like, good answer.
The other ones are like, oh, this is exciting. I get to do this. That's the reframe that you're doing. Yeah. Bingo. Plus, I always fall for the phishing emails. So let's keep those away from LinkedIn Learning as much as possible. Today's show is brought to you by 11x. You're 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, negative product reviews, podcast appearances and use those as their trigger. And we built a growth playbook with our friends at 11x breaking this stuff down. You can get it for free at 11x.ai backslash 30 MPC or grab it in the show notes.
Bingo. Plus, I always fall for the phishing emails. So let's keep those away from LinkedIn Learning as much as possible. Today's show is brought to you by 11x. You're 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, negative product reviews, podcast appearances and use those as their trigger.” And we built a growth playbook with our friends at 11x breaking this stuff down. You can get it for free at 11x.ai backslash 30 MPC or grab it in the show notes. Today's show was brought to you by Outreach, the agentic AI platform for driving execution across every stage of your deal. Great sellers drive velocity at every stage of their sale.
just summarized. And if it is, then would you feel comfortable advocating internally to bring them on for a pricing deep dive? So if I can do this for you and show you the tools, will you then return the favor and bring this person on? And if you get there, and they're still not willing to do that, then you can do a gut check. Do you want to continue working with this person? “Have they earned the trust? Or do you want to use that information, re-prospect” internally and start the process all over again? David, what do you do? If you're like, we got to have your head of talent, your chief people officer, your head of talent operations, their 17 cousins, and everyone on the call, and they're like, sure. And it's boom, now your calendar invite has 15 people on them. And it's actually a bigger room than you can
things just go so much further when you pick up the freaking phone and call these people who you're already meeting with! Nick, there's something else to highlight there. If this person is entrusting you to run a meeting with 5, 10, 15 people, you gotta thank them. “You gotta text them afterwards, because they're putting their brand on the line. Hey, Sarah, how do you think that went? Sarah, thank you so much for organizing that, I'm sending you coffee.” I'd love your feedback. How did our conversations after I pushed end on the Zoom call? How do you get your clients on a text basis, David? That's a good question. The secret to getting on a texting basis with someone is twofold. Number one, before, and number two, after. It's really helpful when you have a quick question that's fired off way faster than an email.
Could you give some examples of what executive level priorities sound like for the role that you are selling to? For me specifically, hey, it sounds like you're trying to hire 15, 20 people. I'm sure you're not just looking to hire people to fill up office space. Walk me through what is so important about these 15 or 20 people. “What's going on in the business that's driving us to forecast this?” If another question, hey, I'm sure there's a lot of people that reached out to you and there must have been a very specific reason that you decided, you know what, let's chat with David as opposed to the millions of other people begging for your time. And hey, I have my own hypothesis, but I'd love to hear from you first.
What's going on in the business that's driving us to forecast this? If another question, hey, I'm sure there's a lot of people that reached out to you and there must have been a very specific reason that you decided, you know what, let's chat with David as opposed to the millions of other people begging for your time. And hey, I have my own hypothesis, but I'd love to hear from you first. “What specifically is going on in the recruiting world where you're thinking LinkedIn might be able to help?” That hiring one is so important.