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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when we kick off vendor review. Even artificial micro deadlines for things like first cut of red lines and security review helps my prospects get their internal team moving. We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. It's free in the show notes. So good. Round us out, David. What's number three? “Tip number three, be a calendar hero.” Make your prospects life easier by including other DMs onto the call for them. In my experience, 20% of the time we'll actually have them forward the calendar invite. So instead use this talk track. Hey, Sarah, to save you the admin step, I'll go ahead and add Sarah and James to the calendar invite.
Sure. So step one, hey, do you do a three-month trial? Every time you get a question, there's always like a question behind the question, so one thing you'd want to do is there must be a reason why you're asking that question, step one. “Step two, I did a little bit more discovery in a really close-ended way to make sure that there was more conversational ping-pong while I was also still answering the question.” Hey, what is your average time to hire? Okay, 45 days. So now I can go into an explanation that's grounded in their reality. Fortunately for you, A, we've thought about it, or B, we used to do that.
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
From there, you're working with your champion to understand who's in the room, what they care about. And then you can do it one of two ways. You can either divvy up the room beforehand and go meet with those people one-on-one and then combine the room, or you can have all those people in the room together, but then you've got to be really good on the upfront recap, “sharpshoot each of the people in the room to make sure that you're asking them pointed discovery questions, and then you can do breakouts afterwards.” So it's sort of like the Power Rangers can be fighting separately and then unite, or you can start by Power Rangers unite, and then they can go fight the bad guys. So there are different ways that you can attack it. My last question for you on multithreading, David, is my understanding of how most recruiting organizations are structured, is you have frontline recruiters who are actually working with the candidates.
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.
Number two, you're going to send pre call emails or cold calls to each of the individual stakeholders to understand what they want to get out of the call. And then lastly, number three, once you get on the call, recap everything you've learned in discovery already, and then ask each “individualized person one to one discovery questions before you go into your demo.” Alrighty, Nick, how can people help us out here? If you were sitting here thinking, gosh, I'd really, really love to be personally coached by David, you're in luck because David is one of our 30 MPC Club Pass coaches, and he is helping sellers in the 30 MPC Club Pass program every single week, get better at their outbound messaging, get better at their cold calling
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