Podcast episode
How to Sell Without Sounding Like a Salesperson | Courtany Williams
30 Minutes to President's Club27 Mar 202534 min
Description
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course FOUR ACTIONABLE TAKEAWAYS Your growth ICP might differ from your new business ICP: New Biz = CRM, but Growth is all about whitespace. Growth isn’t just about net new—it’s about expanding within. Think users, not logos. How are customers already interacting with your company:Take advantage of support. Train your support team on upsell triggers – chat, email, drift. Example: How can I do more emailing in the tool? Marketing automation. Big Deal Review: Double ACV Through Team Selling. Want bigger deals? Put more eyes on them. Biweekly Reviews: 2 AEs present deals to VP, peers, SEs. Open discussion. Team Selling in Action: Everyone contributes—challenges, ideas, strategy. Weekly Round table: Start weekly team meetings with open sharing. Surfacing challenges early helps you prioritize and tackle what matters most. COURTANY'S PATH TO PRESIDENT’S CLUB Director, Growth Sales @ Unbounce Director of Growth Sales @ Insightly Sales Manager, Growth @ Insightly Senior Account Executive @ Insightly Corporate Account Executive @ UserTesting RESOURCES DISCUSSED Read: Join our weekly newsletter Steal: Templates, drips, scripts 30MPC Training: 30mpc.com/training
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Because they're oftentimes very different than a salesperson's needs. So that's typically how we go about expansion, but really just pulling a report of what's the company size, how many users helps us kind of identify out of our 7000 customers, which ones have the most opportunity for expansion and seats. “And then from there, we typically do our account mapping. Sometimes we do cold outreach to those folks, the head folks, if we can't get an introduction and then try to create conversations that way around discovery and figuring out where can we maybe plug and play in Sightly CRM or other products.”
In Prospecting
I don't think that's the right direction to go. We're looking for like 60% and above. I also look at outbound outcomes. So I'm looking at how many outbound opportunities are they creating on a monthly and quarterly basis. So my reps are looking at about 15 per month “is kind of what I'm measuring them off of 15 outbound ops per month.” And then I also look at pipeline as well. So how much monthly and quarterly outbound pipeline are they creating? And then how much bookings are they generating from outbound as well? Amazing show. We have to move to the final question. And it is this, we talked about a lot of good habits that leaders can do, especially around running
creating on a monthly and quarterly basis. So my reps are looking at about 15 per month is kind of what I'm measuring them off of 15 outbound ops per month. And then I also look at pipeline as well. So how much monthly and quarterly outbound “And then how much bookings are they generating from outbound as well?” Amazing show. We have to move to the final question. And it is this, we talked about a lot of good habits that leaders can do, especially around running a growth or an upsell team, but what is one bad habit that every team should break so that all teams get a little bit better?
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