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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grow together? Are there any new goals that we're working towards? And that's where the growth account executive or the account manager typically comes in and starts to have that conversation. It's really a nice seamless pass off. The CSM is typically like, okay, let's talk about maybe future state, right, is kind of where we do. They pass it off to the growth account executive and “then they kind of take that and say, okay, let's talk about what future state looks like for you.” What are your future goals? Here are the areas that I've identified as opportunities. So typically we come into those calls educated. We do research on the account. We look at their usage. We look at the ICP and we figure out, okay, here's our recommendations on where we see you can grow,
the key points of contact for expansion outreach. They can look at buyer intent signals. They can look at what marketing tool are these customers using? Are they using MailChimp, which is a competitor of ours? Are they using HubSpot? They also upload their book of business list into LinkedIn Navigator so that they can track compelling events that are happening with that “which gives them reasons to kind of reach out and facilitate growth conversations.” So for example, maybe a new leader that came on board or an acquisition, which would maybe encourage expansion in seats. Those are reasons we reach out. And then typically what the reps are doing is they're doing really personalized outreach to these accounts that are in their
for free for a certain period of time. I pull a segment of customers that would be a good fit for that. I give that to marketing. They run marketing emails, and then we come over the top with sales emails saying, hey, did you see this email about this promotion for marketing? Let's have a “conversation about it. You'd be a good fit for X, Y, and Z reason. A lot of it is personalized outreach,” but then a lot of it is
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?