Podcast episode
Hall of Fame: Maddy Jackson
30 Minutes to President's Club16 Sept 202428 min
Description
FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?" PATH TO PRESIDENT’S CLUB Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Learned a ton. This will be a great one to listen to. And a three, a two, a one, roll the tape. All right, Maddy, welcome to the show. We start every single episode with your top three actionable takeaways. So let's get your three. My first one is to make the first line of a cold email all about them. Them being the prospect whose attention you are trying to get with the email. “Reason being, it's likely that is all that they read before opening or deleting the email on a phone.” Pull it up. You just see one line before you actually make the decision to click in. People also have a natural tendency to correct incorrect information. So don't stress too much about getting it wrong. It does also help you earn trust. So putting the time in to understand who you're reaching out to earns the time that it takes for them to read the email. Couple of examples.
People also have a natural tendency to correct incorrect information. So don't stress too much about getting it wrong. It does also help you earn trust. So putting the time in to understand who you're reaching out to earns the time that it takes for them to read the email. Couple of examples. I'm in web sales, so I work for a company called Webflow. “One thing I would say is, hi, prospect, notice that your website is currently failing core web vitals.” That could negatively impact your conversion rates via web signups. Then I would go into Webflow, what we do and who we work with, why they should give us some time. Another example could be, hi, prospect, saw that you recently acquired X company and that your websites are built on two different systems.
Couple of examples. I'm in web sales, so I work for a company called Webflow. One thing I would say is, hi, prospect, notice that your website is currently failing core web vitals. That could negatively impact your conversion rates via web signups. Then I would go into Webflow, what we do and who we work with, why they should give us some time. “Another example could be, hi, prospect, saw that you recently acquired X company and that your websites are built on two different systems.” That could be causing inefficiencies, managing a content and creating a unified brand across multiple systems. Beautiful. What's number two? Number two is very simple. It's ask to meet sooner. This is something that I picked up reading the book Amp It Up by Frank Slootman.