Podcast episode
Hall of Fame: Stevie Case
30 Minutes to President's Club8 Jul 202434 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten. Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do. 80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems. PATH TO PRESIDENT’S CLUB CRO @ Vanta Founding Partner @ 20SALES Founding operator at @ Coalition Postal Vice President, Mid-Market Sales @ Twilio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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where we stand. Here's what we've got to go. Breaking that then down to the expectations. I think as leaders, we sometimes get a little too obsessed with telling the big picture story. And the AEs are like, great. I don't know what this means for me. My life has not “So I think it's incumbent on us to break it down” to the specific expectations. And for me, that means really focusing on the actions that drive success. And I think about this a lot with performance management as well. Because we all know there are great reps who sometimes don't have the outcome you expect.
real-time sales call coaching. And it was a custom Zoom client. So you're on the call, you're in your same client you're normally in, you can have your Gong or other tools recording your call, but in a sidebar, the AI was picking up on what you were talking about and it was “bringing up relevant case studies. It was bringing up like relevant talking points and objection” handling. And this was happening in real time. So the sales rep could actually leverage it during the call. And I really believe this is the future because one, you're right. Like a lot of managers don't lean into coaching because time is so limited. But the other reality is like coaching,