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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And ideally what can happen is it will just show you what's missing and you can start there instead. In order to do this right today in a sales organization, you need to have a basic sales process set up and a basic framework for coaching a discovery call as a sum of its parts, which “means you probably have a section around agenda, asking good questions, setting next steps, etc.” If I wanted to have the starter kit for this type of thing, what is your call coaching starter kit look like that I could eventually feed into a Gong or any other call recording platform? Number one, you've got to have some kind of value-based selling framework that the organization
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