Podcast episode
Your Path to President's Club Starts With "No" (Taylor Corr, Head of SMB & Mid Market Sales @ Quantcast)
30 Minutes to President's Club24 Oct 202335 min
Description
FOUR ACTIONABLE TAKEAWAYS Use the last 20 minutes of your workday to plan for the day ahead. Map out your calls, emails, and time blocks. Default to saying no. Don't let random requests distract you from generating revenue. Match your activity to your energy level. If you're high energy in the afternoons, use that time to cold call! Avoid interruptions by blocking your time in one-hour increments. The non-urgent requests can wait until the top of the hour. PATH TO PRESIDENT’S CLUB Head of SMB & Mid Market Sales @ Quantcast Senior Corporate Sales Manager @ Quantcast Corporate Sales Manager @ Quantcast Recruiting Manager @ Robert Half Finance & Accounting Fixed Income Account Manager @ Bloomberg RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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And we did that to promote a little more creativity, more list turnover and give reps the freedom, like you're saying, like, I don't want to give them one patch that they're repeatedly hitting over and over and banging their head against the wall, seasonality, different triggers with different accounts, or if you disqualify something, we want you to continue moving on that. So we look at the whole picture. “We look at, you know, how many accounts are in someone's name, how fresh that” list is, how much they've turned it over. How many new accounts are within those or new contacts are within those accounts to make sure there's enough breadth and variety within those accounts. And we have guidelines kind of along all those, we set up kind of bumpers. Like, Hey, you should be aiming for roughly this amount of, you know, people
and give reps the freedom, like you're saying, like, I don't want to give them one patch that they're repeatedly hitting over and over and banging their head against the wall, seasonality, different triggers with different accounts, or if you disqualify something, we want you to continue moving on that. So we look at the whole picture. We look at, you know, how many accounts are in someone's name, how fresh that list is, how much they've turned it over. “How many new accounts are within those or new contacts are within those” accounts to make sure there's enough breadth and variety within those accounts. And we have guidelines kind of along all those, we set up kind of bumpers. Like, Hey, you should be aiming for roughly this amount of, you know, people at the account and roughly this many accounts and here's our ICP, but we really want to encourage as much autonomy as possible with our reps.