Podcast episode
Club Playbook: Do the opposite (ft. Nick Cegelski)
30 Minutes to President's Club4 Sept 202321 min
Description
ACTIONABLE TAKEAWAYS Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response. Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate. At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill. It’s okay to sometimes lose a negotiation in favor of getting the deal done. Whenever possible, you should opt for a live conversation with your prospects. Abandon the belief that activity equals achievement. Instead, recognize that your job exists to accomplish outcomes. PATH TO PRESIDENT’S CLUB Founder @ 30 Minutes to President’s Club Sr. Account Executive @ Time by Ping Enterprise Account Executive @ SurePoint Technologies Account Executive @ Aderant RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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me before, even if I'm talking to a random person that I'm connected with on LinkedIn that I don't even really know, they say yes, and they make the freaking introduction. And seven times out of 10, getting a yes and getting an introduction is a heck of a lot better than me trying to optimize my personalized email or even breakthrough on a cold call. “And that is what social selling looks like. It's actually leaning on your network and” your community and just directly asking people, not expecting them to come to you because you're occasionally posting on the internet. Okay, I'll take a breath and we will move on to working deals. And so the first one under working deals is the idea and the beliefs
that I don't even really know, they say yes, and they make the freaking introduction. And seven times out of 10, getting a yes and getting an introduction is a heck of a lot better than me trying to optimize my personalized email or even breakthrough on a cold call. And that is what social selling looks like. It's actually leaning on your network and “your community and just directly asking people, not expecting them to come to you because” you're occasionally posting on the internet. Okay, I'll take a breath and we will move on to working deals. And so the first one under working deals is the idea and the beliefs around next steps. Most salespeople always, always, always set a next step. It's the number
In Referrals
unless you prefer stunted career growth. And so what you shouldn't be doing is finding all 432 fields in your CRM that you could update for every customer and prospect and deal and fill those out. Instead, figure out the 5 to 6 fields that your boss actually cares about. You might consider even asking them. “and find out when they look at that stuff, and then keep that updated and batch it once a week,” update the stuff they're going to look at, and you're not always going to be 100% perfect, there's going to be times where you miss something, fine, but if you can 80-20 this, and most of the time get your CRM hygiene right, you are going to look like a superstar to your boss. And I hate to tell you this, but that matters. The next one here under Running Your
list. And there's a great management quote that says what gets measured gets managed. And I spent way too much time managing winning that number that didn't really move the needle. And so what that looks like is when you mistake activity for achievement, you care more about calling “the same prospect 92 times in a quarter because you got to win the dial competition than you do” around giving up on prospects that aren't responding and are probably never going to respond and finding new people to reach out to. And so abandon the belief that activity equals achievement and instead recognize that your job exists to accomplish outcomes. We can't control the