Podcast episode
Mastering every moment at your next conference (+ never lose at musical chairs) (Christine Nolan, Global VP of Sales @ Starburst)
30 Minutes to President's Club28 Jun 202332 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t drink and eat yourself to death at a conference. Keep your eye on the ball - meeting prospects. When you pre-set meetings before the conference, talk to the prospect’s team in advance. Focus the conversation on what you learned + what they’re hoping to get out of this. Add pictures of the people you want to meet in a Google doc. At the conference, create organic moments where you find those people. Play musical chairs at the conference - If one happy hour, session, or conversation isn’t a good use of your time, LEAVE. PATH TO PRESIDENT’S CLUB Global VP of Sales @ Starburst Director of Sales @ HackerOne Senior Account Executive @ Lyft Account Executive @ Checkmate.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
“I know you guys talk a lot about social selling, but really making sure that you understand who Armand is. Take a look at has he posted anything? What's going on with him? And try to personalize the subject of that email to tailor it to something that he already cares about.”
“You can ask if they're going to certain events. You can ask if, you know, if you're having an event, you can try to get them signed up for that. You know, I'm making a reservation at this spot. Thought you'd be interested in this or, Hey, you're going to this. This is a pretty cool speaker that I saw last year at, you know, the black hat event. Are you going to this spot? And if so, do you want me to introduce you to the speaker?” And you can't do this with like the whole list of registrants. You're doing this for the select the top, like your ideal customer profile, key accounts.
“And you can't do this with like the whole list of registrants. You're doing this for the select the top, like your ideal customer profile, key accounts.”
that you're doing that they're sort of aligned with what we do. I don't want to be that guy to pitch you over a happy hour martini, but maybe we can chat when we're both back in office and we've had a day back. And you use that as the ability to tee up the “Sales Conversation, and All You've Done As You've Used Your Really, Really Good Research.”
And then you chat with them and you're like, hey, how's it going? Are you enjoying the conference? Like nobody's going to ever want to go to the bathroom with me at a conference again. They're going to see right through me now. But you look at them and you're like, oh, hey, Nick, funny meeting you here in the men's bathroom. I really enjoyed that post that you made last “week on LinkedIn. I think it's really cool how you guys are dealing with such and such problem.” I'm Christine, by the way. Sorry to meet you this way, but I'd love to have a chat. Maybe we can get a drink at some point later in the conference. You can decide how hard to come on based on their reaction to you meeting them in the bathroom. But I would just say use that interaction,