Podcast episode
Playbook: Top 10 moments that change the way we sell
30 Minutes to President's Club21 Jun 202332 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. Prospecting Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing! Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort Discovery Episode 110 Doug Landis: PPO Episode 137 Krysten Conner: The Menu of Pain Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it. Episode 113 Armand Farrokh: The 5-minute drill + big demo deck Process Episode 130 Morgan Melo: How are you gonna justify this internally? Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum. Episode 103 Miles Kane: What are you willing to offer in return? Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale. The NUMBER ONE TACTIC! Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem. 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.
please, for heaven's sakes, do not wait until the next step in your cadence. Pick up the phone and call them. When there are timely events that will impact your prospecting, trigger events, and you see them and your mind's focused on them, “please take action immediately.” Your sequence will not revolt and get angry at you. There was a moment where the majority of outreach was actually not done via sequences and cadences. And so prospects would be like, oh, this person's being so responsive. Oh, they sent me a follow-up email that said thoughts.
If you just show up at the meeting and say, hey, Mrs. CFO, talk to me about the things you're focused on this year. Talk about your priorities this year. They might spend eight and a half minutes rambling about things that you have zero ability to help with. And, okay, fine, that might mean that they're not focused on the things that you help with. “But when you use the menu of pain, what you're doing is you're priming the other person to” say, hey, this is the domain in which we can help. Are any of these things that you're trying to solve? The answer still might be no. I mean, honestly, we know who the better looking host of this show is. But that helps you get the conversation in the right direction.
They might spend eight and a half minutes rambling about things that you have zero ability to help with. And, okay, fine, that might mean that they're not focused on the things that you help with. But when you use the menu of pain, what you're doing is you're priming the other person to say, hey, this is the domain in which we can help. “Are any of these things that you're trying to solve?” The answer still might be no. I mean, honestly, we know who the better looking host of this show is. But that helps you get the conversation in the right direction. So that's our discovery tip from Chris and Connor, episode 137, the menu of pain.
if they're bringing it up, and you're helping dispel misconceptions. I ask the question a little bit differently. Instead of justify, I ask, talk to me about how you're positioning this to your team as you go back to them. But justify, positioning, talk to me about how you're communicating this with others. You'll also start to uncover the other parties “who are involved in this multi-threaded buying committee.” So you might get to talk to them in the future. Speaking of the future, let's move to the future and talk about the next tip. Okay, so this one comes from Adam Wainwright and he described the supersonic sales cycle a couple of weeks ago. Specifically what I want to talk about.