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.
it's probably safe to say that you should abandon, abandon that channel for that individual human being and reallocate your effort under the channels where they are active. So if someone's not opening emails, not answering calls, but they're a LinkedIn maniac, you “might want to hit them up on LinkedIn.” Use the right channel for the job. That's right. The other day I actually made a post about a couple places you should drive 80 20 lines or a couple places that you should draw 80 20 lines. And it got a lot of flack because one of the tips was never leave more than two to three voicemails.
And they refuse to deviate from those things. And that is a grave error. If you see the CMO at your account that you've been prospecting make a timely LinkedIn post bemoaning a problem that you solve, 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
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.
Is this something that you want to continue exploring? If the answer to that is no, you've got some work to do. You need to deal with the human being in front of you first before you cover timeline or other people or process, et cetera, gut check. How are you feeling? Do we keep exploring? If the answer to that is yes, then you move to the next piece of the five minute drill, “which is, hey, give me a sense of timing, right?” I want to match your urgency, Mr. or Mrs. Customer. Is this week, this month, this year, this decade? Talk to me about how you're feeling on timing. And what this allows me to do is I don't need to get to a specific date, but it does allow me to understand how quick do we need to move and what process should we be following?
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.