FOUR ACTIONABLE TAKEAWAYS

• Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
• Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation. 
• Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.
• Leverage your own senior leaders to story-tell and pull in the people at power during the demo.

PATH TO PRESIDENT’S CLUB

• Enterprise Account Executive @ Pave
• Healthcare & Life Science Account Executive @ Carta
• Client Strategist @ PwC

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company.
• When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway.
• Sell early, grill after. Get someone to opt in by selling them on your goals and your mission. Then, gain their respect by grilling the heck out of them.
• Each step in the process should test for different dimensions of sales and should be handled by different people with that expertise.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations
• Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle
• Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them
• When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?"

PATH TO PRESIDENT’S CLUB

• Account Executive @ Webflow
• Account Executive @ SafeGraph
• Account Executive @ Procore Technologies

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Start with a menu of pain: the 3 biggest problems that any given persona can face.
• Once you align on the problem, ask, “What’s prompting that need?”.
• You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem).
• Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO.

PATH TO PRESIDENT’S CLUB

• Enterprise Account Executive @ UserGems
• Enterprise+ Account Executive @ Outreach
• Enterprise Accounts, Financial Services @ Tableau Software
• Strategic Accounts @ PowerSchool

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Name and define your competencies
• Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic.
• Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach.
• Match sales cycle and sales environment. Don’t put an SMB rep into an enterprise role and don’t put an Oracle rep into the first sales hire role at a startup.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them.
• Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly referenceable customers.
• Your goal is to get into the talk-to folder. You want to be in that folder so that they know who to contact when something bad happens.
• Think creatively with your outreach. We are not just limited to emails and phone calls and DMs. Be present where they're coming together.

PATH TO PRESIDENT’S CLUB

• Strategic Enterprise Sales @ Rubrick, Inc.
• Strategic Enterprise Sales @ People.ai
• Enterprise Sales @ App Dynamics
• Enterprise Sales @ Xactly Corp

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Start your email with research personalization to stand out in the inbox (vs generic greeting).
• Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements).
• Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch.
• Reach out to your prospect immediately after they engage with your content - no need to wait for the next sequence step.

PATH TO PRESIDENT’S CLUB

• Senior Account Executive @ Salesloft
• Team Lead, Sales Development @ Integrate
• SDR @ Akkroo, an Integrate company
• Enterprise SDR @ PatSnap

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• The best reps never ask the same question twice.
• Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out of our reps.
• Ask your reps, “I look forward to seeing how you answer that question.”
• Listen early, join late. Pre-prep and game planning will save you some time in the long run.

PATH TO PRESIDENT’S CLUB

• Manager, Commercial Sales @ Gong
• Mid-Market Account Executive @ Gong
• Senior Commercial Account Executive @ Gong
• Commercial Account Executive @ Gong

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• Want more Gong x 30MPC Content? Check out the Masterclass we filmed.

FOUR ACTIONABLE TAKEAWAYS

• To learn about what’s going on in other parts of your organization, get on the email alias distribution lists.
• Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal.
• To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick one over the other?”
• When dealing with technical buyers, always under promise so you don't lose credibility.

PATH TO PRESIDENT’S CLUB

• Named Account Manager - Digital Natives UK @ Databricks
• Named Account Manager - Digital Natives @ Databricks
• Snr Manager, Commercial Sales, ANZ @ Databricks
• Enterprise Account Executive @ Databricks

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Challenge your prospect on fit early and often to test buy-in.
• Set landmines for competitors during the requirement-gathering phase.
• Require an exec-level bridge with your CEO instead of spending hours on an RFP.
• Use carrots to drive close when internal compelling events are lacking.

PATH TO PRESIDENT’S CLUB

• Head of Strategic Accounts @ Monte Carlo
• Enterprise Sales Leader @ Monte Carlo
• Former Enterprise Sales @ Segment (acquired by Twilio)
• Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase)

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs.
• There's a top-down financial plan and a bottoms-up forecast. Use that to calibrate the SDR team on exactly what they need to attack to hit their number but ensure we don't put pressure on the AE team when they walk into quarters with low coverage.
• Everyone has to forecast at top of funnel. Marketing, SDR, even the account directors should have top of funnel quotas to meet. All of those roll up into one big bottoms-up forecast that tell you if you're gonna hit your number in three months.
• How you leave the batter's box matters. Make SDR forecasting easier by getting half of your meetings on the books already. After the third objection, have your SDRs tell the prospect that they’ll reach out again in 30 days and have them send a five minute hold as a reminder. They will enter the next month.

PATH TO PRESIDENT’S CLUB

• VP of Inside Sales @ Clari
• Global Head of Inside Sides and Revenue Development @ Clari
• Director of Sales @ Clari
• Enterprise Sales Director, West @ Clari

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal