Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at.

Build a top 25 accounts list that meet your criteria on space, prestige, size, etc.

Start your email with research personalization to stand out in the inbox (vs generic greeting).

Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem.

Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future.

Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle.

If you want to break through the noise, here are some unique tools to add to your prospecting toolkit.

Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.

Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion.

Get ahead of every executive conversation by first prepping with a champion pre-call.

Go into a discovery call with a hypothesis of the problem you can solve.

Re-anchor to top priorities when dealing with demo "nitpicks"

We like to drop new stuff from time to time. So here's the scoop...

You control your buying process, your prospects don't control it.

Leverage up by reaching out to ICs, then getting referrals to the VPs

Define success criteria before going into a pilot so you don’t waste your time.

Before agreeing to a give, ask what they’re willing to bring to the table.

Don’t just set the next steps. Set the next next steps

Incept interest early by citing articles, years at role, X times they’ve had role, etc.

Every 10th episode, we tear down one topic.

Challenge your prospect on fit early and often to test buy-in.

FOUR ACTIONABLE TAKEAWAYSWhiteboard out the vision state once you’ve identified the pain.Link their current state with how far off they are from their vision state.Bring new members back up to speed before jumping right into the demo.Use self deprecation on your cold calls - put it on yourself to lower the guard.PATH TO PRESIDENT’S CLUBSenior Manager of Business Development @ RepriseFounding Account Executive @ AmplemarketFormer Account Executive @ MixmaxRESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.HELP US OUT!What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

Avoid using first names or commands in your subject lines.

FOUR ACTIONABLE TAKEAWAYSPrep your champion when re-engaging an opportunity so they aren’t blindsided.Keep your emails light. Fewer links, attachments, etc. tend to work better.Stop overcomplicating your CTAs with word games or aggressive asks.Try to unpack all the possible underlying causes in a vague objection.PATH TO PRESIDENT’S CLUBGrowth Account Executive @ GongRESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.HELP US OUT!What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

FOUR ACTIONABLE TAKEAWAYSSend three touches on your first outreach - personalized email, call, LinkedIn connect.Keep your subject lines at 1-3 words with a clear value prop segue in the body.Avoid process related problems when prospecting above the line.Re-visit your research before refreshing your outreach on a cold account.PATH TO PRESIDENT’S CLUBCommercial AE @ OutreachFormer Mid-Mkt Growth Account Director @ DemandbaseRESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.HELP US OUT!What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!