Sean Yuan
30 Minutes to President's Club | No-Nonsense Sales
1 person rated this podcast
Sean Yuan
30 Minutes to President's Club | No-Nonsense SalesEpisodes
Sean Yuan
30 Minutes to President's Club | No-Nonsense Sales
1 person rated this podcast
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Episodes of 30 Minutes to President's Club
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYSName and define your competenciesBe 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 tra
FOUR ACTIONABLE TAKEAWAYSBreak 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 yourse
FOUR ACTIONABLE TAKEAWAYSStart 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, fundi
FOUR ACTIONABLE LEADERSHIP TAKEAWAYSThe 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
FOUR ACTIONABLE TAKEAWAYSTo 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 th
FOUR ACTIONABLE TAKEAWAYSChallenge 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.U
FOUR ACTIONABLE LEADERSHIP TAKEAWAYSBooked 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
FOUR ACTIONABLE TAKEAWAYSIf you don’t have enough pain, ask for some documentation prior to the demo.The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call.Link the demo portions specifically back to WHO SAID
ACTIONABLE TAKEAWAYSDo the opposite of every single thing Corporate Bro SaysListen to Corporate Bro on his podcast DemotedFollow Corporate Bro on social: Instagram and YouTubeRESOURCES DISCUSSEDJoin our weekly newsletterThings yo
FOUR ACTIONABLE LEADERSHIP TAKEAWAYSEffective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize.Tuning Your Discount Matrix. Look at your current avg. disc
Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-callsFOUR ACTIONABLE TAKEAWAYSExplain things in your customer’s language. Adapt data and demos to how the customer work
FOUR ACTIONABLE TAKEAWAYS:Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions.Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility.Keep your demo’s
Q2 ROADMAPWe wrote the book on Cold Calling: Preview the IntroMr. Miyagi Method: 18 Cold Call Objections & How to HandleTwitter: Follow ArmandYouTube: Stay TunedTactic Teardowns: Register for Q2 SessionsKevin “KD” Dorsey Joins
FOUR ACTIONABLE LEADERSHIP TAKEAWAYSIncrease the surface area of your luck. Sometimes, getting promoted takes luck. So help out as much as possible in all the places you can.Don’t let a slow burn hurt others. If a rep isn’t ready to be prom
FOUR ACTIONABLE TAKEAWAYSWhen you’re doing a POC, you should be surveying the users and participants in that POC about their experience.If you’re working in a fairly technical sale, don’t shy away from answering technical questions with you
FOUR ACTIONABLE TAKEAWAYSDon’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.Avoid deep-diving into features until you've established “why change?” and “why now?”.Show up to your
Chase Macaione's Discovery Call Prep Sheet & GuideFOUR ACTIONABLE LEADERSHIP TAKEAWAYSHow engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer.What you do in a call differs from what you want to
Every 10th episode, we tear down one topic. This time, we’re talking about objections. ACTIONABLE TAKEAWAYSMost objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection.The intro to the M
Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first.* Condense the problem you solve into a single sentence - stop overcomplicating things.* Lean on their desired future state i
FOUR ACTIONABLE LEADERSHIP TAKEAWAYSWhen you are trying to clone that first rep, make sure that you don’t confuse personality with skill set.Your customers have the answers. Talk to your customers.Do not do the things that you're horrible
FOUR ACTIONABLE TAKEAWAYSIf you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize.If you are giving reasons to a prospect for why something they asked for is not the best idea
FOUR ACTIONABLE TAKEAWAYSEat the frog by committing to prospecting first thing in the morning.Handle objections differently with a ledge (ledge > disrupt statement > ask).Handle ‘existing solution’ objections by offering value to keep the
The "Heard The Name Tossed Around Opener" - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now.RESOURCES DISCUSSEDJoin our weekly newsletterThings you can stealTIME
FOUR ACTIONABLE LEADERSHIP TAKEAWAYSHave two one-on-ones in a week. One that talks deals and one focused on your rep as a person. Investing in a person always pays off with better deals.Practice breathwork at the beginning of your team meet
FOUR ACTIONABLE TAKEAWAYSDo not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally.Prep for your sales calls by understanding lookalike conversations your
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