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30 Minutes A Day = Big Future Pay Day


Presidents Club is a prestigious recognition that top performing sales reps at tech companies are given every year. The reward is typically an all expenses paid trip for the seller and their significant other to a getaway destination. If you want to become a top performer who consistently gets to President’s Club then you’re going to need to invest in developing your knowledge and following that up with action.


One of my favorite podcasts that I listen to (aside from my own!!) is 30 Minutes to President’s Club that you can start listening to right now to get multiple actionable takeaways from every 30 minute episode that you can apply immediately to get better sales results.

The guests on the podcast are real world top performers and sales executives at leading enterprise tech companies and SaaS startups.


Here are 3 great episodes to start out with along with actionable takeaways that will help you:

  1. Land your next sales job

  2. Master cold emailing

  3. Destroy your discovery calls

​Episode 12 ​- Leveraging Tactical Selling To Land Your Next Sales Job (Trish Bertuzzi, CEO of The Bridge Group)


4 Actionable Takeaways

  1. Build your target list of companies based on geo, stage, market, product, and deal size

  2. Cold prospect to people directly in your job hunt and have introductory conversations

  3. Redirect the “walk me through your resume” question to focus on your strengths

  4. Close your interview and hit them with the plan to action as the cherry on top

​Episode 4​ - Everything You Need To Crush Cold Emails (Kyle Coleman, VP of Revenue@Clari)


4 Actionable Takeaways

  1. 5x5x5: 5 minutes of research. Find 5 insights on the person/account. Write your message in 5 minutes.

  2. Use whitespace in your emails and have 1 idea per line. Make the structure and tone conversational.

  3. Keep your emails short. If you have to scroll more than once or if it’s an email over 125 words fix it.

  4. Have your voicemails reference your emails and vice versa. It boosts your reply rates.

I also had Kyle Coleman on the channel for an interview! Check out our conversation ​here​.

​Episode 1​ - Discovery Without The Nonsense Chit-Chat (Joe Caprio, CoFounder@Reprise, Former VP of Sales@Chorus)


4 Actionable Takeaways

  1. Build rapport by kicking of with PPO (purpose, plan, outcome) instead of smalltalk

  2. First is best, rank your top buying signals. The moment you find one use it and move on

  3. Use situational questions to narrow down the key problem areas in discovery

  4. Stop finishing sentences for prospects to placate your own insecurities. Let the silence sit.

These 3 episodes are just scratching the surface of a treasure trove of 147 episodes that you can choose from to sharpen your skills across all areas ranging from prospecting to negotiation.

Time to start digging in and applying what you learn to fasttrack your path to becoming a SaaS sales superstar!


Happy Selling & Happy Living,

Chris

 
 
 

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