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FOUR ACTIONABLE TAKEAWAYS

Figure out your champion’s motives. This might look like supporting their business motives / aligning with their bonus/financial motives / or making them feel like they’re going to ink their next promotion.

The Sandwich Sale: Combine the groundswell at the bottom of the organization with executive momentum at the top to squeeze the middle managers into action.

Ask the executive: “Who’s your rising star?” They will often be the ones to drive your deal with the most velocity.

Land a single deal for $50-100k, then build an internal business case to expand on the account.


PATH TO PRESIDENT’S CLUB

Strategic Account Manager @ Ascend

Strategic Accounts @ Sourcegraph

Head of Enterprise Sales @ Segment

Enterprise Sales Executive @ Braintree (a PayPal company)


THE LATEST FROM 30MPC

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THINGS YOU CAN STEAL

Prospecting

Lavender: Sales Email Frameworks

ZoomInfo: 5 Plays, 30MPC Style

Woodpecker: Nick’s Sales Cadence

Orum: 5 Cold Call Objection Talk Tracks

Owler: 4 Multi-Channel Prospecting Touchpoints

Boomerang: Tactics for Peak Productivity


Discovery & Demo
Clari: How to Sell to the CFO

Sales Process

Demandbase: 6 Templates to Accelerate Deals

Gong: Master Class

Qwilr: Multithreading Power Plays

Outreach: 1 Sequence to Create and 5 Templates to Close

Accord: Business Case Template

Prolifiq: Relationship Mapping Playbook


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