FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update.

When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten.

Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do.

80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems.


PATH TO PRESIDENT’S CLUB

CRO @ Vanta

Founding Partner @ 20SALES

Founding operator at @ Coalition Postal

Vice President, Mid-Market Sales @ Twilio


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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 (Try Owler Max)

Boomerang: Tactics for Peak Productivity

Hireframe: Fast Track your Prospecting


Discovery & Demo

Clari: How to Sell to the CFO

Calendly: Speed up your sales cycle & increase revenue

Klue: Dismantling Competitors


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

Salesloft: Selling to Power


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