FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Re-evaluate your Q4 incentives. Lots of sales reps aren’t making money now. Throw in SPIFs and kickers that squeeze the juice out of ICP deals or even a $500 referral SPIF for customers.

Build your 2024 model for efficiency instead of growth. Sell your CEO, board, or finance team on healthy attainment to keep your best reps fed. They will carry you through a downturn.

Consider running hot. Your top sellers will over-perform and make up for a gap in capacity you might have with a bloated team.

Get everyone on the same page on healthy growth. No one wants a horrible CAC payback, a burning sales team, or a team that can’t keep their top reps.


PATH TO PRESIDENT’S CLUB

Growth Partner @ Emergence Capital

Mentor &Advisor @ Sales Assembly

Mentor & Advisor @ Forum Ventures

Mentor @ GrowthX Academy


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 (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: Sales Proposal Upgrade

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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