29 min listen
180 (Lead): Steal Kyle Asay’s Sales Competency Framework to Produce World-Class Sellers
180 (Lead): Steal Kyle Asay’s Sales Competency Framework to Produce World-Class Sellers
ratings:
Length:
33 minutes
Released:
Dec 7, 2023
Format:
Podcast episode
Description
Kyle’s Competency Framework
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Pick 1-3 competencies to coach a rep on max. Train your team, then establish a coaching rhythm to reinforce the training and a metric to track it.
Get your managers bought in otherwise your training will fall flat. Turn your managers into microphones instead of filters.
Give your reps multiple ways to get to a “good day” — build a Good Day Framework that assigns points to both inputs and outcomes.
If you have a rep who isn’t willing to work hard at the professional development plan that both you AND they agreed to… why would you keep working with that rep?
PATH TO PRESIDENT’S CLUB
RVP, High Tech Acquisition for North America @ MongoDB
RVP, High Tech Acquisition - Midwest, Northeast, and Canada @ MongoDB
RVP of Sales, Corporate Midwest @ Qualtrics
RVP of Sales, Midwest CX @ Qualtrics
THE LATEST FROM 30MPC
Tactic TV
Toolkits & Templates
Twitter
YouTube
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
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Pick 1-3 competencies to coach a rep on max. Train your team, then establish a coaching rhythm to reinforce the training and a metric to track it.
Get your managers bought in otherwise your training will fall flat. Turn your managers into microphones instead of filters.
Give your reps multiple ways to get to a “good day” — build a Good Day Framework that assigns points to both inputs and outcomes.
If you have a rep who isn’t willing to work hard at the professional development plan that both you AND they agreed to… why would you keep working with that rep?
PATH TO PRESIDENT’S CLUB
RVP, High Tech Acquisition for North America @ MongoDB
RVP, High Tech Acquisition - Midwest, Northeast, and Canada @ MongoDB
RVP of Sales, Corporate Midwest @ Qualtrics
RVP of Sales, Midwest CX @ Qualtrics
THE LATEST FROM 30MPC
Tactic TV
Toolkits & Templates
YouTube
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
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
Released:
Dec 7, 2023
Format:
Podcast episode
Titles in the series (100)
11: Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories): Scott Ingram is a legend in the sales world. Most people know him as the host of Sales Success Stories. But today, we deep dive into the big deal enterprise game.Four Actionable Takeaways:Start every day by planning out the whitespace for the day. Then just get after it.Use demoscovery. Ask how the process looks today, take the demo down a different path.Write a shared executive memo with recaps from every sales conversation.Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective.Scott Ingram’s Path to President’s ClubHost of The Sales Success Stories PodcastAccount Director @ Relationship One (where he carries a $3M quota)Creator of the Linkedin Sales Stars 100 list======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve yo by 30 Minutes to President's Club | No-Nonsense Sales