FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Split 1:1s and deal reviews — don’t try to combine a professional development chat with a pipeline review!

Before a pipe review, ensure your reps pre-select the deals they want to review and prepare win strategy docs, mapping out all key external stakeholders.

Beat up the deals with the so-what train. Keep asking so-what to uncover the implication of the pain — until you don’t have an answer anymore, that’s what you need to find out.

Two questions to determine if a rep is ready to be a manager: Can they clearly communicate why they’re winning? And are YOU learning from that rep?


PATH TO PRESIDENT’S CLUB

Director of Enterprise @ 6Sense

Head of Sales, EMEA @ Outreach

Director of Strategic Enterprise Sales, EMEA @ Outreach

Strategic Sales Director, East & EMEA @ Outreach


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Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max)

Boomerang: Tactics for Peak Productivity

Hireframe: Fast Track your Prospecting


Discovery & Demo

Otter.ai: The Ultimate Discovery Checklist

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

Superhuman: 6 Ways To Be An Inbox Superhuman

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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