FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Do not go in blind to an inbound lead meeting. Give your prospect a pre-meeting questionnaire to fill out so you can have a far more productive introductory conversation.

Blind calendar invites work for reschedules as long you add context such as “Know we’ve been trying to meet. If this time works for you, great! If not, decline the invite and let me know a better time.”

Use Taylor's Purpose-Plan-Payoff opener to ensure a strong start to your first call with the buyer. Purpose is “why are we here?” Plan is “how are we going to achieve it?” Payoff is “what's in it for the buyer at the end of the meeting?”

Separate interest from need by quantifying the problem. Questions like “is there a specific business objective this maps back to?” or “How have you currently tried to fix this?” will give you a better idea of interest vs. true need.


PATH TO PRESIDENT’S CLUB

Inside Sales Account Executive @ Zapier

Account Executive Commercial New Business @ Airtable

Business Development Representative @ Airtable

Sales Development Representative @ Airtable


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

RocketReach: 8 ways to triple your phone connects and email opens

Influ2: 9 Ways to Humanize Your Outreach


Discovery & Demo

Otter.ai: The Ultimate Discovery Checklist

Calendly: Speed up your sales cycle & increase revenue

Klue: Dismantling Competitors

Clari: How to Sell to the CFO


Sales Process

Pipedrive: 5 deal cheat codes to cut your sales cycle in half

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

Salesloft: Selling to Power


ONE ASK
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