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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Do not enter a pilot or a POC without setting clear success criteria with your customer.

The way that you should present the success criteria is to figure out what matters to your customer.

Break your accounts and prospects into high-usage and low-usage groups. Coach up your low-usage team, and just ask your high-usage group “How can we get this into the hands of other people.”

Consolidate your bill for people in different departments and consolidate the team for prospects in the same department.


PATH TO PRESIDENT’S CLUB

Head of Sales @ Superhuman

Director of Sales @ Scale AI

Head of Global Email (SendGrid) Sales & GTM @ Twilio

Manager, Enterprise Sales @ Twiliio


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Tactic Teardown

Toolkits & Templates


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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


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