20 min listen
193 (Lead) How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
193 (Lead) How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
ratings:
Length:
34 minutes
Released:
Feb 8, 2024
Format:
Podcast episode
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions.
Pre-carve books for reps to-be-hired and let your current reps squat in the territories until they’re on board.
A nickname for a holdover opportunity is a slipped opportunity. Have a policy limiting the holdovers and allow for exceptions based on what’s best for the customer.
Your team will remember how you treated them in the magic moments: promotions, 1st and last days, maternity leave, a loss in the family.
PATH TO PRESIDENT’S CLUB
SVP, Revenue Strategy & Operations @ Tropic
VP, Revenue @ Clari
VP, GTM Solutions @ Clari
VP, Revenue - Enterprise @ Clari
THE LATEST FROM 30MPC
Tactic Teardown
Toolkits & Templates
THINGS YOU CAN STEAL
Prospecting
ZoomInfo: 5 Plays, 30MPC Style
Discovery & Demo
Coming Soon
Sales Process
Superhuman: 6 Ways To Be An Inbox Superhuman
Pipedrive: 5 deal cheat codes to cut your sales cycle in half
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 :)
Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions.
Pre-carve books for reps to-be-hired and let your current reps squat in the territories until they’re on board.
A nickname for a holdover opportunity is a slipped opportunity. Have a policy limiting the holdovers and allow for exceptions based on what’s best for the customer.
Your team will remember how you treated them in the magic moments: promotions, 1st and last days, maternity leave, a loss in the family.
PATH TO PRESIDENT’S CLUB
SVP, Revenue Strategy & Operations @ Tropic
VP, Revenue @ Clari
VP, GTM Solutions @ Clari
VP, Revenue - Enterprise @ Clari
THE LATEST FROM 30MPC
Tactic Teardown
Toolkits & Templates
THINGS YOU CAN STEAL
Prospecting
ZoomInfo: 5 Plays, 30MPC Style
Discovery & Demo
Coming Soon
Sales Process
Superhuman: 6 Ways To Be An Inbox Superhuman
Pipedrive: 5 deal cheat codes to cut your sales cycle in half
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:
Feb 8, 2024
Format:
Podcast episode
Titles in the series (100)
19: Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting): Marcus Chan brings huge energy to 30MPC and takes us through LinkedIn 101. Everything from using 3 star Amazon views to having a nice photo.Four Actionable Takeaways:Make your value prop simple - stop over complicating thingsUse 3-star Amazon reviews to figure out what granular problems your buyers haveOptimize your LinkedIn page with what your buyers care about, not youDon’t pitch right away on LI - show gratitude, chat them up, then ask 10 days laterMarcus Chan: Path to President’s Club:President of Venli ConsultingCreator of the 6-Figure Sales AcademyFounding member at RevGenius======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording a by 30 Minutes to President's Club | No-Nonsense Sales