164 (Sell): Identifying decision-makers early (Brandon Sedloff, SVP of Sales @ Juniper Square)

FOUR ACTIONABLE TAKEAWAYS

• Use the NDA to test for signing authority early in the process.
• Send an executive update early in the process so that you have a thread to call on when things don't go so well.
• Map out the process in a way that makes sense to them. Not to you. AKA not a buyer's journey.
• The person who's involved in the RFP is usually the person who wins the RFP.

PATH TO PRESIDENT’S CLUB

• Managing Director/SVP @ Junipare Square
• Podcaster @ Juniper Square
• Advisor @ Prophia

THE LATEST FROM 30MPC

• Tactic TV
• Toolkits & Templates

THE LATEST FROM 30MPC

• Tactic Teardown
• Toolkits & Templates

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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