Pipeline Building, 30MPC, and my Brand New Membership

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The ability to build a sales pipeline is more than a title.

It’s a skill.

Mastering this SKILL will change your life.

Not being able to do this will also make things worse.

This is where “quota anxiety” comes from.

So how do we make it better?

Let’s dive in -

There are some important things to consider when putting together your prospecting plan:

1. Language: Problem > Product

2. Customer Interviews: Ask the “6 Golden Questions” to your customers so you can learn about their problems and how to talk about them (see below for more)

3. Tone: This is a big one y’all… do you know what % TONE plays in the impact of a call? As in how much of a call’s success is dictated by tone? 93%. Yup. Because HOW we sound on a call is everything.

4. Channel Mix: Nothing works on everyone. You need to play in different areas

5. Practice: If you aren’t practicing with each other (your team/colleagues) - then you’re practicing with your customers.

Think about that for a second.

Oftentimes, I see managers and reps afraid to practice with each other because they’re afraid that they will look bad.

That right there is a cultural red flag.

You need to breed a culture where it’s okay to fail, learn and grow together.

I’d much rather that my reps get a little uncomfortable with each other (and grow in the process) than get obliterated on a call with a customer.

Speaking of pipeline, and customers - I’m going to be joining the 30MPC crew on May 23rd to teach the listeners how to review their pipeline. The segment is called “KD Teaches You To Tear Up 20 Deals In 60 Minutes”. I’ll be showing the exact framework I use to assess pipeline, and how to get more deals across the finish-line.

Sign up for it here.

So what do we have so far?

Language, Customer Interviews, Tone, Channel Mix and Practice.

The reality is that each of these sections has nuances and considerations to them.

In fact, I go deep into each of these and then some in a 1-hour P.O.E masterclass in my brand new Sales Leadership Accelerator Membership, which is dropping next week.

You can get access to the whole membership for as little as $149 a month (the price will go up after the first 25 people sign up).

The membership will have group coaching classes, 40+ Hours of OnDemand content and direct access to me via our Skool Community.

The monthly plans get you credit/credits that you can use to redeem for different modules every month (choose what you need when you need it).

Reply to this email with the word “SLA” if you want in on the first group to get in - remember - prices go up after the first 25 people sign up.

Until next week,

P.O.E

KD