131: Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)

Download Liam’s Account Planning Sheet FOUR ACTIONABLE TAKEAWAYS Start discovery by asking why they were hired in the first place. It’ll help build rapport and understand the organizational vision. If you suspect someone is going to be a blocker in the deal, bring it up with your champion before it even happens. Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting. If you’re introduced to power: share your hypothesis, then introduce a few things only they can answer to further expand on your discovery. PATH TO PRESIDENT’S CLUB Go-to-Market @ Kleiner Perkins Director, GTM @ Unusual Ventures Regional Director, East @ MongoDB Director, Sales & Product GTM @ New Directions Behavioral Health THE LATEST FROM 30MPC Catch the next 30MPC Live Steal the latest sales templates here THINGS YOU CAN STEAL Prospecting: Email Templates UserGems’ Job Change Sequence Gong’s Hyper-Persuasive Email Templates Lavender’s Sales Email Frameworks Prospecting: Guides Outreach’s Sequence & Snippets to Create & Close Woodpecker’s Email Substance & Deliverability Guide Orum’s 500 Free Dials Discovery Wingman’s In-App Objection Handling Battlecards Sales Process Accord’s Mutual Action Plan Template Dooly’s Pre-Meeting Prep Template Prolifiq’s Multithreading Playbook ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :)

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30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDR's. Together they break down sales strategies you can use to start winning more deals today.