183 (Lead): How to Make your Team Prospect with Operating Rhythms and Calendar Invites (Shay Keeler @ CaptivateIQ)

Shay's Tactic Toolkit: How You Work Questions FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Write down every priority you could work on, then narrow it down to the top 3 and be okay letting things burn. Don’t stop drilling in on those priorities until your team starts to complete your sentences and tattle on themselves. If you wanna get your teams prospecting, set daily expectations, put them in calendar invites in an operating rhythm, then get wildly tactical on how to do it. Use the “How You Work” questions to get to know the human behind the seller and push them to the next level. PATH TO PRESIDENT’S CLUB Senior Director of Commercial Sales @ CaptivateIQ Senior Director of Global Commercial NL Sales @ Outreach Director of Sales, Global New Logo @ Outreach Director of Sales, New Logo @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

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The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual. 30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including: Prospecting: How to open conversations to triple your pipeline Discovery: How to ask questions that uncover massive pain Process: How to get big contracts over the line Leadership: How to hire and train world class teams. Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).  Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show… Get ready, you're going to President's Club.