sales tactics from 30MPC, HubSpot & more 🤠

Transparent sales process - working together
Listen on Spotify PodcastsListen on Stitcher PodcastsListen on Apple PodcastsListen on Google Podcasts

Hey there 👋

One of our goals going into 2023 is to do *even more* to help level-up the B2B sales community.

Whether you’re an AE, manager or sales exec – we’re all facing unique challenges that we probably didn’t foresee a few months ago. And no matter how experienced you are, we ALL need help tackling these problems.

Being part of a strong community is key: we can support each other, share advice, and learn together – in the good times and even more so in the not-so-great ones.

That’s exactly why we decided to partner with the awesome folks at 30 Minutes to President’s Club last year, and what led us to doubling down on our work with them in 2023! 🙌

Nick & Armand have definitely cracked the code of what sellers want & need to know, how they want to learn, and who they want to learn from.

They’re the best at cutting straight to the hard-earned tactics and getting rid of fluff – which is exactly what everyone needs right now. Stay tuned for more details coming soon, but in the meantime:

👉 Get 30MPC’s Mutual Action Plan template (1000+ downloads from AEs!)

👉 Learn tactics for aligning with buyers (masterclass with Nick Cegelski)

Hope this is helpful, and as always - happy selling 🤠

- Ross

In this newsletter:

  • How to drive predictable revenue & maximize AE efficiency
  • Interview with HubSpot’s Global Sales Director on building a 10/10 team
  • Must-read business books (recommend the product positioning one!)

🔁 Masterclass: Maximize Sales Efficiency & Drive Repeatable Revenue in 2023

Masterclass: Maximizing AE Efficiency in 2023

You can’t drive predictable revenue without a clearly defined, repeatable process. 🔁

After a uniquely challenging 2022 (and what’s looking like a similar 2023 😅) you’re rolling the dice without a playbook & proven methodology mapped to your targets…

(I know, easier said than done – especially with fewer resources and the only constant being change these days!)

But the only silver bullet to maximizing your AEs’ efficiency & driving repeatable revenue is a disciplined approach to following your sales methodology that everyone from the C-suite to  front line managers can coach and enforce.

Super excited to dive into this timely topic in our next masterclass for sales leaders with two of the best I know: Pleasant Middelhof & Elizabeth Andrew!

We’ll dig into:

🔁 How to operationalize your MEDD(P)ICC & other methodologies

💯 Tips for empowering reps & increasing efficiency with a proven process

📈 Other tactics for driving more revenue with fewer resources

📚 What We’re Reading

📘 Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It by April Dunford

Even if you’re not a marketer, this is a must-read for anyone who wants to learn how to successfully position & sell their product. It’s a fast read and provides a straightforward framework that anyone can follow.

📖 Check out our Accord recommended reading list for more top sales & business reads!

🎙 On the Podcast: David Barron, Global Director of Sales at HubSpot

Podcast S2E29: Building a 10/10 B2B Sales Team in 2023, with David Barron

Our first podcast guest of 2023 is none other than David Barron: current Global Director of Sales at HubSpot with a unique background in both sales and product!

In his 8+ years at HubSpot, David went from the sales team, to launching the Service Hub & Operations Hub on the product team, and then back to sales, where he’s building a specialized global sales team to sell the products he helped create.

In this episode, he talks to Ross about how to build a strong sales team in 2023, the pros of team quotas, and more tactics for sellers & sales leaders.

This might be the best 20 minutes you’ll spend today – listen & get the key takeaways here!

Thanks for reading From Vendorship → Partnership 👋  Any feedback on this newsletter or topics you’d like to see us cover in 2023? Just hit reply :)

Ross Rich (CEO and Co-founder)

P.S. If you like this newsletter and want to support it, you can:
1. Tell a colleague about Accord
2. Simply forward this email to a friend with an invitation to subscribe