Armand Farrokh @armandfarrokh
I write sales (and life) advice to myself here. My newsletter ⬇️ 30mpc.com/newsletter New York Joined September 2014-
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There are 2 unusual metrics that I track when watching discovery calls: 1. Time on problem: How far could you drill into one problem? 2. Time to demo: How long did you go before showing software? People do not buy off of 3 surface level problems uncovered in five minutes.
Get one big problem instead of seven small problems in discovery. Spend your first few minutes understanding why they took the call, then drill deep into the biggest reason. People don’t buy for 17 little things. They buy for one massive migraine.
You don’t want your talk to listen ratio to be too good. If your prospect is talking for 80% of the call, that means they’re usually blabbering on and going off-topic or you’re interrogating them. Between 40-60% on either side is healthy.
In sales leadership you must disagree and commit. You might not agree with your CEO. You might not agree with your CRO. But your reps should never hear it from you. A boat paddling in opposite directions goes nowhere. Shield your team from the BS.
A lone wolf rep is the hidden hand that ruins your team’s culture. They hide secrets, make new people feel unwelcome, and mask the signals you need your team to surface so you can replicate success. If boxed in a late stage company, it can work. But never hire them early.
90% of the SDR job is a minimum wage job. - Account research - Contact data pulls - Popping in personalized templates The best reps automate that if-this-then-that and focus their time on the 10% that only a human can do.
When you’re starting off, set the goal on activity instead of outcome: - Make 200 cold calls every week - Ask for next steps every time - Write 10 personalized emails per hour Take a f*** ton of swings. You will learn to tweak the swing in the game.
Most AI based email personalization can be replaced with a simple trigger template. P1: Research + problem P2: Solution P3: CTA Replace the first paragraph with a template. You don’t need magical AI to write that email for you.
When you’re coaching a new seller, you have to be OK with mistakes. They’ll forget to set an agenda. They’ll ask a cringey question. They’ll drop a next step. But if you coach more than 3 things per call, you will ruin their confidence and they’ll forget everything. Dose it.
If you’re just getting started in multithreading, try to get three points of contact in every sale. 1. The champion 2. The economic buyer / executive 3. The technical approver Usually, in that order.
Hard work is an overrated trait in sales. When you get to midmarket, hard work is table stakes. More sellers fail because they suck at discovery, not because they aren’t willing to work two extra hours a day.
Praise in public, criticize in private. This means that you might not always be able to give real time feedback. Write it down in the moment and deliver it before the end of the day so you don’t let it linger.
The tiebreaker to performance is tenure. If two sellers have relatively similar performance, the one in the seat longer will get the job first. So if you want to jump the ladder, you must perform massively better to justify the political risk.
I believe it’s a massive mistake to pay sellers different OTEs in the same segment. If one seller claims to be better than the next, they should prove that in their attainment. Not in the job negotiation process when they haven’t proven shit.
No one ever taught me to fire people. I’ve done it the wrong way before — and that usually happens when you delay a hard conversation so it becomes a surprise. You’re not being nice by withholding the feedback. You’re failing to give them the chance to correct early.
The time you spend with someone on your team should be directly proportional to their performance. Spend the most time with your top performers and the least with your bottom. Most leaders do the opposite.
Whiny middle performers are the most common critics of sales trainers. They’re the ones that claim nothing will work for them. The key is to not waste your time with them and instead work with the top performers and let them prove it from the front.
Stop apologizing for asking questions in the workplace. When you drop by someone’s desk, raise your hand, or ask for clarification, you’re doing your job. If you act like a disruption, people will treat you like a disruption.
If you want to gain an executive’s respect, you’ll tell them what they are doing wrong. When you brown nose an exec, you put yourself in a position in inferiority. Stand tall in your domain of expertise.
Write shorter emails. No checking in. No thought I’d reach out. Say the damn thing.
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Your entire life will change the moment you… Stop treating your body like shit and start treating it like a house you have to live in for the next 50 years.
This was my go-to follow-up email template as an SDR & AE. You can use it post-discovery call or post-cold call. As always, do what works for you but feel free to give it a spin: Subject Line: your [their company name] follow up Hey Lori, Nice chatting just now & looking…
Learned how to surf today 🤙🏻
One of my reps sent a six-figure ACV contract today. Signed in less than 3 minutes. Never thought I’d see the day.
@armandfarrokh Surround yourself with inspiring individuals who mirror the success you aspire to achieve. 💼💫
@armandfarrokh @vinmatano yeah sorry
@armandfarrokh This > everything Moved to Irvine and holy shit there’s a big difference from my hometown. Everyone is a hustler here. 100% is a big driver for me.
Struggling with getting next steps with an opportunity? Stop adding to their plate. Here’s what adding to their plate looks like: "It's been a bit since we last connected. Can we find time to discuss what's changed on your end?" This request puts all the effort on the buyer.…
@armandfarrokh I tried that 5 times, 3 follow up meeting booked! Almost as good as sending 👻
@dc_mma Please don’t acknowledge twitter trolls who do nothing but spread negativity You done well, whatever u do from this point on we support 👊🏾🖤
Whether your focus is creating or closing pipeline, email is crucial to any sales process 🤝 On Tues, March 26 @ 10am PT @armandfarrokh of 30 Minutes to President's Club will join us live to share his tried and true Superhuman workflows for sales success. 👉 RSVP:…
Imagine how hard it must’ve been for all the millionaires made in the last century before biohacking routines.
@armandfarrokh Hard to beat a walk with no distractions for creativity.
I just heard a woman ask the United gate agent if she could “make her arrival gate closer to her connecting flight’s gate” I am never disappointed by the absolute idiocy of people at airports
@armandfarrokh Haha I mean there’s so much stakeholder turnover year over year
@armandfarrokh Don’t take no from people that can’t say yes. Enterprise selling 101
@armandfarrokh Most 'noes' are really just 'not now'
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