#519 - Set Next Steps That Actually Close Deals | Roy Mathew

Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action.

🎙️ ACTIONABLE TAKEAWAYS:

• Calibrate before next steps: Always ask prospects where they stand before suggesting next steps — uncover what’s really going on in their head.
• Think like a buyer, not a seller: Map out the five key questions buyers must answer before deciding — problem, priority, evaluation, value, and commercial agreement.
• Game-plan every call: Before a meeting, ask your rep: (1) What’s the goal? (2) What could go sideways? (3) What will success look like and lead to next?
• Run a “next step workshop”: Block four weekly one-hour sessions, review recorded calls’ final 10 minutes, and score how effectively reps set, calibrate, and confirm next steps.

ROY’S PATH TO PRESIDENT’S CLUB:

• Top 3 revenue producer globally over 4 years @ Airtable across 150+ sellers
• Went from 1st closing role to VP of Sales in ~6 years @ Re:currency
• Surpassed quota for 12 straight quarters @ Airtable

RESOURCES DISCUSSED

• Join our weekly newsletter
• Mark’s 5-Stage Sales Process
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training