Most reps lose control of the deal the moment they give trial access. Marcus breaks down the GEAR framework (Goal, Expectations, Agreement, Reclarify) to help you close 80-90% of your trials by setting clear expectations, locking in post-trial steps before the trial starts, and maintaining control throughout the process.
Adam Trenkle, CRO at Momentive Software, runs "Operation Pipeline" every Tuesday (no internal or external meetings, just outbound prospecting with AI research), believes you have to win the week to win the quarter, and goes two layers down in his org to stay connected as he scales.
You can't outwork a bad conversion rate, just like you can't outwork a bad diet. Marcus Chan breaks down the three-step diagnostic framework before blaming underperforming reps (mirror, process, employee), why cold calling isn't dead but single-channel outreach is, and how to use content as a 24/7 salesperson.
Keith Weightman, RVP of Sales at Bullhorn overseeing a $60M revenue engine, went from having a panic attack in 2021 to tripling his workload while feeling calmer by building two systems: eliminating notification hell (turned off all notifications, email 3x/day, no Slack after 5pm) and using a task manager as a second brain to clear his mental load.
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