30 Minutes to President's Club | No-Nonsense Sales
499 episodes - English - Latest episode: 11 days ago -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-hosts Jen Allen-Knuth (ex-Challenger, ex-Lavender) and 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.
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Episodes
Hall of Fame: Stephen Guerguy Ep. 100
April 08, 2024 07:00 - 32 minutesFOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitors during the requirement-gathering phase. Require an exec-level bridge with your CEO instead of spending hours on an RFP. Use carrots to drive close when internal compelling events are lacking. PATH TO PRESIDENT’S CLUB Head of Strategic Accounts @ Monte Carlo Enterprise Sales Leader @ Monte Carlo Former Enterprise Sales @ Segment (acquired by Twilio) Former Commercial ...
208 (Lead) Why Your SDR Team Should Be Pipe Gen Forecasting (Maya Connet, Clari)
April 04, 2024 07:00 - 32 minutesFOUR ACTIONABLE LEADERSHIP TAKEAWAYS Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs. There's a top-down financial plan and a bottoms-up forecast. Use that to calibrate the SDR team on exactly what they need to attack to hit their number but ensure we don't put pressure on the AE team when they walk into quarters with low coverage. Everyone has to forecast at top of funnel. Marketing, SDR, even the account directors should have top of funnel...
207 (Sell) Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
April 02, 2024 07:00 - 29 minutesFOUR ACTIONABLE TAKEAWAYS If you don’t have enough pain, ask for some documentation prior to the demo. The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call. Link the demo portions specifically back to WHO SAID they had the problem. Give your champion an email sequence to share with people during the PoC. PATH TO PRESIDENT’S CLUB Senior Manager, Sales Engineering @ Grammarly Senior Sales Engineer, Value Realization Lead @ Grammarly Sales Engineer @ Gramma...
April Special: The Future of Sales AI ft. Corporate Bro
April 01, 2024 07:00 - 21 minutesACTIONABLE TAKEAWAYS Do the opposite of every single thing Corporate Bro Says Listen to Corporate Bro on his podcast Demoted Follow Corporate Bro on social: Instagram and YouTube RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
206 (Lead) Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
March 28, 2024 07:00 - 33 minutesFOUR ACTIONABLE LEADERSHIP TAKEAWAYS Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize. Tuning Your Discount Matrix. Look at your current avg. discount, then make the matrix a bit better. Get a little incremental revenue out of improving discounting. The multi-Year Deal Grid. Show where a customer’s cost might change as they grow / shrink. But don’t pre-agree to growth. Speedy Meetings Are Bette...
205 (Sell) How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)
March 26, 2024 07:00 - 32 minutesCaitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls FOUR ACTIONABLE TAKEAWAYS Explain things in your customer’s language. Adapt data and demos to how the customer works and thinks. Involve your champion in every customer touchpoint because they will help share context and help be your co-quarterback for the deal. Ask your buyer to correct you. When you get to the point of the sale where you’re walking through next ...
Hall of Fame: Cory Bray Ep. 80
March 25, 2024 07:00 - 29 minutesFOUR ACTIONABLE TAKEAWAYS: Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility. Keep your demo’s interactive by asking the prospect what jumps out to them right away. Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions) COREY'S PATH TO PRESIDENT'S CLUB: Co-Founder @ CoachCRM Co-Founder & Board ...
Product Roadmap: Q2 2024
March 22, 2024 07:00 - 14 minutesQ2 ROADMAP We wrote the book on Cold Calling: Preview the Intro Mr. Miyagi Method: 18 Cold Call Objections & How to Handle Twitter: Follow Armand YouTube: Stay Tuned Tactic Teardowns: Register for Q2 Sessions Kevin “KD” Dorsey Joins the Club: Congratulate KD RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
204 (Lead) Tactics for Tackling Team Promotions and Behavior Changes (Jonah Mandel, Guesty)
March 21, 2024 07:00 - 31 minutesFOUR ACTIONABLE LEADERSHIP TAKEAWAYS Increase the surface area of your luck. Sometimes, getting promoted takes luck. So help out as much as possible in all the places you can. Don’t let a slow burn hurt others. If a rep isn’t ready to be promoted, provide feedback early. Don’t create an environment where a toxic attitude spreads. Test drive managers before promoting. Insert the best candidate in actual situations. Communicate your decision with the team so everyone is on the same page. Ma...
203 (Sell) Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
March 19, 2024 07:00 - 28 minutesFOUR ACTIONABLE TAKEAWAYS When you’re doing a POC, you should be surveying the users and participants in that POC about their experience. If you’re working in a fairly technical sale, don’t shy away from answering technical questions with your depth of understanding, but let the customer know that is your depth of understanding. Use a pre-POC questionnaire to ensure that the champion is the right person to lead the POC. Do a POC kickoff call to set yourself up for success. PATH TO PRESID...
Hall of Fame: Doug Landis Ep. 110
March 18, 2024 07:00 - 32 minutesFOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving into features until you've established “why change?” and “why now?”. Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions. Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep. PATH TO PRESIDENT'S CLUB Growth Partner ...
202 (Lead) How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
March 14, 2024 07:00 - 33 minutesChase Macaione's Discovery Call Prep Sheet & Guide FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call. Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the...
Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection
March 12, 2024 07:00 - 32 minutesEvery 10th episode, we tear down one topic. This time, we’re talking about objections. ACTIONABLE TAKEAWAYS Most objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection. The intro to the Mr. Miyagi method - agree with the objection to remove the pressure, incentivize conversation to get them to share more about the objection, and sell the test drive. For dismissive objections be disarmingly blunt; for “not interested” objections, handle...
Hall of Fame: Keenan Ep. 75
March 11, 2024 07:00 - 32 minutesFour Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first. * Condense the problem you solve into a single sentence - stop overcomplicating things. * Lean on their desired future state instead of talking about the past. * Get to the question/reason behind those unexpected/general questions. ====================== Keenan’s Path to President’s Club: * CEO @ Noted Analytics * CEO @ A Sales Guy Consulting * Author of Gap Selling * Author ...
201 (Lead) How to Build an Early Stage Sales Team Beyond the First Five Reps (Miles Kane, Tenderly)
March 07, 2024 08:00 - 33 minutesFOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers. Do not do the things that you're horrible at. Hire for the things that are not your strengths. Invest your time in enablement. You and your reps should track how you win each deal for ongoing development. PATH TO PRESIDENT’S CLUB VP, Sales @ Tenderly Founding Member, First Hires Program @ ...
200 (Sell) Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
March 05, 2024 08:00 - 29 minutesFOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest. Don't chase tennis balls. Create equal footing by getting something before we just jump to giving. Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate ...
Hall of Fame: Jeb Blount Ep. 83
March 04, 2024 08:00 - 29 minutesFOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PATH TO PRESIDENT’S CLUB CEO @ Sales Gravy Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked. VP of Sales @ kgb ...
Video Playbook: Book 1 In 3 Cold Calls With This Opener
March 01, 2024 08:00 - 11 minutesThe "Heard The Name Tossed Around Opener" - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal TIMESTAMPS (00:00) Intro (01:34) Traditional Openers (02:21) Intro Heard The Name Tossed Around Opener (02:38) Lead With Common Thread (03:05) Introduce Yourself (03:18) Have You Heard Our Name Tossed Around? (03:20) Talk Track (03:38) Breakdown (08:20) Recap
199 (Lead) Why You Should Practice Breathwork Before Starting Team Meetings (Alex Kremer, Alluviance)
February 29, 2024 08:00 - 32 minutesFOUR ACTIONABLE LEADERSHIP TAKEAWAYS Have two one-on-ones in a week. One that talks deals and one focused on your rep as a person. Investing in a person always pays off with better deals. Practice breathwork at the beginning of your team meetings. It will help your team feel relaxed and engaged. Have one rep teach one mini skill builder for 5-10 minutes at the end of your team meetings. If one of those mini skill builders hits well, have a longer session around it. Use the mini skill buil...
198 (Sell) Why You Should Never Mention AI in Your Sales Calls (Nick Casale, Handoffs)
February 27, 2024 08:00 - 33 minutesFOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by understanding lookalike conversations your team has had in the past. Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place. Do...
Hall of Fame: Josh Braun Ep. 63
February 26, 2024 08:00 - 30 minutesFour Actionable Takeaways: Figure out the cost of inaction when a prospect says “this isn’t a priority right now”. Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product. Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time). A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you. Josh’s Path to President’s Club: Founder @ Josh Braun Sales Training Former He...
Steal the new model for the anti-bloated, recession-proof sales team
February 23, 2024 08:00 - 58 minutesRESOURCES DISCUSSED Join our weekly newsletter Things you can steal
197 (Lead) Communication Hacks to Unleash Your Sales Team’s Full Potential (Jake Dunlap, Skaled Consulting)
February 22, 2024 08:00 - 32 minutesCheck out Jake’s new book The Innovative Seller: Keeping Peace in an AI and Consumer-Centric World and order your copy today! FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Allocate your time into now, near future, and far future to identify true priorities. Use two-week blocks to understand where those priorities fall at any given time. When managing promotion expectations of reps, communication and clarity from you as a leader is the only way you can help them move up their place in line. Hitting ...
196 (Sell) How to Roll with ANY Objection in a Cold Call (Sara Plowman, Pareto)
February 20, 2024 08:00 - 33 minutesRegister for the Tactic Teardown on how to beat any objection in a cold call. FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects. After your opener, go thro...
Hall of Fame: Joe Diliberto Ep. 71
February 19, 2024 08:00 - 32 minutesFour Actionable Takeaways: * Use an UFC at the beginning of your meeting to anchor customers to next steps at the end. * Use an UFC at the end of your meeting to anchor to outcomes of the following meeting. * Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth. * When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed. Path to President’s Club: * President/Owner @ Sandler Training SF RESOURCES DISC...
Club Playbook: How Gong's Top Rep Makes A Cold Call (ft. Jc Pollard)
February 16, 2024 08:00 - 8 minutesFOUR ACTIONABLE TAKEAWAYS: Pre-research your subject for a more personalized cold call that makes the interaction intentional and human. It tells them you’ve taken the time to get to know them. Use a permission-based opener to make your prospect feel like they are choosing to speak with you. Deliver your opener with conviction, and bring energy and enthusiasm. Build this as you pre-research because if you believe it, they’ll be more likely to believe it. Execute a 3YU, aka 3 reasons that ...
195 (Lead) How To Prep Reps Pre-Call And When To Jump In Yourself (Pleasant Middelhof, Convertr)
February 15, 2024 06:00 - 32 minutesFOUR ACTIONABLE LEADERSHIP TAKEAWAYS Prep your reps on both what they should get out of the call and how they plan to get it Pay special attention to how your reps nail the first 7 golden minutes, that’s where discovery is made When you’re on that call, listen for anything that you can quantify. Jump in if your reps don’t catch it. Coach to the controllable. Start with the expectations, then hold them accountable. PATH TO PRESIDENT’S CLUB VP of Sales @ Convertr Sr. Manager of Strategic...
194 (Sell) NOT Personalizing Your Emails to Get More Deals (Julia Carter, Marpipe)
February 13, 2024 08:00 - 31 minutesFOUR ACTIONABLE TAKEAWAYS Don't shy away from including images in your prospecting emails, particularly if you sell a visual solution. Add value with a “thinking of you” email in advance of your sales call that shows some examples of what some of their peers are doing with you or what other similar customers are doing. When you open your email using a trigger-based approach, state your observation confidently and then follow it up with an unsure tone question. Example is: “Here's what I've...
Hall of Fame: Adam Ochart Ep. 18
February 12, 2024 08:00 - 27 minutesFour Actionable Takeaways: Mirror the objection, then ask a loaded question for the anaconda squeeze Use slides to give prospects control and choice over what they want to discuss Ask your VP / CRO if they’re the type who wants to go really deep Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum. Adam O’Chart: Path to President’s Club: Top producing AE at Gong.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
193 (Lead) How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
February 08, 2024 08:00 - 33 minutesFOUR ACTIONABLE LEADERSHIP TAKEAWAYS Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions. Pre-carve books for reps to-be-hired and let your current reps squat in the territories until they’re on board. A nickname for a holdover opportunity is a slipped opportunity. Have a policy limiting the holdovers and allow for exceptions based on what’s best for the customer. Your team will remember how you treated them in the magic m...
192 (Sell) Secrets to Break Into Top-Tier Accounts with Product-Led Growth (Andrew Johnston, Superhuman)
February 06, 2024 08:00 - 32 minutesGet 1 month of Superhuman on us here: https://tactics.30mpc.com/superhuman FOUR ACTIONABLE TAKEAWAYS Do not enter a pilot or a POC without setting clear success criteria with your customer. The way that you should present the success criteria is to figure out what matters to your customer. Break your accounts and prospects into high-usage and low-usage groups. Coach up your low-usage team, and just ask your high-usage group “How can we get this into the hands of other people.” Consolidat...
Hall of Fame: Belal Batrawy Ep. 9
February 05, 2024 08:00 - 23 minutesFour Actionable Takeaways: Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need) First 15 seconds explain why you called, say it’s a cold call, then ask a peer question In the agenda, tell the customer you’re gonna give price before they get off the call Use what they want as the rows in your pricing instead of what you want (seats) Belal Batrawy’s Path to President’s Club: Community Leader of #Death2Fluff 7x Startup Seller and Sales Advisor RESOURCES DISCUSSED...
Lead Playbook: Armand and Mark Teach You How to Train Your Team
February 01, 2024 08:00 - 32 minutesEvery 10th episode, we tear down one topic. In this Lead Playbook, we’re talking about team training. FOUR ACTIONABLE LEADERSHIP TAKEAWAYS It is crucial to focus the initial six weeks of onboarding on heavy immersion and then transition to learning on the job. Use Mark’s Assessment Matrix to understand the cognitive load required for what you want to train and how good you want them to be at that thing you are training for. Training is one of the top things that young reps require, want, ...
191 (Sell) Best Pre-Call Prep Tactics That Will Help You Nail Your Opening Sales Call (Taylor Lemke @ Zapier)
January 30, 2024 08:00 - 33 minutesFOUR ACTIONABLE TAKEAWAYS Do not go in blind to an inbound lead meeting. Give your prospect a pre-meeting questionnaire to fill out so you can have a far more productive introductory conversation. Blind calendar invites work for reschedules as long you add context such as “Know we’ve been trying to meet. If this time works for you, great! If not, decline the invite and let me know a better time.” Use Taylor's Purpose-Plan-Payoff opener to ensure a strong start to your first call with the b...
Hall of Fame: Charles Muhlbauer Ep. 25
January 29, 2024 08:00 - 25 minutesFOUR ACTIONABLE TAKEAWAYS The humbling disclaimer: “I feel a bit crazy asking this question, but…” Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?” Take the headtrash out on your calls and be overly transparent in your discovery Clarify, isolate, address the problems in a negotiation PATH TO PRESIDENT'S CLUB Sales Enablement Manager @ AlphaSense · Full-time Founder @ DiscoveryCoach.io Lead Revenue Enablement Manager @ CB Insights RESOURCES DISCUSS...
190 (Lead) How to Rip Through 10 Calls in a 30 Minute Sales Coaching Session (Sean Gentry @ Webflow)
January 25, 2024 07:00 - 32 minutesFOUR ACTIONABLE LEADERSHIP TAKEAWAYS Spend 30 minutes BEFORE your 1:1's figuring out what you want to coach on Start with the metrics, then use the metrics to figure out what parts of the call you should listen to. Only listen to the parts of a call recording that matter. You can rip through 10 calls if you’re only reviewing the next steps in the last 5 minutes. Double back on the mock discovery. Your most coachable reps will nail the 2nd try in the interview. PATH TO PRESIDENT’S CLUB S...
189 Q&A: JBay and Armand Teach you to Write a Cold Outbound Sequence
January 23, 2024 07:00 - 32 minutesFOUR ACTIONABLE TAKEAWAYS - How can I prevent myself from getting flagged as spam? Avoid as many links as possible in that first email. Stick to just a website link in your signature. Batch your email drafts but cascade your delivery. Time them anywhere from 15 minutes to an hour apart if you’re sending multiple emails to one company. Give your prospect a way to opt-out that does not use the word “unsubscribe”. Use something like “Don’t want to receive these emails anymore?” Warm up your ...
188 (Lead) Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews)
January 18, 2024 07:00 - 32 minutesFOUR ACTIONABLE LEADERSHIP TAKEAWAYS Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots Get product involved in your big deals. Put together win strategy docs for key deals and tag them in the risks where you need their help. When you’re teaching discovery, the beginners can start close-ended, but the veteran ENT reps need to be able to win open-ended. If you go upmarket, the entire company needs to go upmarket with you PA...
187 (Sell) How to Tear Up Your Territory to Kickoff 2024 (Luke Floyd @ Deel)
January 16, 2024 07:00 - 32 minutesSteal Luke’s Territory Planning Spreadsheet FOUR ACTIONABLE TAKEAWAYS When prospecting, start to look for lookalike accounts. For example, if you’re having success with intellectual property law firms, go after more accounts like that. Use the prospecting channel that has the highest likelihood of getting you a meeting and a response. There are three ways that Luke would split up an account with his SDRs: For his AAA-tier accounts, he would personally reach out to all of them. For B-tiers,...
186 (Lead) The Ultimate Guide to Interview and Train High-Performing SDRs (Kyle Coleman @ Copy.ai)
January 11, 2024 07:00 - 32 minutesKyle Coleman's Metrics to Quota Calculator FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Kyle runs 3 live interviews with pair interviewers — having two people from your team will give you a better read Run 90 day SDR onboarding where the first 30 days are focused on the core parts of prospecting and the next 60 are focused on full business acumen (e.g. running a 5m in demo) The 6 certifications at the end of the 30 days are LinkedIn, Email, Cold Calls, Video Prospecting, Organizing Your Week, and ...
185 (Sell) Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
January 09, 2024 07:00 - 30 minutesSteal Clari’s templates to get your deals closer to close FOUR ACTIONABLE TAKEAWAYS Help your customer build a case for why they shouldn’t be trying to build their software in-house. If you’re having trouble building your own POV, hit up a senior exec at your company and ask to get lunch with them to help you build one. Don’t show up to your first call expecting the customer to do all of the hard work answering your questions. Instead, bring a point of view to the call that introduces a ne...
Club Playbook: Three Steps to Using LinkedIn to Find More Prospects (ft. Charlotte Johnson of Salesloft)
January 08, 2024 08:00 - 12 minutesCharlotte's LinkedIn Prospect Guide FOUR ACTIONABLE TAKEAWAYS Use the spotlight filter to find some quick wins within the prospect list you’ve targeted using Sales Navigator Connect with lower-level employees on LinkedIn to create groundswell when trying to reach revenue leaders Use this messaging template for nurturing - Personalization → Challenge → Offering Value Add Maximize your companies’ internal connections to build your prospecting list by asking them to introduce you PATH TO P...
184 (Lead) How to Run Team Deal Reviews to Find the Blindspots (D’Arcy Doyle @ Productboard)
January 04, 2024 07:00 - 31 minutesFOUR ACTIONABLE LEADERSHIP TAKEAWAYS Run weekly team deal reviews where the entire team finds the blindspots in a deal. Make those deal reviews positive and fun — it’s us versus the deal, not us vs the rep. Use the benign reachout early in your sales cycle by having your CEO send a note to their CEO offering their early support in the evaluation. Get beyond just doing demos. If you talk about features you’ll be relegated to the folks who want to talk about that (a CFO doesn’t care). PATH...
30MPC’s 2023 Awards
January 02, 2024 08:00 - 18 minutesYou want the hottest tactics we’ve heard in 2023? We present 30MPC’s Awards for best episodes and tips of the year! Who took the golden pineapple? Take a listen and put these into play in 2024. Best Prospecting Tactic: Nominee: 142 (Sell) Part 1: Energize your prospecting with multi-channel mastery with Vin Matano Nominee: 151 (Sell) Mastering every moment at your next conference (+ never lose at musical chairs) with Christine Nolan Winner: 156 (Sell) Amplifying authenticity to soft close ...
Playbook Special: Cold Calling
January 01, 2024 08:00 - 29 minutesWe're bringing back one of our most popular playbooks ever as we launch the 30MPC Book on Cold Calling Part 1: The Playbook Revisited Use a permission-based or ‘heard the name tossed around’ opener Describe an excruciatingly painful problem prop Suggest times or send a placeholder invite Part 2: The Next Chapters Handle objections with the Mr. Miyagi framework Leverage 1-2 punch voicemails leading with context and redirecting to email Treat your call blocks like a workout and get dial...
Product Roadmap: Q1 2024
December 22, 2023 07:00 - 10 minutesWe wrote the book on Cold Calling - 30mpc.com/book RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
183 (Lead): How to Make your Team Prospect with Operating Rhythms and Calendar Invites (Shay Keeler @ CaptivateIQ)
December 21, 2023 07:00 - 32 minutesShay'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 Wo...
182 (Sell): Land Your Dream Sales Job With These Killer Interview Tactics (Adam Ochart @ Gong)
December 19, 2023 07:00 - 32 minutesACTIONABLE TAKEAWAYS Hit adversity head-on. If you got hit with the RIF — tell them you probably could have survived, and here’s how. Never be surprised — get the cheat code questions to the interview from your recruiter and interviewer. Be concise. Start with the 4-step process, then ask them how deeply you want them to unpack each. Golden hour follow-ups. Within 60 minutes, hit the recruiter and interviewer — and stand out by sharing what you could’ve done better in the interview or may...
181 (Lead): How to Bulletproof your Team's Pipeline with the So-What Train and Win Strategy Docs with Rebecca Feiten @6sense
December 14, 2023 07:00 - 32 minutesFOUR ACTIONABLE LEADERSHIP TAKEAWAYS Split 1:1s and deal reviews — don’t try to combine a professional development chat with a pipeline review! Before a pipe review, ensure your reps pre-select the deals they want to review and prepare win strategy docs, mapping out all key external stakeholders. Beat up the deals with the so-what train. Keep asking so-what to uncover the implication of the pain — until you don’t have an answer anymore, that’s what you need to find out. Two questions to d...
Sales Playbook: Nick and Armand Teach You How To Forecast
December 12, 2023 07:00 - 27 minutesEvery 10th episode, we tear down one topic. This time, we’re talking about landing your forecast in Q4. Bonus: Get the 30MPC Forecasting Guide ACTIONABLE TAKEAWAYS The forecast should never be a surprise to your manager. You should be able to give one-sentence pipeline review updates and get through over 15 deals in a 30-minute pipeline review into your forecast. For your forecast, you're going to call your key deals and your worst case and move to your commit, which is your bet on what w...