Episodes

8h ago

In this episode, Adam Ochart, #1 sales rep from Gong breaks down the exact demo framework that helped him earn 8 promotions, consistently win enterprise deals, and maintain a 30%+ win rate. He walks through how to prep demos, align with buyers before clicking anything, run discovery during the demo, and frame every feature using a why-before-what approach so prospects experience a true “test drive.” This is a tactical, repeatable demo playbook for sellers who want higher conversion rates and faster promotions. These Courses Will Get You to President’s Club 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube Get More Tactics

5d ago

Melanie Smith, Head of Sales Development at Nooks, breaks down the exact systems, metrics, and coaching frameworks she uses to run one of the highest-performing SDR teams in outbound. In this episode, she shares KPI structures, call-block strategy, cold-call skill development, and how leaders can scale connect rates, conversation rates, and meeting production without burning out their reps. 🎙️ ACTIONABLE TAKEAWAYS: Weekly SDR readouts: Reps review KPIs and explain every meeting they booked to surface repeatable plays. Use AI for call pattern analysis: Analyze winning call transcripts to find coaching themes and enablement topics. Own rep career paths: Align with other departments and give SDRs projects that build promotion-ready skills. One thing — Call for Intel & Intros: Run an “I&I” block where reps call below-the-line users to gather insights and get warm introductions. MELANIE’S PATH TO PRESIDENT’S CLUB: Scaled team from 10→50 @ Klue, then 4→33 @ Nooks in 18 months Top 2 performer @ Klue during 1.5-year tenure before moving into SDR leadership These Courses Will Get You to President’s Club 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Dec 16

In this special holiday episode, Santa and his elf break down the 12 most impactful sales tactics of 2025, covering negotiation, discovery, cold calling, prospecting, leadership, demo strategy, hiring, business cases, team management, and more. Each tactic is pulled from interviews with top 1% sellers and elite sales leaders, giving reps a fast, practical, and highly actionable playbook to win deals, build pipeline, lead teams, and hit President’s Club in 2026. These Courses Will Get You to President’s Club👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Dec 11

Discover how Vidyard’s #1 AE, Mike D'Aloisio, uses video to humanize every stage of the sales cycle — from first touch to pricing delivery to re-engagement when prospects ghost. In this 30MPC sell interview, learn how to tailor videos to personas, boost meeting show rates, eliminate the “game of telephone” in proposals, and creatively reignite stalled deals using short, high-impact videos that stand out inside crowded inboxes. 🎙️ Actionable Takeaways: Prospecting video formula: <45s → Who you are, why you’re reaching out, value + CTA. Send meeting confirmation videos day-of to humanize yourself and reduce no-shows. Use video for case studies & pricing so your message lands directly with decision makers — not lost via champions. When ghosted, use creativity (even humor/spinning in a chair) to reignite the spark and restart conversations. These Courses Will Get You to President’s Club 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Dec 9

December deals are different. Negotiations drag. Legal stalls. Procurement kicks it to January. And your EOQ slips away. In this Masterclass, Todd Caponi joins Nick and Armand to share strategies from his new book, Four Levers Negotiating. He’ll show you how to flip the script and close what’s left on the table — before the ball drops. Todd is the founder of Sales Melon, the host of The Sales History Podcast, and an author of award-winning business books. He’s also a C-Level sales leader, and he knows what he’s talking about. You’ll learn how to win negotiations the moment pricing enters the conversation, use give-get momentum to cut deal times in half, and blast through legal, security, and procurement reviews that usually stall you until Q1. -- Buy 'Four Levers Negotiating' here: https://www.simonandschuster.com/books/Four-Levers-Negotiating/Todd-Caponi/9781637748404 -- Use Code HOLIDAY50 for $50 off any course (expires at midnight on 12/25): https://www.30mpc.com/courses -- 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 -- RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube

Dec 4

Luke’s CE Hypothesis Template Luke Floyd breaks down how he stopped “spraying and praying” and started winning large enterprise deals by tracking where urgency already exists. Instead of chasing logos or building volume-based cadences, he prioritizes the 20 accounts most likely to face a compelling event , builds horizontal plays that don’t sound generic, and positions himself “on the bench” before the need arises. Learn how to filter your territory like an investor, predict where opportunity will occur, and become the first call when timing hits. If you want to generate pipeline without brute-force activity—and win larger deals faster—this is the framework. These Courses Will Get You to President’s Club 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube Get More Tactics

Dec 2

Jason hits the phones to prospect into sales and enablement leaders, sharing his live approach between each call. With a 30% connect rate (thanks to Titan X) and 11% conversion, you'll see how Jason handles objections, switches messaging mid-call, and learns in real time. Think cold calling is hard? Try doing it live for 90 minutes, under studio lights, in a room with no AC, with a crowd listening to every single word you say. That’s what the #1 outbound sales trainer, Jason Bay, did to prove he can do more than *teach* cold calling — he can actually get on the phones and *do* it himself. We rolled the cameras, loaded a list of exclusively executive level prospects he’d never met, and let the chaos unfold. You’ll hear how he structures his cold calls, adjusts messaging on the fly, and reflects on what could be improved after each conversation. Includes practical takeaways for improving connect rates, objection handling, and setting meetings with senior buyers. ✅ Get the Outbound Bundle (scripts + cold email guide): https://www.30mpc.com/course/cold-email-course 🎯 Start a TitanX pilot and we'll match your credits up to 5,000: https://titanx.io/?fpr=30mpc ⏱️ VIDEO CHAPTERS 00:11 – Cold Call Strategy & Setup Explained 03:00 – Handling “No” on a Permission-Based Opener 04:15 – Personalization Tip: Use Preferred Names 10:44 – How to Leave a Value-Driven Voicemail 14:12 – Reusing Research for Multiple Contacts 17:10 – Testing the “Heard Our Name Tossed Around” Opener 18:00 – Why You Should Always Leave Voicemails 22:27 – How I Booked the Meeting: Breakdown & Key Moves 23:00 – Turning Objections Into Value Hooks 24:00 – Confirming Calendar Invites to Prevent No-Shows 26:30 – Stats Recap: 30% Connect Rate, 11% Conversion 27:10 – What I’d Do Differently Next Time 28:00 – Final Sales Tips + Resource Links

Nov 27

Get the full playbook ( 60 minute video masterclass ) 100% free right here: https://www.pipedrive.com/en/30mpc-masterclass --- Deal velocity is a huge driver of win rates, which is why Armand and I partnered with the easy and effective CRM, Pipedrive, to film a 60 minute video masterclass that covers all of the different ways that you can drive velocity in each individual stage of your sales process. Literally, from opening call all the way to contract review, we documented our favorite tactics in this Pipedrive and 30MPC masterclass, which you can get for free right here: https://www.pipedrive.com/en/30mpc-masterclass --- Most reps think progress = meetings. Discovery, demo, proposal…❌ In this video, we break down why traditional sales stages like "Discovery → Demo → Power" are actually slowing your deals down — and what top AEs do instead to accelerate pipeline velocity. Learn the stage-based mindset, how to combine exit criteria, and stop wasting time with meetings that don't move the deal forward. ✅ You'll walk away knowing: * The 5 critical sales stages — and what *actually* matters in each * Why meeting ≠ progress (and what to track instead) * How to combine sales stages to close faster

Nov 25

From Armand Farrokh and Nick Cegelski, the duo behind the 50,000-copy best-selling cold calling book, this episode breaks down the exact playbook top reps use to consistently book meetings. Learn the highest-converting openers, how to tailor context to any persona, the tactics they use to disarm prospects, and the triple-bypass method for getting past gatekeepers. You’ll also get strategies to avoid spam-tagging, boost connect rates, and keep momentum high during every dial block. Timestamps: 00:01 Current top cold call opener (Tailored Permission) 03:33 Adjusting your opener for CFOs and senior decision-makers 04:43 How to make prospects laugh & break telemarketer resistance 07:26 Triple Bypass: Getting past gatekeepers without sounding salesy 09:49 How much research to do before each cold call 12:12 Blind vs researched dialing: Which books more meetings 13:35 Handling “call me later” and “I’m too busy” objections 16:10 When to leave voicemails (and the voicemail that doubles replies) 17:15 Should you double dial? Smart tactic or spam trigger? 18:29 Tools to speed up dialing and increase conversations 19:10 How to boost cold call connect rates (4 proven tactics) 21:03 Getting accurate phone numbers using data waterfall 22:27 How to prevent no-shows after the meeting is booked 23:32 What to say when someone says “cold calling doesn’t work” 24:59 The fastest way to instantly improve your cold calls 26:22 How to stay confident during a cold call losing streak 27:22 Most memorable cold call stories (good and bad lessons) These Courses Will Get You to President’s Club 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Cold Calling Sucks (And That’s Why it Works)⁠ Join our weekly newsletter – ⁠https://hubs.li/Q02NJQ8p0⁠ Things you can steal and use today – ⁠https://linktr.ee/30mpc_youtube⁠

Nov 20

Buy "Brief and Brilliant' Here Turn executive meetings into closed deals with Nate Nasralla’s 4-sentence framework, one-page business case, and proven tactics to speak the language of leadership and win buy-in fast. 🎙️ACTIONABLE TAKEAWAYS: • Build a 4-Sentence Soundbite: Use Nate’s formula — Because of [shift], now’s the time to [act], to avoid [risk], and unlock [reward] — to frame every deal in language that resonates with decision-makers. • Create a One-Page Business Case: Summarize the priority, problem, approach, outcome, and investment on a single white page using their metrics and internal language — not your logo or jargon. • Write “Through” Your Champion: Every email should be forwardable. Write so your internal contact can easily share your message up the chain with clarity and confidence. • Run Executive Meetings Like a Pro: Set a clear objective, use soundbites as anchors, get problem agreement first, and drive the meeting toward a single decision or blocker removed. RESOURCES DISCUSSED: One Page Business Case

Nov 18

Outbound is broken, not dead. In this masterclass, Jason Bay breaks down the new outbound playbook for 2025–2026 — how top reps are filling pipeline when cold calls, automated sequences, and mass emails stop working. You’ll learn how to prioritize accounts that actually respond, speak your buyer’s language with offers that earn replies, and sequence outreach across phone, email, and social the right way. Key frameworks include the Martini-Glass Pipeline for targeting high-relevance prospects, the Messaging Matrix for crafting irresistible offers, and the KISS Sequencing System that boosts reply rates 20%+. Jason also shares cold call + cold email frameworks that book meetings today — plus how to use AI the right way with his 10-80-10 Rule to double output without sounding robotic. RESOURCES DISCUSSED: The Ultimate Cold Email Data Report Jason Bay’s Cold Email ChatGPT Prompts The Different Types of Offers Jason Bay’s Outbound Sequence Template The 30MPC Outbound Bundle

Nov 13

Kam Germany breaks down how elite sellers win complex deals by uncovering the true decision makers, sparking internal alignment, and turning every stakeholder into a champion that sells for you when you’re not in the room. 🎙️ ACTIONABLE TAKEAWAYS: Find the Shadow Decision Maker: Don’t assume the highest title holds the most influence—watch who answers impact questions to uncover who truly drives decisions. Incite the Riot: Use one-on-one breakout meetings with every stakeholder to surface real pain points and build internal advocates who keep your deal alive. Connect the Dots in the Demo: Tie each person’s problem to the larger business objective and show how your solution solves all of them together. One Thing to Do: Pre-plan questions in your presentations that invite conversation instead of asking, “Any questions?”—this keeps buyers engaged and drives real dialogue. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Nov 11

Full YouTube Video HERE (https://hubs.li/Q03SzGnP0) Alex Murphy (Founding AE @ 30MPC) reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after month. By breaking big life goals—like buying a house or having a baby—into simple math, he shows how to turn financial dreams into measurable activity targets. Learn how to calculate your dollars per meeting, prospects per booking, and the exact outreach volume needed to transform consistency into life-changing income. RESOURCES DISCUSSED ⁠Join our weekly newsletter⁠ Things you can steal⁠ ⁠Save $50 on any 30MPC course⁠ with code “PODCAST” ⁠Free Sales Templates, Scripts and Guides

Nov 6

Todd Caponi , bestselling author of The Transparency Sale and The Four Levers of Negotiation , breaks down the 7 Deadly Negotiation Sins that cost salespeople deals, margins, and trust. If you think discounting accelerates deals, holding price until you “build value” is smart, or trading discounts for case studies is harmless, Todd’s about to rewire your negotiation mindset. Learn how to close faster, discount less, and build buyer trust using the same transparent negotiation tactics that world-class sellers use to win more and protect their price integrity. THE 7 DEADLY NEGOTIATION SINS: Waiting to set a price range or expectation: Delaying price discussions kills trust and confuses buyers. Set clear pricing expectations early to establish credibility and value. Believing discounts accelerate deals: Discounts often slow deals by signaling hidden flexibility. Instead, pay customers for mutually valuable timing commitments. Giving away free stuff because you think it doesn’t matter: Every concession tells buyers your price isn’t final. Align every trade to something meaningful using the Four Levers framework. Paying for case studies with discounts: Buying advocacy erodes authenticity. Earn your case studies through real customer success, not transactional discounts. Creating false certainty when clients ask you to “hold pricing”: Avoid rigid yes/no responses. Use transparent negotiation levers to guide timing and reinforce the value behind each date commitment. Talking about value at the goal line: If you’re re-selling value during negotiation, it’s too late. Communicate and reinforce value throughout the sales process before the proposal stage. Anchoring high instead of anchoring to truth: In today’s transparent market, inflated anchors destroy trust. Stick to honest, consistent pricing—because if the truth won’t sell it, don’t sell it. RESOURCES DISCUSSED: Masterclass w/ Todd Caponi Signup Buy 'Four Levers Negotiating Here Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

Nov 4

Cold Email Course: http://bit.ly/44K6jy3 Cold Call Course: https://bit.ly/4jqQ4w2 -- Handle every objection in the world like Mr. Miyagi. Plus 4 more talk tracks you can steal for your favorite objections out there. Watch in full vibrant color: https://bit.ly/44KFn02 RESOURCES DISCUSSED ⁠18 Objections and Scripts for Each⁠ ⁠Join our weekly newsletter⁠ Save $50 on any 30MPC course⁠ with code “PODCAST” ⁠Free Sales Templates, Scripts and Guides

Nov 3

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

Oct 30

This Halloween, the 30 Minutes to President’s Club crew takes you inside the haunted house of sales — where deals disappear, demos die, and negotiations bleed revenue. Nick, Armand, and Steve break down five sales ghosts that secretly destroy your pipeline and show you exactly how to exorcise them using elite B2B sales tactics, closing frameworks, and storytelling mastery. If you’re serious about hitting quota, closing complex deals, and running world-class discovery and demos , this spooky special is your sales survival guide. The 5 Sales Ghosts (and How to Defeat Them): The Surface-Level Spirit: Your deal vanishes because you’re only finding small annoyances, not six-figure business problems that matter to executives. The Hypnosis Demo: Feature-dumping kills attention — learn how to demo through stories that emotionally hook buyers and make them see their future state. The Single-Threaded Specter: Depending on one champion is a death sentence. Multithread your deals and get power involved early. The Negotiation of a Thousand Cuts: Every tiny discount, seat, or billing term slices your margin. Follow Armand’s 6-step framework to negotiate once and win big. The Vendor Review Pit of Despair: IT and Legal can bury your deal alive. Run parallel reviews, set “redline deadlines,” and use mutual action plans to hit close dates. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Oct 28

⁠18 Objections and Scripts for Each⁠ Nick Cegelski shares how to turn quick rejections into real sales conversations using his Mr. Miyagi Method for dismissive objections. He explains why most brush-offs aren’t about your product at all but about the interruption, and how to agree with objections, lower resistance, and reintroduce your pitch naturally. You’ll learn how to replace pressure with curiosity, keep prospects talking, and book more meetings with confidence. For more scripts and examples, grab the free objection handling guide linked in the description. RESOURCES DISCUSSED 18 Objections and Scripts for Each Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Oct 27

Chad Prezlomski reveals how elite sellers separate themselves from the pack by delivering a world-class buyer experience. Download the Guide: How to Get Your to Reply in 90 Seconds (Without Sending an Email) 🎙️ ACTIONABLE TAKEAWAYS: Before the meeting: Send pre-meeting nurture emails showing similar customers to build trust and credibility fast. During the meeting: Use a hypothesis slide to prove preparation and lead informed discovery. After the meeting: Use ChatGPT to identify the top three problems you can solve and send a recap video or email. One thing to do: Add a hypothesis slide to every deck to make your prep visible and elevate the buyer’s experience. CHAD’S PATH TO PRESIDENT’S CLUB: Top-Tier Enterprise AE @ Blackbaud & Amplify Sales Leader @ Schoology & Splash (10+ Years Building Teams) VP of Sales @ Splash — Scaled Org to Cvent Acquisition (2024) RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Oct 23

Get your prospect to spill their guts on the very FIRST discovery call! In this first episode of a three-part 30 Minutes to President’s Club series, host Nick Cegelski reveals the 10 best discovery questions top-performing sales reps use to get prospects to open up from the very first call. These early-stage discovery questions are designed to uncover true motivation, business pain, and urgency — not just surface-level interest. You’ll learn exactly how to guide your conversations with questions that make prospects tell stories, reveal priorities, and show you how to win the deal. This is Part 1 of Nick’s Discovery Series, covering early-stage sales discovery — with Parts 2 and 3 diving into mid-stage and late-stage deal questions. Whether you’re a new AE or a veteran seller, this episode will sharpen your discovery skills, help you qualify faster, and teach you how to use the Discovery Tree to direct conversations like a pro. Subscribe so you don’t miss the next episodes and start mastering the art of discovery today. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Oct 21

In this episode, Armand Farrokh breaks down exactly how to run a discovery call for any product, even one you’ve never sold before. Using a background check software as an example, he shows how to identify real business problems, craft targeted questions, and connect day-to-day pains to executive-level impact that drives urgency. You’ll learn how to build and navigate a Discovery Tree —a structured path from situation to operational problem to executive impact, using Armand’s proven framework. He also shares “typically” and “magic moment” questions that uncover high-value pain points, helping SDRs, AEs, and sales leaders turn every discovery call into a winning deal. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Oct 20

Shaun Crimmins reveals how elite sales leaders simplify the math, build winning rhythms, and coach reps with data-driven precision. 🎙️ ACTIONABLE TAKEAWAYS: Reverse engineer revenue goals into weekly sales behaviors your reps can control. Create an operating rhythm —consistent meetings, deal reviews, and cadences to eliminate chaos. Coach with metrics , not gut feel—identify data gaps, validate behaviors, and build coaching plans. Prepare like a pro —leaders must prep for every 1:1 just as reps prep for customer calls. SHAUN’S PATH TO PRESIDENT’S CLUB: HubSpot: Helped scale revenue from $60M → $300M, Series D → IPO. Vanta: Scaled revenue from $10M → $100M+, led North America sales team and doubled win rates. Gong: Leads Commercial Business in the East. RESOURCES DISCUSSED Metrics Dashboard Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Oct 16

🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT Sales managers: No one ever teaches you how to do your job. If you've ever wondered... Why are my pipeline reviews useless? Should I actually hire this person or am I gonna have to fire them in three months? Guess what? You're probably a little bit like me and you had to figure out this stuff from scratch. Well, fortunately, I've partnered up with the best sales leader in the game today, Mark Kosoglow. He led Outreach from $0-250M ARR and has turned 8 managers into VPs of Sales. All through his sales management operating system. It is the gold standard for how to be a sales leader in three steps: 1. The Operating System: Everything from how you forecast, to how you drive a deal through your pipeline, to how your AE should prospect. 2. The Operating Rhythm: How do you make sure your reps are actually doing the system through deal reviews? Team meetings and one-on-ones. 3. The Talent System: How do you hire people who are so good that they literally make you look like you don't have to do anything for your job? That is what we cover in the Sales Management Operating System course. I guarantee it will be the best sales management resource you've ever used in your life. 🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT 🛠️ The 15 Page Sales Management Operating System Toolkit: https://www.30mpc.com/blog/the-ultimate-sales-management-operating-system-guide #salesmanagementtraining#salesleadership#managertotrainer#forecasting#dealreviews#salescoach#B2Bsales#salesmanagers#salesoperatingrhythm#prospectingstrategies#salestrainingtips#revenuegrowth#leadershipdevelopment#salesenablement#onboardingmanagers

Oct 14

Mark's Kosoglow's Sales Leadership Course Armand Farrokh reveals how to close a $3K, $30K, and $300K sales deal — and why each one needs a different approach. He breaks down the five buyer agreements that drive every close and shows how to spot deal momentum to accelerate your cycle. Whether you’re closing SMB, mid-market, or enterprise deals, this video gives you real-world B2B sales tactics, SaaS closing strategies, and deal frameworks to help you sell faster, smarter, and bigger. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Oct 13

🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT Sales managers: No one ever teaches you how to do your job. If you've ever wondered... Why are my pipeline reviews useless? Should I actually hire this person or am I gonna have to fire them in three months? Guess what? You're probably a little bit like me and you had to figure out this stuff from scratch. Well, fortunately, I've partnered up with the best sales leader in the game today, Mark Kosoglow. He led Outreach from $0-250M ARR and has turned 8 managers into VPs of Sales. All through his sales management operating system. It is the gold standard for how to be a sales leader in three steps: The Operating System: Everything from how you forecast, to how you drive a deal through your pipeline, to how your AE should prospect. The Operating Rhythm: How do you make sure your reps are actually doing the system through deal reviews? Team meetings and one-on-ones. The Talent System: How do you hire people who are so good that they literally make you look like you don't have to do anything for your job? That is what we cover in the Sales Management Operating System course. I guarantee it will be the best sales management resource you've ever used in your life.

Oct 9

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- Sales hiring is broken—and here's how to fix it. If you've ever felt like your pipeline reviews are useless or your forecast is just a wild guess, you're not alone. Most sales managers are never taught how to actually hire great reps —until now. In this game-changing video, we break down a bulletproof 4-step hiring system used by Mark Kosoglow, former VP of Sales at Outreach, who scaled it from $0 to $250M+ ARR and developed 8 sales managers into full-fledged VPs. We reveal why most sales hiring strategies over-index on experience instead of traits , and how you can flip your process to uncover high-performing reps who thrive in ambiguity, have coachability, grit, passion, and more. Learn the nine essential traits that actually drive results and discover the interview playbook that uncovers them all. Whether you’re building your first team or trying to fix a broken one, this video will reshape how you think about hiring in sales—forever. The Sales Recruiting Playbook (Sales Interview + Sourcing Guide): https://www.30mpc.com/blog/the-sales-recruiting-playbook

Oct 7

This Is Why Everyone Else Is Getting Promoted Faster Wondering why you’re stuck while your peers keep getting promoted? It’s not about tenure or luck—it’s about strategy. In this video, we break down the hard truth behind why others are getting promoted faster than you. Based on the career journey of a former VP of Sales who jumped multiple levels by age 29, you’ll get a clear 4-step framework that helps you outperform, gain leverage, and control your own promotion path. If you’re tired of waiting your turn, or feel like your hard work isn’t being recognized, this is your wake-up call. Learn how to become undeniable, run your own promotion “sales cycle,” and make it impossible for leadership to overlook you. Perfect for SDRs, AEs, and any high-performer in a competitive sales org. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQmg0 Things you can steal - https://linktr.ee/30mpc Save $50 on any 30MPC course - https://www.30mpc.com/courses with code “PODCAST” Free Sales Templates, Scripts and Guides - https://www.30mpc.com/toolkit

Oct 6

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- To celebrate the launch of Mark's new leadership course, please enjoy a throwback to his SECOND EVER episode on 30MPC from all the way in 2023. Four Actionable Takeaways: B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW. When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging. Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years. When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?”

Oct 2

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- Sales training that doesn't suck is rare—but it doesn't have to be. In this module, you'll learn how to design a sales training program that actually drives behavior change and delivers results. We break down the difference between training and coaching, how to reinforce skills using your existing rhythms, and how to track if your sales training is actually working. You'll learn how to avoid the trap of 48-hour death-by-PowerPoint kickoffs, and instead create training that reps engage with, remember, and use. We cover the sales enablement matrix, cognitive load, and how to build mastery-level programs that fit your quarter without overwhelming your team. Whether you're a VP of Sales, frontline manager, or enablement pro—this video will give you the blueprint for training that transforms performance. → Learn the coaching rhythms that drive rep accountability → Discover how to dose enablement without overload → Build documentation that makes you a legendary leader How to Train Your Reps to President’s Club: https://www.30mpc.com/blog/how-to-train-your-reps-to-presidents-club

Sep 30

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- The most confusing objection in cold calling isn’t loud — it’s subtle, sneaky, and deadly to your deal. If you’ve ever had a prospect say “we already have something for that,” but it turns out they don’t… this is for you. In this video, I break down the exact 3-step framework I use to handle confusing objections like a pro — without pitching too soon or losing control of the call. You'll learn how to agree, ask the right trap question, and sell the test drive — turning confusion into clarity. I also share real talk tracks and breakdowns from my time leading teams at Pave, where this objection came up every single day. If you're in sales, you must know how to handle this. 🎯 Download 18+ sales objection scripts: https://tactics.30mpc.com/18-cold-call-objections-and-how-to-handle-them 💬 Comment your worst objection experience below 🔥 Like & Subscribe for weekly cold call breakdowns #confusingobjection#coldcalling#salesobjections#objectionhandling#salesstrategy#coldcalltips#salestraining#overcomingobjections#coldcallobjection#salescallbreakdown#bookmoremeetings#salesframework#b2bsales#salespsychology#coldcallobjectionhandling

Sep 29

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- To celebrate the launch of Mark's new leadership course, please enjoy a throwback to his FIRST EVER episode from May 2021. Four Actionable Takeaways: Send a quick video after a big team demo instead of the 17 page deck. Mark-up your case study with key takeaways before sending to the prospect. Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z. Avoid the massive 8 person exec demo and opt to multi-thread instead.

Sep 26

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- What if you could plug into the same sales system that helped scale from $0 to $250M ARR? In this video, I reveal the $250M ARR Operating System — a proven, stage-based framework to close deals faster, shorten sales cycles, and turn your team into a revenue machine. Most sales teams run meetings. Elite teams drive decisions. This framework flips the traditional sales process on its head — from "demo, proposal, close" to a strategic, decision-based system that accelerates buying. You'll learn: ✅ Why meeting-based sales processes fail ✅ The 5 core sales stages behind $250M in closed revenue ✅ How to reduce calls, compress time, and forecast accurately ✅ A framework your reps will actually follow Whether you're a founder, sales leader, or rep — this system is battle-tested and built to scale. 📥 Get the free sales stage template here → https://www.30mpc.com/blog/the-250m-arr-5-stage-sales-process 📈 Subscribe for more sales frameworks that actually close deals.

Sep 23

Struggling to move deals forward after group demos? In this video, sales expert Nick Cegelski reveals a proven software demo process that keeps prospects engaged and drives real buying conversations. Discover what elite sellers do before and after a demo to build trust, personalize the experience, and win over every key stakeholder. You’ll learn why cold demos fail, how to warm up the room with pre-calls, and how post-demo follow-up can unlock true multithreading. Whether you're in SaaS sales, B2B tech, or enterprise deals, these software demo tips will help you close faster and more consistently. Perfect for AEs, SDRs, and anyone leading complex sales cycles. Stop winging your demos. Start winning them. 🎙️ ACTIONABLE TAKEAWAYS: Call attendees before the demo – Don’t walk into a cold room. Reach out 1:1 to every person on the invite list to get their agenda and run mini discovery. Build personal connections – Use those pre-demo calls to create rapport and uncover hot-button issues you’d never get in a big group setting. Get immediate post-demo feedback – Call your champion and key stakeholders right after the demo to capture real reactions and uncover next steps while it’s fresh. Follow up individually, not just with a group recap – Send a tailored 1:1 follow-up email to each stakeholder to spark deeper conversations, create new champions, and drive true multithreading. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Sep 22

Huge Announcement 👉 Our next course is here: The Sales Management Operating System 🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. Pre-Order Discount: If you sign up for the event, you’ll get early access and the lowest price this course will ever be. Exclusive Playbook: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. 🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system What you need to know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 → $250M ARR and coach 8 managers into VPs: →The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Learn More: https://www.30mpc.com/course/leadership-course

Sep 18

Learn how to expose weaknesses in your competitor’s solution, position your product as the smarter choice, and win more meetings on cold calls. 🎙️ ACTIONABLE TAKEAWAYS: Expose the competitor’s gap: Highlight the pain points your prospect might not have noticed in their current solution to create urgency. Leverage social proof: Use customer stories where others switched from a competitor to validate your claims without sounding pushy. Reframe the ask: Instead of forcing a hard sell, invite prospects to simply “take a look” at what’s out there—low pressure, high impact. Balance empathy with confidence: Acknowledge that they might not switch today, but confidently plant the seed that your solution solves a problem their current vendor doesn’t. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: 18 Cold Call Objections Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Sep 16

Stevie Case breaks down how she’s building one of the most advanced outbound sales machines in SaaS—balancing AI-driven efficiency with human-first selling to achieve conversion rates that beat inbound. 🎙️ ACTIONABLE TAKEAWAYS: Reverse-engineer ICP using AI and enrichment to find signals and stack-rank leads Keep outreach human-first by using AI for prep but letting reps drive conversations Build feedback loops with AI scoring while managers set coaching standards Continuously refine by feeding win/loss data back into the prospecting engine More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC STEVE’S PATH TO PRESIDENT’S CLUB: CRO @ Vanta Vice President of Sales @ Twilio Vice President of Sales and Growth @ Layer RESOURCES DISCUSSED: Jason Bay’s Cold Email ChatGPT Prompts Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Sep 11

Time kills all deals—but it doesn’t have to. In this episode, you’ll learn 7 tactical plays you can use right now to compress your sales cycle, keep momentum high, and close deals faster without being pushy. 🎙️ ACTIONABLE TAKEAWAYS: Always anchor next steps immediately after a meeting—sooner than they expect—to keep deals moving. Work multiple steps in parallel instead of waiting on a slow, linear process. Build trust early by calling demo attendees ahead of time for mini-discovery and alignment. Use creative momentum-builders (mini-demos, exec-to-exec notes, timeline tests) to remove dead time and accelerate decisions. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Sep 9

Nick Cegelski and Armand Farrokh tackle the biggest sales career questions—from landing your first SDR role to earning promotions, breaking into SaaS, and accelerating your path to President’s Club. 🎙️ ACTIONABLE TAKEAWAYS: Stand out in interviews by skipping “spray and pray” applications—network with reps, cold email leaders, and show you can sell your way into the process. Know when to stay or move on by evaluating the “four pillars”: learning, earning, growing, and connection. If only two are strong, it’s time to leave. Avoid career-stalling habits like job-hopping for small pay bumps or choosing companies with poor growth. Prioritize strong leadership and investor backing. Accelerate your career trajectory by shadowing top performers, over-indexing on work ethic early, and self-educating on both sales skills and your target industry. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: The Ultimate Cold Callign Framework Minimum Viable Discovery Framework Smart Money Venture Capital How to Cut Your Sales Cycle in Half Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Sep 8

Stop losing calls at “not interested.” In this video, you’ll learn a simple, agree-first pattern break that lowers resistance, keeps prospects talking, and earns permission to continue—without sounding pushy. We’ll also show you how to tune the delivery so it lands across regions and seniority levels, plus a quick practice plan so this flows on live calls. What you’ll learn: The agree-first pattern break that flips “no” into “go on” Two follow-up nudges that lower defenses (playful and serious variants) How to tune your delivery for different regions/roles (e.g., Germany vs. US; execs vs. ICs) Why people reject salespeople but respond to humans —and how to signal that fast A quick practice routine to make this feel natural on live calls Watch our full interview with The Weirdest Sales Trainer: https://youtu.be/FDjZ6JHWzoE RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “YOUTUBE” Free Sales Templates, Scripts and Guides

Sep 4

Learn 3 proven cold call tactics to get past any gatekeeper and reach decision-makers without lying, pitching, or wasting time. These step-by-step strategies will help you control the conversation, boost your connect rate, and book more meetings. 🎙️ ACTIONABLE TAKEAWAYS: Adopt the “owner” mindset: Approach gatekeepers with confidence and authority—don’t over-explain, pitch, or try to befriend them. Your demeanor should signal that you belong. Use the Triple Bypass Method: Start with the Slide By (simple ask to be connected), then provide Context (reason for calling without pitching), and finally lean on Social Proof (reference similar clients or prior outreach). End with questions to stay in control: Always finish responses with a question like, “Would you let him know it’s Nick?” so you guide the conversation instead of letting the gatekeeper take charge. Know when to pivot: If blocked repeatedly, don’t force it—try mobile numbers, off-hours calls, or different channels (email, LinkedIn, direct mail, referrals) to reach your prospect directly. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Save a copy of these steps to bypass any gatekeeper here: https://www.30mpc.com/newsletter/3-steps-to-bypass-any-gatekeeper-on-a-cold-call Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Sep 2

Leadership in sales isn’t just about hitting quota — it’s about building standards, setting culture, and developing people. In this episode, the hosts share 8 hard-earned sales leadership lessons that shaped how they hire, coach, and manage winning sales teams. 🎙️ ACTIONABLE TAKEAWAYS If it’s not a “hell yes,” it’s a no — never settle for average hires. Proof of performance over theory — test real execution, not hypotheticals. Follow the 2–2 rule — flip two reps, hire two culture-setters, cut two misfits. Let reps fire themselves — set clear standards early so underperformers opt out. More reps ≠ more revenue — don’t over-hire if your lead pool doesn’t grow. Protect focus time — stop expecting instant Slack replies; create deep work blocks. Use the 20/80 rule in training — 20% teach, 80% reinforce until it sticks. Give grace on first mistakes — support reps when they slip, then enforce standards. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: My 4-Step Account Executive Interview Process: https://www.30mpc.com/newsletter/my-4-step-account-executive-interview-process-2 My Ultimate 4-Week Sales Onboarding Program: https://www.30mpc.com/newsletter/my-ultimate-4-week-sales-onboarding-program Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Sep 1

Armand covers the 3 steps to handling any objection using the Mr. Miyagi Method. Here’s the magic framework: Agree with the objection to remove the pressure of the sale. Incentivize conversation to get them sharing more about the objection. Sell the test drive. What will they get out of meeting with you (or in this case, allowing the name drop) even if they don’t buy? RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “YOUTUBE” Free Sales Templates, Scripts and Guides

Aug 28

Too many sellers give discounts before securing commitments, leaving deals vulnerable and dragging negotiations on for weeks. In this episode of 30 Minutes to President’s Club , we show you how to execute negotiations in three simple steps: confirm you’re the vendor of choice, lock down your customer’s timeline, and only then and only then, execute the give-get. 🎙️ ACTIONABLE TAKEAWAYS Confirm Vendor of Choice: Before negotiating, make sure your prospect would choose you over competitors if pricing were equal. Lock Down the Timeline: Secure a firm commitment on when the deal will close before offering any concessions. Flip the Give-Get Paradigm: Always get something in return (budget clarity, contract terms, faster close) before giving discounts or changes. Force Trade-Offs: Every concession has a cost—package pricing, terms, and conditions together so your customer makes real choices instead of endless asks. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: How to finish a negotiation in One Cut (PT 2) How to Win the Negotiation Before it Starts (Pt 1) Cold calling course Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Aug 26

Sales pros spend too much time on admin instead of selling. In this episode, Yoni Tserruya, CEO of Lusha, reveals six high-impact ways to automate your sales process so you can spend more time building trust with customers and less time stuck in busywork. 🎙️ ACTIONABLE TAKEAWAYS Automate List Building: Use AI to analyze your last 20+ closed deals and generate highly targeted prospect lists with parameters you might never have considered. Leverage Buying Signals: Track events like new hires, funding rounds, product launches, or office openings to prioritize outreach to in-market accounts. Streamline Call Prep: Deploy AI agents to compile company news, decision-maker profiles, and account usage data hours before each meeting. Personalize Icebreakers: Have AI scan LinkedIn posts, press releases, and work history to craft relevant, personalized openers for calls and emails. Automate Recap Emails: Upload call transcripts to AI for clean, concise summaries that highlight pains, solutions, and next steps and automatically update your CRM. AI-Powered Coaching: Train a custom AI on top-performing sales calls to score conversations, give targeted feedback, and onboard new reps faster. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Recap Email Template Free Toolkit: Build high-impact lists and target the right prospects at the right time Cold calling course Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Aug 25

70% of replies happen after email #1. Here’s a simple, repeatable multi-channel sequence (email + phone + social) that drives double-digit contact rates without spamming. Jason Bay's KISS (Keep It Simple Sequencing) framework covers 6 calls, 6 emails, and 3 social touches over 3 weeks. Grab the templates and full structure behind a great sequence along with the best ways to follow up after your first email: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Aug 21

Learn the simple but powerful voicemail script that directs prospects straight to your email — boosting reply rates without chasing callbacks. This counterintuitive tactic adds a guaranteed touchpoint to your outreach sequence. 🎙️ ACTIONABLE TAKEAWAYS Make the voicemail about the email, don’t ask for a call back, direct them to look for your email instead State your name, company, and subject line so it’s easy for them to spot your email in their inbox. Keep it under 20 seconds to avoid sounding like a sales pitch. Pair with a strong, relevant email so once they open it, you maximize your chance of getting a reply. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Should you leave voicemails when cold calling? Cold calling course Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Aug 19

Sales leadership expert Marcus Chan reveals the exact systems and rhythms that turn average reps into Presidents Club winners. From personal success blueprints to “Real Play Fridays,” you’ll learn how to build trust, reduce turnover, and create a culture of consistent high performance. 🎙️ ACTIONABLE TAKEAWAYS: Winning Wednesdays — Lock in a one-hour training every Wednesday, led by you, a top rep, or a manager (not just enablement). Real Play Fridays — Two hours of live, intense practice scenarios with real buyer personas (e.g., your CFO if you sell to CFOs). Monthly War Rooms — Four hours focused on moving stalled deals forward or closing them out, with live calls and strategy in the room. Action Item — Find your company’s buyer persona, buy them lunch, and role play how they’d buy your product to sharpen your team’s approach. MARCUS’ PATH TO PRESIDENT’S CLUB: Sales Leader @ Multiple Orgs (3–110 reps) - Hit President’s Club 9/10 years, drove $190M new business, ran $195M P&L. Corporate Sales Professional @ 2 Fortune 500 Companies - Promoted 12x in 8 years, #1 in every role. Author & Thought Leader - WSJ Best-Selling Author, featured in Forbes, Yahoo! Finance, Salesforce. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: How To Bulid A Winning Sales Team With Commitment To Practice (Lead Episode) How to Run 1-on-1s and Practice Roleplays in Sales (Newsletter) Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Aug 14

Discover the exact time-blocking strategy top sales reps use to crush quota, maximize prospecting hours, and keep pipeline full, without burning out. This episode walks you through proven calendar management principles, the green/yellow/red hours system, and the four-step framework that guarantees consistent prospecting and closing success. 🎙️ ACTIONABLE TAKEAWAYS: Front-Load Your Most Difficult Sales Activities: Complete your hardest, most energy-draining tasks, like cold calling, first thing in your “green hours” (8–12) to ensure you hit your daily prospecting goals before distractions hit. Use Parkinson’s Law to Time-Block for Efficiency: Assign strict, realistic time blocks for each task to prevent work from expanding and eating into prime selling hours. Stack Similar Sales Activities to Maintain Momentum: Group calls, research, emails, and admin into dedicated blocks to avoid costly context-switching and keep your energy focused. Follow the Green/Yellow/Red Hour System: Green hours (prospecting), yellow hours (customer calls), and red hours (admin) keep your day optimized for revenue-generating activities and prevent pipeline starvation. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: How to time block in sales Cold calling course Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Aug 12

📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 — In this episode of 30 Minutes to President’s Club , Giulio Segantini breaks down his eclectic approach to cold calling and the unique openers that grab a prospect’s attention in seconds. Learn how to craft first lines that make your calls impossible to ignore and set you up for sales success. 🎙️ ACTIONABLE TAKEAWAYS Opener: Lead with a hyper-specific, permission-based cold call opener to grab attention. Pitch: Frame your pitch around the prospect’s problems in their own words before offering your solution. Objections: Agree first, ask for permission to challenge, and guide the prospect to change their own mind. Audit your talk tracks and inject your authentic personality, it’s harder to say no to a human than a salesperson. GIULIO’S PATH TO PRESIDENT’S CLUB: Collected over 10,000 cold call rejections One of the most watched cold callers in the globe The Weirdest cold caller in the planet More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Cold calling course Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Aug 11

Steal the minimum viable cold call script that top reps use: a tailored-permission opener that earns 30 seconds, a problem proposition (not a product pitch), and the Mr. Miyagi objection method that keeps defenses low and advances the call. You’ll learn to sell the test drive (the meeting), and leave every call calls with next steps on the books. You’ll learn The 3-part cold calling framework: Opener → Pitch → Objections The Tailored Permission Opener to earn yourself an extra 30 seconds on the phone The Problem Proposition: how to lead with their biggest problem to get your prospect leaning in Mr. Miyagi Method to handle any objection RESOURCES DISCUSSED: 52 Minutes of Proven Cold Calling Tips - https://www.youtube.com/watch?v=gtKZ7fP1HZM Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

Aug 7

📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 — Unlock the cold call script that top reps use to book 1 meeting for every 3 connects. In this episode of 30 Minutes to President’s Club , Armand Farrokh reveals the exact 3-part approach that makes cold calls feel warm and leads to more meetings without sounding like a telemarketer. 🎙️ ACTIONABLE TAKEAWAYS: Use the “Heard the Name Tossed Around” opener to bypass resistance and make cold calls feel like warm intros. Lead with a Problem Proposition focus on the problem your prospect cares about, not your product features. Apply the “Mr. Miyagi” objection method by agreeing first, asking trap questions, and guiding prospects to realize gaps themselves. Sell the Test Drive, not the product —invite prospects to try or explore, not sit through a heavy demo. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Cold Calling Course 18 Cold Call Objections and How to Handle Them Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Aug 5

📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Steven Breyerton, SVP of Sales at ZoomInfo, reveals how he took his team from transactional closes to enterprise-level deals by rethinking win rates, redefining SDR comp plans, and operationalizing deeper discovery. This episode is a tactical roadmap for sales leaders ready to level up their pipeline and close bigger, higher-quality deals. 🎙️ ACTIONABLE TAKEAWAYS Track win rates by time cohort (T0, T1, etc.) to diagnose deal velocity, rep behavior, and coaching opportunities across segments. Incentivize quality over quantity in SDR comp plans by weighting toward qualified meetings and multi-threading efforts instead of raw meeting volume. Adopt frameworks like MEDDPICC (ICE-first) to strengthen discovery and identify pain, champions, and economic buyers early in the sales cycle. Segment daily metrics by segment type (SMB vs. enterprise) to ensure appropriate pacing, forecasting accuracy, and ASP growth strategies. STEVEN’S PATH TO PRESIDENT’S CLUB: SVP of Sales @ ZoomInfo Vice President of Sales @ DiscoverOrg RESOURCES DISCUSSED: Metrics Playbook Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Aug 4

If you're constantly getting lowballed or ghosted at the end of the month, you're not alone. In this video, we break down real B2B sales negotiation tactics that helped close a full-price deal—despite a relentless buyer pushing for discounts across five separate calls. Learn: How to handle discount shoppers who negotiate for sport When (and how) to offer a discount without losing leverage The “exploding deadline” strategy that savvy reps use to keep deals moving The “jar” analogy for squeezing the most value in a negotiation WATCH THE FULL EPISODE: https://youtu.be/2G6SFXxE7Ig?si=xRT5oCQbjYfS7lEl RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

Jul 31

📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 In this episode, Armand and Nick break down 8 of the toughest, most painful negotiation battles they’ve ever faced — and the exact moves that helped them win (or lose) those deals. From wild buyer tactics to massive pricing mistakes, you’ll learn how to hold the line and close like a pro. 🎙️ ACTIONABLE TAKEAWAYS Anchor high, then shut up: Start with a bold number and let the buyer be the first to speak — you’ll often land a better deal than if you start discounting yourself. Always get the “full and final ask: Force buyers to put all their requests on the table at once so they can’t chip away at you with 5K here and 10K there. Flip the polarity by walking away: Instead of acting desperate, suggest the buyer take the competitor’s deal — this creates FOMO and often gets them to come back to you. Never give a discount without a deadline: Tie every concession to a firm timeline or commitment — otherwise, you lose all your leverage and the deal drags forever. RESOURCES DISCUSSED: How To Finish A Negotiation Before It Starts (Pt 1) How To Finish A Negotiation in One Cut (Pt 2) Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Jul 30

📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Armand and Nick share the 8 most painful discovery lessons they had to learn the hard way, so you don’t have to. From broken agendas to botched first impressions, this is the real playbook for leveling up your first call. 🎙️ ACTIONABLE TAKEAWAYS Ditch the interrogation-style discovery. Use each answer to guide your next question and go deeper instead of jumping topics. Lead with respect, not small talk. Top sellers prove they’ve done their homework in the first 90 seconds to earn credibility fast. Set a PPO agenda (Purpose, Plan, Outcome) early. It prevents the prospect from hijacking the call and builds trust through structure. Qualify before you demo. Ask: “Do you want to buy?” and “When do you want to buy?” before setting next steps or booking another call. RESOURCES DISCUSSED: Discovery Framework Recap email template Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Jul 28

Hey folks, we’re shaking things up in here :) Tuesdays will now alternate between sales rep interviews and sales leadership interviews. Thursdays is where it gets fun. We’re dropping tactical, YouTube-style breakdowns →cold calls, deal reviews, whiteboard sessions, the works. That means: 1. More tactics per minute 2. Step-by-step breakdowns 3. New creative formats we’ve never done before 📺 Subscribe so you don’t miss the new drops: https://www.youtube.com/@30MPC 💬 Want us to break something down? Email armand@30mpc.com It all starts August. Let’s ride.

Jul 25

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course What you need to know: A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect. That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes. Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry. If you don’t have a system, cold email becomes a grind with diminishing returns. If you do, it becomes your most consistent pipeline lever. — Most cold emails get ignored because sellers talk about the product—not the prospect’s problem. In this module from the Cold Email Course: The Reply Method for Double Digit Replies, you’ll learn how top reps write cold emails that actually get responses by focusing on problem-first messaging. 📬 Based on data from 85M+ emails and trusted by reps at Gong, Zoom, and Shopify, this lesson walks you through how to: Avoid vague, robotic, or product-heavy language Use the “Problem + Value” framework to connect with buyers fast Write cold emails in minutes using simple plug-and-play formulas Increase reply rates with social proof and human-sounding copy You’ll also learn 3 proven frameworks to follow to make your messaging stick. This is the playbook top reps are running right now. (07/25) Last day to get $50 off the course: https://www.30mpc.com/course/cold-email-course

Jul 24

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course What you need to know: A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect. That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes. Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry. If you don’t have a system, cold email becomes a grind with diminishing returns. If you do, it becomes your most consistent pipeline lever. — Cold email isn't dead—but most sales teams are doing it wrong. In this tactical episode, Jason Bay and Armand Farrokh break down how sales leaders can revive cold email performance with a structured, data-backed approach that actually books meetings. 🎙️ ACTIONABLE TAKEAWAYS Build a Messaging Matrix First: Teach reps to understand personas before writing—cover priorities, current solutions, problems, and aspirations. Implement the “Minimum Viable Framework”: Use a 4-part cold email formula—Reason, Problem, Value/Social Proof, and CTA—and design 2–3 sequences per persona level (above vs. below the power line). Train in Sprints, Reinforce Weekly: Use shuttle-run style onboarding (short lessons + rep practice) and embed weekly cold email reviews in team meetings and 1:1s. Track the “Golden Three” Metrics: Monitor open, reply, and meeting rates—fix subject lines/deliverability before copy, and AB test specific steps instead of restarting entire sequences. RESOURCES DISCUSSED: Sequence Template: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template Email Templates: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack ChatGPT Prompts + Cold Email Course $50 off (discount auto applied at checkout) Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides Example Emails: Email Example #1 (EdTech): Director of Curriculum & Instruction Subject: WCUS achievement gaps Hi Betty, Providing ”multiple tiers of instruction and intervention” was a big priority mentioned in WCUS’s annual report. Eliminating achievement gaps is tough, especially when you need to meet the needs of a diverse learning population. We’re helping school districts in the Pacific Northwest eliminate student inequity and achievement gaps to increase student readiness and graduation rates. Can I share more? Sean Email Example #2 (Automated welding solution) : VP of Operations Subject: Welders Hi Luke, Saw hiring MIG welders and looks like there’s a lot of manual rework and touch up in your welds. Recruiting and retaining top talent likely a top priority, but the lack of skilled welders in the marketplace right now can cause big production bottlenecks. Hitch manufacturers like CURT are using our help to overcome the welder shortage and produce consistent, high-quality welds. Interested in chatting further? Corey

Jul 23

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course What you need to know: A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect. That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes. Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry. If you don’t have a system, cold email becomes a grind with diminishing returns. If you do, it becomes your most consistent pipeline lever. — Tired of sending cold emails and getting ghosted? This sneak peak module of our Cold Email Course: The Reply Method for Double Digit Replies gives you 20+ proven cold email templates that reps use to turn replies into meetings. You’ll learn: What to do immediately after a “not interested” reply How to follow up after someone says “sure” but never books A subtle framework for beating the competition without pitching The exact message to revive cold or closed-lost opportunities Low-friction calendar strategies that boost show rates Download the cold email course template pack: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack 🚨 Get $50 off the full Cold Email Course: The Reply Method for Double Digit Replies Built with data from 85M+ emails. Trusted by reps at Gong, Zoom, and Shopify. 👉 https://www.30mpc.com/course/cold-email-course

Jul 22

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course What you need to know: A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect. That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes. Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry. If you don’t have a system, cold email becomes a grind with diminishing returns. If you do, it becomes your most consistent pipeline lever. — We analyzed 85 million cold emails with Gong to find what actually gets replies in 2025. In this episode, Nick and Jason break down the exact cold email structure, CTAs, and personalization tactics top reps are using to book more meetings. 🎙️ ACTIONABLE TAKEAWAYS: Use The Reply Method framework : 4-sentence emails under 100 words outperform longer messages—make it skimmable, mobile-first, and frictionless to reply. Avoid pitch language : Buzzwords and product-first copy reduce replies by up to 57%. Lead with problems your buyer already cares about, then layer in social proof. Personalize to the company or activity : Personalization = 5x replies, but not all types are equal—company and activity-based personalization outperform personal trivia. Offer something valuable in your CTA : Replace “Are you free?” with a compelling offer—benchmarking, expert insights, or 1:1 value that justifies a meeting even if they don’t buy. RESOURCES DISCUSSED ChatGPT Prompts + Cold Email Course $50 off (discount auto applied at checkout) Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Jul 21

Cold email used to be a reliable way to fill your pipeline. But today? You send 1,000 emails and get 2 replies— if you’re lucky . So does cold email still work? The harsh truth is that top reps are still booking 8x more meeting with cold email. And this course shows you how. 📬 The Cold Email Course: The Reply Method for Double Digit Replies Built with data from 85M+ emails and used by top reps at Gong, Zoom, Shopify, and more, this course breaks down the new rules of outbound. You’ll learn how to: Stop wasting time on personalization that doesn’t get seen Write cold emails that actually get replies Build offers your prospects want to meet about Design sequences that drive double-digit contact rates This is the playbook top reps are running right now. Get $50 off the course until 7/25: https://www.30mpc.com/course/cold-email-course

Jul 17

4 Steps To Run A Pipeline Review (That Doesn't Suck) Connect With Maryana on LinkedIn Maryana Kessel shares a masterclass on how elite sales leaders drive revenue by staying deal-close, asking hard questions, and building trust across every stage of the enterprise sales cycle. 🎙️ ACTIONABLE TAKEAWAYS: Lead from the Front: Maryana emphasizes being present in deals, not as a “super rep,” but as a strategic leader who earns respect by staying close to customers and reps. When in Doubt, Get on a Plane: Big deals get unstuck in person. Face-to-face time with buyers breaks down barriers and uncovers the real story behind stalled negotiations. Forecast with Evidence, Not Hope: Deals don’t hit the forecast without executive alignment, a redline back, and a clear go-live timeline. Anything else is just noise. Build a weekly report of key meetings, and proactively ask reps critical questions about their biggest deals. Use this to decide where to engage directly and ensure rep readiness. MARYANA’S PATH TO PRESIDENT’S CLUB: VP of Sales and Partnerships @ Latent Enterprise Sales Director @ Modern Health Enterprise Sales Director @ Flexport RESOURCES DISCUSSED 4 Steps To Run A Pipeline Review (That Doesn't Suck) Connect With Maryana on LinkedIn Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Jul 16

Let’s be honest, sales is hard and leadership makes or breaks the culture on your team. Maryana Kessel (VP of Sales @ Latent) shares how she leads with transparency, energy, and impact—without turning into a “super rep” who takes over deals. You’ll learn: How to turn tough moments into team-wide teaching opportunities The right way to stay close to deals without disempowering your reps Why maintaining “good vibes” is a leadership skill (especially when things get hard) Want your team to book more, close more, and feel more supported? This is your blueprint. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

Jul 15

Cold Email Course Waitlist Grab the Cold Email Template Pack Cold email isn’t dead—but your current strategy might be. In this episode, Nick and Jason trade brutal truths from the front lines of outbound to help you write emails that actually get replies. 🎙️ ACTIONABLE TAKEAWAYS AI Isn’t the Problem—You Are : Learn how to feed AI the right intel to craft emails that outperform humans. Pattern = Ignored, Bursts = Attention : Why rhythmic prospecting sounds like noise and what to do instead. Don’t Ask for Time : Asking for a meeting in your first email? That’s killing your reply rate by 44%. Your Subject Line Sucks : Lowercase, problem-based, and NOT about you—fix this or lose the open. RESOURCES DISCUSSED Cold Email Course Waitlist Grab the Cold Email Template Pack Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Jul 14

Reply rates drop by 44% if you ask for this in cold emails…You want your buyers time, but its the worst thing to ask for if you want to get the meeting… The key to getting replies and winning deals—even from buyers who aren’t actively looking—is to make the conversation worth their time regardless of whether they buy by offering value instead of asking or time. When you lead with insight or ideas tailored to their priorities, you earn trust and avoid being seen as just another vendor. These 3 offers actually convert: Pitch The Blind Date 1:Many Offer 1:1 Offers. Cold emails that give, get replies. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

Jul 10

Forget endless product certifications. Kyle Asay shows you how to get reps talking to buyers (and generating pipeline) in two weeks — so you can crush quota with a team that stands on its own. 🎙 ACTIONABLE TAKEAWAYS: Know your territory: Teach reps to tier accounts simply (A, B, C) so they focus only on the right targets first. Know your personas: Use real personas (e.g., actual engineers or CFOs) to train reps directly, not just persona cards. Know your stories: Equip reps with customer stories that match problem, size, and industry — start with problem first if you can’t get all three. One thing to do: Update your win announcements (Slack, email, etc.) to include how the win happened (language used, objections handled, insights), not just celebrate it. KYLE’S PATH TO PRESIDENT’S CLUB: VP of Sales @ LaunchDarkly Sales Leader @ LaunchDarkly Global VP @ LaunchDarkly RESOURCES DISCUSSED Kyle’s LinkedIn Kyle Asay’s Sales Coaching Competencies Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Jul 9

Most orgs spend weeks training reps on the product… but months later, you’re still stuck with an empty pipeline. What if the key to ramping AEs faster was skipping product training (at first)? Kyle Asay (VP Global Growth Sales @ LaunchDarkly) shares how his team cut time to first deal by 49% by rethinking onboarding. Instead of starting with feature dumps, they focused on: ✅ Account prioritization ✅ Customer problems & personas ✅ Story-based selling If you lead a team or are ramping yourself, don’t miss this one. RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides

Jul 8

Steal Sean’s Secret to Using AI For Your Cold Emails Sean O’Brien breaks down how to leverage AI to rapidly research prospects and write personalized cold emails that cut your outreach time drastically, so you can send smarter, more effective messages that get real replies. 🎙 ACTIONABLE TAKEAWAYS: Use insights from sales calls and transcripts to train AI on key buying triggers and improve your outbound outreach. Focus your outreach within the same department, get explicit opt-in, and use “off the record” questions to uncover sensitive, valuable info about the buying process. Parrot your prospect’s exact words in email subject lines and messaging for higher engagement and authenticity. Don’t hesitate to have different team members send the same message to a prospect—sometimes a new voice gets the response you didn’t. SEAN’S PATH TO PRESIDENT’S CLUB: Enterprise AE @ Harvey Regional Sales Director @ Diligent Enterprise AE @ Mosaic.tech RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Jul 7

Tired of AI-generated cold emails that sound robotic? Here’s how Sean O’Brien (Enterprise AE @ Harvey) actually uses AI tools like Perplexity and ChatGPT to make outbound emails more personal and more effective. His 3-step process for using AI to write relevant, high-converting emails that boost reply rates without sacrificing quality: ✅ Identify the right decision-makers ✅ Find personalized intel and real-time insights ✅ Use AI to improve, not replace, your message

Jul 3

Most sales leaders don’t get fired for missing the number, they get fired for not knowing why . In this episode, Armand and Mark walk through the exact metrics framework you need to diagnose problems, report up, and actually run your revenue org. 🎙 ACTIONABLE TAKEAWAYS: Sales leaders fail when they guess instead of use data. Without clear metrics, leaders launch ineffective initiatives, lose team trust, and risk being replaced. Use the RROM framework to map metrics to the customer journey. Track key metrics across six stages: Awareness, Education, Selection, Onboard, Use, and Expand. RESOURCES DISCUSSED: R-ROM Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Jul 2

Struggling to connect your sales, marketing, and customer success teams? You’re probably missing a clear customer journey framework. In this video, we break down the Recurring Revenue Operating Model (RROM) —a framework for tracking key metrics across the customer journey, based on Jocko van der Kooi's model from Winning by Design . It outlines six critical stages of the journey, each with specific owners and metrics: Learn how to map your customer journey and track the right metrics at every stage: Awareness – Prospects become aware of your company or the problem you solve. (Owned by marketing) Education – Prospects show signs of interest and need to be converted into qualified pipeline. (Owned by SDRs) Selection – The formal sales process where qualified prospects decide on a vendor. (Owned by AEs) Onboarding – New customers are onboarded and driven to fast time-to-value. (Owned by the implementation team) Value Creation – Customer Success ensures ongoing, proactive value delivery, deepening product usage. (Owned by CS) Expansion – Growing the account by introducing new products or services, increasing revenue. (Owned by Account Managers) Each stage should have a clear leader responsible for stewarding customers through that phase and ensuring smooth transitions to the next stage. Without understanding this journey, companies can’t properly define or track meaningful metrics. RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides

Jul 1

📧 Preview the Cold Email Course: www.30mpc.com/blog/preview-the-cold-email-course This episode will completely reframe how you think about cold outreach. Jason Bay breaks down the three types of irresistible offers that get prospects to say yes, without pitching your product. 🎙 ACTIONABLE TAKEAWAYS: Pitch three types of offers starting with a blind date meeting, followed by one-to-many insights like benchmarks, and finishing with one-to-one custom value like workshops or audits. When using a one-to-many offer, lead with a visual that highlights the problem and ask the prospect how it matches their experience to open the conversation. Deliver a strong audit offer by analyzing the biggest pain point you solve, whether it's outbound performance, website optimization, or compensation benchmarking. When offering a pilot or free product, make sure a decision-maker is involved and they understand the cost of the full solution upfront. JASON’S PATH TO PRESIDENTS CLUB: CEO @ Outbound Squad Sales Influencer | ‘Top 27’ Sales Influencer to Follow @ Salesforce RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

Jun 30

There are three types of offers sellers can use to increase meeting conversion rates. Jason Bay (CEO 2 Outbound Squad, Sales Influencer @ Salesforce) breaks them down: ✅ The Blind Date — Hype up your AE or SE like you’d hype a friend before a first date. Build instant credibility. ✅ The One-to-Many — Share valuable industry insights, competitor gaps, or research-backed reports to spark curiosity. ✅ The One-to-One — Create personalized audits, resources, or benchmarks tailored to your prospect’s world. No weak CTAs. No generic meeting pitches. Just offers your prospects actually care about. Learn how to weave these into your cold calls, emails, and discovery process—plus how AI tools like ChatGPT make building custom resources faster than ever. RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides

Jun 30

Once per quarter, we share our content Roadmap with you → updates about the biggest content drops, new resources, and tactical sessions to help you on your sales journey. And folks, Q3 is absolutely stacked. Here’s what to expect: Cold Email Course: The Reply Method for Double Digit Replies: https://www.30mpc.com/course/cold-email-course (+ get the 2025 Cold Email Data Report when you join the course waitlist) Jason Bay’s Outbound Sequence Template: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template 30MPC’s Cold Email Course Template Pack: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack Jason Bay’s Cold Email ChatGPT Prompts: https://www.30mpc.com/blog/jason-bay-s-cold-email-chatgpt-prompts Cold Email Clinic: 10 Data-Backed Tactics That Double Replies: https://www.30mpc.com/episodes/cold-email-clinic-10-data-backed-tactics-that-double-replies We Break Down 3 Real Cold Calls (And One Is Mine): https://www.30mpc.com/episodes/we-break-down-3-real-cold-calls-and-one-is-mine The Cold Call Operating System for Sales Leaders: https://www.30mpc.com/episodes/the-cold-call-operating-system-for-sales-leaders Watch This One-Call Close (Live Discovery Tape Teardown): https://www.30mpc.com/episodes/watch-this-one-call-close-live-discovery-tape-teardown Work for 30MPC: https://jobs.ashbyhq.com/30mpc More News: • Welcome to our newest Club Host, Alex Murphy • Native YouTube-Style 30MPC content is coming

Jun 26

Nathan Broome brings a masterclass in building and operationalizing high-performing sales processes. He shares how great leaders drive clarity, prep their teams for success, and coach reps to consistent wins by simplifying execution at every stage of the deal cycle. 🎙 ACTIONABLE TAKEAWAYS: Map out your sales process step-by-step by defining what reps should do before, during, and after each call. Define the “big win” (W) for each call and give reps 3–5 different ways to achieve it—without over-prescribing. Run one-hour workshops per stage to break down the big win and key actions with your team before rolling it out. Action step: Pick one underperforming stage, define the single “win,” and have managers audit every call in that stage for two weeks to see if the win is being achieved. NATHAN’S PATH TO PRESIDENTS CLUB: Key Architect @ Outreach – Scaled SDR and SMB teams, eventually led Global Commercial Sales (150+ reps, 60% of revenue). Most Promoted Leader @ Outreach – Rose from SDR Leader to Head of Global Commercial Org with 5 promotions in 6 years. Enterprise Pioneer @ CaptivateIQ – Led shift from SMB focus to enterprise, landing marquee clients like Spotify and Netflix. RESOURCES DISCUSSED: The Ultimate 30MPC 5-Stage Sales Process Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Jun 25

Too many sellers get caught up chasing the "perfect" sales call — flawless questions, polished delivery, fancy frameworks. But here’s the truth: None of that matters if you don’t uncover a real, buyer-agreed problem you can solve. Nathan Broome (SVP of Sales @ Common Room) breaks down the simple but powerful concept of defining the Big W — the measurable win for every sales stage. From discovery to demos, your job isn’t to sound perfect — it’s to guide the buyer to clarity and prove you can solve their problem. Learn: ✅ How to simplify your discovery calls with outcome-based thinking ✅ Why messy, imperfect calls still convert — if you focus on the right thing ✅ How to structure demos around specific problems (and avoid overwhelming buyers) ✅ Why your sales process should adapt as you move from transactional to enterprise RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides

Jun 24

Getting your buyer live on the phone isn’t old school—it’s elite. In this episode, Michelle Cecil, two-time President’s Club winner at Procore, shares how dialing instead of emailing builds trust, collapses timelines, and puts you back in control of your deals. Her approach proves that the phone isn’t dead—it’s your most underused weapon. 🎙 ACTIONABLE TAKEAWAYS: Don’t negotiate over email — Use a “carrot on a stick” to earn a callback, then close the gap in live conversation where nuance and urgency can thrive. Own the reference process — Prep your prospect and your customer, set the agenda, and run the call. You are the producer—don’t outsource the close. Call before big demos — Reach out to every stakeholder with a simple message: “I want this meeting to be worth your time.” You’ll get more replies than you think. JUST DO THIS: Pick one deal in your pipeline. Find a reason to call your champion today—and do it. MICHELLE’S PATH TO PRESIDENT’S CLUB: Commercial AE: 2X President’s Club winner with 11 consecutive fully ramped quarters at or above quota from day one as an AE. AE to Commercial Manager: Promoted 5 times internally from SDR to Enterprise AE to Manager demonstrating consistent growth, adaptability, and long-term impact. Commercial AE: In 8+ years, missed only 2 quarterly numbers RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides JOB LISTINGS Account Executive (Sponsorships) Account Executive (Courses) Content Strategist

Jun 23

Too many reps lose deals by trying to negotiate or explain everything over email. Michelle Cecil (Commercial Sales manager @ Procore) breaks down why you should never negotiate in writing —and what to do instead to win more deals. You’ll learn: How to use the "carrot on a stick" to earn live calls Why delivering price live gives you an edge in negotiations The #1 pre-meeting prep tactic to build trust and tailor demos A better alternative to sending long, technical emails The power of clarity and why less is more when answering questions Whether you're handling pricing objections or prepping for a demo, this video will help you close more by picking up the phone. RESOURCES DISCUSSED: ⁠⁠⁠Join our weekly newsletter⁠⁠⁠ ⁠⁠⁠Things you can steal⁠⁠⁠ ⁠⁠⁠Save $50 on any 30MPC course⁠⁠⁠ with code “PODCAST” ⁠⁠⁠Free Sales Templates, Scripts and Guides

Jun 19

High velocity sales isn’t about rushing… it’s about precision, urgency, and clarity. In this episode, Mallika Sahay breaks down how to build a lightning-fast sales motion without sacrificing quality, trust, or control. 🎙 ACTIONABLE TAKEAWAYS: Use a product story early — Instead of saving the demo, introduce a product story on the first call to create momentum and shorten deal cycles. Track funnel-stage metrics — In high-velocity sales, monitor top, middle, and bottom funnel metrics closely to iterate quickly and stay on course. Rethink your sales motion — Don’t copy-paste your current process. Start from first principles and align every step with the buyer’s decision journey. Simplify pipeline reviews — Use just two key questions to assess deals: is there a real problem solver, and is there a clear path to closing? MALLIKA’S PATH TO PRESIDENTS CLUB: Sales Development Lead & Founder of SMB Sales @ Segment Head of Sales @ Census Startup Sales Lead @ Apollo Chief of Staff & Product Manager RESOURCES DISCUSSED: Sales Process Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Jun 18

Stop demoing on the first call. Instead, run a 60-second product tour that grabs attention, triggers discovery questions, and opens the door to multi-threading—all before you even show a single slide. Mallika Sahay (Fomer Sales Leader @ Apollo, Segment, Census) shares why a Product Tour on Call #1 is far more effective than a full demo—and how it transforms the sales conversation. In this video, you’ll learn: Why product tours work better than slide decks or full demos on call #1 How to use quick visual storytelling to spark curiosity When and how to pause, ask questions, and uncover new use cases How this approach leads to faster discovery and more stakeholders involved in deal #2 RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides

Jun 17

Bryan Charlton joins the show to break down how great reps spot deal risks early and keep momentum all the way to close. He shares real examples, practical tactics, and the mindset his team uses to win complex deals. 🎙 ACTIONABLE TAKEAWAYS: The contract isn’t the finish line. It’s the start. Set the tone for what happens in the first 30, 60, and 90 days so the buyer knows exactly what to expect. If a buyer says they’re looking for a tool, don’t stop there. Dig into the real problems that made them start searching in the first place. Your story has to make sense to everyone. The champion, the leaders, and the end users all need to believe this will actually work. If you’re blocked from talking to power, that’s okay. Just ask what would need to be true for them to feel comfortable making the intro next time. BRYAN’S PATH TO PRESIDENTS CLUB: Spent more than 12 years in sales @ Salesforce and FICO before joining Otter.ai Consistently hit quota by finding high-value deals in unexpected places—selling large software deals to banks in Hawaii, Credit unions, and even AI into tightly regulated financial services firms, while others focused on big brand name accounts RESOURCES DISCUSSED: Bryan’s LinkedIn Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Jun 16

Are you losing deals and not even realizing why? Bryan Charleton (Sales Manager @ Otter.ai ) shares the two most critical moments in the sales process where deals are either won—or fall apart: 1️⃣ The first discovery call: Learn how elite reps build trust from the first question and become indispensable to buyers. 2️⃣ Stakeholder coverage: Stop going single-threaded. We show you how to cover all the right personas—IT, business leaders, and end users—to close airtight deals. RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides

Jun 12

Three top sales leaders go deep on the tough stuff: getting promoted, standing out, coaching reps at scale, and whether commission is dead. If you're trying to grow your career or your team, this episode is a goldmine! 🎙 QUESTIONS ANSWERED: How can a sales leader grow fast enough to keep pace with a hyper-growth company? What is the most unconventional or controversial trait to hire for in a sales rep? What part of the sales process should never be automated? How can an SDR stand out among 30+ other applicants? What are three books every modern sales rep and leader should read? How can someone in a leadership role shift out of 90% IC work and into true leadership? RESOURCES DISCUSSED: Cold Calling Sucks (And That’s Why It Works) 30MPC Instagram Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

Jun 11

Struggling to land your first SDR job? 3 top sales leaders break down what actually gets you hired for an entry-level sales role in 2025. From cold calling a hiring manager at 5:45am to the unconventional traits that will get you hired, this video is packed with tips that go way beyond generic resume advice. RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides

Jun 10

Anthony Firenzi reveals the overlooked power of same-day follow-ups and how this one tactical shift can speed up your sales cycle, build trust, and close deals faster. 🎙 ACTIONABLE TAKEAWAYS: After big team meetings, send a group recap email, personalized 1:1 emails to each attendee, and a quick check-in message to your champion. In executive meetings, come in with a clear agenda, focus on their priorities, and skip small talk to maximize limited time. Compress the time between next steps by scheduling key follow-up calls as early as possible to maintain momentum. Create internal urgency by using internal dynamics or “bad guys” instead of relying solely on external deadlines. ANTHONY’S PATH TO PRESIDENTS CLUB: Revenue Leader @ Unify Corporate AE @ Lattice RESOURCES DISCUSSED: 30MPC Episode 23 Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

Jun 9

Struggling with slow deals and stalled follow-ups? Anthony Firenzi (Founding Revenue Leader @ Unify) shares a simple, proven tactic he uses to drive deal velocity: setting same-day next steps. RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides

Jun 5

Jordan Chavez shares a proven coaching framework to unlock what motivates your reps, build targeted skill plans, and dig deep with the ‘5 Whys’ to fix what’s really holding them back. 🎙 ACTIONABLE TAKEAWAYS: Use the Five Whys in both discovery and coaching to uncover the real root cause behind problems and drive meaningful change. Ask questions in a way that leads reps on a journey of self-discovery rather than making them feel judged or defensive. Create a quarterly PDP by having reps rate themselves in core areas, then use that to identify gaps, assign KPIs, and set weekly action steps. Role play repeatedly to improve discovery skills, and build trust by going first if the rep isn’t comfortable yet. JORDAN’S PATH TO PRESIDENTS CLUB: Building the Enterprise GTM at Actively.ai 3x Club - IC & Leader @ Navan 8 promotions in 6 years @ Navn RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” How to Run 1-on-1s Free Sales Templates, Scripts and Guides

Jun 4

Struggling to diagnose why your sales rep isn’t converting? Jordan Chavez (Head of Enterprise GTM @ ActivelyAI) breaks down his “5 Whys” sales coaching framework—a simple, proven method to uncover the real reason behind poor performance. Instead of jumping to surface-level fixes (like “just sell the value”), we’ll show you how to ask layered “why” questions that reveal what’s actually holding your reps back—whether it’s low confidence, weak discovery, or lack of preparation. Whether you're a sales manager, team lead, or AE looking to self-diagnose, this framework will help you stop treating symptoms—and start solving the real problem. RESOURCES DISCUSSED: ⁠Join our weekly newsletter⁠ ⁠Things you can steal⁠ ⁠Save $50 on any 30MPC course⁠ with code “PODCAST” ⁠How to Run 1-on-1s⁠ ⁠Free Sales Templates, Scripts and Guides

Jun 3

Nate’s Business Case Template Nate Nasralla shares how to craft a one-page business case that your champion can run with. By presenting it early, keeping it simple, and making it feel like an internal doc that earns buy-in from decision-makers. 🎙 ACTIONABLE TAKEAWAYS: Share an unfinished draft of your business case early to encourage collaboration and build alignment using Cunningham's Law. Present your business case in a simple, memo-style format limited to one page without flashy visuals or excessive content. Structure the one-pager with a priority-driven headline, problem statement, recommended approach, target outcomes, and required investment. Make the document feel like an internal memo by avoiding company branding and marketing polish. NATE’S PATH TO PRESIDENTS CLUB: Co-Founder @ Fluint Chief Growth Office @ Global Venture Network RESOURCES DISCUSSED Nate's One Page Business Case Template Join our weekly newsletter⁠ Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts, and Guides

Jun 2

Nate’s Business Case Template One of the largest deals Nate (Co-Founder @ Fluint & Chief Growth Office @ Global Venture Network) ever closed—$30M—was won with a single, unbranded page. No logos. No design. Just black text on white paper. Why? Because it felt internal to the customer—not like a vendor pitch. The structure? Just 5 parts: 1. Priority-Driven Headline – Use the exec’s own language 2. Problem Statement – Frame the problem in a way that aligns with what you uniquely solve 3. Recommended Approach – Highlight 3 key things only you can do differently 4. Target Outcomes – Flip the problem into clear, metric-driven results 5. Required Investment – Be honest about time, money, and effort—don’t minimize it The key? Anchor the entire narrative in what the executive already cares about. If it sounds like an internal initiative, it gets bought in like one. RESOURCES DISCUSSED ⁠⁠⁠Join our weekly newsletter⁠⁠⁠⁠ ⁠⁠⁠Things you can steal⁠⁠⁠ Save $50 on any 30MPC course⁠⁠⁠ with code “PODCAST” Nate's Business Case

May 30

If your first cold email asks for a meeting—you’re doing it wrong. In this video, Mark Kosoglow (Co-Founder/CEO @ OperatorChief + Revenue Officer @ Catalyst Software) breaks down a smarter outbound strategy: how to warm up buyers by educating them instead of pitching them. Whether you're an SDR, AE, or founder doing founder-led sales, this framework will help you increase reply rates and book more qualified meetings. RESOURCES DISCUSSED: ⁠Join our weekly newsletter⁠ ⁠Things you can steal⁠ ⁠Save $50 on any 30MPC course⁠ with code “PODCAST”

May 29

Mark Kosoglow reveals why most outbound fails before it even starts and how identifying the pain chain can radically improve your team’s results. 🎙 ACTIONABLE TAKEAWAYS: Define your ICP by real problems, not just data, to find the right prospects. Understand where prospects are in the buyer’s journey before asking for meetings. Use a “pain chain” of educational messages to move prospects from unaware to aware. Offer valuable insights or audits instead of just asking for meetings. MARK’S PATH TO PRESIDENTS CLUB: Co-Founder/CEO @ Operator Chief Revenue Officer @ Catalyst Software RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

May 27

This is a 30 minute masterclass on the 10 lessons every rep needs to know when it comes to cold calling. Armand and Nick walk you through five lessons each that will leave you feeling ready to put in the work and pick up the phones! ✅ Inside this episode: You learn how to navigate rejection from a single person and find an alternative route through other people in the company to close the deal How to improve your script when you’re struggling Handling rude responses and understanding they’re going to happen regardless, you’re doing nothing wrong! How to get someone’s attention (Hint: It’s not, “How’s your day going?” You get to say silly things on cold calls, as long as you do it with confidence! RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Benchmark yourself against baseline cold call metrics

May 22

Alex Kremer shares tactical leadership strategies to help sales managers build engaged teams by using breath work for presence, empowering reps, and structuring effective 1:1s that drive results. 🎙 ACTIONABLE TAKEAWAYS: Your vision shapes who you become today and guides the actions you take right now. Regularly asking your reps why they are at the company helps uncover their true motivations and commitment. Effective team meetings follow a clear structure: start with breathwork, then focus on vision, shoutouts, revenue tracking, and finish with pipeline and KPIs. Assigning “black belts” to lead skill trainings boosts engagement, helps reps learn better, and frees up leaders to focus on leading. ALEX’S PATH TO PRESIDENTS CLUB: Founder & CEO @ Alluviance Host @ Rising Leader Podcast Head of Sales @ Catalyst Software RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

May 21

Most leaders treat team meetings like a routine checklist, but they’re one of the few moments you have everyone’s full attention each week. Here’s how Alex Kremer (founder & CEO @ Alluviance) keeps his team motivated each time they meet: Start with Presence Get Your Team Involved Connect the Dots to a Bigger Impact The goal isn’t just to share numbers but to create a culture where your team feels valued and invested. Make your meetings a place for growth, not just updates. Watch the full episode TOMORROW ALEX’S PATH TO PRESIDENTS CLUB: Founder & CEO @ Alluviance Host @ Rising Leader Podcast Head of Sales @ Catalyst Software RESOURCES DISCUSSED: ⁠Join our weekly newsletter⁠ ⁠Things you can steal⁠ ⁠Save $50 on any 30MPC course⁠ with code “PODCAST”

May 20

Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators. 🎙 ACTIONABLE TAKEAWAYS: Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths. If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline. Look for pain points or questions about flexibility as triggers to ask for a shadow session where the prospect demos their workflow. Always balance the give-get in shadow sessions by offering specificity, implementation plans, or business case inputs in return. MAX’S PATH TO PRESIDENTS CLUB: Enterprise AE @ MaestroQA #1 ACV & TCV @ Productiv #1 SDR @ Zuora RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

May 19

Max Licht (Enterprise AE @ MaestroQA) breaks down his shadow-based discovery process. This technique goes beyond typical discovery calls, allowing you to witness firsthand where inefficiencies and bottlenecks are happening. 1. Identify the Painful Process - Research the customer's current workflow and tools (e.g., Excel, Salesforce) to understand the manual, time-consuming steps involved. - This reveals where inefficiencies exist, giving you a clear picture of the pain your solution can alleviate. It also helps you identify the "drag them through the glass" moments where the pain is most acute, which is critical for building urgency. 2. Set Up the Shadowing Session - Frame the shadow as a collaborative step to fully understand their process. Instead of just making claims, say something like, *“Before I make any promises, I want to fully understand your current reporting process to see where we can add the most value.”* - This approach shifts the focus from selling to problem-solving, making you a trusted partner rather than just a vendor. It also sets the stage for a more meaningful business case. 3. Conduct the Shadow - Watch the prospect use their current tools and processes. Take notes, capture screenshots, and pay attention to friction points, inefficiencies, and workarounds they rely on. - Seeing the workflow in action often reveals unspoken pain points and limitations that even the prospect might not articulate in a standard discovery call. This firsthand observation helps you tailor your pitch to the reality of their day-to-day work. 4. Use Shadows to Build a Business Case - Use the insights gathered to frame your solution as a direct response to the pain points you observed. For example, highlight how your tool eliminates specific inefficiencies, reduces manual steps, or streamlines complex reporting. - This concrete evidence makes your pitch more credible and aligns your solution directly with their business goals, increasing the likelihood of internal buy-in. 5. Follow Up Strategically - After the shadow, summarize your findings in a follow-up email or meeting, highlighting specific pain points you observed and how your solution can address them. Use this to drive urgency and move the deal forward. - This reinforces your credibility as a problem-solver and keeps the conversation anchored in real, observed issues, rather than hypothetical value propositions. 6. Use the Shadow as a Catalyst for Future Conversations - Reference specific pain points in later stages of the sales cycle, using them to frame your solution as a clear, tangible fix for their current frustrations. - This approach keeps the focus on solving their problems, reducing friction in the decision-making process and increasing the likelihood of a successful close. RESOURCES DISCUSSED: ⁠Join our weekly newsletter⁠ ⁠Things you can steal⁠ ⁠Save $50 on any 30MPC course with code “PODCAST”

May 15

Mark Nietzel returns with the exact systems he used to lead his team to 110% of quota and earn a President’s Club trip to Barcelona. This episode is a tactical blueprint for pipeline accountability, deal progression, and how leaders can maximize the impact of onsites. 🎙 ACTIONABLE TAKEAWAYS: Use the Lightning Pipeline Review to pressure-test deals with binary yes/no answers on key criteria. Enforce weekly pipeline trackers so reps forecast and explain exactly how they’ll build and progress pipe. Role play every critical conversation—even if it’s five minutes before the call—to eliminate flubs. Prioritize onsite visits between discovery and proposal to accelerate cycles or revive stalled deals. MARK NIETZEL’S PATH TO PRESIDENT’S CLUB: Commercial Sales Manager @ Procore Mid-Market Sales Manager @ Procore Senior Account Executive @ Procore Account Executive @ Procore RESOURCES DISCUSSED: Join our weekly newsletter Mark Nietzel's Lightning Pipeline Review Format Things you can steal Save $50 on any 30MPC course with code “PODCAST”

May 13

Get the official 30MPC Aligned Mutual Action Plan: https://30mpc.teamaligned.com/room/67a4ccb055dca14b5ff5be3a?avk=daf0c1b1e0bc Quantifying business impact without triggering sales pressure is hard, but Meredith Chandler shows you exactly how to do it. From confident pricing to bulletproof ROI framing, this episode is a tactical masterclass. 🎙 ACTIONABLE TAKEAWAYS: Use “Here’s why I’m asking” to frame quantifying questions as helpful, not self-serving Every 2–3 questions, pause to show empathy and keep buyers emotionally engaged Quantify time across four levels: direct time, opportunity cost, error cost, and ripple effect Don’t oversell ROI, ask how much impact would justify the price, and anchor conservatively MEREDITH’S PATH TO PRESIDENT’S CLUB: Head of Sales @ Aligned Head of Sales @ pclub Sales Director @ CaptivateIQ Head of Enterprise Sales @ SPIFF RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

May 12

Sales leaders—your CRM and dashboards are probably working against you. John Sherer shares tactical ways to clean the clutter, focus on the right metrics, and finally get reports that drive action (not confusion). 🎙 ACTIONABLE TAKEAWAYS: Ditch filters—build dashboards with pre-saved reports so your team gets faster, cleaner insights. Delete CRM fields that aren’t reported on or are full of junk to reduce noise and confusion. Only analyze win rates on mature pipeline from prior quarters to avoid skewed conclusions. Focus on four core metrics: intro meetings, late-stage deals, win rate, and inbound vs. outbound pipeline. JOHN’S PATH TO PRESIDENT’S CLUB: COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

May 8

FOUR ACTIONABLE TAKEAWAYS: Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust. Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate. Create a lever cheat sheet for your sellers so they know what they can give (discounts, services) and what to ask for in return to protect deal value. After major changes like a RIF, give the team a week to process, then reset expectations with managers leading the charge into the "new normal." PATH TO PRESIDENT’S CLUB: Chief Revenue Officer, Postal VP of International Sales, Wrike Senior Director of Sales, Wrike RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

May 6

Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning. 🎙 ACTIONABLE TAKEAWAYS: Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight. Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems. Mirror high-level goals and “before state” language to make case studies resonate more deeply. Size the “status quo” problem by auditing lost pipeline, then use it to build urgency and buy-in. JEN’S PATH TO PRESIDENT’S CLUB: Founder @ Demand Gen Head of Growth @ Lavender Chief Evangelist @ Challenger Enterprise Sales Director @ Challenger RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

May 5

🎙 ACTIONABLE TAKEAWAYS: Coach reps on storytelling—it’s a foundational skill that improves every sales conversation. Evaluate rep interview performance based on the questions they ask , not just their answers. Run mock pitches with target persona info—test prep, not product knowledge. Benchmark rep candidates one level below your best AEs to fairly assess potential. ANDREW’S PATH TO PRESIDENT’S CLUB: Head of Sales @ Superhuman Sr Director of Sales @ Scale AI Head of Global Email Sales & GTM @ Twilio Manager Enterprise Sales @ Twilio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

May 1

Guestie VP of Sales Jonah Mandel is back—and he’s bringing a battle-tested blueprint for leading a 60-person sales org. From onboarding frameworks to emotional pulse checks, this episode is a masterclass in scalable, high-intent leadership. 🎙 ACTIONABLE TAKEAWAYS: Win the first 30 days or lose the next 300—structure onboarding to build lasting habits. Idiot-proof dashboards so any leader can read them like a story, not a spreadsheet. Track rep engagement by reverse-sorting Slack conversations and checking in every 6 weeks. Use low-stakes "training leads" before letting reps handle high-revenue inbound. JONAH MANDEL’S PATH TO PRESIDENT’S CLUB: VP of Global Sales @ Guesty VP of Sales & Customer Success @ Capchase VP of Sales & Partnerships @ Alibaba Sales Manager @ ShopKeep RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

Apr 29

FOUR ACTIONABLE TAKEAWAYS: Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real business impact and executive priorities Drive deal velocity without discounting by pre-scheduling the implementation call. Lock in post-sale steps early to create natural pressure toward closing PATH TO PRESIDENT’S CLUB: Head of Sales, Unified GTM Strategic Accounts, Lattice Enterprise Account Executive, Lattice Mid-Market Account Executive, Lattice Business Development Representative, Lattice RESOURCES DISCUSSED: ⁠ Join our weekly newsletter ⁠⁠ ⁠⁠ Things you can steal

Apr 28

ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy. Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground. Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals. Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation. DAVID'S PATH TO PRESIDENTS CLUB: Senior Account Executive MM @ LinkedIn Account Executive SMB @ LinkedIn Sales Development Representative @ LinkedIn Creator Manager @ LinkedIn RESOURCES DISCUSSED: ⁠ Join our weekly newsletter ⁠ ⁠ Things you can steal ⁠

Apr 24

FOUR ACTIONABLE TAKEAWAYS: Schedule Everything: Cold call success starts with structure. Use scheduled power hours, follow-ups, and prospecting blocks to bring order and focus to your SDRs' day. Create Rituals That Boost Energy: Host a weekly kickoff meeting to align the team, recognize wins, and run call reviews. Energy is everything—ritualize it. Hold Reps to Input Standards: 150 dials per day is the expectation. If reps fall short, diagnose whether it’s a skill, will, or workflow issue and address it head-on. Use Your Top Reps as the Spark: Find your believers and get them dialing in public. Team momentum starts with a few people on fire—and then it spreads. COLIN'S PATH TO PRESIDENT’S CLUB: SVP of Revenue, Orum VP of Sales, Namely Senior Director of Sales, Namely Sales Manager, Zocdoc Sales Executive, Zocdoc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Apr 22

FOUR ACTIONABLE TAKEAWAYS Assume your buyer has 60 seconds to pitch your product internally. When sending recaps or justification materials, skip the deck send 2–3 crisp bullets that clearly communicate the top reasons to buy. Reset the agenda mid-call if needed. If a buyer jumps straight into content or things go off the rails, pause and suggest how to best use the remaining time. This keeps the call focused and productive. Use a “vibey demo” to open, then do deeper discovery later. Morgan starts with a product overview to spark curiosity, then uses the second call to dig into what resonated and why—leading to richer discovery. Reverse-engineer problems from product interest. When a buyer reacts positively to a feature, follow up with, “People usually want that because they’re struggling with X or Y—what’s going on in your world?” PATH TO PRESIDENT’S CLUB Sales Engineer @ Squint Head of Solutions Architecture @ Pave Field CTO @ Sisense Sales Engineering Manager @ Sisense RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Big Team Demo Deck

Apr 21

ACTIONABLE TAKEAWAYS: Set Multiple Agendas : Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome. Dangle the Carrot : Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo. Anchor to an Outcome : Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time. Be Blunt About Goals : In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust. MARK'S PATH TO PRESIDENTS CLUB: Commercial Sales Manager @ Procore Sales Manager, Emerging @ Procore Enterprise Account Executive @ Procore Senior Account Executive, Mid-Market @ Procore RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Michelle Cecil Episode

Apr 17

Consensus close rate guide: https://goconsensus.com/checklist/close-rates-demo-automation/ ACTIONABLE TAKEAWAYS: Time-Box Your Tools : Avoid checking Slack or email first thing in the morning—protect your focus by starting the day with intention. Buyer Actions > Seller Actions : Sales progress should be measured by what the buyer does, not how many activities the seller logs. Build a Momentum Score : Track 7–10 buyer behaviors (like demo views or EB engagement) to score deal health and predict close rates. Deals Must Survive 3 Rings : Every deal faces three negotiation phases—champion, procurement, and final signer, so plan resources accordingly. REX'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Consensus Senior Vice President of Sales @ Consensus Vice President of Sales @ Consensus Director of Sales @ HireVue RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Apr 15

Here are our 15 favorite tips from all 300 episodes of the 30 Minutes to Presidents Club Podcast Top 3 Cold Calling Tips Use " The Ledge " to buy yourself a second after objections with a preset line like “This one's totally on me.” Chunk up problems by translating tactical pain into executive-level consequences to earn senior interest. Watch the full ep A Tailored Permission Opener earns attention by referencing a relevant trigger and owning that it’s a cold call. Top 3 Cold Email Tips Run the triple by stacking a call, email, and LinkedIn touch to show you're a real human and boost response rates. Use relevant personalization by connecting a specific trigger to a problem you can solve. Trigger templates let you templatize personalization at scale while keeping it relevant and problem-focused. Top 3 Discovery Tips PPO (Purpose, Plan, Outcome) sets clear call expectations and avoids meandering discovery. Bucket questions steer conversations toward known problem areas while establishing credibility. Humbling disclaimers help you ask hard or sensitive questions without putting the prospect on the defensive. Top 3 Deal Process Tips The champion sandwich uses a prep call, exec meeting, and debrief to drive alignment and control. Test champions by asking how they'll justify the deal internally to reveal their true influence. Popcorn pricing anchors buyers toward larger packages with outsized perceived value. Top 3 Leadership Tips Document the wiggle (WGLL) by showing reps what great looks like with real examples and proof. Practice forward by role-playing for upcoming meetings instead of only reviewing past ones. Invert the hiring funnel by selling top candidates early, then opting them into deeper interviews and testing.

Apr 14

ACTIONABLE TAKEAWAYS: SPFs for Short-Term Change : Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdover Rules : Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency. The Iron Square : Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star. Customer-First Processes : Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs. ELEANOR'S PATH TO PRESIDENTS CLUB: Head of Sales @ Retool Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment Global Head of Commercial Renewals and Retention @ Segment Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Apr 10

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- Master the structure, questions, and flow of high-impact discovery calls ACTIONABLE TAKEAWAYS: Keep It Simple with a 3x3 Framework: Break the discovery call into three sections (agenda, meat, next steps), each with three core moves. This keeps reps oriented and avoids overwhelming them with 57-point checklists. Teach What to Get, Not Just What to Ask: Don't just train reps on questions. Teach them the four layers of discovery: situation → operational problem → executive problem → business impact. When they know where they’re going, they can improvise better questions. Use Repetition to Lock It In: Roll out discovery training in small chunks (preferably 2–3 sessions). Reinforce it weekly through tape reviews, roleplays, and pipeline reviews to evolve reps from 101 → 201 → 301 level skills. Discovery Trees Should Evolve Over Time: Start with a few problem trees, then refine them through live calls and team feedback. Your trees get "seasoned" over time—just like cast iron—with real examples, new objections, and better talk tracks.

Apr 8

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- YouTube video version: https://www.youtube.com/watch?v=y0H6G7toc9s ACTIONABLE TAKEAWAYS: Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run your Five Minute Drill and determine if it’s worth setting a next step. Use Discovery Trees to Guide Questions: Map out your prospect’s problems in four layers—situation, operational pain, executive problem, and business impact. Use simple transitions like “so what?” to climb down the tree, and reverse it when execs start with big priorities. Don’t just ask questions—build a roadmap first. Balance Give and Take: If you only ask questions, you’re interrogating. Use playbacks, pile-ons, praise, and parallel stories to add value throughout the call and build trust. Use vertical questions to go deeper on one topic instead of jumping all over the place. Run a Tight Five Minute Drill: In the last five minutes, validate if they want to solve the problem, when they want to solve it, and how they buy. Suggest the timeline and buying process based on what you’ve seen work—not what they think they should do. If they’re serious, schedule the next step while you’re still on the call.

Apr 7

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- Discovery Call Review: Talk Tracks & Tactics From A Top 1% Rep ft. Armand Farrokh, Makenna Turner, and David Rosenstein https://tactics.30mpc.com/real-discovery-call-review-talk-tracks-tactics-from-a-top-1-rep -- 7-Figure Sales Secrets: How to Close Your Biggest Deal in 2025 ft. Jason Bay and Jonathan Larson https://tactics.30mpc.com/7-figure-sales-secrets-how-to-close-your-biggest-deal-in-2025 -- How to Run Sales 1:1s and Coaching Sessions (That Don't Suck) ft. Kevin Dorsey https://tactics.30mpc.com/how-to-run-sales-1-1s-and-coaching-sessions-that-dont-suck -- How to Break into ENT Accounts with (Non-Cringey) AI Emails ft. Mark Kosoglow https://tactics.30mpc.com/how-to-break-into-enterprise-accounts-with-non-cringey-ai-emails -- Discovery Trees: Your Blueprint Uncover Massive Business Problems https://tactics.30mpc.com/create-your-own-discovery-tree-with-examples -- 7 Discovery Questions That Don't Feel Like Sales Questions https://tactics.30mpc.com/7-discovery-questions-that-dont-feel-like-sales-questions -- Join our weekly newsletter https://hubs.li/Q02NJQmg0

Apr 3

Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course FOUR ACTIONABLE TAKEAWAYS Run firmographic sprints with customer interviews. Ask about headwinds/tailwinds, KPIs, where they learn, and which sales emails stand out to better understand their world. Prep customers before training sessions. Make it clear their job is to teach the buyer’s world—not give a product testimonial—so reps get true industry insight. Structure sprints for learning and sharing. Start with external education, then shift to reps sharing industry insights weekly to build confidence and fluency. Use recognition over cash to motivate. A visible $100 spiff with scarcity and public praise was more effective than a quiet commission boost. Recognition > raw dollars. PATH TO PRESIDENT’S CLUB Founder, Speaker, & Workshop Leader @ Sales Melon Author (The Transparency Sale & The Transparent Sales Leader) Managing Director @ VentureScale Chief Revenue Officer @ PowerReviews RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 1

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- FOUR ACTIONABLE TAKEAWAYS Assume your buyer has 60 seconds to pitch your product internally. When sending recaps or justification materials, skip the deck—send 2–3 crisp bullets that clearly communicate the top reasons to buy. Reset the agenda mid-call if needed. If a buyer jumps straight into content or things go off the rails, pause and suggest how to best use the remaining time. This keeps the call focused and productive. Use a “vibey demo” to open, then do deeper discovery later. Morgan starts with a product overview to spark curiosity, then uses the second call to dig into what resonated and why—leading to richer discovery. Reverse-engineer problems from product interest. When a buyer reacts positively to a feature, follow up with, “People usually want that because they’re struggling with X or Y—what’s going on in your world?” PATH TO PRESIDENT’S CLUB Strategic Account Director @ Pave Enterprise Account Executive @ Pave Healthcare & Life Science Account Executive @ Carta Client Strategist @ PwC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 27

Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course FOUR ACTIONABLE TAKEAWAYS Your growth ICP might differ from your new business ICP: New Biz = CRM, but Growth is all about whitespace. Growth isn’t just about net new—it’s about expanding within. Think users, not logos. How are customers already interacting with your company:Take advantage of support. Train your support team on upsell triggers – chat, email, drift. Example: How can I do more emailing in the tool? Marketing automation. Big Deal Review: Double ACV Through Team Selling. Want bigger deals? Put more eyes on them. Biweekly Reviews: 2 AEs present deals to VP, peers, SEs. Open discussion. Team Selling in Action: Everyone contributes—challenges, ideas, strategy. Weekly Round table: Start weekly team meetings with open sharing. Surfacing challenges early helps you prioritize and tackle what matters most. COURTANY'S PATH TO PRESIDENT’S CLUB Director, Growth Sales @ Unbounce Director of Growth Sales @ Insightly Sales Manager, Growth @ Insightly Senior Account Executive @ Insightly Corporate Account Executive @ UserTesting RESOURCES DISCUSSED Read : Join our weekly newsletter Steal : Templates, drips, scripts

Mar 25

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- FOUR ACTIONABLE TAKEAWAYS Demo with KPIC + Make Them Hold It : Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant. Use “Assuming We Can…” : Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold to. Reference Problem Children : Personalize the demo by naming specific team members or pain points, making it easier for the buyer to visualize solving their real-world problems. Multithread with Purpose : Frame next steps as critical to their success, not yours—“To get you what you want, we’ll need Jane’s input too. How can we involve her?” KD'S PATH TO PRESIDENT’S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read : Join our weekly newsletter Steal : Templates, drips, scripts

Mar 20

Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course FOUR ACTIONABLE TAKEAWAYS Establish a Clear Reference Policy : Without a structured reference policy, reference calls become chaotic, frustrating customers and reps alike. Set clear guidelines to manage them effectively. Optimize the Time Between Meetings : Sales doesn’t just happen in meetings. Define clear steps for reps to take between meetings to maintain momentum and advance deals. Leverage Your Network for Referrals : Take a list of active discovery calls, cross-reference with Sales Navigator, and identify referral opportunities from leadership, investors, and past customers. Strategically Introduce Connections : If a referral is strong, facilitate an immediate intro. If weaker, have the AE use it as a warm door opener to build rapport before making the ask. KELVIN'S PATH TO PRESIDENT’S CLUB Sr Sales Manager @ Vitally.io Sales Manager @ Vitally.io Sales Manager @ Drift Manager, Renewals & Account Management @ Drift RESOURCES DISCUSSED Read : Join our weekly newsletter Steal : Templates, drips, scripts

Mar 18

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- FOUR ACTIONABLE TAKEAWAYS Match Tonality to Questions : Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask. Don’t Push Economic Impact Too Soon : Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet. Three Levels of Problem Questions : First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency. Use Questions with Leads : Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor. KD'S PATH TO PRESIDENT’S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read : Join our weekly newsletter Steal : Templates, drips, scripts

Mar 17

Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages. Present Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock. Use Strategic Comparisons: Position your premium option near a slightly lower-tier offer to make it an attractive choice, while avoiding comparisons to much cheaper options. BELAL'S PATH TO PRESIDENT'S CLUB Founder @ LearnToSell.io Head of Sales @ GTM Buddy Enterprise Account Executive @ ClearBit Head of Business Development @ BioIQ RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 13

Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course ACTIONABLE TAKEAWAYS: Give Immediate Feedback : Don’t wait until later—debrief with reps right after a call while the details are fresh. Sales has lost this habit with back-to-back Zoom meetings, but it’s critical for development. Create a Coaching Cadence : If you don’t set a structured coaching schedule, it likely won’t happen consistently. Define clear coaching sessions, including frequency and focus, to ensure real progress. Structure Call Reviews : Block two hours weekly to review calls. Assign themes (e.g., discovery, negotiation), require reps to provide timestamps, and have them self-diagnose before your feedback. Expand Practice Beyond Role Plays : Role plays aren’t the only way to improve. Have reps document key impact questions, map org charts for multithreading, or identify missing stakeholders in deals. CHARLES' PATH TO PRESIDENTS CLUB Founder @ Carroll Sales Consulting VP of Enterprise Sales @ FullStory Head of Enterprise & Strategic Sales @ Recurly Sales Director @ NewsCred RESOURCES DISCUSSED Discovery Course Join our weekly newsletter Things you can steal

Mar 11

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- ACTIONABLE TAKEAWAYS: Use Humbling Disclaimers : Preface tough questions with softening statements like, “I’m not quite sure how to ask this,” or “This might feel direct.” It lowers defensiveness and makes hard questions land better. Dig Into Prospect Rumblings : Prospects often hint at problems rather than state them outright. Listen for vague concerns and use a humbling disclaimer to drill deeper into the real issue. Refine Bucket Questions : Instead of stating, “Every CRO faces these three problems,” add nuance: “Many CROs I speak with mention challenges like…” This avoids defensiveness and keeps the conversation open. Follow a Clear Flow : Get permission to ask questions, surface problems without assumptions, prompt for real examples, then use humbling disclaimers to quantify impact without making prospects uncomfortable. CHARLES' PATH TO PRESIDENTS CLUB Founder @ DiscoveryCoach.io Sales Enablement Manager @ AlphaSense Lead Revenue Enablement Manager @ CB Insights Senior Sales Training Manager @ CB Insights RESOURCES DISCUSSED Discovery Course Join our weekly newsletter Things you can steal

Mar 10

There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing. 🛑 Bad: Never setting next steps 🟡 Okay: Setting steps on every deal 🟢 Good: Setting steps on REAL deals Instead, first determine if the deal is worth setting next steps with at all. Then, you should recommend the appropriate next step, but only if your prospects have proven that it's worth keeping them in your pipeline. That's where the Five Minute Drill comes in: Three questions you can ask at the end of every single call to determine if and how you set a next step. 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 1: 𝐃𝐨 𝐘𝐨𝐮 𝐖𝐚𝐧𝐧𝐚 𝐁𝐮𝐲? If you can practice ONE THING, it's this. Any time you offer a demo, a pilot, a proposal, you are giving your time away to a prospect. And that's fine. But only if you get something in return. If you're investing more time with them, you should expect that they won't waste it and affirm that this is actually leading somewhere. 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 2: 𝐖𝐡𝐞𝐧 𝐝𝐨 𝐲𝐨𝐮 𝐰𝐚𝐧𝐧𝐚 𝐛𝐮𝐲? You can't properly suggest a next step until you understand their timeline to solve the problem we just agreed upon. If they want to solve this problem in 3 weeks, we'll use their answer to drive far more urgency than if this weren't a problem to solve for 6 months. 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 3: 𝐇𝐨𝐰 𝐝𝐨 𝐲𝐨𝐮 𝐰𝐚𝐧𝐧𝐚 𝐛𝐮𝐲. Guess what, the last question isn't a question. You should always suggest and confirm next steps because you've sold your software far more times than they've bought it. Frame your ask in terms of their best interest, not yours. Based on what you learned in the first two questions: what is the next step you need to take to solve their problem by the time they want it solved? And don't just suggest one next step, suggest next-next steps so they explicitly buy into a sales process, not a free 60 minute demo. Full breakdown of the 5 minute drill: https://www.30mpc.com/newsletter/how-to-set-next-steps-in-sales-with-the-5-minute-drill Join our weekly newsletter: https://hubs.li/Q02NJQ8p0 Things you can steal: https://linktr.ee/30mpc_youtube #30Minutestopresidentsclub #30mpc

Mar 6

ACTIONABLE TAKEAWAYS: No Last-Minute Coaching : Avoid changing a rep’s game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome. Stick to One Coaching Theme : Don’t introduce a new area of improvement after every call. Focus feedback on a consistent theme to drive real progress. Align on Call Emotion : Before a discovery call, ask your rep how they want the prospect to feel. This sets the right tone and helps shape their delivery. Know Your Role in Calls : As a manager, decide if you’re leading, coaching, or just reading the room. Adapt based on the rep’s experience level and the call type. ALEX'S PATH TO PRESIDENT'S CLUB: Founder & CEO @ Alluviance Director of Sales Commercial @ Outreach Director of Sales Corporate @ Outreach Territory Account Executive @ Microsoft RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Mar 4

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- ACTIONABLE TAKEAWAYS: Deflect Product Questions Early : When a prospect asks about your product upfront, redirect by asking what’s happening in their business that made them look in the first place. Avoid the trap of leading with features. Reduce Technical Objections : If a prospect fixates on a small technical blocker, refocus on the bigger business problem. Aligning on major pain points can make minor technical concerns less of a deal-breaker. Dig Beyond Surface Problems : Low win rates aren’t the real problem. The true impact is missing revenue targets, losing reps, or struggling to hit quota. Always tie issues to business consequences. Identify the Root Cause Before Solving : Before proposing solutions, confirm the real problem, its impact, and the root cause. Then present your solution in a way that connects all three. KEENAN'S PATH TO PRESIDENTS CLUB: CEO @ A Sales Growth Company Author of Gap Selling VP of Sales @ 2Wire VP of Sales @ Avaya RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 3

ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions : Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps : Use questions to guide the process without being pushy, keeping the prospect engaged. Teach Process Over Just Problems : Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust. Uncover Intent Behind Extra Steps : When extra steps are requested, ask what they aim to learn to suggest simpler options. DAN'S PATH TO PRESIDENTS CLUB: Senior Vice President of Global Sales @ Challenger VP of Sales, Account Management @ Challenger VP of Sales, Major Accounts @ Challenger Managing Vice President, Sales & Community @ Evanta RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Feb 27

PLAYBOOK TAKEAWAYS: Aim for 70% attainment and 70% participation to create a winning culture. Avoid feast-or-famine environments where only a few reps succeed. Use historical data to set quotas based on pipeline, win rates, and deal size. Every quota increase must be backed by an investment in pipeline, win rates, or deal size. Revisit quotas once per year, unless there’s a massive skew in attainment. Communicate quota changes with transparency and clear justification. Avoid high attainment with low participation, which creates resentment and turnover. Quota planning should be a business decision, not just a sales decision. Keep top reps busy before adding more headcount to avoid diluting pipeline. Simple, fair comp plans drive engagement and motivation. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Feb 25

FOUR ACTIONABLE TAKEAWAYS Create a Not-To-Do List : Identify low-value tasks to eliminate instead of just adding more effort. Free up time for strategic activities like prospecting and closing. Prioritize RGAs : Focus only on activities that create new pipeline or advance existing deals. Everything else is a distraction. Enterprise Deal Timeline : Q1 is for building a POV and landing initial meetings. Q2 is for discovery and securing an executive sponsor. Q3 is for proposal, negotiation, and procurement. Q4 is for closing. Rule of 100 for Enterprise Outreach : Target the top 20% of accounts with high potential. Reach out to 10 executives with at least 10 touches each—totaling 100 strategic touchpoints per account. PATH TO PRESIDENT’S CLUB Founder of Ian Koniak sales training/consulting Strategic Account Director @ Salesforce.com Director of Sales @ Ricoh RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Ian’s free training

Feb 24

ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first. Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process. Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday. ELEANOR'S PATH TO PRESIDENTS CLUB: Head of Sales @ Retool Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment Global Head of Commercial Renewals and Retention @ Segment Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Feb 20

ACTIONABLE TAKEAWAYS: Understand Rep Motivation : Identify what drives each rep—money, career growth, or exploration—then get their permission to push them toward that goal, laying the foundation for future coaching. Call Out the Situation First : Before changing a rep’s behavior, acknowledge the dynamic at play so both parties are aligned. This prevents resistance and confusion. Leverage Top Performers : Coach high performers by challenging them to reach the next level and putting them in the spotlight to lead trainings, reinforcing best practices for the team. Coach in Buckets : Break down calls into sections and ensure reps get the fundamentals right before refining their style, making feedback more structured and actionable. ALEX'S PATH TO PRESIDENT'S CLUB: Founder & CEO @ Alluviance Director of Sales Commercial @ Outreach Director of Sales Corporate @ Outreach Territory Account Executive @ Microsoft RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Feb 18

FOUR ACTIONABLE TAKEAWAYS Understand the VEX Scale : Classify prospects as Vetted (using a competitor), Educated (familiar but undecided), Cold (new to the space), or Self-Service. Tailor your approach accordingly. Ask About Their Journey : Send an email upfront asking where they are in their learning process. This helps you position the conversation at the right level. Skip Basic Discovery for Vetted Prospects : If they already use a competitor, focus on their current solution’s gaps and ideal outcomes instead of re-explaining the category. Avoid Restarting Discovery : When new stakeholders join later calls, recap prior findings first, then ask how those problems impact their specific role. JAKE'S PATH TO PRESIDENT’S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 17

ACTIONABLE TAKEAWAYS: Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions. Double Personalize Outreach: Combine company-specific observations with industry trends to create messaging that feels hyper-relevant. Build a Strategic Research Framework: Create a table to map key initiatives (e.g., IPO readiness) on one side and sources of information (e.g., 10-K reports, CEO interviews, press releases) on the other. Leverage AI for Efficiency: Use tools like ChatGPT or Copy AI to analyze information from sources like job postings, financial documents, or industry trends. KYLE'S PATH TO PRESIDENT'S CLUB: CMO @ Copy.ai CMO @ Clari VP, Revenue Growth & Enablement @ Clari Director Sales Development & Enablement @ Clari Sr. Director Sales Development & Optimization @ Looker RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Feb 13

FOUR ACTIONABLE TAKEAWAYS Interview Kits for Prep : Send candidates an interview kit outlining expectations, key questions, and details on interviewers. Poor answers indicate lack of prep or poor fit. Evidence-Based Questions Only : Avoid hypotheticals. Ask for proof of past performance (P.O.P.) to assess real experience and capabilities. Screening Videos Save Time : Require a three-minute video on a key trait (e.g., perseverance). Evaluate clarity, instructions-following, and presentation skills before a live interview. Live Deal Review Test : Have candidates walk through a real deal they closed. Assess how they sourced, ran discovery, demoed, and closed, treating it like an actual deal review. KD'S PATH TO PRESIDENT’S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read : Join our weekly newsletter Steal : Templates, drips, scripts

Feb 11

FOUR ACTIONABLE TAKEAWAYS ChatGPT Research Triangle : Before outreach, prompt ChatGPT with the industry (including sub-industry), job title, and your product’s value. This ensures messaging aligns with trends relevant to the prospect. Use Industry Jargon : Ask ChatGPT for insider terminology that VPs in specific industries use. This makes your messaging sound more credible and tailored to their world. Refine Email Sequences : Provide ChatGPT with your email templates and ask it to integrate industry-specific revenue drivers. This keeps messaging structured while adding personalization. Smarter Discovery Questions : Use ChatGPT insights to refine questions that demonstrate expertise. Instead of generic asks, tailor them to industry trends and job-specific challenges. PATH TO PRESIDENT’S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 10

ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; combine them with company insights to craft personalized, compelling outreach. 80/20 Email Framework: Provide reps with an 80% completed template (signal, company insight, ideal state, light CTA), letting them personalize the final 20%. FLORIN'S PATH TO PRESIDENTS CLUB: Head of Sales Development @ Common Room Director of Sales @ Barley Senior Manager, Sales Development @ Loopio Manager, Sales Development @ Loopio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Feb 6

FOUR ACTIONABLE TAKEAWAYS Focus on High-Impact Problems : Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues. Leverage 2x Multipliers : Target improvements that can double key metrics rather than marginal gains. Align leadership early so they understand why other issues aren’t top priority. Weekly Wiggle Wednesdays : Hold a one-hour leadership meeting to refine sales tactics. Use the four D’s: define, document, demonstrate, and deliberately practice new strategies. Transparent 1:1 Tracking : Link manager-rep 1:1 docs to the director’s 1:1 doc. Track each rep’s key metric, issue diagnosis, and growth plan for better coaching visibility. KD'S PATH TO PRESIDENT’S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read : Join our weekly newsletter Steal : Templates, drips, scripts

Feb 4

ACTIONABLE TAKEAWAYS: Permission-Based Introduction : Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about. Funding Intent Matters : Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal. AE & SDR Account Strategy : AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance. Account Tiering System : Rank accounts as green (30-50), yellow (130), or red (30-50) based on deal size and buying likelihood to prioritize outreach effectively. MADDY'S PATH TO PRESIDENTS CLUB: Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies Account Executive @ Procore Technologies Senior Business Development Rep @ Procore RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Feb 3

ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods : Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach : When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack : Identify key timeline drivers, like contract end dates or business seasonality, to create urgency. Turn Want into Why : During discovery, dig deeper to find the real business problem behind a customer’s desire for change. JOHNNY'S PATH TO PRESIDENTS CLUB Commercial Account Executive @ Talkdesk Enterprise Sales Development Manager @Talkdesk Team Lead, Enterprise Sales Development @ Mimeo Enterprise SDR @ Mimeo RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Jan 30

Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows. ACTIONABLE TAKEAWAYS: Hire Builders First : Early sales hires should create processes, while later hires follow them. CEO Sales Involvement : Founders should sell until they define the product and process, then transition to AEs. Scaling Key Roles : Maintain a 1:1 AE to SDR ratio early, shifting to 2:1 later. Hire RevOps early; SE and enablement depend on need. Manager & Director Timing : Keep managers at 8 reps max, stretching to 10-12 if needed. Delay director hires until managing at least three managers. RESOURCES DISCUSSED: Stages of Sales Leader Episode Join our weekly newsletter Things you can steal

Jan 28

ACTIONABLE TAKEAWAYS: Align Messaging to Roles : End users want simplicity, managers focus on team metrics, and execs care about goals and risk. Match your message accordingly. Use Credible Content : Share third-party sources like Gartner or HBR instead of only company case studies to build trust. Amplify the Problem Early : Send data or insights highlighting the problem’s urgency in the early stages of the sales cycle. Simplify Implementation Late : Provide resources like change management guides to ease rollout and reduce risk. KRYSTEN'S PATH TO PRESIDENTS CLUB: Founder @ KrystenConner.com Enterprise Account Executive @ UserGems Enterprise+ Account Executive @ Outreach Enterprise Accounts, Financial Services @ Tableau Software Strategic Accounts @ PowerSchool RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Jan 27

ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to think and respond meaningfully. Master the Five Types of Tone: Use different tones—curious, confused, concerned, challenging, and playful—to guide conversations and elicit the right responses. Challenge Prospects with a Direct Tone: A challenging tone helps push prospects to take action, especially when addressing tough issues like low-quality leads. JEREMY'S PATH TO PRESIDENT'S CLUB: Founder @ 7th Level VP of Sales @ Pinnacle Security RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Jan 23

ACTIONABLE TAKEAWAYS: Ban Product-Specific Language: Prohibit product-focused terms like "roles-based access" in deal reviews. Instead, prompt reps to explore the customer’s "why" behind their needs, driving better customer questioning and understanding. Tie Incentives to Certifications: Require reps to complete critical certifications (e.g., discovery certification) to access desirable benefits, such as inbound leads, ensuring alignment between AE and leadership goals. Consistency in Value Framework: Maintain your value selling framework across every sales stage—from discovery to demo to proposal—ensuring consistent messaging and alignment throughout the cycle. Embed Framework into Processes: Update all sales processes, stages, and deal reviews to reflect new frameworks. Regularly reinforce these changes in weekly reviews to ensure training sticks and drives lasting behavior changes. ELEANOR'S PATH TO PRESIDENTS CLUB: Head of Sales @ Retool Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment Global Head of Commercial Renewals and Retention @ Segment Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Jan 21

Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast. Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward. Stage 2 Solution Agreement: Confirm the solution addresses the agreed problem effectively. Stage 3 Power Agreement: Secure buy-in from decision-makers and key stakeholders. Stage 4 Commercial Agreement: Reach consensus on pricing, terms, and conditions. Stage 5 Vendor Approval: Navigate internal processes to finalize and approve the deal. Map these stages to your sales cycle, define clear exit criteria for each, and identify opportunities to combine calls or stages to accelerate deal velocity. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Jan 20

ACTIONABLE TAKEAWAYS: In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses. In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them. PATH TO PRESIDENT’S CLUB" Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, Inc. Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 16

FOUR ACTIONABLE TAKEAWAYS: Name Badge Optimization : Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge feel natural. Post-SKO Follow-Up Plan : SKO momentum fades quickly. Implement a follow-up plan within days to sustain energy and carry it into the sales year. Session Energy Management : Use high-energy sessions earlier when attention is stronger. Save interactive or fun activities for post-lunch when engagement dips. Pre-Vet Presenters : Plan sessions a month in advance and require presenters to rehearse. Avoid costly, unpolished presentations that waste valuable sales time. JD'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Kantata Chief Revenue Officer @ Motus Managing Director @ Bravo Solution Vice President, Americas @ Workplace Systems RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Jan 14

ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy. Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground. Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals. Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation. DAVID'S PATH TO PRESIDENTS CLUB: Senior Account Executive MM @ LinkedIn Account Executive SMB @ LinkedIn Sales Development Representative @ LinkedIn Creator Manager @ LinkedIn RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Club Pass

Jan 13

Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that. Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework. Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion. Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 9

ACTIONABLE TAKEAWAYS: SPFs for Short-Term Change : Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdover Rules : Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency. The Iron Square : Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star. Customer-First Processes : Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs. ELEANOR'S PATH TO PRESIDENTS CLUB: Head of Sales @ Retool Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment Global Head of Commercial Renewals and Retention @ Segment Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Jan 8

The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways The biggest mistake in The Problem Proposition: going through the motions instead of joining the pain. Join the ridiculousness of the triggering problem. Almost brush over your one-sentence solution. Shrug your shoulders during the interest-based CTA.

Jan 8

The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem. Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory. One-Sentence Solution. If you get the problem right, all you need is one sentence to explain your solution (we do X so that the problem goes away). Interest-Based CTA. Validate their interest before you ask for the meeting, using softening language, no-based questions, and mini push-aways.

Jan 7

ACTIONABLE TAKEAWAYS: Set Multiple Agendas : Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome. Dangle the Carrot : Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo. Anchor to an Outcome : Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time. Be Blunt About Goals : In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust. MARK'S PATH TO PRESIDENTS CLUB: Commercial Sales Manager @ Procore Sales Manager, Emerging @ Procore Enterprise Account Executive @ Procore Senior Account Executive, Mid-Market @ Procore RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Michelle Cecil Episode

Jan 6

RESOURCES DISCUSSED: Club Pass (Course & Community) Johnny Larson (New Club Member) Johnny's Past Episodes: Episode 1 Episode 2 Episode 3 Q1 Tactic Teardowns (Sales Nav, Pitch Script)

Jan 2

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS: Simplify Dashboards : Skip filters and create pre-built reports for dashboards. It saves time and provides clearer insights without extra clicks. Trim CRM Fields : Remove unused CRM fields. If you’re not reporting on them or they’re filled with junk data, they’re just slowing you down. Analyze Mature Pipeline : For accurate win rates, focus on qualified deals created in earlier quarters. Allow time for deals to mature before assessing. Core Metrics Dashboard : Track four key metrics—intro meetings, late-stage deals, win rates, and inbound versus outbound pipeline. JOHN'S PATH TO PRESIDENT’S CLUB COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 31, 2024

The top 15 sales tips shared on the podcast in 2024 (full episodes linked below) Prospecting Best Practices: "That's Exactly Why I Called" Response: Use objections as a reason to keep the conversation going (Sara Uy) Presuppose the Problem: Start with, "You've probably looked into X before, huh?" to reduce sales pressure and uncover nuance (Josh Braun) Call Yourself First: Test new phone numbers for spam labeling before dialing prospects (Ken Amar) Effective Email Structure: Combine business initiatives, industry trends, and triggers for personalized, resonant cold emails (Kyle Coleman) Heard the Name Tossed Around Opener: Open with network credibility, then focus on problem-centric pitches (from the "Cold Calling Sucks" book) Discovery & Sales Process Best Practices: Problem Storytelling: Turn problem agreement into a story by asking, "When did you realize this was a problem?" (Charles Muhlbauer) The 1–10 Feedback Question: Ask prospects to rate your demo and explore what would make it a 10 (Steven Bryerton) Don’t Mistake Activity for Achievement: Align sales stages with outcomes (Mark Kosoglow) Use Labels in Negotiations: Diffuse tension by labeling emotions, e.g., "It seems like you just want to get a good deal," to avoid triggering defensiveness (Chris Voss) Lead, Don’t Ask, Mid-Cycle: Overcome indecision by offering clear recommendations and removing irrelevant options (Matt Dixon) Leadership Best Practices: Invert the Hiring Funnel: Sell candidates on the opportunity first, then test skills later (Hiring Playbook) Disarming Transparency in Hiring: Share risks and weaknesses with candidates to surface objections early and build trust (Mark Kosoglow) 20/80 Training Rhythms: Spend 20% of the time introducing new skills and 80% reinforcing them weekly (Training Playbook) Pipeline Squeeze: Ask key questions (e.g., deal size, close date, buyer awareness) to assess pipeline health and socialize results (John Sherer) Document the Wiggle (W.G.L.L): Define "what good looks like," then practice targeted scenarios repeatedly for efficiency (Kevin Dorsey) Thanks sellers for tuning in this year! See you in 2025 with more of the most actionable tips in sales, be sure to subscribe to our weekly newsletter here.

Dec 30, 2024

Enjoy this clip from episode 247 w/ Charles Muhlbauer ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured Position involving decision-makers as beneficial for them, making it easier to get in front of power PATH TO PRESIDENT’S CLUB Founder @ DiscoveryCoach.io Sales Enablement Manager @ AlphaSense Lead Revenue Enablement Manager @ CB Insights Senior Sales Training Manager @ CB Insights RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 26, 2024

ACTIONABLE TAKEAWAYS Prioritize Storytelling : Assess storytelling skills during interviews and coach reps on it. It's a foundational human communication skill that drives sales success. Evaluate Questions Asked : Learn as much from the questions a rep asks as you do from their answers. It reveals their curiosity and understanding. Mock Pitch Preparation : Let candidates pitch your product with basic information provided, such as target personas, company size, and common challenges. Avoid setting them up to fail. Grade with Context : When evaluating candidates, adjust expectations. Benchmark them one level lower than your top AEs to account for their lack of product knowledge. ANDREWS'S PATH TO PRESIDENTS CLUB: Head of Sales @ Superhuman Sr Director of Sales @ Scale AI Head of Global Email Sales & GTM @ Twilio Manager Enterprise Sales @ Twilio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Dec 24, 2024

ACTIONABLE TAKEAWAYS Leverage POC Momentum : Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal. Involve Executives in POCs : Require VP-level involvement for POCs. Share examples of risks when executives are excluded to build alignment and trust. Confirm POC Entry Criteria : Secure problem agreement, power alignment, and price understanding before starting a POC to avoid misalignment. Set Realistic Exit Goals : Use achievable metrics, like output benchmarks, within the POC timeframe. Avoid long-term criteria that extend beyond the POC. DEREN'S PATH TO PRESIDENTS CLUB SVP of Sales @ JustCall VP WW Sales @ Ambassador Labs Global Head of Data Analytics Sales @ Google Head of Looker North American Sales @ Google RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Dec 23, 2024

FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. After sending a LinkedIn video, start by asking, "What did you think of the video?" followed by "What didn't you like about the video?" to engage prospects. Leverage your last interaction—whether it's a video, voicemail, or previous call—as the reason for your next outreach to create continuity and context. PATH TO PRESIDENT’S CLUB Sales Director @ Pareto Senior Business Development Manager @ Pareto Senior Account Executive @ Pareto Account Executive @ Pareto Business Development Representative @ Pareto RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 19, 2024

Get your forecasting resources ACTIONABLE TAKEAWAYS Commit Deal Essentials : Reps must report four details for commit deals: dollar amount, close date, economic buyer, and their engagement. If not engaged, share the plan to involve them. Three Forecast Methods : Use a top-down pipeline view, a bottoms-up deal analysis, and AI tools for better forecast accuracy. Combining these improves reliability. Quarterly Milestones : By month one, secure 50% of forecasted deals. Month two should see 60% closed, leading to 100% by month three. Prioritize Best Case Deals : Spend less time on commits with clear criteria. Focus on best-case deals and strategies to convert a few more into wins. TAYLOR'S PATH TO PRESIDENTS CLUB: VP of Sales @ Xactly RVP, Sales - NA Growth & Commercial @ Xactly RVP, Sales - West & NA Growth Head of GTM @ roOomy RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Dec 17, 2024

ACTIONABLE TAKEAWAYS Streamline Proposals : Remove unnecessary features to cut costs and stand out from competitors with bloated quotes. If prospects need a feature, they’ll request it, giving you control to reintroduce it strategically. Ask Questions on RFPs : Use RFP responses to ask about priorities and requirements, opening the door for discovery and tailoring your response to their needs. Disqualify Early : Disqualify deals if your product isn’t a fit or their problem seems like a “nice-to-have.” Identifying this early saves time and lets you focus on better opportunities. Test Product Gaps : If a feature is missing, ask how critical it is to their goals. Confirm whether this gap is disqualifying or if the deal can move forward. JOHNNY'S PATH TO PRESIDENTS CLUB Commercial Account Executive @ Talkdesk Enterprise Sales Development Manager @Talkdesk Team Lead, Enterprise Sales Development @ Mimeo Enterprise SDR @ Mimeo RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Give Johnny a Follow

Dec 16, 2024

FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity. Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting. When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Webflow Senior Account Executive @ Webflow Account Executive @ Webflow Senior Corporate Account Executive @ Udemy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 12, 2024

Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team. ACTIONABLE TAKEAWAYS Use a capability & cognitive load matrix to decide what to focus your training on The best person for the job to be running that training and sales enablement is the most respected rep or manager on the team Train your managers before you train your teams Establish existing weekly rhythms then drop the reinforcement into one of those existing rhythms so you're not adding new meetings RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 10, 2024

ACTIONABLE TAKEAWAYS Ask for Competitor Proposals : If a prospect cites competitor pricing, request their proposal to directly compare offerings and address discrepancies. Rank Negotiation Priorities : When prospects negotiate on multiple factors, ask them to prioritize what matters most, then focus concessions on top-ranked items. Meet Two Key Pricing Criteria : Share pricing only when the prospect acknowledges your solution addresses a critical pain and they influence or approve purchasing decisions. Create a Cost for Discounts : When asked for a discount, request the prospect to identify features or services they are willing to remove, framing concessions as a trade-off. JOHNNY'S PATH TO PRESIDENTS CLUB Commercial Account Executive @ Talkdesk Enterprise Sales Development Manager @Talkdesk Team Lead, Enterprise Sales Development @ Mimeo Enterprise SDR @ Mimeo RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal How to finish a negotiation in one cut

Dec 9, 2024

FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals and improve win rates. Turn situations into problems by asking questions that highlight known pain points with competitors. If ghosted late in the deal cycle, offer to email the next key contact directly to prompt a response. PATH TO PRESIDENT’S CLUB Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 5, 2024

ACTIONABLE TAKEAWAYS: Uncover what’s not working: Use varied questions in one-on-ones, like “If you had a magic wand, what would you change?” or “Where have we let you down in the sales cycle?” to surface actionable feedback. Run radical candor sessions: Gather reps for skip-level feedback on their manager. Facilitate discussions on what the manager should keep, stop, or start doing, and provide actionable feedback to the manager for growth. Stay connected with the team: Conduct regular skip-level meetings, whether quarterly one-on-ones or group discussions, to maintain trust and understand team challenges directly. Lead with strategic priorities: Focus on 2-3 key quarterly initiatives, like improving prospecting systems or revamping coaching processes, to drive long-term business impact beyond daily operations. STEPHANIE'S PATH TO PRESIDENT'S CLUB: VP of Global Sales at PandaDoc Chief Revenue Officer at Sprig Chief Revenue Officer at FlowHub VP of Sales, SMB at Glassdoor RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Dec 3, 2024

ACTIONABLE TAKEAWAYS: Leverage Twitter for Outreach : Use X (formerly Twitter) creatively to direct prospects to your personalized email. Vin records and tweets videos at CMOs to grab their attention. Smart Follow-Up Strategies : If emails aren’t opened, start a new thread. If they’re being opened, reply to the same thread to keep your outreach efforts visible. Cold Email Framework : Craft emails with an observation, the problem, a solution, and a clear call to action for maximum impact. Use Unique Triggers for Follow-Ups : Don’t repeat the same email. Write four emails based on different research triggers to keep your outreach relevant and engaging. VIN'S PATH TO PRESIDENT'S CLUB: Founder @ CreatorBuzz Senior Account Executive @ DemandBase Account Executive, Mid-Market @ DemandBase Enterprise Business Development Rep @ DemandBase RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Dec 2, 2024

ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers. SAM'S PATH TO PRESIDENTS CLUB: CEO @ Sam Sales Head of Enterprise Sales @ LinkedIn Vice President North America Sales @ ON24 RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Nov 28, 2024

ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first. Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process. Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday. ELEANOR'S PATH TO PRESIDENTS CLUB: - Head of Sales @ Retool - Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment - Global Head of Commercial Renewals and Retention @ Segment - Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Nov 26, 2024

ACTIONABLE TAKEAWAYS: Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions. Double Personalize Outreach: Combine company-specific observations with industry trends to create messaging that feels hyper-relevant. Build a Strategic Research Framework: Create a table to map key initiatives (e.g., IPO readiness) on one side and sources of information (e.g., 10-K reports, CEO interviews, press releases) on the other. Leverage AI for Efficiency: Use tools like ChatGPT or Copy AI to analyze information from sources like job postings, financial documents, or industry trends. KYLE'S PATH TO PRESIDENT'S CLUB: CMO @ Copy.ai CMO @ Clari VP, Revenue Growth & Enablement @ Clari Director Sales Development & Enablement @ Clari Sr. Director Sales Development & Optimization @ Looker RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Nov 25, 2024

FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team. Avoid showing too much software to prevent prospects from associating the product with unnecessary features and higher costs. Recap previous conversations and then ask the executive what you might have missed, ensuring you address their specific needs while demonstrating your product. STEVEN'S PATH TO PRESIDENT’S CLUB SVP of Sales @ ZoomInfo VP of Sales @ ZoomInfo Director of Sales @ ZoomInfo Manager, Enterprise Sales @ ZoomInfo RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 21, 2024

Mark Kosoglow walks through the key skills, responsibilities, and attributes for a Sales Leader at each phase of company growth Doer Phase (0 to $1M ARR): The initial stage focused on finding product-market fit. The sales leader handles everything, including cold calls, demos, building sales systems, and refining the sales process. They act as an individual contributor, ensuring the company moves forward without distracting other key team members. Key trait: Being a hands-on, self-reliant executor. Builder Phase ($1M to $10M ARR): The leader transitions to hiring and scaling the team, typically starting with individual contributors (AEs and SDRs). Still involved in selling but begins to set foundational systems, processes, and training. They document best practices and create repeatable frameworks while maintaining some "doer" responsibilities. Key trait: Hiring and building effective teams and processes. Doctor Phase ($10M to $25M ARR): The leader becomes more metrics-driven, focusing on diagnosing and optimizing performance based on data. Begins managing managers and spending more time collaborating cross-departmentally (e.g., with RevOps, marketing, and customer success). Key trait: Using data and metrics (L1 and L2) to prevent thrash and fine-tune the organization’s operations. Architect Phase ($25M to $100M ARR): The leader’s role expands to a more executive level, crafting the overall blueprint for the sales organization in alignment with other departments. Focus on segmentation, pricing strategies, and designing compensation plans that drive desired behaviours. They influence larger strategic initiatives and ensure the execution aligns with organizational goals. Key trait: Seeing the big picture and designing a cohesive GTM blueprint. Communicator Phase ($100M+ ARR): The leader’s primary role becomes communication: setting clear expectations, timelines, and evaluating the mental models used by the team to meet goals. The focus shifts outward, ensuring alignment across broader organizational and market dynamics. Key trait: Clear and effective communication to drive alignment and execution at scale. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Nov 19, 2024

ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages. Present Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock. Use Strategic Comparisons: Position your premium option near a slightly lower-tier offer to make it an attractive choice, while avoiding comparisons to much cheaper options. BELAL'S PATH TO PRESIDENT'S CLUB Founder @ LearnToSell.io Head of Sales @ GTM Buddy Enterprise Account Executive @ ClearBit Head of Business Development @ BioIQ RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 18, 2024

FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state Ask about specific situations to accurately identify the exact problems the prospect is facing Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in PATH TO PRESIDENT’S CLUB Founder, Braun Training Former Head of Sales @ Basecamp Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Josh Braun's Tongue Tied flashcards Things you can steal

Nov 14, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Buddy System in Hiring : Involve the new hire’s buddy in the interview process to ensure a strong match. Focused Onboarding Ownership : Assign one person to oversee onboarding, improving retention and team quality. Call Certifications : Require reps to pass intro and demo call certifications to qualify for leads. Hands-On Training : Focus on role plays, shadowing, and practice over slide decks for effective learning. PATH TO PRESIDENT’S CLUB COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues RESOURCES DISCUSSED Join our weekly newsletter Things you can steal https://www.30mpc.com/newsletter/my-ultimate-4-week-sales-onboarding-program

Nov 12, 2024

ACTIONABLE TAKEAWAYS: Start with “Why Did You Take the Call?” : Kick off by understanding the prospect’s motivation. For inbound leads, ask directly, "What prompted you to reach out?" For outbound, ask, "What made you take this meeting with me?" This reveals their needs and priorities. Reserve Time for Next Steps : Set aside five minutes at the end to confirm logistics or plan a follow-up. If you need more time to dive into key topics, suggest scheduling another call. Demo Based on Pain Points : Order your demo around the most pressing pain points the prospect mentioned. Address their biggest challenges first to maintain their engagement and show value quickly. Recommend, Don’t Upsell : Avoid pushing the premium package. Focus on the solution that best meets their needs to prevent overwhelming them and risking the deal. GARRETT'S PATH TO PRESIDENTS CLUB: Senior Account Executive @ Pipedrive Account Executive @ Pipedrive Junior Account Executive @ Pipedrive Lead Development Rep @ Pipedrive RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Nov 11, 2024

ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect. Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options: Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing. Decide whether to follow their criteria or to prospect directly to reach your goal. Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion. Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts. PATH TO PRESIDENTS CLUB Chief Revenue Officer @ Influ2 Vice President of Sales @ Siteimprove Vice President of Sales @ Apruve Vice President of Sales @ Siteimprove Director of Sales @ Siteimprove RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 7, 2024

ACTIONABLE TAKEAWAYS: Ask About Interview Prep : Ask candidates, “What did you do to prepare?” to gauge their commitment and thoughtfulness. Challenge in Final Interviews : Address yellow flags, past successes, and expected challenges to identify high performers. Empower Experienced Managers in Hiring : Let senior managers make final hiring calls; stay more involved with junior managers to ensure quality. Standardize Key Processes : Create an 80% standardized approach for pipeline reviews, forecast calls, and one-on-ones, with 20% flexibility for personalization. SHANES'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Gong Chief Revenue Officer @ TalkDesk President @ MX EVP of Sales @ Qualtrics RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Nov 5, 2024

This was a preview from our upcoming course, Cold Calls to President's Club: register for the waitlist here ACTIONABLE TAKEAWAYS: No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem. Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory. One-Sentence Solution. If you get the problem right, all you need is one sentence to explain your solution (we do X so that the problem goes away). Interest-Based CTA. Validate their interest before you ask for the meeting, using softening language, no-based questions, and mini push-aways. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Nov 4, 2024

FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach All personas exist on LinkedIn, don't write it off as a prospecting channel PATH TO PRESIDENT’S CLUB Regional Sales Director @ MongoDB Snr Team Lead High Tech Account Executive @ MongoDB High Tech Account Executive @ MongoDB Enterprise Account Executive @ Ivanti RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 1, 2024

This is an except from the Daily Sales Show by Sell Better with Will Aitken Check out the full show here: https://sellbetter.xyz/daily-show/how-to-book-more-meetings-with-these-cold-call-strategies

Oct 31, 2024

Mark & Armand link up live and in person to discuss the when, how, and who of promoting sales reps to sales managers ACTIONABLE TAKEAWAYS: Efficacy in Sales Management : A sales manager’s primary job is to ensure team efficacy while fostering a supportive environment. Effective managers don’t just oversee but actively build up their teams. Conscious Competence : It’s crucial for managers to understand the "why" behind their actions. Recognizing the reasons behind effective strategies allows managers to drive consistent, purposeful change. “Taste Test” Before Promotion : Before fully promoting someone to a managerial role, conduct a "taste test" over a quarter to assess fit. Evaluate if they enjoy the role, excel at it, and if their team gravitates toward them as a leader. Avoid Common Frictions : Avoiding favoritism, limiting who can apply, or promoting based on performance alone (i.e., “super reps”) can lead to friction. Open opportunities for all and emphasize leadership skills over individual sales metrics. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Oct 29, 2024

ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions : Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps : Use questions to guide the process without being pushy, keeping the prospect engaged. Teach Process Over Just Problems : Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust. Uncover Intent Behind Extra Steps : When extra steps are requested, ask what they aim to learn to suggest simpler options. DAN'S PATH TO PRESIDENTS CLUB: Senior Vice President of Global Sales @ Challenger VP of Sales, Account Management @ Challenger VP of Sales, Major Accounts @ Challenger Managing Vice President, Sales & Community @ Evanta RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Oct 28, 2024

Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the emotions they felt If confirming a meeting within one week send a reminder the day before if confirming a meeting more than a week out do a 1 week and day before reminder PATH TO PRESIDENT’S CLUB VP of Sales @ Boomerang Chief Revenue Officer @ Table Needs VP of Fundraising & Business Development @ Table Needs Head of Sales & Business Development @ Table Needs RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 24, 2024

ACTIONABLE TAKEAWAYS Foster belonging to engage the prefrontal cortex : Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top reps. Start with one-on-one exercises before group activities : Begin with individual sessions like "Rosebud Thorne" to ease reps in before moving to larger group exercises. Use the 'Four H's' to build deeper connections : Ask reps to share four things—history, a hero, a heartbreak, and hope—to foster trust and authenticity. Gradually share personal insights : Start by setting the example, then have reps journal, share one-on-one, and finally share with the group, building comfort step by step. ALEX'S PATH TO PRESIDENTS CLUB Founder & CEO @ Alluviance Director of Sales Commercial @ Outreach Director of Sales Corporate @ Outreach Territory Account Executive @ Microsoft RESOURCES DISCUSSED Alex's Arise Retreat Join our weekly newsletter Things you can steal

Oct 22, 2024

ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods : Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach : When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack : Identify key timeline drivers, like contract end dates or business seasonality, to create urgency. Turn Want into Why : During discovery, dig deeper to find the real business problem behind a customer’s desire for change. JOHNNY'S PATH TO PRESIDENTS CLUB Commercial Account Executive @ Talkdesk Enterprise Sales Development Manager @Talkdesk Team Lead, Enterprise Sales Development @ Mimeo Enterprise SDR @ Mimeo RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Oct 21, 2024

TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, saving detailed information for follow-ups. Structure emails to expand on voicemail content, addressing specific pain points or presenting case studies to encourage engagement. LYLLE'S PATH TO PRESIDENTS CLUB Senior Manager, Business Development @ RocketReach Manager, Business Development - Enterprise @ Shopify Manager, Business Development - Enterprise @ Angi SMB Account Executive @ Angi RESOURCES DISCUSSED 8 Ways to Triple Your Phone Connects and Email Opens Join our weekly newsletter Things you can steal

Oct 17, 2024

ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; combine them with company insights to craft personalized, compelling outreach. 80/20 Email Framework: Provide reps with an 80% completed template (signal, company insight, ideal state, light CTA), letting them personalize the final 20%. FLORIN'S PATH TO PRESIDENTS CLUB: Head of Sales Development @ Common Room Director of Sales @ Barley Senior Manager, Sales Development @ Loopio Manager, Sales Development @ Loopio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Oct 15, 2024

ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to think and respond meaningfully. Master the Five Types of Tone: Use different tones—curious, confused, concerned, challenging, and playful—to guide conversations and elicit the right responses. Challenge Prospects with a Direct Tone: A challenging tone helps push prospects to take action, especially when addressing tough issues like low-quality leads. JEREMY'S PATH TO PRESIDENT'S CLUB: Founder @ 7th Level VP of Sales @ Pinnacle Security RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Oct 14, 2024

FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal. To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick one over the other?” When dealing with technical buyers, always under promise so you don't lose credibility. PATH TO PRESIDENT’S CLUB Named Account Manager - Digital Natives UK @ Databricks Named Account Manager - Digital Natives @ Databricks Snr Manager, Commercial Sales, ANZ @ Databricks Enterprise Account Executive @ Databricks RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 11, 2024

This is an except from the Make It Happen Mondays podcast with John Barrows Check out John's weekly sales podcast here: https://podcasts.apple.com/us/podcast/make-it-happen-mondays-b2b-sales-talk-with-john-barrows/id1265697819

Oct 10, 2024

ACTIONABLE TAKEAWAYS: 80/20 Rule for Experimentation : Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos. Track MQL to Reply Rates : Use the MQL to reply rate metric to gauge how well your messaging engages prospects. Key Metrics for Pipeline Meetings : Focus on leads by source, conversion rates, meeting-to-op conversions, and total pipeline in every pipeline meeting. Methodical Problem Solving : When top-of-funnel issues arise, fix one area at a time—start with accounts, then people, triggers, and finally messaging. SONNY'S PATH TO PRESIDENTS CLUB: Director of Global Sales Development @ Panopto Senior Manager, Global Sales Developnent @ Sift Sales Development Manager @ Sift Manager, Account Development Team @ Mesosphere RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Oct 8, 2024

Get our Aligned Mutual Action Plan: https://my.teamaligned.com/room/66b4e7890a28d88fac3b89ef/overview?avk=a9c030cf FOUR ACTIONABLE TAKEAWAYS: Know Your Solution – Understand the problems you solve, their root causes, and the demo paths before your discovery call. Model Multiple Scenarios – Present "worst," "average," and "best" cases to appear more impartial and handle objections better. Link Problems to Causes – Connect the buyer’s problem to its root cause and offer a solution that directly addresses it. Demo Through Stories – Use storytelling in your demo to illustrate how your product fits into the user’s daily workflow, rather than just listing features. GAL'S PATH TO PRESIDENTS CLUB: CEO & Co-Founder @ Aligned Chief Revenue Officer @ Anagog VP Global Sales @ Syte Director of Sales @ Sisense Enterprise Account Executive @ Nanorep RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Oct 7, 2024

FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward) PATH TO PRESIDENT’S CLUB Senior Mid-Market Account Executive @ Motive Senior Commercial Account Executive @ Motive Commercial Account Executive @ Motive Sales Consultant & Benefits Advisor @ First Mainstreet Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 4, 2024

Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)" Order the book

Oct 3, 2024

TOP ACTIONABLE SALES TAKEAWAYS: Layer your discovery tree : After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team. Keep it punchy and efficient : Drive the screen share, skip small talk, and use the transcript instead of video to review sessions faster, aiming for under 30 minutes. Prep before discovery calls : Reps should know the expected problem and who they’re meeting. Also, plan who they should meet with next after the call. Three key questions : Focus on what the prospect said, what to ask next, and evaluate the rep's performance. Keep the discussion centered on these points. ARMAND'S PATH TO PRESIDENTS CLUB: Founder @ 30MPC VP of Sales @ Pave Director of Sales @ Carta RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Oct 1, 2024

Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that. Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework. Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion. Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 30, 2024

FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state PATH TO PRESIDENT’S CLUB Commercial Sales Manager @ Procore Account Executive, Enterprise @ Procore Account Executive, Majors @ Procore Account Executive, Mid-Market @ Procore RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 26, 2024

TOP ACTIONABLE SALES TAKEAWAYS: Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections. Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested. Mini-pitch framework: Pitch by sharing your personal story, explaining your team’s philosophy, and highlighting what impressed you about the candidate. Sell before screening: Don’t grill outbound candidates. Ask them to brag about what sets them apart, and judge their quality based on that. ARMAND'S PATH TO PRESIDENTS CLUB: Founder @ 30MPC VP of Sales @ Pave Director of Sales @ Carta RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Sep 24, 2024

Get our free Account Research toolkit FOUR ACTIONABLE TAKEAWAYS Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest. Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights. Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience more relevant. Real-World Business Case: Use the results from the match test to build a realistic business case, avoiding inflated ROI figures and focusing on actual outcomes. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Terminus Account Executive, Mid-Market @ Yext Senior AE, Partner @ Yext Business Development Account Manager @ Worldwide Express RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 23, 2024

Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club. Sales Course & Community ➥ Get on the waitlist: https://30mpc.com/course ➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy ❏ More 30MPC ❏ ➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh ➥ Follow Nick on Twitter: https://twitter.com/NickCeg ➥ YouTube: https://www.youtube.com/@30MPC ➥ Tactic Teardowns: https://www.30mpc.com/teardown ➥ Follow on Instagram: https://www.instagram.com/30minutestopresidentsclub/ #30Minutestopresidentsclub #30mpc #bookoncoldcalling Join our weekly newsletter Things you can steal

Sep 19, 2024

Mark walks Armand through his step by step B2B sales process MARK'S PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of Global Sales @ Outreach Regional Sales Director @ School Specialty Planning & Student Development Sr. Account Management @ Great American Opportunities RESOURCES DISCUSSED The Sales Process Doc Check Out Operator Join our weekly newsletter Things you can steal

Sep 17, 2024

FOUR ACTIONABLE TAKEAWAYS Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact. Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities. Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager during discovery, director during the demo, and VP at the big team meeting. Structured Sales Cycle: Brian’s sales process follows a clear path: discovery, demo, big team demo, pilot, and finally commercial negotiation. PATH TO PRESIDENT’S CLUB Senior Mid-Market Account Executive @ Gong Mid-Market Account Executive @ Gong Commercial Account Executive @ Gong Senior Commercial Account Executive @ Gong Enterprise Account Executive @ BrightEdge RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 16, 2024

FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?" PATH TO PRESIDENT’S CLUB Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 13, 2024

This is an except from the Tenbound podcast with David Dulany Check out the GTM podcast here: https://tenbound.com/podcasts/ Join our weekly newsletter Things you can steal

Sep 12, 2024

ACTIONABLE TAKEAWAYS Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals. Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where you can have the biggest impact. Assess the spacing between sales calls and find opportunities to consolidate steps or reduce gaps to shorten the sales cycle. Introduce a structured proof of concept (POC) with three defined calls over 14 days, dictating trial activities and clear exit criteria for smoother decision-making. CHRIS' PATH TO PRESIDENTS CLUB Head of Commercial @ Common Room Vice President of Sales @ Metadata Head of Sales @ Metadata Sr. Account Executive @ Metadata RESOURCES DISCUSSED Things you can steal Join our weekly newsletter

Sep 10, 2024

ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured Position involving decision-makers as beneficial for them, making it easier to get in front of power PATH TO PRESIDENT’S CLUB Founder @ DiscoveryCoach.io Sales Enablement Manager @ AlphaSense Lead Revenue Enablement Manager @ CB Insights Senior Sales Training Manager @ CB Insights RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 9, 2024

FOUR 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 @ First Round Capital Director, Enterprise Sales @ Drift VP, Sales @ AltoCloud RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 6, 2024

This is an except from the Topline podcast with Sam, AJ, and Asad Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast Join our weekly newsletter Things you can steal

Sep 5, 2024

FOUR ACTIONABLE TAKEAWAYS Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue. When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific date tied to an event. Link the urgency of change to concrete events, such as a software switch, new hire, market trends, or growth initiatives like entering a new market. Ask your reps key questions like when the economic buyer last bought something similar and who typically pays for software in their industry to ensure they understand the buyer’s decision-making process. PATH TO PRESIDENT’S CLUB Head of Sales, Retail @ Ascend Strategic Account Manager @ Ascend Strategic Accounts @ Sourcegraph Head of Enterprise Sales @ Segment Enterprise Sales Executive @ Braintree (a PayPal company) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 3, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses. In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them. PATH TO PRESIDENT’S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, Inc. Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 2, 2024

FOUR 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. Don’t say “AI” in your sales call. Instead, focus on the problem they want to solve and what they want to do. PATH TO PRESIDENT’S CLUB Co-Founder @ Handoffs Director, Sales @ Sendoso Manager, MM & ENT Sales @ Sendoso Founding Account Executive @ Sendoso RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 29, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission. When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team. Use a pod system (e.g., 4 AEs to 2 SDRs). This allows AEs to focus on key accounts while SDRs work on B and C tier accounts, generating additional meetings. PATH TO PRESIDENT’S CLUB Consultant @ Agoge Prospecting School Director of Sales Development @ Vercel Senior Manager of Sales Development @ Outreach SDR Team Lead @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Agoge Sequence

Aug 27, 2024

FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. After sending a LinkedIn video, start by asking, "What did you think of the video?" followed by "What didn't you like about the video?" to engage prospects. Leverage your last interaction—whether it's a video, voicemail, or previous call—as the reason for your next outreach to create continuity and context. PATH TO PRESIDENT’S CLUB Sales Director @ Pareto Senior Business Development Manager @ Pareto Senior Account Executive @ Pareto Account Executive @ Pareto Business Development Representative @ Pareto RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 26, 2024

FOUR 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 every ask through “is this actually the best way for the buyer to get what they're looking for?” PATH TO PRESIDENT’S CLUB Founder @ DiscoveryCoach.io Sales Enablement Manager @ AlphaSense Lead Revenue Enablement Manager @ CB Insights Senior Sales Training Manager @ CB Insights RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 22, 2024

FOUR ACTIONABLE TAKEAWAYS Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload. When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for. Be transparent with your team about the reasons behind significant changes, such as quota increases or territory shifts, to help them understand and accept the decisions. Create a safe environment for reps by making it acceptable to forecast low numbers if that’s the reality, with categories for worst-case, most likely, and best-case scenarios. DAVID'S PATH TO PRESIDENT’S CLUB Founder @ Cerebral Selling Vice President of Sales @ Influitive Vice President Commercial Sales @ Salesforce RESOURCES DISCUSSED David's Book: The Sales Leader They Need Join our weekly newsletter Things you can steal

Aug 20, 2024

Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call RESOURCES DISCUSSED Join our weekly newsletter Things you can steal The Book on Cold Calling Outbound Squad

Aug 19, 2024

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 way you do discovery will be different from if it is growing. List out discovery questions to get people from high-level pain to deeper pain. PATH TO PRESIDENT’S CLUB Director of Commercial Sales @ Zip Sales Director @ Celonis Strategic Account Executive @ Celonis Regional Sales Manager @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Chase Macaione's Discovery Call Prep Sheet & Guide

Aug 16, 2024

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them. Join our weekly newsletter Things you can steal

Aug 15, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused. Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays. Assess early-stage deals by confirming if there's a recognized problem and if the prospect is willing to solve it with you. Focus on evaluating large early-stage deals first during pipeline reviews, as they are often more crucial than late-stage deals. PATH TO PRESIDENT’S CLUB Sr. Manager, Corporate Sales @ Webflow Course Instructor & Founding Member @ pclub.io Customer-Led Growth Advisor @ Catalyst Software Dir. of Sales @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 14, 2024

Hey folks, today's the day. The book is officially live and the digital version is only $1 until Friday . You can get the book here :) - From your two favorite 30MPC sales goons, Armand and Nick Join our weekly newsletter Things you can steal

Aug 13, 2024

ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers. SAM'S PATH TO PRESIDENTS CLUB: CEO @ Sam Sales Head of Enterprise Sales @ LinkedIn Vice President North America Sales @ ON24 Join our weekly newsletter Things you can steal

Aug 12, 2024

FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-cold call and get out of their way. PATH TO PRESIDENT’S CLUB Senior Account Executive @ Inveterate Sr. Account Executive @ GRIN Sales Coach @ CourseCareers Business Development Representative @ Connect Searh, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 9, 2024

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls Join our weekly newsletter Things you can steal

Aug 8, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales. Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations. If unsure about a hire, don't proceed. Second-guessing can lead to issues and regret. Offer positions without negotiating compensation. Emphasize performance-based pay; top earners prove it on the leaderboard. PATH TO PRESIDENT’S CLUB COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 6, 2024

FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state Ask about specific situations to accurately identify the exact problems the prospect is facing Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in PATH TO PRESIDENT’S CLUB Founder, Braun Training Former Head of Sales @ Basecamp Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Josh Braun's Tongue Tied flashcards Things you can steal

Aug 5, 2024

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 through the parts of your pitch, but end with an open-ended question. You can either go into “That’s why we should meet” if they give you those three priorities or roll with the objection - “Let me tell you how we work alongside and supplement a recruiter.” PATH TO PRESIDENT’S CLUB Senior Business Development Manager @ Pareto Senior Account Executive @ Pareto Account Executive @ Pareto Business Development Representative @ Pareto RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 2, 2024

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls Join our weekly newsletter Things you can steal

Aug 1, 2024

FOUR ACTIONABLE FOUNDER TAKEAWAYS Your first customers should come from the founder Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are. If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing them on as a pilot customer. If you're not ready to solve the big problem yet, launch a customer advisory board. Offer a small amount of equity to early advisors who can help develop your product to the point where it can address a significant issue. PETER'S PATH TO PRESIDENT’S CLUB Co-Founder @ Atrium Founder @ Modern Sales Pros VP of Product @ Monster Founder @ TalentBin (Acquired by Monster) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 30, 2024

FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team. Avoid showing too much software to prevent prospects from associating the product with unnecessary features and higher costs. Recap previous conversations and then ask the executive what you might have missed, ensuring you address their specific needs while demonstrating your product. STEVEN'S PATH TO PRESIDENT’S CLUB SVP of Sales @ ZoomInfo VP of Sales @ ZoomInfo Director of Sales @ ZoomInfo Manager, Enterprise Sales @ ZoomInfo RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 29, 2024

FOUR 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 PRESIDENTS CLUB Head of Growth @ NeonPixel CEO @ Phone Ready Leads CEO @ Student of Sales VP of Sales @ Booshaka RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 25, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently Always be recruiting (ABR) - Regularly connect with potential talent on LinkedIn to build relationships before you need to hire. Designate specific days for different tasks - Monday for one-on-ones, Tuesday for outbound, Wednesday and Thursday for deal reviews, and Friday for forecasts. Run outbound days, have reps target top C-level prospects and maintain a 45-day forecast with outreach tasks. PATH TO PRESIDENT’S CLUB Regional Director Mid-Market Sales @ Navan Manager Commercial Sales @ Navan Manager Growth Sales @ Navan Enterprise Account Executive @ Navan RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 23, 2024

FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals and improve win rates. Turn situations into problems by asking questions that highlight known pain points with competitors. If ghosted late in the deal cycle, offer to email the next key contact directly to prompt a response. PATH TO PRESIDENT’S CLUB Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 22, 2024

FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona. Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach. PATH TO PRESIDENT’S CLUB VP of Sales @ Orum Account Executive @ Teamable Software Head of Sales @ Neptune.io Manager, Sales Development and Operations @ CloudVelox [Acquired by VMware] RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 19, 2024

To celebrate the launch of our book on cold calling " Cold Calling Sucks (And That's Why It Works) " we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call. From handling objections to organizing your calendar, this episode has got it all. Pre-order a copy of our cold calling book and get it FIRST when it launches on August 14th, 2024

Jul 18, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs. Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities. Replaying specific parts of a role play multiple times can effectively demonstrate a candidate's coachability. Hiring decisions should be unequivocally positive or negative, avoiding the temptation to settle for average candidates. PATH TO PRESIDENT’S CLUB VP of Sales @ Chameleon Senior Director of Sales @ Drift Senior Director of Sales @ Litmus Sales Manager @ Litmus RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 16, 2024

TOP ACTIONABLE SALES TAKEAWAYS: Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily. Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins. Act as if achieving approvals for concessions is difficult and uncertain, emphasizing the rarity and challenge of gaining internal approvals. Finish negotiations in two parts if necessary, using options to force a final trade-off that emphasizes the value of each choice, encouraging a more strategic decision-making process. ARMAND'S PATH TO PRESIDENTS CLUB: Founder @ 30MPC VP of Sales @ Pave Director of Sales @ Carta RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 15, 2024

FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing. PATH TO PRESIDENT’S CLUB Senior Account Executive @ Inveterate Sr. Account Executive @ GRIN Business Development Representative @ Connect Search, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 11, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those Have Account Executives dedicate 20% of their time to prospecting a set list of walled off (named) accounts Break out your inbound and outbound metrics to make it easier to diagnose the problem if one of those two metrics is falling behind RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 9, 2024

FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity. Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting. When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Webflow Senior Account Executive @ Webflow Account Executive @ Webflow Senior Corporate Account Executive @ Udemy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 8, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten. Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do. 80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems. PATH TO PRESIDENT’S CLUB CRO @ Vanta Founding Partner @ 20SALES Founding operator at @ Coalition Postal Vice President, Mid-Market Sales @ Twilio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 4, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Hold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust prospecting efforts to ensure accountability and goal achievement. When implementing new initiatives, enlist team members who excel in those areas as champions. Their involvement and sharing of experiences will enhance adoption and effectiveness across the team. Utilize top-performing team members to shape and structure enablement sessions. This ensures that training content is practical, comprehensive, and directly applicable to real-world scenarios. Calculate the number of opportunities and meetings needed to meet sales quotas based on win rates and conversion rates. This systematic approach provides clarity and a roadmap for achieving sales targets effectively. PATH TO PRESIDENT’S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, Inc. Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 2, 2024

TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, saving detailed information for follow-ups. Structure emails to expand on voicemail content, addressing specific pain points or presenting case studies to encourage engagement. LYLLE'S PATH TO PRESIDENTS CLUB Senior Manager, Business Development @ RocketReach Manager, Business Development - Enterprise @ Shopify Manager, Business Development - Enterprise @ Angi SMB Account Executive @ Angi RESOURCES DISCUSSED 8 Ways to Triple Your Phone Connects and Email Opens Join our weekly newsletter Things you can steal

Jul 1, 2024

FOUR ACTIONABLE TAKEAWAYS Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time. If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo. When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them. Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one? PATH TO PRESIDENT’S CLUB Sr. Director of Global Commercial NL Sales @ Outreach Sr. Regional Sales Manager @ RealSelf Sr. Sales Manager @ Yelp RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 27, 2024

FOUR ACTIONABLE TAKEAWAYS: Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quantitative and qualitative seller performance data. Maintain frontline manager capacity at optimal levels (typically up to eight sellers per manager) to ensure effective control and stability in sales force management. Implement a structured 90-day ramp-up process for new hires, progressing from training to practical tasks like territory familiarization, prospecting, and live calls, to consistently exceed sales plan expectations. Clearly articulate and differentiate between commitment (worst-case scenario) and forecast (expected performance) figures when reporting to stakeholders, ensuring transparency and accuracy in sales projections. JD'S PATH TO PRESIDENTS CLUB: Chief Revenue Officer @ Kantata Chief Revenue Officer @ Motus Managing Director @ Bravo Solution Vice President, Americas @ Workplace Systems RESOURCES DISCUSSED: How to Forecast Join our weekly newsletter Things you can steal

Jun 25, 2024

ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect. Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options: Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing. Decide whether to follow their criteria or to prospect directly to reach your goal. Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion. Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts. PATH TO PRESIDENTS CLUB Chief Revenue Officer @ Influ2 Vice President of Sales @ Siteimprove Vice President of Sales @ Apruve Vice President of Sales @ Siteimprove Director of Sales @ Siteimprove RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 24, 2024

FOUR ACTIONABLE TAKEAWAYS Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday. Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email. The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot. Use email to keep threading throughout your sales cycle. One way to do this is through direct mail. PATH TO PRESIDENT’S CLUB Sr. Account Executive IC-5 @ Demandbase Strategic Advisor @ Aligned Strategic Partner @ Outplay RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Download Vin's 5 Emails from Prospecting to Close

Jun 21, 2024

Here's and update on our reflections from Q2 and what we have planned for July-September 2024 on 30 Minutes To Presidents Club. ❏ Cold Calling Sucks (And That's Why It Works) ❏ ➥ Get your Cold Call Care Package: https://30mpc.com/coldcall ➥ Sign up for the preorder release event on objections: https://tactics.30mpc.com/how-to-handle-any-objection-on-a-cold-call ➥ Subscribe so you don't miss "5 Weeks Of Phones": https://tactics.30mpc.com/newsy ➥ Join us in the release and live book summary: https://tactics.30mpc.com/live-book-summary-cold-calling-sucks-and-thats-why-it-works ❏ More 30MPC ❏ ➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh ➥ Follow Nick on Twitter: https://twitter.com/NickCeg ➥ YouTube: https://www.youtube.com/@30MPC ➥ Tactic Teardowns: https://www.30mpc.com/teardown ➥ Follow on Instagram: https://www.instagram.com/30minutestopresidentsclub/ #30Minutestopresidentsclub #30mpc #bookoncoldcalling Join our weekly newsletter Things you can steal

Jun 20, 2024

FOUR ACTIONABLE TAKEAWAYS: Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices. Implement a weekly automated report that evaluates closed lost deals, identify recurring themes or challenges, which can then be addressed in trainings with the team. Customize training programs based on the required duration and intensity, choosing between short-term focused sessions or extended programs with periodic reinforcements Secure commitment from managers and top-performing reps by involving them in training delivery, ensuring their endorsement and active participation to enhance overall effectiveness and adoption among the team. LEVI'S PATH TO PRESIDENTS CLUB: Strategic Sales @ CaptivateIQ Director of Global Commercial Sales @ Outreach Sales Execution Manager @ Outreach Sales Manager, APAC @ Outreach Join our weekly newsletter Things you can steal

Jun 18, 2024

FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach All personas exist on LinkedIn, don't write it off as a prospecting channel PATH TO PRESIDENT’S CLUB Regional Sales Director @ MongoDB Snr Team Lead High Tech Account Executive @ MongoDB High Tech Account Executive @ MongoDB Enterprise Account Executive @ Ivanti RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 17, 2024

FOUR ACTIONABLE TAKEAWAYS Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone. Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem. Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up. Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off? PATH TO PRESIDENT’S CLUB Founder & Host @ 30 Minutes to President’s Club VP of Sales @ Pave Director, Sales @ Carta Sr Associate, Corporate Strategy & Venture Investments @ Flex RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 13, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3" Consider running team training on Fridays to give reps the weekend to digest and when there are fewer distractions The mantras of the Monday morning meeting, if it's the beginning of the month you're talking about top of funnel, if it's the middle of the month you're talking about multithreading, if it's the end of the month you're talking about contracts When doing coaching always ask the rep for their feedback before you give your own so it doesn't feel like an attack and you don't tell them what they already know PATH TO PRESIDENT'S CLUB Founder @ 30MPC VP of Sales @ Pave Director of Sales @ Carta RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 11, 2024

Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the emotions they felt If confirming a meeting within one week send a reminder the day before if confirming a meeting more than a week out do a 1 week and day before reminder PATH TO PRESIDENT’S CLUB VP of Sales @ Boomerang Chief Revenue Officer @ Table Needs VP of Fundraising & Business Development @ Table Needs Head of Sales & Business Development @ Table Needs RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 10, 2024

FOUR ACTIONABLE TAKEAWAYS PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business. Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions. When someone tells you what they want, restate it as a pain point. Turn solutions into problems. The transition between discovery and demo is the perfect time for “might make sense”. PATH TO PRESIDENT’S CLUB SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 6, 2024

FOUR ACTIONABLE TAKEAWAYS Structure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they intend to book, then review a good & bad call, finally talk about their career goals Set the expectation with your SDR they need to drive the agenda from onboarding onwards Do a SDR forecast by reviewing cold (not contacted), warm (contacted and qualified), and hot (contacted, qualified, and some interest) Train team on process, probing, and provoking GAP Questions by asking them to write down all the problems their buyers may be facing, then work backwards to outline the questions they can ask to uncover them PATH TO PRESIDENT’S CLUB Head of Sales Development @ AirGarage Director of Sales Development @ ServiceTitan Senior Sales Manager @ ServiceTitan Sales Development Manager @ ServiceTitan Sales Development Manager @ ChowNow RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 4, 2024

FOUR ACTIONABLE SALES TAKEAWAYS Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research Set a PPO agenda, coving the purpose, plan, and outcomes of the call Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their expectations At the end of the call run the 5-minute drill which includes 3-questions, do you want to buy? When do you want to buy? How do you buy? RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Early access to The Book on Cold Calling

Jun 3, 2024

FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible. Document your channel validation. For phones: direct vs operator, validated vs not validated, etc. Focus on the tone/pace of your opener vs the words themselves. Then preface with the intent of your call to lower their guard. PATH TO PRESIDENT’S CLUB Student of Sales, Principal @ Reisert Consulting Director, Paid Media + Audience @ Sprinklr VP Sales @ Booshaka, Inc. (Acquired by Sprinklr) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 30, 2024

FOUR ACTIONABLE TAKEAWAYS When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that Coach forward vs. backwards, coach to prepare so that future performance will be better and they feel more prepared for actual scenarios approaching Have each one "What Great Looks Like" exercise per manager per quarter, pick one metric, find the rep who is the best at that, then diagnose the different behaviours they exhibit to adopt across the rest of your team Use the "Four Ds" to roll out WGLL across your team - define what good looks like, document it, demonstrate it with training, and deliberately practice it by scoring reps performing the new tactics on calls PATH TO PRESIDENT’S CLUB SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read : Join our weekly newsletter Steal : Templates, drips, scripts Watch: How to get an accurate picture of your team's pipeline ft. KD Listen: How to build a winning sales team ft. KD KD's past episodes: Build a Winning Sales Team Discovery Part 1 Discovery Part 2 Getting Prospects to Agree to Their Problem

May 28, 2024

FOUR ACTIONABLE SALES TAKEAWAYS Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", " Recap what you've learned and give back by sharing a story or a very short "harbour tour demo" RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Early access to The Book on Cold Calling

May 27, 2024

FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language. Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions) PATH TO PRESIDENT’S CLUB Co-Founder & CEO @ Stealth Startup Director of Sales & Go-To-Market @ Gong Co-Founder & CEO @ Conversature Regional Sales Manager - New Business @ InsideSales.com RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 23, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing incentive will move the close date Ask the same 5 questions in deal review - Deal size, deal close date, buyer buy in, next step, and any incentives on the deal. Send the update to your leader for upward transparency Only have reps forecast deals in pipeline for the month then run the historical math to see what may change both positive or negative PATH TO PRESIDENT’S CLUB COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 21, 2024

FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state PATH TO PRESIDENT’S CLUB Commercial Sales Manager @ Procore Account Executive, Enterprise @ Procore Account Executive, Majors @ Procore Account Executive, Mid-Market @ Procore RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 20, 2024

FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it. Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand. PATH TO PRESIDENT’S CLUB CEO & Founder @ ZoomInfo CEO & Co-founder @ DiscoverOrg Adjunct Professor @ Washington State University RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 17, 2024

Top performers deal with buyer hesitancy just like everyone else. Their secret to driving deals forward? A simple framework for handling indecision. In this show, Matt Dixon and Jen Allen-Knuth will teach you how to use this game changing framework (called the JOLT effect) to move even the most hesitant buyers forward… No matter where they are in your sales cycle. RESOURCES DISCUSSED Sign up for more live sessions like this one Join our weekly newsletter Things you can steal

May 16, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Shadowing to remind yourself and your reps of the basics to spot opportunity areas Setting a goal without a "how" is not a real goal, you have to understand how a rep is going to reach the goal while setting them Always level with reps before you shadow a call to clarify the role they want you to play on the call & tell them what you hope Use "Mr.Potato Head" personalization to ramp reps from generic persona based personalizaiton, to trigger based personalization, to full email personalization PATH TO PRESIDENT’S CLUB Head of Sales @ Pulley Senior Manager, New Business Sales @ Lattice Director of Sales Development @ Lattice Head of Sales Development @ Lattice RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 14, 2024

FOUR ACTIONABLE TAKEAWAYS When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like "Seems like that would be a good deal for you..." Use the "Late Night DJ" voice to draw lines without having to say "no" or confront your buyers RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Chris' Newsletter "The Edge"

May 13, 2024

FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap to the buyer of where they are in the journey after every discovery call. Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Drift Former VP Sales @ Altocloud | Acquired by Genesys Former Direct, Sales @ SmartBear RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 9, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask your reps to think about the "first win" they can make with a large account Look for "Alumni" who have recently left key accounts who might be able to make introductions or provide information for your reps to use Have your reps record "Last Activity" and "Next Meeting" on their opportunities so you can quickly scan through your dashboard and see which deals are at risk and need more attention If your team have opportunities with next steps far into the future ask "did the rep follow up and did they get a response?" if the answer is no more work is needed PATH TO PRESIDENT’S CLUB Director of Enterprise Sales, National @ Outreach Enterprise Sales Director, East @ Outreach Strategic Account Executive @ Outreach Territory Sales Executive @ Sitecore RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 7, 2024

FOUR ACTIONABLE TAKEAWAYS Condition your prospect for future interactions by giving them time back in their calendar & leaving them on a positive note Do not talk to people when they are distracted, Labelling someone's emotion builds trust and gets them to tell you more information for example "It seems like the value isn't there for you" If someone is asking for an unreasonable discount get them to think about the potential implication of fit by saying "How are we supposed to deliver {value} while lowering our price?" RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Chris' Newsletter "The Edge"

May 6, 2024

Four Actionable Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on humbling disclaimers before asking the tough questions. Bring the future to the present: let’s pretend you love what you see...what happens next? Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback. Charles’ Path to President’s Club: Sr Biz Dev Training Manager at CB Insights Founder at SalesShare RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 2, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a "headhunting drill" and have your new reps call your own executive team SDRs should have 300-400 prospects in sequence Test your rep's call from numbers to be sure they aren't being marked as "spam likely" Sit next to reps with slow workflows to observe what's slowing them down PATH TO PRESIDENT’S CLUB Consultant @ Agoge Prospecting School Director of Sales Development @ Vercel Senior Manager of Sales Development @ Outreach SDR Team Lead @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Agoge Sequence

Apr 30, 2024

FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward) PATH TO PRESIDENT’S CLUB Senior Mid-Market Account Executive @ Motive Senior Commercial Account Executive @ Motive Commercial Account Executive @ Motive Sales Consultant & Benefits Advisor @ First Mainstreet Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 29, 2024

FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation. Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional. Leverage your own senior leaders to story-tell and pull in the people at power during the demo. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Pave Healthcare & Life Science Account Executive @ Carta Client Strategist @ PwC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 25, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company. When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway. Sell early, grill after. Get someone to opt in by selling them on your goals and your mission. Then, gain their respect by grilling the heck out of them. Each step in the process should test for different dimensions of sales and should be handled by different people with that expertise. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 23, 2024

FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?" PATH TO PRESIDENT’S CLUB Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 22, 2024

FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s prompting that need?”. You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem). Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ UserGems Enterprise+ Account Executive @ Outreach Enterprise Accounts, Financial Services @ Tableau Software Strategic Accounts @ PowerSchool RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 18, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Name and define your competencies Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic. Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach. Match sales cycle and sales environment. Don’t put an SMB rep into an enterprise role and don’t put an Oracle rep into the first sales hire role at a startup. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 16, 2024

FOUR ACTIONABLE TAKEAWAYS Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them. Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly referenceable customers. Your goal is to get into the talk-to folder. You want to be in that folder so that they know who to contact when something bad happens. Think creatively with your outreach. We are not just limited to emails and phone calls and DMs. Be present where they're coming together. PATH TO PRESIDENT’S CLUB Strategic Enterprise Sales @ Rubrick, Inc. Strategic Enterprise Sales @ People.ai Enterprise Sales @ App Dynamics Enterprise Sales @ Xactly Corp RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 15, 2024

FOUR ACTIONABLE TAKEAWAYS Start your email with research personalization to stand out in the inbox (vs generic greeting). Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements). Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch. Reach out to your prospect immediately after they engage with your content - no need to wait for the next sequence step. PATH TO PRESIDENT’S CLUB Senior Account Executive @ Salesloft Team Lead, Sales Development @ Integrate SDR @ Akkroo, an Integrate company Enterprise SDR @ PatSnap RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 11, 2024

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS The best reps never ask the same question twice. Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out of our reps. Ask your reps, “I look forward to seeing how you answer that question.” Listen early, join late. Pre-prep and game planning will save you some time in the long run. PATH TO PRESIDENT’S CLUB Manager, Commercial Sales @ Gong Mid-Market Account Executive @ Gong Senior Commercial Account Executive @ Gong Commercial Account Executive @ Gong RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Want more Gong x 30MPC Content? Check out the Masterclass we filmed .

Apr 9, 2024

FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal. To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick one over the other?” When dealing with technical buyers, always under promise so you don't lose credibility. PATH TO PRESIDENT’S CLUB Named Account Manager - Digital Natives UK @ Databricks Named Account Manager - Digital Natives @ Databricks Snr Manager, Commercial Sales, ANZ @ Databricks Enterprise Account Executive @ Databricks RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 8, 2024

FOUR 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 Sales / Founding AE @ WePay (acquired by JP Morgan Chase) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 4, 2024

FOUR 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 quotas to meet. All of those roll up into one big bottoms-up forecast that tell you if you're gonna hit your number in three months. How you leave the batter's box matters. Make SDR forecasting easier by getting half of your meetings on the books already. After the third objection, have your SDRs tell the prospect that they’ll reach out again in 30 days and have them send a five minute hold as a reminder. They will enter the next month. PATH TO PRESIDENT’S CLUB VP of Inside Sales @ Clari Global Head of Inside Sides and Revenue Development @ Clari Director of Sales @ Clari Enterprise Sales Director, West @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 2, 2024

FOUR 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 @ Grammarly Solutions Consulting & Customer Insights @ Onera, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 1, 2024

ACTIONABLE 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

Mar 28, 2024

FOUR 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 Better Meetings. Consider starting all of your meetings at the :05 mark to avoid perpetual call delays and unfocused discussions. PATH TO PRESIDENT’S CLUB VP of Sales @ Multiplier Limited Partner @ GTMfund Head of Sales, New Products @ Lattice Director of Sales, Strategic & Corporate @ Lattice RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 26, 2024

Caitlin’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 steps for evaluation, be ok with being corrected. Go beyond the basics when an internal call partner joins your meeting. Ask questions specific to them - their business challenges, or what does success look like for them. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Deel Enterprise Revenue Director @ Clari Mid-Market Revenue Director @ Clari Commercial Revenue Director @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 25, 2024

FOUR 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 Member @ ClozeLoop Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit Head of Sales @ Ravel Law RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 22, 2024

Q2 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

Mar 21, 2024

FOUR 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. Make prospecting initiatives universal. If you’re driving your team to outbound — update your hiring profile, team meetings, and dashboards. Make it crystal clear PATH TO PRESIDENT’S CLUB VP of Sales @ Guesty VP of Sales & Customer Success @ Capchase VP of Sales & Partnerships @ Alibaba Group Dir. of Sales @ Alibaba Group RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 19, 2024

FOUR 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 PRESIDENT’S CLUB Enterprise Account Executive, Financial Services @ Databricks Account Executive, Commercial @ Databricks Sr. Account Executive, Mid-Market @ Databricks Sr. Account Executive @ Datafox RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 18, 2024

FOUR 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 @ Emergence Capital Chief Storyteller @ Box VP of Sales & Productivity @ Box Sr Director, Corporate Sales Productivity @ Salesforce RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 14, 2024

Chase 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 way you do discovery will be different from if it is growing. List out discovery questions to get people from high-level pain to deeper pain. PATH TO PRESIDENT’S CLUB Director of Commercial Sales @ Zip Sales Director @ Celonis Strategic Account Executive @ Celonis Regional Sales Manager @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 12, 2024

Every 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 the reaction, not the objection; for situational objections, like “no budget”, or “too expensive”, remove the pressure of the sale entirely. Existing solution objections like “we already use X (your competitor)” are essentially “not interested” objections in disguise. Tackle them as such. RESOURCES DISCUSSED 18 Cold Call Objections & How to Handle Them The Book on Cold Calling Join our weekly newsletter Things you can steal

Mar 11, 2024

Four 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 of Not Taught RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 7, 2024

FOUR 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 @ First Round Capital Director, Enterprise Sales @ Drift VP, Sales @ AltoCloud RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 5, 2024

FOUR 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 every ask through “is this actually the best way for the buyer to get what they're looking for?” PATH TO PRESIDENT’S CLUB Founder @ DiscoveryCoach.io Sales Enablement Manager @ AlphaSense Lead Revenue Enablement Manager @ CB Insights Senior Sales Training Manager @ CB Insights RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 4, 2024

FOUR 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 VP Sales @ Sales Gravy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 1, 2024

The "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

Feb 29, 2024

FOUR 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 builders training to test for things your team wants to be trained on. That’s how you build a powerful training program. PATH TO PRESIDENT’S CLUB Founder & CEO @ Alluviance Director of Sales @ Catalyst Software Director of Sales, Commercial @ Outreach Sales Director, Corporate @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 27, 2024

FOUR 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. Don’t say “AI” in your sales call. Instead, focus on the problem they want to solve and what they want to do. PATH TO PRESIDENT’S CLUB Co-Founder @ Handoffs Director, Sales @ Sendoso Manager, MM & ENT Sales @ Sendoso Founding Account Executive @ Sendoso RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 26, 2024

Four 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 Head of Sales @ Basecamp Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 23, 2024

RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 22, 2024

Check 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 numbers is table stakes, so be clear on what the above-and-beyond things are that get your reps to the front of the list. Figure out the problem that nibbles 20% percent of your day every single day and solve the entire thing before that consumes the entire 100% of your day. PATH TO PRESIDENT’S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 20, 2024

Register 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 through the parts of your pitch, but end with an open-ended question. You can either go into “That’s why we should meet” if they give you those three priorities or roll with the objection - “Let me tell you how we work alongside and supplement a recruiter.” PATH TO PRESIDENT’S CLUB Senior Business Development Manager @ Pareto Senior Account Executive @ Pareto Account Executive @ Pareto Business Development Representative @ Pareto RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 19, 2024

Four 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 DISCUSSED Join our weekly newsletter Things you can steal

Feb 16, 2024

FOUR 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 you are calling that are personal to them, and opens the door for WHY they would want to use your product. PATH TO PRESIDENT’S CLUB: Sr. Mid Market Account Executive @ Gong Senior Account Executive @ Tropic Mid-Market Account Executive @ Gong Senior Account Executive @ Gong RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 15, 2024

FOUR 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 Sales @ RollWorks Manager, New Business Sales @ RollWorks Strategic Sales @ Pendo.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 13, 2024

FOUR 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 seen your ads look like. Have you ever tried to do X? Use intentionally boring subject lines, like “Podcast Episode” that follow the “internal camouflage” principle. PATH TO PRESIDENT’S CLUB Account Executive @ Marpipe Senior SDR @ Marpipe Sales Development Representative @ Smartly.io Client Service Associate @ Guidepoint RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 12, 2024

Four 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

Feb 8, 2024

FOUR 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 moments: promotions, 1st and last days, maternity leave, a loss in the family. PATH TO PRESIDENT’S CLUB SVP, Revenue Strategy & Operations @ Tropic VP, Revenue @ Clari VP, GTM Solutions @ Clari VP, Revenue - Enterprise @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 6, 2024

RESOURCES DISCUSSED View the written summary of this episode Get 1 month of Superhuman on us Other things you can steal 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.” Consolidate your bill for people in different departments and consolidate the team for prospects in the same department. PATH TO PRESIDENT’S CLUB Head of Sales @ Superhuman Director of Sales @ Scale AI Head of Global Email (SendGrid) Sales & GTM @ Twilio Manager, Enterprise Sales @ Twiliio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 5, 2024

Four 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 Join our weekly newsletter Things you can steal

Feb 1, 2024

Every 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, and desire. If you don’t have continuing training and coaching, you are not delivering for your talent. A great training program not only allows you to be effective in increasing your team’s results but also increases your value as a leader. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 30, 2024

FOUR 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 buyer. Purpose is “why are we here?” Plan is “how are we going to achieve it?” Payoff is “what's in it for the buyer at the end of the meeting?” Separate interest from need by quantifying the problem. Questions like “is there a specific business objective this maps back to?” or “How have you currently tried to fix this?” will give you a better idea of interest vs. true need. PATH TO PRESIDENT’S CLUB Inside Sales Account Executive @ Zapier Account Executive Commercial New Business @ Airtable Business Development Representative @ Airtable Sales Development Representative @ Airtable RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 29, 2024

FOUR 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 DISCUSSED Join our weekly newsletter Things you can steal

Jan 25, 2024

FOUR 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 Sr. Manager, Corporate Sales @ Webflow Course Instructor & Founding Member @ pclub.io Customer-Led Growth Advisor @ Catalyst Software Dir. of Sales @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 23, 2024

FOUR 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 inbox to build your email reputation in the early stages. PATH TO PRESIDENT’S CLUB Founder and CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, inc Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 18, 2024

FOUR 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 PATH TO PRESIDENT’S CLUB CRO @ User Interviews CRO @ BrightHire VP of Strategic Sakes @ 6sense SVP Sales Verticals, Financial Services & Co-Chair of the Women’s Integrated Network @ SalesLoft RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 16, 2024

Steal 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, he splits them up above and below the line with his SDRs. For C-tiers, he lets his SDRs prospect those solo. Don’t show them the whole meal all at once. Win the first feature first before showing them one more thing. PATH TO PRESIDENT’S CLUB Strategic Account Executive @ Deel Senior Account Executive @ Deel Account Executive @ Deel Digital Business Manager @ Granular RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 11, 2024

Kyle 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 Activity Mix. Use Kyle’s activity calculator (in the show notes) to back out how many activities your SDRs should be doing to get to quota PATH TO PRESIDENT’S CLUB CMO @ Copy.ai CMO @ Clari SVP of Marketing @ Clari Group VP, Growth & Enablement @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 9, 2024

Steal 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 new way of looking at the root cause of a problem you think they might have. If you’re going to an event, use that as an opportunity to test your point of view with other executives. PATH TO PRESIDENT’S CLUB Head of Clari Align @ Clari CEO @ DealPoint VP Sales and Marketing @ CloudEngage, Inc. Co-Founder @ Presspoint CRM RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 8, 2024

Charlotte'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 PRESIDENT’S CLUB Account Executive SMB @ Salesloft Account Executive Emerging @ Salesloft Sales Development Representative @ Salesloft Team Lead, Sales Development @ Integrate RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 4, 2024

FOUR 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 TO PRESIDENT’S CLUB SVP Sales @ Productboard Sales VP @ Productboard SVP Enterprise Sales @ Carta SVP NA Sales @ Box RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 2, 2024

You 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 across the sales cycle with JC Pollard Best Discovery Tactic: Nominee: 165 (Sell) Maintain momentum in your sales conversations with Brian LaManna Nominee: 144 (Sell) Progress your sales with healthy customer tension with Jen Allen-Knuth Winner: 134 (Sell) Part 1: Connecting the dots in your discovery call with Kevin “KD” Dorsey Best Process Tactic: Nominee: 146 (Sell) Winning over the CEO by turning their team into champions with Henry Schuck Nominee: 160 (Sell) Making meaningful intros to move competitive deals with Shay Keeler Winner AND Episode of the Year: 130 (Sell) Asking questions that get your buyer talking about impact vs features with Morgan Melo Best Leadership Tactic: Winner: 175 (Lead) Lessons from a renowned CRO: Evolving your sales team through process and accountability with Stevie Case RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 1, 2024

We'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 dialing! RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 22, 2023

We wrote the book on Cold Calling - 30mpc.com/book RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 21, 2023

Shay'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 Work” questions to get to know the human behind the seller and push them to the next level. PATH TO PRESIDENT’S CLUB Senior Director of Commercial Sales @ CaptivateIQ Senior Director of Global Commercial NL Sales @ Outreach Director of Sales, Global New Logo @ Outreach Director of Sales, New Logo @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 19, 2023

ACTIONABLE 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 maybe even your favorite cold emails. PATH TO PRESIDENT’S CLUB Manager, Commercial Sales @ Gong Mid-Market Account Executive EMEA @ Gong Senior Commercial Account Executive @ Gong Founder @ TrackmanRentals.com RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 14, 2023

FOUR 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 determine if a rep is ready to be a manager: Can they clearly communicate why they’re winning? And are YOU learning from that rep? PATH TO PRESIDENT’S CLUB Director of Enterprise @ 6Sense Head of Sales, EMEA @ Outreach Director of Strategic Enterprise Sales, EMEA @ Outreach Strategic Sales Director, East & EMEA @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 12, 2023

Every 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 will actually happen. Play the spread. If your commit consists of one deal landing, you should probably have two to four in inventory. Throughout the month or the quarter, your forecast will start to taper. Don't be a sandbag - don’t set a goal or forecast that's way too high. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 7, 2023

Kyle’s Competency Framework FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Pick 1-3 competencies to coach a rep on max. Train your team, then establish a coaching rhythm to reinforce the training and a metric to track it. Get your managers bought in otherwise your training will fall flat. Turn your managers into microphones instead of filters. Give your reps multiple ways to get to a “good day” — build a Good Day Framework that assigns points to both inputs and outcomes. If you have a rep who isn’t willing to work hard at the professional development plan that both you AND they agreed to… why would you keep working with that rep? PATH TO PRESIDENT’S CLUB RVP, High Tech Acquisition for North America @ MongoDB RVP, High Tech Acquisition - Midwest, Northeast, and Canada @ MongoDB RVP of Sales, Corporate Midwest @ Qualtrics RVP of Sales, Midwest CX @ Qualtrics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 5, 2023

But wait! Want more from Grace & Outreach? Check out the 30MPC X Outreach: 1 Sequence to Create and 5 Templates to Close FOUR ACTIONABLE TAKEAWAYS Brainstorm how you're going to advance each of your opportunities before you have your pipeline review with your manager. Don't show up like a deer in headlights. Block time for immediately after your pipeline reviews to take action on the things you agreed to do to drive your deals forward. Structure your forecast calls - cover updates, health scores, next steps, amount, and close dates. Avoid spending the entire time on one deal by scheduling big bets calls for complex deal reviews. Utilize a zero inbox strategy by organizing your inbox into action items, read through later, awaiting a reply. PATH TO PRESIDENT’S CLUB Senior Account Executive @ Outreach Commercial Account Executive @ Outreach Enterprise Account Executive @ Dell EMC Account Executive @ Nasuni RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 30, 2023

Mark Kosglow's Course FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Re-evaluate your Q4 incentives. Lots of sales reps aren’t making money now. Throw in SPIFs and kickers that squeeze the juice out of ICP deals or even a $500 referral SPIF for customers. Build your 2024 model for efficiency instead of growth. Sell your CEO, board, or finance team on healthy attainment to keep your best reps fed. They will carry you through a downturn. Consider running hot. Your top sellers will over-perform and make up for a gap in capacity you might have with a bloated team. Get everyone on the same page on healthy growth. No one wants a horrible CAC payback, a burning sales team, or a team that can’t keep their top reps. PATH TO PRESIDENT’S CLUB Growth Partner @ Emergence Capital Mentor &Advisor @ Sales Assembly Mentor & Advisor @ Forum Ventures Mentor @ GrowthX Academy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 28, 2023

FOUR ACTIONABLE TAKEAWAYS Back Pocket Questions - Prepare multiple questions for your sales calls that you can pull out at any time. Use them if you get "stuck" at any point. Strategic Social Proof - instead of simply namedropping customers, use customer story examples that are relevant to how you’d envision your buyer using your service, ex. Having a similar use case. Make Discounting "Weird" - When you get hit with a price objection, your response needs to signal concern/confusion. You want to signal that this request is not biz as usual. Alternative Video Use Cases - Video isn’t just for prospecting. Use video for "pre-call context" + "post-call recaps" + "Exec Summaries" PATH TO PRESIDENT’S CLUB Founder @ 30 Minutes to President’s Club Senior Account Executive @ Time by Ping Enterprise Account Executive @ SurePoint Technologies Account Executive @ Aderant RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 21, 2023

FOUR ACTIONABLE TAKEAWAYS Don't put your customer in box. Use "soft" language like "typically", "usually" and "what I've seen". Before holding an intro meeting with a new prospect, mine your ecosystem for inside intel about what they care about & what they're like. Always assume there are multiple decision-makers in a deal (not just 1). Tell the customer upfront who you're NOT for - it actually makes you appear more credible. PATH TO PRESIDENT’S CLUB Head @ DemandJen Head of Community Growth @ Lavender Social Social @ Co-Founder Chief Evangelist @ Challenger RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 16, 2023

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten. Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do. 80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems. PATH TO PRESIDENT’S CLUB CRO @ Vanta Founding Partner @ 20SALES Founding operator at @ Coalition Postal Vice President, Mid-Market Sales @ Twilio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 14, 2023

FOUR ACTIONABLE TAKEAWAYS Anytime you’re asking about a get — sell why it’s important to the business. IE: You moving faster allows us to get ahead in our heavy implementation season. Assign values to the different “gets” from a customer and put together a slide that walks the customer through these. When turning down bad deals, walk them through how finance wouldn’t ever agree to multi-year flat deal, but how they can achieve a similar outcome with a different commercial structure. If someone slips on a timeline commitment, you might have to honor the number, but you can always ask for another get in return. PATH TO PRESIDENT’S CLUB Director of Sales @ Pave Senior Manager of Sales @ Pave Client Strategy Manager @ Uber Strategic Partnerships @ Uber RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 13, 2023

Download Jason Bay’s Cold Calling Framework FOUR ACTIONABLE TAKEAWAYS Open a Cold Call with a permission-based opener to get prospects to opt into talking to you. Your tone of voice is key because it’s hard to hang up on a genuinely nice person. Go for the reverse pitch by sharing what is top of mind for their peers. Start with what is relevant to them, not what you’re trying to accomplish. Hook prospects into scheduling the next meeting by finding problems you can solve. Start with the problems they share with their peers. If you know the prospect is a good fit, don’t ask if they want that next meeting at the end of the call. Be assumptive and roll right into scheduling. PATH TO PRESIDENT’S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, Inc. Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 9, 2023

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Start & End of Week 15min stand-ups: Start each week by listing out by individual what you are going to accomplish this week, it should be measurable. Breakdown calls into the sum of their parts: intro x discovery x demo x closing, but then coach to the THEMES across the parts. Situation-Behavior-Impact Feedback: Describe the situation (put them back on the scene), remind them of their behavior/what they did, explain the impact of it. Send the 3x3x3 to your CEO every day on Friday: 3 Up for the Week. 3 Down for the Week. 3 for Next Week. PATH TO PRESIDENT’S CLUB CRO @ Postal Senior Vice President of Revenue @ Postal Vice President of Sales @ Postal Vice President of Sales, GM, EMEA & APAC @ Wrike RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 7, 2023

FOUR ACTIONABLE TAKEAWAYS The person asking the questions is the person running the call. While it can feel good to respond to rapid fire questions, make sure you don't lose control of the call by seeking to understand the 'why' behind the question. Objections are opinions. Instead of jumping to overcome them, seek to understand them, by identifying if the objection is rooted in a lack of why change, why now, or why us. Use the 2 minute call prep drill: Call Purpose, Desired outcome, Predict their Pains, Guess Behavior Style. Exchange of information on a sales call should be bilateral, not unilateral. Make the exchange of information equitable by "reversing" (answer a question with a question). PATH TO PRESIDENT’S CLUB President and Owner @ Sandler Training Executive VP of Sales @ Pure Digital Technologies Vice President and General Manager of Field Sales @ Kodak RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 6, 2023

In this live episode of 30MPC direct from Unleash 2023, hosts Armand and Nick teach you how to close deals at power using The Golden Path. Learn how to set a strong agenda, understand executive priorities, and align your solution to close deals at lightning speed in this special episode of 30MPC. Ready to walk The Golden Path? Download our tactic toolkit to get started!

Nov 2, 2023

https://tactics.30mpc.com/leadership-playbook-sales-stages-deal-review-guide FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Decide on a meeting or stage-based sales process first. Align the key steps to win a deal to your Salesforce stages. Run rapid-fire deal reviews, recapping how each stage has been accomplished and what you plan to do to move the deal to the next step. Each week, look at the next step your rep agreed to take last week. And if it didn’t happen, talk about how to make it happen or get it out of pipeline. When your reps get really good at this, start teaching them the trick shots. Deal acceleration and combining two steps into one call! RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 1, 2023

Watch in full vibrant color: https://bit.ly/3Sn5KWh 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Oct 31, 2023

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When getting in person, try to dress the same "level" as your customer's office attire. When in doubt, dress one notch nicer. Use the right communication tool for the job. Synchronous conversation wins. Use this decision criteria for when to meet your customer in-person: size of deal, proximity to your location, and stage in the sales process (discovery phase is ideal). Before the meeting, ask yourself, “What is the micro-commitment I want from the prospect at the end of this meeting?” PATH TO PRESIDENT’S CLUB CEO @ Sales Gravy Author of People Follow You: The Real Secret to What Matters in Leadership Author of People Buy You: The Real Secret to What Matters Most in Business Vice President of Sales @ KGB RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 26, 2023

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS The best product doesn’t always win — the team that has the most conversations with customers, investors, and partners does. Every week — test an industry, persona, and problem in your early-stage outbound. Over 12 weeks, you need to rip through 12 market segments to find your ICP. Play laptop closed! See how long you can go without opening your demo to sell a deal. Don’t worry about the two, three, or four-year deals. Win customers in year one, and if your product is right, you’ll keep them in year two and beyond. PATH TO PRESIDENT’S CLUB Partner @ Glasswing Ventures Growth Advisor @ CloudTruth Growth Advisor @ Talla Co-Founder @ Reprise RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 25, 2023

Watch in full vibrant color: https://bit.ly/3tREmWc 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Oct 24, 2023

FOUR ACTIONABLE TAKEAWAYS Use the last 20 minutes of your workday to plan for the day ahead. Map out your calls, emails, and time blocks. Default to saying no. Don't let random requests distract you from generating revenue. Match your activity to your energy level. If you're high energy in the afternoons, use that time to cold call! Avoid interruptions by blocking your time in one-hour increments. The non-urgent requests can wait until the top of the hour. PATH TO PRESIDENT’S CLUB Head of SMB & Mid Market Sales @ Quantcast Senior Corporate Sales Manager @ Quantcast Corporate Sales Manager @ Quantcast Recruiting Manager @ Robert Half Finance & Accounting Fixed Income Account Manager @ Bloomberg RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 19, 2023

THREE ACTIONABLE LEADERSHIP TAKEAWAYS Streamline pipeline reviews with Sequence of Events (SOE). "Prospecting in a Box" campaigns focus on quality over quantity, leveraging successful tactics within the team to re-engage with closed or lost opportunities. Use clear communication and realistic goal-setting to avoid surprises and potential morale issues with your team. PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Incredible Health GTM Advisor @ August Health SVP - Global Head of Sales @ Clari VP of Sales @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 18, 2023

Watch in full vibrant color: https://bit.ly/3rUL8tM 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Oct 17, 2023

FOUR ACTIONABLE TAKEAWAYS Leverage the power of 7-38-55: 7 percent of meaning is communicated through words, 38 percent through tone, and 55 percent through body language. Encourage friction in your sales cycle; it means that your customer is engaged. When showing a demo, tell your customers what you're gonna show, show 'em, then tell them what you showed. The "Barack Obama Objection Response" - When you get hit with an objection, acknowledge factors impacting their perspective and ask if they would be open to hearing a different perspective. PATH TO PRESIDENT’S CLUB Founder @ Alluviance Director of Sales @ Catalyst Software Director of Sales, Commercial @ Outreach Senior Director, Corporate @ Outreach Territory Account Executive @ Microsoft RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 12, 2023

THREE ACTIONABLE LEADERSHIP TAKEAWAYS Document the What Good Looks Like (WGLL): It's best if it's defined, documented, and demonstrated. Practice should be built into everyone’s week: You get good in practice, You don't get good in the game. Follow leadership methodologies: Behavior, Individual, Process, Skill, You as a leader (BIPSY) PATH TO PRESIDENT’S CLUB SVP of Sales and Partnerships @ Bench Accounting Mentor @ 500 Startups Advisor @ Worklye.io Advisor @ Regie.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 11, 2023

Watch in full vibrant color: https://bit.ly/3Q9HgOY 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Oct 10, 2023

FOUR ACTIONABLE TAKEAWAYS Use a "what I heard" slide to show you listened and as a reason to ask further questions. Ask your prospect to rate how they feel about your solution on a scale of 1-10. If you're a 10, are they ready to buy OR can you make the case to move forward? Every day, take a look at your opportunities and consider what you could do today to better your chances with this deal. PATH TO PRESIDENT’S CLUB Senior Mid-Market Account Executive @ Gong Mid-Market Account Executive @ Gong Commercial Account Executive @ Gong Senior Commercial Account Executive @ Gong Enterprise Account Executive @ BrightEdge RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 5, 2023

Watch in full vibrant color: https://bit.ly/3Q45Mkq 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Oct 4, 2023

FOUR ACTIONABLE TAKEAWAYS Use the NDA to test for signing authority early in the process. Send an executive update early in the process so that you have a thread to call on when things don't go so well. Map out the process in a way that makes sense to them. Not to you. AKA not a buyer's journey. The person who's involved in the RFP is usually the person who wins the RFP. PATH TO PRESIDENT’S CLUB Managing Director/SVP @ Junipare Square Podcaster @ Juniper Square Advisor @ Prophia THE LATEST FROM 30MPC Tactic TV Toolkits & Templates THE LATEST FROM 30MPC Tactic Teardown Toolkits & Templates THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick’s Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints ( Try Owler Max ) Boomerang: Tactics for Peak Productivity RocketReach: 8 ways to triple your phone connects and email opens Influ2: 9 Ways to Humanize Your Outreach Discovery & Demo Otter.ai: The Ultimate Discovery Checklist Calendly: Speed up your sales cycle & increase revenue Klue: Dismantling Competitors Clari: How to Sell to the CFO Sales Process Pipedrive: 5 deal cheat codes to cut your sales cycle in half Demandbase: 6 Templates to Accelerate Deals Superhuman: 6 Ways To Be An Inbox Superhuman Gong: Master Class Qwilr: Sales Proposal Upgrade Outreach: 1 Sequence to Create and 5 Templates to Close Salesloft: Selling to Power ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter . It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :)

Sep 29, 2023

Watch in full vibrant color: https://bit.ly/3Pt8zly 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Sep 27, 2023

FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-cold call and get out of their way. PATH TO PRESIDENT’S CLUB Sr. Account Executive @ GRIN Sales Coach @ CourseCareers Business Development Representative @ Connect Searh, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 26, 2023

Watch in full vibrant color: https://bit.ly/3LDnVmF 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Sep 22, 2023

Watch in full vibrant color: https://bit.ly/3rn7VhD 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Sep 20, 2023

Download Danilo's Hypothesis-Driven Disco Call Framework FOUR ACTIONABLE TAKEAWAYS 5 ways to research a prospect: [1] LinkedIn [2] Google search [3] podcast appearances on Listennotes.com [4] social channels [5] If they're a Ph.D., Google their name + “dissertation” Use that research in the first 2 minutes of the call. Start with their big business goals, then raise the problems and outcomes that YOU can solve to narrow them into your winning zone. Bucket your buyers with a market approach technique. You’re either a lean team putting together best-in-breed point solutions to cover your gaps or a mature team that wants an all-in-one solution. Which are you? PATH TO PRESIDENT’S CLUB Sr. Account Executive @ Databricks Co-founder @ B2B Syndicate Flex Adjunct Sales Coach @ Satellite Account Executive, Named Accounts @ New Relic, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 19, 2023

Watch in full vibrant color: https://bit.ly/46h819q 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Sep 18, 2023

Get ready for the baddest 30MPC roadmap you've seen in your life. Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 13, 2023

FOUR ACTIONABLE TAKEAWAYS B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW. When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging. Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years. When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?” PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of Global Sales @ Outreach Regional Sales Director @ School Specialty Planning & Student Development Sr. Account Management @ Great American Opportunities RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 12, 2023

Watch in full vibrant color: https://bit.ly/45N3Vpq 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Sep 8, 2023

Watch in full vibrant color: https://bit.ly/3Em7hUz 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Sep 6, 2023

Every 10th episode, we tear down one topic. This time, we’re talking about crushing your competitors. Actionable Takeaways 50% of deals are going to be won by just being a better seller, the other half by properly selling inside the winning zone. Start by figuring out what’s important to them, then recommend a few priorities specifically in your winning zone while seeding competitor losing zones. Against apples-to-apples competitors, tilt the odds in your favor with on-sites, power, and references. Throw competitive darts as you make cold calls or send cold emails so that you begin pushing to your winning zones. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 4, 2023

ACTIONABLE TAKEAWAYS Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response. Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate. At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill. It’s okay to sometimes lose a negotiation in favor of getting the deal done. Whenever possible, you should opt for a live conversation with your prospects. Abandon the belief that activity equals achievement. Instead, recognize that your job exists to accomplish outcomes. PATH TO PRESIDENT’S CLUB Founder @ 30 Minutes to President’s Club Sr. Account Executive @ Time by Ping Enterprise Account Executive @ SurePoint Technologies Account Executive @ Aderant RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 30, 2023

===================== Join us for a "Live from Unleash" episode of 30MPC on October 3-5 @ Seattle Convention Center ($300 discount) Come to experience AI-Powered selling with Outreach and learn actionable sales strategies from leaders and top performers from Cisco, Verizon, Grammarly, and more. ===================== FOUR ACTIONABLE TAKEAWAYS Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time. If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo. When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them. Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one? PATH TO PRESIDENT’S CLUB Sr. Director of Global Commercial NL Sales @ Outreach Sr. Regional Sales Manager @ RealSelf Sr. Sales Manager @ Yelp RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 29, 2023

Watch in full vibrant color: https://bit.ly/3QUELRr 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Aug 23, 2023

Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90 FOUR ACTIONABLE TAKEAWAYS Use the team Slack channel to keep your internal resources selling for you, alongside you, at every step of a big deal. Use your leaders to ask questions at different altitudes to change the level of the conversation. Forward the deal narrative to the CEO and have them reach out to the contact you’re trying to multithread into. Create your own references instead of using the customer success round-robin references. PATH TO PRESIDENT’S CLUB Head of Strategic Sales @ Atlan VP, Sales @ Evisort Sales Leader, Google Cloud @ Google Regional Director @ Looker RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 22, 2023

🗒️ Watch in full vibrant color: https://bit.ly/44hjTa4 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Aug 18, 2023

Watch in full vibrant color: https://bit.ly/3QGDoWc 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Aug 16, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal. When describing the levers, explain upfront: There’s tremendous value in us being able to predict and we’re willing to pay for that in the form of a discount. Hold firm by telling everyone in the world what the 4 levers are EARLY in your sales cycle. When power comes in for a final pound of flesh, paint the trade-offs and lean on the fact that you’ve shared this early so that your champion can evangelize it. PATH TO PRESIDENT’S CLUB Founder, Speaker, & Workshop Leader @ Sales Melon Author (The Transparency Sale & The Transparent Sales Leader) Managing Director @ VentureScale Chief Revenue Officer @ PowerReviews RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 15, 2023

Watch in full vibrant color: https://bit.ly/458zfP8 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Aug 9, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Figure out your champion’s motives. This might look like supporting their business motives / aligning with their bonus/financial motives / or making them feel like they’re going to ink their next promotion. The Sandwich Sale: Combine the groundswell at the bottom of the organization with executive momentum at the top to squeeze the middle managers into action. Ask the executive: “Who’s your rising star?” They will often be the ones to drive your deal with the most velocity. Land a single deal for $50-100k, then build an internal business case to expand on the account. PATH TO PRESIDENT’S CLUB Strategic Account Manager @ Ascend Strategic Accounts @ Sourcegraph Head of Enterprise Sales @ Segment Enterprise Sales Executive @ Braintree (a PayPal company) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 8, 2023

The 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. THE LATEST FROM 30MPC Tactic Teardown Toolkits & Templates THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick’s Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints ( Try Owler Max ) Boomerang: Tactics for Peak Productivity RocketReach: 8 ways to triple your phone connects and email opens Influ2: 9 Ways to Humanize Your Outreach Discovery & Demo Otter.ai: The Ultimate Discovery Checklist Calendly: Speed up your sales cycle & increase revenue Klue: Dismantling Competitors Clari: How to Sell to the CFO Sales Process Pipedrive: 5 deal cheat codes to cut your sales cycle in half Demandbase: 6 Templates to Accelerate Deals Superhuman: 6 Ways To Be An Inbox Superhuman Gong: Master Class Qwilr: Sales Proposal Upgrade Outreach: 1 Sequence to Create and 5 Templates to Close Salesloft: Selling to Power ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter . It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :) 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

Aug 4, 2023

Watch in full vibrant color: https://bit.ly/3KjHrnz 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Aug 3, 2023

Watch in full vibrant color: https://bit.ly/3qb4ni0 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Aug 2, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 But wait, there's even more Gong x 30MPC at our Master Class Series :) FOUR ACTIONABLE TAKEAWAYS Use the 3x3 after your opener: “I noticed this, this, and this about you…how familiar are you with what we do?” Be outrageously authentic. Example: “I would’ve been fired if I only closed deals with allocated budget.” Set the expectation for three call outcomes upfront. At the end, tell them you think we’re at a 1 (which means buying this now), and ask them to validate that. Use a soft close to skip a pilot. You’re either ready to move now, which gives us commercial flexibility, or need us to invest more time and resources to prove the use case. PATH TO PRESIDENT’S CLUB Mid-Market Account Executive @ Gong Enterprise Business Development Representative @ TigerConnect Head of Personal Training @ University of Oregon RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 1, 2023

Watch in full vibrant color: https://bit.ly/3QkqnS3 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Jul 31, 2023

Watch in full vibrant color: https://bit.ly/44KFn02 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

Jul 26, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your executive meetings with the top 2-3 priorities, then be quiet and let them explain why they took your call. At the end of the executive meeting, ask them to sponsor you and make intros to each department lead. Test pricing throughout the sales cycle with each department lead so that when the big proposal lands, it can be justified. Not sure if the deal is a waste of time? Ask: is this above or below the line if your budget gets cut? PATH TO PRESIDENT’S CLUB Founding Team-GTM Lead @ Superblocks Enterprise Sales Director @ Snowflake Strategic Account Executive @ Pure Storage District Sales Manager @ Dell EMC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 24, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice. Use a slight downtone when hearing the response to get prospects to lean in Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having Use “I think this might make sense” before coming in hot with your value prop PATH TO PRESIDENT’S CLUB SVP of Sales and Partnerships at Bench Accounting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 19, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Offer them value instead of meetings. Frame your asks in terms of what they will get out of the meeting. If someone is on a competitor, offer insights on where that competitor may fall short. Politely illuminate things that might be a bit “off” in their business. Provide an off-ramp for the prospect by making them explain why they are willing to invest in the next step. “Where does this rank in your priorities? You have to do X, you have to do Y.” PATH TO PRESIDENT’S CLUB SVP Sales & Partnerships @ Owner Director of Revenue and Merchant Success @ Shopfiy VP Sales @ League Inc. Director, Inside Sales @ Vision Critical RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 12, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start with the lay of the land questions > heaven and hell questions > typically questions. If they don’t know the metric they’re trying to improve, it’s your job to educate THEM on the metric you can solve for. Tell. Show. Tell. Tell them what you’re going to show them > show it to them > then tell them what you just showed them and how it relates to what you learned about them in discovery. How to talk about implementation as a sales rep: Talk at the level of [1] the people involved [2] the stages of implementation [3] the timing of implementation. PATH TO PRESIDENT’S CLUB Director of Sales @ Catalyst Software Director of Sales, Commercial @ Outreach Territory Account Executive @ Microsoft Sales Representative @ DocuSign RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 5, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When prioritizing accounts, try to find the low-hanging internal research (CL Opps, Past Conversations), then move to external research (10-K, New Contact) In weekly 1:1s, do a look back on the past accounts you worked, and a look forward on the new ones. Have specific columns for the SDRs to fill in findings from their outreach. Look for triggers when you’re refreshing an account to change up messaging (New Person, Customer Move, 10-K, New Messaging) Work in 2-hour blocks (2hrs Nike, 2hrs for Adidas). Then use 1:1s to break up the day and refuel. PATH TO PRESIDENT’S CLUB Head of Sales Development @ LiveRamp Director @ Camp Kee Tov Editor @ The Big Picture Sports Blog Program Coordinator @ Playworks RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 3, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Jason Bay's Multithreading Masterclass Register for the July Tactic TV episode, What Should You Have Said Instead? (Multithreading Edition) ACTIONABLE TAKEAWAYS Create a hypothesis of the key stakeholders involved in the buying process and suggest their involvement by name during the initial call. Focus on selling the desired outcome rather than solely focusing on closing the deal. Involve influential decision-makers early in the sales process and maintain their engagement throughout. PATH TO PRESIDENT'S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Vault Studio (formerly known as Chamber DS) Marketing Director & Corporate Sales Trainer @ College Works Painting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 28, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t drink and eat yourself to death at a conference. Keep your eye on the ball - meeting prospects. When you pre-set meetings before the conference, talk to the prospect’s team in advance. Focus the conversation on what you learned + what they’re hoping to get out of this. Add pictures of the people you want to meet in a Google doc. At the conference, create organic moments where you find those people. Play musical chairs at the conference - If one happy hour, session, or conversation isn’t a good use of your time, LEAVE. PATH TO PRESIDENT’S CLUB Global VP of Sales @ Starburst Director of Sales @ HackerOne Senior Account Executive @ Lyft Account Executive @ Checkmate.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 26, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Welcome to the biggest content launch quarter in 30MPC history: https://www.linkedin.com/pulse/q3-30mpc-roadmap-30-minutes-to-president-s-club RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 21, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. Prospecting Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing! Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort Discovery Episode 110 Doug Landis: PPO Episode 137 Krysten Conner: The Menu of Pain Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it. Episode 113 Armand Farrokh: The 5-minute drill + big demo deck Process Episode 130 Morgan Melo: How are you gonna justify this internally? Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum. Episode 103 Miles Kane: What are you willing to offer in return? Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale. The NUMBER ONE TACTIC! Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 14, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS At the end of a discovery call, lay out a play-by-play recap and look for the nod. The 5-chapter Recap Email: [1] What we learned, [2] How we can help (the 1-2 things they loved the most) [3] Suggest times [4] Gather inputs that can build a business case [5] lay out the sequence of events. The Technical Validation Call: Explain the 4 things we need upfront. SE sends a technical follow-up with the green light (low level of effort to deploy). The Hero’s Journey: The biggest problems, the ROI narrative, the number, and finally trade levers. PATH TO PRESIDENT’S CLUB Sr. Director of Sales @ Clari Sr. Enterprise Account Executive @ SetSail GM General Business @ SAP Litmos Enterprise Business Development @ Determine RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 7, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Sonny's ChatGPT Cheat Sheet FOUR ACTIONABLE TAKEAWAYS Three common ChatGPT use cases: pull out insights, write emails based on that research, handle objections when they come in. Feed ChatGPT with relevant data like a 10-K to write a great tailored email for you. From there, you can plug your website or writing rules to craft an email for you. Don’t like that email? Ask for a revision or have it use Hemingway to rewrite this email at a 5th grade level. PATH TO PRESIDENT’S CLUB Director of Global Sales Development @ Panopto Sr. Manager, Global Sales Development @ Sift Manager, Account Development Team @ Mesosphere Sales Development Representative @ Mode RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 5, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Morgan's Cold Call Script ACTIONABLE TAKEAWAYS Overview - Fisherman’s Framework : Break your cold call into Waiting (Openers), Bite (Value Props), Fight (Objections) Section 1 - Openers (Waiting) : Use one of two cold call openers — the PLA (pleasant, laugh, arms-up) or the confident pause Section 2 - Value Props (Bite) : Reverse engineer soundbites from your customers and have 2-3 foundational pillars of problems you solve to build your talk track. Section 3 - Objections (Fight) : Handle any objection by pausing, acknowledging, questioning → pulling → driving the next step PATH TO PRESIDENT'S CLUB Founder and CEO @ Ascension Media Productions VP, GTM Talent and Development @ Sales Impact Academy Director of Sales Execution and Evolution @ Sell Better by JB Sales RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 31, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Preschedule the final executive meeting upfront if you get access to the executive buyer at the beginning of the sales cycle. Map out the 10 things you’ll need to do now, to prepare for the big executive meeting. Send 1:1 messages to each department lead before the call to find out what is important to them. Have your economic buyer pre-sell each executive before going into the big team meeting so that you can position it as the introduction to the implementation phase. PATH TO PRESIDENT’S CLUB Enterprise Sales Director @ Clari Commercial Account Representative @ Xactly Corp Commercial Account Representative @ MapR Technologies Technology Account Representative @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 24, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When you are asked for a discount ask in return, “Why a discount at all” and then create a cost to each item they’re asking for. When asking for contract turnaround time, don’t just stop at legal approval. Break it down from prioritization to stakeholders. Take the time to get approval. Don’t make it seem like it’s too easy. When returning a proposal, walk through the additional savings being approved, and have the “Valid by” date in bold red. PATH TO PRESIDENT’S CLUB Enterprise Regional VP @ DocuSign Team Lead @ Strideline Marketing Representative @ Russell Investments RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 17, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ZoomInfo: 5 Plays, 30MPC Style FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it. Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand. PATH TO PRESIDENT’S CLUB CEO & Founder @ ZoomInfo CEO & Co-founder @ DiscoverOrg Adjunct Professor @ Washington State University RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 10, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Kyle's Executive Multithreading & Agenda Email Templates FOUR ACTIONABLE TAKEAWAYS Prepare targeted questions during pre-call prep to validate your research Repackage information in exec summaries by highlighting solutions and needed resources (don't just regurgitate the champion-level business case) When an exec is impatient, share your POV and ask for their input When asking for power, show how their involvement will benefit the project PATH TO PRESIDENT’S CLUB Regional VP @ MongoDB Regional VP of Sales @ Qualtrics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 8, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Align on the problem and impact first, then start brainstorming root causes and solutions Build a problem identification chart with the problems, impacts, root causes of your ICP Talk to customers, become an expert. Why did they buy? What problems did you have? You need customers to agree to the problem they have and be willing to solve it with you. PATH TO PRESIDENT’S CLUB Author of Gap Selling CEO @ Noted Analytics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 3, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start by aligning on the problem in the big team meeting and sell your champion on why it’s important. At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you. In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems. Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation. PATH TO PRESIDENT’S CLUB Community Growth @ Lavender Chief Evangelist @ Challenger Player/Coach-Large Enterprise Sales @ CEB, now Gartner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 1, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ACTIONABLE TAKEAWAYS Section 1 - Agenda : Have a plan & share it. Call out surprises before they, ya know, surprise you. Section 2 - Set the Table : Teach your customer something they don’t know, and you’ll gain credibility in their eyes. Section 3 - Dig In : Don’t just ask qualification questions. Understand their challenges today and the impact those are having on their business. Ask questions about areas the prospect might not have considered, but you know you can add extra value too. Section 4 - Dessert : Tell them what’s good and recommend they give it a try: i.e. tell them what the next step is and secure it at the end of the call. PATH TO PRESIDENT'S CLUB Account Executive @ Gong Advisor @ Aligned, Chili Piper, and Ramped Instructor @ Sales Impact Academy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 26, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Vin's 5 Emails from Prospecting to Close FOUR ACTIONABLE TAKEAWAYS Keep your multithreading separate to first establish direct lines of communication, and then weave them together later. Once you have the group threaded together, separate out the master recap email from individual recap emails. Put on a show! Vin used the number 282 to start a presentation, which was the number of LMS providers on G2 crowd, and the person who guessed the number correctly received a bottle of wine. Attach discount percentages to levers so prospects have control over how they can buy themselves a discount. PATH TO PRESIDENT’S CLUB Sr. Account Executive IC-5 @ Demandbase Strategic Advisor @ Aligned Strategic Partner @ Outplay RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 19, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Vin's 5 Emails from Prospecting to Close FOUR ACTIONABLE TAKEAWAYS Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday. Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email. The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot. Use email to keep threading throughout your sales cycle. One way to do this is through direct mail. PATH TO PRESIDENT’S CLUB Sr. Account Executive IC-5 @ Demandbase Strategic Advisor @ Aligned Strategic Partner @ Outplay RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 12, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your demos by setting the scene. Orient your buyer as to who they are in the demo and what they are doing in their day. If you get a mild “yes” at the end of the demo (e.g. “it could be interesting, I want to debrief internally”), use timeline and sales process steps to see if they’re willing to work to take a step forward. When asking for power, make it us vs. them. Align the timeline to close with their best interest in mind, not yours (e.g. Get them excited about more time to implement means a much better customer experience for them). PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Pave Sales Trainer @ Flockjay Head of Revenue @ Whistle Enterprise Account Executive @ Chili Piper RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 5, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 WHAT YOU'LL HEAR The Golden Path Top Down Selling Bottom-Up Selling RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 4, 2023

Download Charly Johnson’s Cold Email Drip Templates ACTIONABLE TAKEAWAYS Section 1 - Research: Have the top 5 things you look for ready to go and jot down the templates you’ll use for each. Section 2 - Trigger Templates: Create scalable templates for each trigger - do it with your team to create a pool of common templates you can pop in. Section 3 - Deposits: Apply the same concepts above to create ‘deposit’ templates that don’t always take value, they give it back. PATH TO PRESIDENT’S CLUB Account Executive @ Salesloft Team Lead, Sales Development @ Integrate SDR @ Akkroo, an Integrate company Enterprise SDR @ PatSnap RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 3, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 29, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Sam's Agoge Sequence FOUR ACTIONABLE TAKEAWAYS Analyze a low performer's time allocation to identify areas for improvement. Filter time-consuming sequences in your SEP and review the people included. Categorize your sequences to prioritize opportunities effectively. Segment people into immediate opportunities, helpful but not immediate, and irrelevant. Standardize your value proposition based on persona to streamline your process. Use templates and snippets for personalization triggers while keeping the core sequence consistent. Keeping a healthy population of overdue tasks is good for prospecting momentum. Avoid letting tasks get more than 2-3 days overdue, but embrace the benefits of always having something to do. PATH TO PRESIDENT’S CLUB Founder @ Agoge Founder @ SDRLeader.com SDR Leader @ Outreach Co-founder @ Emberall RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 22, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Grow your existing pipeline 50% by asking for referrals. Use these 3 common PLG (product-led growth) triggers to engage freemium users: sign-ups, increased usages, and multiple users on one account. Don’t immediately sell your roadmap. Instead, find customers who are 80% aligned with the vision and use the roadmap to bridge the 20%. If you’re selling early-stage, focus on the early adopters / innovative buyers. PATH TO PRESIDENT’S CLUB VP, Sales @ Tenderly Director, Enterprise Sales @ Drift VP, Sales @ Altocloud | Acquired by Genesys Director, Sales @ SmartBear RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 15, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Luke's Recap Email Templates FOUR ACTIONABLE TAKEAWAYS Build your sales process out step by step. This will fuel how you ask for next actions. Build templates for every part of your sales process. Ex: discovery recap email, group demo recap email, lost deal email. Once you finish your first discovery call, continue to recap the top 3 priorities in terms of the business problem. Include a context guide with your MSA to speed up legal and help them understand terms that are unique to your business. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 8, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 UserGems’ Job Change Sequence FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s prompting that need?”. You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem). Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ UserGems Enterprise+ Account Executive @ Outreach Enterprise Accounts, Financial Services @ Tableau Software Strategic Accounts @ PowerSchool RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 1, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Anthony's 3-Step Email Framework FOUR ACTIONABLE TAKEAWAYS On a cold call: Get permission, lead with a problem statement and its negative consequences, then ask how they’re addressing it today. Once you have validation, book the meeting. On a normal discovery call: Ask why they took the call, why change at all, and lastly why change now. On a competitive discovery call: Start with why they bought their original solution and move to how their experience / goals have changed since then. Figure out where you stack on their priority list by asking: “When you’re on an all-hands, is this something people are talking about?”. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Lattice Commercial Account Executive @ Outreach Growth Account Direct, Mid-Market @ Demandbase Sr. Account Executive @ Ethos Lending LLC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 22, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS After the demo, get a sense of what they liked and use it to justify your ask to power. Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission. When you get to power, recap the key problems you found first, then open it up and ask what’s important to them. Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver. PATH TO PRESIDENT’S CLUB Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 20, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stop withholding the demo from your prospects, ask how they want to run it. 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat. Don’t force yourself to power. Enable your champion to have the conversations. If you need power, ask your champion questions they need power to answer. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 15, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business. Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions. When someone tells you what they want, restate it as a pain point. Turn solutions into problems. The transition between discovery and demo is the perfect time for “might make sense”. PATH TO PRESIDENT’S CLUB Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 8, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it. Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly. Once you know the key metrics that drive their business (e.g., open rates, reply rates), you can deposit and add value by sharing industry benchmarks of what those could be. Prospect by identifying the top 2-3 problems that most people don’t know that they have, then try to find out where the prospect realistically lands currently. PATH TO PRESIDENT’S CLUB Founder & CEO @ Flip the Script Head of Sales Development @ Chorus.ai Regional VP of Business Development @ G2 Sr. Manager, Inside Sales @ Gong.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 1, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Wingman’s In-App Objection Handling Battlecards FOUR ACTIONABLE TAKEAWAYS Use typically language to help guide your buyer into the next steps. When the buyer wants to multithread to someone you’re not familiar with, ask how that person has contributed to purchases in the past. When your champion is proposing to finance, offer to be a “fly on the wall” to help support them. If you aren’t on the call, ask questions about what the call will look like and what issues could come up in it. Keep your buyer’s best interest in mind when driving the timeline. Don’t drive it using your quota or discount. PATH TO PRESIDENT’S CLUB Director, Content & Thought Leadership @ Clari Head of Content Strategy @ Gong Account Executive - Large Accounts @ Eventbrite Sr. Account Executive @ OneMob RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 25, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Liam’s Account Planning Sheet FOUR ACTIONABLE TAKEAWAYS Start discovery by asking why they were hired in the first place. It’ll help build rapport and understand the organizational vision. If you suspect someone is going to be a blocker in the deal, bring it up with your champion before it even happens. Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting. If you’re introduced to power: share your hypothesis, then introduce a few things only they can answer to further expand on your discovery. PATH TO PRESIDENT’S CLUB Go-to-Market @ Kleiner Perkins Director, GTM @ Unusual Ventures Regional Director, East @ MongoDB Director, Sales & Product GTM @ New Directions Behavioral Health RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 18, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When giving price: explain how it works first, then give price and stop talking. When the customer asks for a discount, act surprised and push away to encourage them to come back to the table. Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved. Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 11, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation. Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional. Leverage your own senior leaders to story-tell and pull in the people at power during the demo. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Pave Healthcare & Life Science Account Executive @ Carta Client Strategist @ PwC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 4, 2023

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing. PATH TO PRESIDENT’S CLUB Sr. Account Executive @ GRIN Business Development Representative @ Connect Search, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 28, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Segment your sequences between above and below-the-line decision-makers. Permission Slap: Ask for permission to give valuable information. e.g. Can I send you a 90-second video so I can show how you might get a sense of what win rates look like in RFPs? Look for keywords in the investor day transcript or in the 10-K, then attach those to the messaging you use above the line. Prospect in bursts. Voicemails and social touches power email replies even if you don’t get a reply on that channel. PATH TO PRESIDENT’S CLUB Director of Sales @ Barley Director, Sales Development @ Plato Sr. Manager, Sales Development @ Loopio Business Development Manager @ PenPal Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 21, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line. Set agendas like a human being: In the first 4 minutes of any meeting, address the time, the meeting content, & the potential next steps. Understand the intent behind your prospect's questions: If you get asked a broad question from a prospect, ask a question about their question to determine what information they are actually seeking. Keep Power in the loop: Share regular (succinct) status updates with the executive sponsor of your deal. It's your job to keep reiterating WHY their organization is looking to buy your thing. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 19, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 14, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS 3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams. In a team demo, use Slack/text for live internal communication and strategy. Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities. Use PoCs to create urgency. Start them on a trial but ask for a legitimate commitment if they want to extend their usage. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Figma Direct, Enterprise Sales @ Scoop Technologies, Inc Global Accounts & Partnerships @ Dropbox Account Executive @ BrightEdge RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 7, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS 3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn. Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call. Use “typically” language when prospects are hesitant to open up. By sharing common situations, it allows them to nail down their specific problem(s). Once you get to a problem, tell a story: “You make me think of a customer where XYZ was the problem, ABC is what we did, which led to 123 results”. This helps build trust and gets them to open up further. PATH TO PRESIDENT’S CLUB Founder @ #samsales Consulting Head of Sales, Enterprise, NYC @ LinkedIn VP, Sales, Enterprise @ ON24 Regional Sales Director, Enterprise @ Vcall RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Dec 5, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Check your profile views and ask your prospects “did I do something wrong?” The PLA Phone Opener: Pleasant, laugh, and arms-up. 5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps. 10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 30, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use the line “in order to be conscious of your time…” to lead into your post-opener statement. Jump into your research and follow up with a light question to earn another one. Use “client voice” to describe common challenges from your customers. Leverage those stories into open-ended questions to gauge fit. Demonstrate your understanding of their problem and use it to present a tailored pitch of your solution (we were made to solve this exact problem). PATH TO PRESIDENT’S CLUB Account Executive I @ ZoomInfo Sales Development Representative @ SalesIntel.io Business Development Executive @ Alliance Execut RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 23, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language. Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions) PATH TO PRESIDENT’S CLUB Co-Founder & CEO @ Stealth Startup Director of Sales & Go-To-Market @ Gong Co-Founder & CEO @ Conversature Regional Sales Manager - New Business @ InsideSales.com RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 16, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects. Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing. Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions. Play the negotiation table with ALL of your asks. If you get an ask on pricing, decline it, but in return give a non-monetary ask. PATH TO PRESIDENT’S CLUB Regional Director Majors-West & Central @ ThoughtSpot Regional Sales Manager @ Expanse Inc. Enterprise Account Executive @ AppDynamics Sr. Enterprise Account Executive @ ClearSlide RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 9, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Read your emails out loud before you send them. Use contractions and shorter sentences to sound less robotic. Speak the language of your target persona. Tie the problems of that persona to the company priorities. Use the 3x3 recap email: List the top 3 takeaways from the meeting, followed by the top 3 next steps. When phrasing the top takeaways, make it SHORT and focus most of your summary on the problem. PATH TO PRESIDENT’S CLUB SVP, Marketing @ Clari Co-founder @ SDRDefenders Sr. Director, Sales Development & Optimization @ Looker Account Executive @ gyro RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Nov 2, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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 dialing! RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 26, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Section I: Preventing yourself from getting ghosted Pre-Meeting Confirm the calendar invite Set the placeholder Create a pre-meeting agenda Never leave a cancellation without a meeting, always punt the invite In the discovery call Upfront contract Labeling questions “sounds like” Question behind the question At the end of a discovery call: 5-minute drill Use a JEP / align on next next steps Benign note Section II: So you got ghosted, what do you do? Channels Communications: Call, LinkedIn, send something Targets: Call other prospects in the deal. Call the front line Change the voice: Use an exec-to-exec touch Messaging - Key is pitch-light / pushing away Did I mess something up? Did I lose you? If going above their head When to give it up? No bilateral communication within 30 days — it’s done From there… Charly’s value add / warming drip 1x / month Go prospect other people. X Company didn’t reject you, just that one person did Keep reminders on for new hires/events at the company Danger zone tactics Cold invite Going over their head Door knocking Weekly donut RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 19, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona. Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach. PATH TO PRESIDENT’S CLUB VP of Sales @ Orum Account Executive @ Teamable Software Head of Sales @ Neptune.io Manager, Sales Development and Operations @ CloudVelox [Acquired by VMware] RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 12, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible. Document your channel validation. For phones: direct vs operator, validated vs not validated, etc. Focus on the tone/pace of your opener vs the words themselves. Then preface with the intent of your call to lower their guard. PATH TO PRESIDENT’S CLUB Student of Sales, Principal @ Reisert Consulting Director, Paid Media + Audience @ Sprinklr VP Sales @ Booshaka, Inc. (Acquired by Sprinklr) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 5, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Include a short, one-page memo in your calendar invite so they can digest what you want to communicate. Then start your meeting 5 minutes later and dig right in. Create your business case in Mad Lib Style. Start with a framework and fill in the gaps as you go through the call, helping to build out the storyline. Use language in your business case that's internal to the buying team, weaving trigger words or trigger phrases that are going to signal to an executive that you're aligned with a priority they care about. When meeting with ‘below the line' buyers, find 1-2 workflows they spend 80% of their week in. Ask them to demo how that works today. After they share their screen, share yours, give them screen control, and guide them through that task in your product. PATH TO PRESIDENT’S CLUB Founder @ Fluint Chief Growth Officer @ GAN Managing Director, Enterprise Division @ Network for Good Director, Business Development @ Tiesta Tea Company RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 28, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Identify your champion and the problem you’ll be trying to solve, THEN share the MAP with them. Map out the key milestones in the deal and customize them for the people who need to be involved. Don’t show every step in the MAP right away. Have the big stages listed, then deep dive into the current stage. Anchor the MAP to their go-live date so they know you’ll be coming to those steps at a later date and they won’t feel overwhelmed early on. PATH TO PRESIDENT’S CLUB CEO @ Accord Global Platforms, Partnerships Lead @ Stripe Marketing @ Columbia Records RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 22, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 21, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Quantify the number of qualification questions you are going to ask to avoid discovery fatigue. Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at. Once you’ve heard their priorities, add to them so you can establish credibility as an advisor. Summarize key points from the meeting (priorities, impact, and timeline) and ask for confirmation of email receipt. PATH TO PRESIDENT’S CLUB Founder @ Sell Better by JB Sales Host of Make it Happen Mondays RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 19, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Build a top 25 accounts list that meet your criteria on space, prestige, size, etc. Have a non-hideous resume with short, punchy sentences and specific numbers. Prep for your interview by developing a point of view from the company’s perspective. Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 14, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your email with research personalization to stand out in the inbox (vs generic greeting). Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements). Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch. Reach out to your prospect immediately after they engage with your content - no need to wait for the next sequence step. PATH TO PRESIDENT’S CLUB Account Executive @ Salesloft Team Lead, Sales Development @ Integrate SDR @ Akkroo, an Integrate company Enterprise SDR @ PatSnap RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Sep 7, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone. Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem. Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up. Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off? PATH TO PRESIDENT’S CLUB Founder & Host @ 30 Minutes to President’s Club VP of Sales @ Pave Director, Sales @ Carta Sr Associate, Corporate Strategy & Venture Investments @ Flex RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 31, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future. Give pricing early and pivot based on reactions. If you end up giving concessions, always add an expiration date. Stay engaged while your SE is demoing. It’s on you to keep the call on track. Use the Zoom gallery view to identify unengaged participants - ask them easy questions to keep them interested. PATH TO PRESIDENT’S CLUB Principal Account Executive @ Dialpad Account Executive @ Invoca SDR @ Velocify (acquired by Ellie Mae) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 24, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle. Review the key steps of your plan live in EVERY call rather than just sending it once through email. Make a coach / champion determination by asking about past purchasing experience. Send the blank connect request on LinkedIn when mass prospecting - skip the “fake” tailoring. PATH TO PRESIDENT’S CLUB EVP, Sales & Customer Success @ Insight Partners SVP, Revenue Strategy @ Salesloft Head of Sales Strategy & Enablement @ CB Insights SVP & Head of Sales Strategy @ GLG RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 17, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”. Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards. Seek out referrals by finding tangential partners to trade leads with. Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 10, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR 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. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 3, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stay top of mind with your closed/lost opps with introductions, referrals, and nuggets (don't be another email marketer). Re-engage former customers at new companies by proposing how your product fits them in their new role/company. Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion. Get a new champion by finding the next biggest fan and ramping them with condensed steps that you've already taken in the deal. PATH TO PRESIDENT’S CLUB Co-founder & CEO @ Champify VP, Sales @ Heap Account Executive @ Square Sales Engineer @ SAP RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 27, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Get ahead of every executive conversation by first prepping with a champion pre-call. Use Slack channels for champion collaboration and driving deals to close. Before going into an executive demo, make sure the priorities you collected from discovery are aligned with the executive's. Always create a work-back plan linked to date-of-value so deals don't stall when entering legal, security, etc. PATH TO PRESIDENT’S CLUB Sr. Director, Mid-Market & Growth Expansion Sales @ Drift Manager, Sales Development @ Dropbox Account Executive @ Yelp RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 20, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem). Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation. When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what makes your product different as opposed to what everyone has. Before giving concessions or discounts, narrow the scope (number of seats, commercial terms, service term, number of years in the deal) and get everything on the table before you start giving any sort of concessions. PATH TO PRESIDENT’S CLUB VP of Sales @ Qualtrics Regional VP of Sales @ Qualtrics Director, Corporate Sales @ Qualtrics Sr. Manager, Corporate Sales @ Qualtrics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 13, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”. Use “To what extent” to turn any close-ended question into an open-ended question. Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this? Seek out hesitation. “Based on what you’ve seen today, what would prevent us from moving forward?” PATH TO PRESIDENT’S CLUB Lead Enablement Manager @ CB Insights Enterprise Account Executive @ Sentieo Sr. Account Executive & Team Lead @ Axial Sr. Associate @ Deloitte RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 7, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We like to drop new stuff from time to time. So here's the scoop... RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 6, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Write down what you want to get out of the call and two ways you can get it. Use one team to prove your business case, then build it out for the others. Don't enter a PoC unless you have security, legal, etc. wrapped or in progress already. Don’t fixate on just a person’s title. Someone with tenure may have as much or more political capital than those with a newer, higher title. PATH TO PRESIDENT’S CLUB Sr. Commercial Account Executive @ Gong Account Specialist, SMB @ Salesforce Product Marketing Manager @ ProMathletics Account Manager @ The Food Mint RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 4, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. FOUR ACTIONABLE TAKEAWAYS Write like a human - especially in your Linkedin DMs. No over-formal language. Leverage up by reaching out to ICs, then getting referrals to the VPs. Tell them it’s a cold call, then ask permission to sell before ya start selling. Use permission-based selling in your upfront contract. Get the buy-in on the agenda. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 29, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Define success criteria before going into a pilot so you don’t waste your time. Run two products during the POC so your buyers choose between your options vs the competition. Establish a buying window by highlighting a compelling event OR the cost of inaction. Prioritize your pipeline as finish line deals > pilots > open deals > warm follow-ups. PATH TO PRESIDENT’S CLUB Director of Sales @ Orum Former Account Executive @ Namely Former Brand Ambassador @ Uber RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 22, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap to the buyer of where they are in the journey after every discovery call. Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Drift Former VP Sales @ Altocloud | Acquired by Genesys Former Direct, Sales @ SmartBear RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 15, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t just set the next steps. Set the next next steps. 2nd meeting demos should be 100% business application focused. NOT technical. Set that expectation upfront. In the 3rd meeting, lead with top 3 themes you’ve heard, then ask “what do you think?” before jumping into demo. In that meeting, have a 5 minute exec demo and a deep dive demo in your back pocket. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 8, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Incept interest early by citing articles, years at role, X times they’ve had role, etc. Find and rank top triggers, then use the first one you find when doing outreach. Establish trust by pointing out challenges or differences with typical customer profiles. Find design partners by being honest upfront with where your vision / product gaps are. PATH TO PRESIDENT’S CLUB Operating Partner @ Glasswing Ventures Former Co-Founder @ Reprise Former VP Sales @ Chorus Former VP Sales @ InsightSquared RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 1, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 25, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR 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 in an RFP. Use carrots to drive close when internal compelling events are lacking. PATH TO PRESIDENT’S CLUB Enterprise Sales Leader @ Monte Carlo Former Enterprise Sales @ Segment (acquired by Twilio) Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 18, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Whiteboard out the vision state once you’ve identified the pain. Link their current state with how far off they are from their vision state. Bring new members back up to speed before jumping right into the demo. Use self deprecation on your cold calls - put it on yourself to lower the guard. PATH TO PRESIDENT’S CLUB Senior Manager of Business Development @ Reprise Founding Account Executive @ Amplemarket Former Account Executive @ Mixmax RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 11, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Avoid using first names or commands in your subject lines. Use unsure tones (e.g. typically, usually) instead of informative tones in your emails. Never ask more than one question in an email. Sending 50 word emails yields better results than 125 word emails. PATH TO PRESIDENT’S CLUB Co-Founder & COO @ Lavender RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

May 4, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Prep your champion when re-engaging an opportunity so they aren’t blindsided. Keep your emails light. Fewer links, attachments, etc. tend to work better. Stop overcomplicating your CTAs with word games or aggressive asks. Try to unpack all the possible underlying causes in a vague objection. PATH TO PRESIDENT’S CLUB Growth Account Executive @ Gong RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 27, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Send three touches on your first outreach - personalized email, call, LinkedIn connect. Keep your subject lines at 1-3 words with a clear value prop segue in the body. Avoid process related problems when prospecting above the line. Re-visit your research before refreshing your outreach on a cold account. PATH TO PRESIDENT’S CLUB Commercial AE @ Outreach Former Mid-Mkt Growth Account Director @ Demandbase RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 20, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Split your prospecting in 3 buckets (find 25 accounts, research 25, sequence 25). Run a report for any accounts with “[in]” activity when pulling prospects. Look for the same 3-4 key triggers every time you’re researching prospects. Build snippets for each of those triggers to personalize at scale. PATH TO PRESIDENT’S CLUB Data Account Executive @ Pave RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 18, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 13, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Always provide context before asking for access to power. Start your JEP with critical events and work backwards from there. Mitigate risk by establishing and aligning on the next three steps of the buying cycle. Request specific names to key stakeholders early in the process to make the ask easier. PATH TO PRESIDENT’S CLUB Enterprise Account Manager @ TripActions RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 6, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Look at LinkedIn activity and reverse engineer prospecting messaging from there. Join relevant, public Slack groups and build a reputation before engaging. Record valuable information like teammates, vacations, and cell numbers in OOO replies. Work accounts above the line, and below (AEs above, SDRs below). PATH TO PRESIDENT’S CLUB SDR Manager @ Copilot.cx Co-founder @ The SDR Newsletter RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 30, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Always confirm that you have the right people and processes mapped out. Drive velocity with critical events like renewal date or company initiative. Lean on your manager to ask the hard questions once you get to power. Leverage mutual action plans to hold prospects accountable. PATH TO PRESIDENT’S CLUB Head of Mid-Market and Sales Dev @ Thrive Former Senior Director, Commercial Sales @ Five9 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 23, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Label and agree with objections to lower the zone of resistance. Create an opening by asking “what’s your take on [something they can’t do]”. Highlight business impacts by asking “are you aware of [relevant insight]”. Stop reacting and pitching. Instead, lean on humor and interest. PATH TO PRESIDENT’S CLUB Founder, Josh Braun Sales Training Former Head of Sales @ Basecamp Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 16, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to land a killer sales job. FOUR ACTIONABLE TAKEAWAYS Build a top 25 accounts list that meet your criteria on space, prestige, size, etc. Have a non-hideous resume with short, punchy sentences and specific numbers. Prep for your interview by developing a point of view from the company’s perspective. Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 9, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 WHAT YOU’LL HEAR Tone, prep, and cold calling fundamentals Openers & value pops Handling objections RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 2, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your calls with a point of view on how you can help your prospect. Kill the deck in the first meeting with the executive, focus on listening. Sell the discovery process and yo-yo sell without fatiguing your executive. Target new executives - they’re usually brought in to solve problems. PATH TO PRESIDENT’S CLUB Founder of Ian Koniak sales training/consulting Former Strategic Account Director @ Salesforce.com RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 23, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your demo with a round of intros + what each person wants to get out of the call. Recap stories and pain points from your disco before showing a related feature. Validate whether or not the feature you showed actually solves their problem. Justify the questions you ask to help lower the customer’s guard. PATH TO PRESIDENT’S CLUB Founder of FDTC (From Demo To Close) Former VP of Sales @ Okendo RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 16, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Ask about the last time they bought something before asking for buying process. Don’t be afraid to call out when a deal doesn’t appear to be a top priority anymore. Get your execs involved when dealing with the buyer’s executive team. Demonstrate the research you’ve done EARLY in the sales cycle. PATH TO PRESIDENT’S CLUB Founder MEDDICC™ RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 9, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Roleplay the worst case scenario over and over again until you feel confidence. Reference a similar company that you work with in early-stage voicemails. Keep it cool when you jump on a call with an executive. Over-structure is the enemy. Use why questions to understand the intent behind the priorities. PATH TO PRESIDENT’S CLUB President of Venli Consulting Creator of the 6-Figure Sales Academy Founding member at RevGenius Member of the Forbes Business Council Salesforce Top Sales Influencer to Follow RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Feb 2, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Strive to get 3/3 criteria before give price: technical validation, budget, power. Go exec-to-exec when you’re below the line. Never sell alone. Before you talk at the CXO, start by asking why you’re in the room at all today. Attach your product to key initiatives surrounding making money or saving money. PATH TO PRESIDENT’S CLUB Head of Enterprise Sales @ thepowersthatbe Former Sr. Director of North America Salse @ Particle Former Director of Strategic Accounts @ Box RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 31, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. FOUR 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. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 26, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t show that you have the power in a negotiation. Slow down the negotiations, it should feel like work every time there’s an ask. Change the plane of negotiation on each ask. Certain “gives” should run out. Talk them out of a discount unless they’re sure it’s the only cut. PATH TO PRESIDENT’S CLUB Founder of Cerebral Selling Lecturer at Smith School of Business at Queen's University & London Business School Former VP of Sales @ Salesforce RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 19, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR 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. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jan 12, 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Set the ground rules for your prospect’s competitive evaluation (sell the model) Lean on your winning zones & the prospect’s priorities, then identify where competitors fall short. Gain traction against incumbents by explaining why market leaders are playing the game wrong. Tell relatable, crispy customer stories by painting the specific people and their journeys. PATH TO PRESIDENT’S CLUB Director of Sales @ Sendoso First Sendoso Sales hire and employee #3 Former SDR & AE @ Talkdesk RESOURCES DISCUSSED Join our weekly newsletter Things you can steal