30 Minutes to President's Club | No-Nonsense Sales
Nick Cegelski & Armand Farrokh
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30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDR's. Together they break down sales strategies you can use to start winning more deals today.
Available episodes
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Oldest first
6 days ago
98: Writing better emails with data-backed optimization (Will Allred, Co-Founder & COO @ Lavender)
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
* Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.
* Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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May 4, 2022
97: Handling the tough objections (Tom Alaimo, Growth Account Executive @ Gong)
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
* Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.
* Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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Apr 27, 2022
96: Finding success by adding structure to your prospecting Outreach (Anthony Natoli, Commercial AE @ Outreach)
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
* Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.
* Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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Apr 20, 2022
95: Prospecting at scale without compromising personalization (Alan Shen, Data Account Executive @ Pave)
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
* Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.
* Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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Apr 18, 2022
Hall of Fame 2: Kyle Coleman Ep. 4 & 47
We're running it back! Here's one of our all-time favorite episodes on 30MPC.
FOUR ACTIONABLE TAKEAWAYS (EP 4)
* 5x5x5: 5 minutes of research. Find 5 insights on the person/account. Write your message in 5 minutes.
* Use whitespace in your emails and have 1 idea per line. Make the structure and the tone conversational
* Keep your emails short. If you have to scroll more than once or if an email is over 125 words, fix it.
* Have your voicemails reference your emails and vice-versa. It boosts your reply rates.
FOUR ACTIONABLE TAKEAWAYS (EP 47)
* Format your emails with 4 paragraphs: Tailoring, Problem, Value, Ask
* Ask for interest instead of time in your CTA paragraph
* Avoid over-using images, GIF’s, and links to minimize getting blacklisted by email servers
* Personalize at scale with problem-based bucket tailoring for your C tier accounts
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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Apr 13, 2022
94: Utilizing a JEP to drive multithreading and upsells (Anna Romeka, Enterprise Account Manager @ TripActions)
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
* Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.
* Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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Apr 6, 2022
93: Prospecting in unconventional ways (Jimmy Comodeca, SDR Manager @ Copilot.cx)
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
* Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.
* Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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Mar 30, 2022
92: Mutually establishing the buying process by being more direct (Tom Hemmingsen, Head of Mid-Market and Sales Dev @ Thrive)
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
* Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.
* Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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Mar 23, 2022
91: Joining the resistance to create openings (Josh Braun, Founder @ Josh Braun Sales Training)
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:
* Check out Josh’s Tongue Tied flashcards.
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
* Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.
* Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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Mar 16, 2022
Playbook 9: How to land a killer sales job
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
* Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.
* Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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Mar 9, 2022
90: Your questions answered on how to be a cold calling machine
WHAT YOU’LL HEAR
* Tone, prep, and cold calling fundamentals
* Openers & value pops
* Handling objections
RESOURCES DISCUSSED:
* Cold Calling Clinic Part One
* Cold Calling Clinic Part Two
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
* Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.
* Automate conversation…
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Mar 2, 2022
89: Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + u…
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Feb 23, 2022
88: Injecting your demos with discovery (Mor Assouline, Founder of FDTC)
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code…
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Feb 16, 2022
87: Staying ahead with MEDDICC (Andy Whyte, Founder MEDDICC™)
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:
* Andy’s YouTube channel
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro acco…
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Feb 9, 2022
86: Nailing the tone of your discovery (Marcus Chan, Venli Consulting)
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and cus…
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Feb 2, 2022
85: Selling the partnership instead of the widget (Dan Cutler, Head of Sales)
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities…
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Jan 31, 2022
Hall of Fame 1: Ryan Reisert Ep. 6
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.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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Jan 26, 2022
84: Trading items of unequal value (David Priemer, Founder @ Cerebral Selling)
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:
* David’s book Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!)
* Stuart Diamond’s book Getting More: How You Can Negotiate to Succeed in Work and Life
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.…
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Jan 19, 2022
83: Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)
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:
* SalesGravy’s book club guides for Fanatical Prospecting and more.
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and cu…
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Jan 12, 2022
82: Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)
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:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push…
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Jan 5, 2022
81: Mastering conversational discovery to drive your sales process (Michelle Pietsch, VP of Revenue @ Dooly)
FOUR ACTIONABLE TAKEAWAYS
* Use humbling disclaimers to level with the prospect to establish next steps.
* Ask about the buying process AFTER you get to the “aha” moment in discovery.
* Figure out the “why” when a signing deadline is missed - then determine next steps.
* Avoid leading questions which do the opposite of building rapport.
PATH TO PRESIDENT’S CLUB
* VP of Revenue @ Dooly
RESOURCES DISCUSSED:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days…
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Dec 29, 2021
Playbook 8: Running a Killer Demo
Every 10th episode, we tear down one topic. This is how to run a killer demo.
FOUR ACTIONABLE TAKEAWAYS
* Show the 20% of your features that solve 80% of the problems.
* Always prep for who is in the room, what they want to see, and the objective of the call.
* Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions.
* Control the room by setting expectations upfront and directing excessive questions to future calls.
RESOURCES DISCUSSED:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to…
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Dec 22, 2021
80: How to keep your demos interactive to navigate directly into your winning zones (Cory Bray, Managing Director @ ClozeLoop)
If you're the salesperson showing up to your discovery call with questions like “Tell me about your process” or “What’s keeping you up at night”, you might want to hear Cory share some more effective strategies.
* Time is running out to register for our upcoming 30MPC Live webinar.
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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)
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Cory’s Path to President’s Club:
* Managing Director @ ClozeLoop
* Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit
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Outreac…
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Dec 21, 2021
The Xmas Special (click for gifts)
Ho ho ho…hold onto your pipelines. It’s a very special Christmas / Holiday episode of 30MPC.
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30MPC Gifts:
* 30MPC Live
* Hall of Fame Episodes
* 30MPC Newsletter + Cold Calling cheat sheet: 30mpc.com/#subscribe-form
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12 Days of Tactics:
* Prospecting - cold call openers & value props
* Disco - humbling disclaimers & selling the model/business case
* Negotiation & sales process - concessions, pricing, and multi-threading
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Focus Areas: Santa’s Cookie
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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Dec 15, 2021
79: Embracing competitors and asking the right questions at the right time (Ryan Staley, Founder & CEO @ Whale Boss)
Most salespeople know they have to ask questions to move the deal cycle. Ryan has put a framework to what questions to ask, and when to ask them.
* Time is running out to register for our upcoming 30MPC Live webinar.
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Four Actionable Takeaways:
* Learn from the 5 biggest deals you have lost and replace them with the 5 fastest deals you have won.
* Ask questions to determine where you stand in the process before wasting months on a sale cycle.
* Don’t shy away from the buyer’s conversations with competitors - use it to your advantage.
* Fully understand every outstanding step to get a deal done to avoid surprises.
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.v…
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Dec 8, 2021
78: Death of the helpful seller: Use proven psychology to stop losing deals (Belal Batrawy, DeathtoFluff)
Nick used to take pride in being a “helpful” salesperson - offering to circle back in 2 months, sending over a deck instead of having a meeting. Belal teaches us why that’s not such a good idea.
* Time is running out to register for our upcoming 30MPC Live webinar.
======================
Four Actionable Takeaways:
* Disclose “often withheld” information around pricing, competition, weakness, and implementation.
* Social bid often to get your prospects to share valuable insights that you wouldn’t get otherwise.
* Pressure test how your champion’s willingness to change, which will help them sell to the committee.
* Utilize emotionally charged messaging to attach with a deeper need than just product features.
======================
Belal’s Path to President’s Club:
* Community Leader of #Death2Fluff
* 7x Startup Seller and Sales Advisor
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more dea…
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Dec 1, 2021
77: Leading with data in your sales process and why traditional sales is broken (Anthony Innarino, President @ SOLUTIONS Staffing)
Anthony teaches us how to win competitive deals by leading with insights to guide the prospect through the buyer journey.
* Time is running out to register for our upcoming 30MPC Live webinar.
======================
Four Actionable Takeaways:
* Lead with insights to show the prospect that you know their business.
* Don’t assume the customer deeply understands their world, be prepared to share learnings.
* Show the buyer what they should be considering during their evaluation.
* Sell the model, not the features, of your business.
======================
Anthony’s Path to President’s Club:
* Over 30 years of sales experience in staffing & B2B
* Creator of Iannarino Sales Accelerator
* Founder of B2B Sales Coach & Consultancy
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.i…
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Nov 24, 2021
76: Selling to executives, selling with them, and everything in between (Kris Rudeegraap, CEO @ Sendoso)
Aside from the wonderful imagery of Armand licking stamps and packing boxes, Kris shares really creative tactics around selling when it comes to above-the-line executives.
* Time is running out to register for our upcoming 30MPC Live webinar.
======================
Four Actionable Takeaways:
* Bring your executives early to accelerate the deal instead of at the end when it’s too late.
* Sell the vision of your deal (as the executive) before justifying the product with logic.
* Avoid asking for meetings too far above the line. Instead as for a referral to the appropriate person.
* Utilize the “Sent from my iPhone” subject to give a genuine feel to emails.
======================
Kris’ Path to President’s Club:
* CEO and Co-Founder @ Sendoso
* Writer for Forbes Technology Council
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Im…
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Nov 17, 2021
75: Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)
Contrary to popular belief, Nick isn’t a PERFECT seller. In this episode, Keenan and Nick workshop a discovery call using Nick’s company as an example.
======================
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:
* Author of Gap Selling
* CEO @ A Sales Guy Consulting
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.v…
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Nov 10, 2021
74: Mapping out your demo during the discovery call to drive the ‘aha’ moment (Will Lui, CRO @ Pairsoft)
Will shares innovative ways to run demo and discovery calls. He explains why you might want to pitch on a discovery, and how to handle that one attendee that asks 438 different questions on the demo.
======================
Four Actionable Takeaways:
* Tie each feature you demo to the discovery, then an example, then a use case so it really sticks.
* Give examples of how existing customers with similar pain points are using your tool.
* Avoid the deep-cut discovery with outbound prospects, present your thesis and let them react.
* Once you get to power, immediately leverage them into a demo with the entire team for credibility.
======================
Will’s Path to President’s Club:
* CRO @ Pairsoft
* Former Director of Strategy and Operations @ Adobe Workfront
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clon…
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Nov 3, 2021
73: Working with your Sales Engineer to run effective discovery and demos (Zach Farber, AE @ Salesforce)
Zach can’t possibly know every little feature of his software to do his own demos. It’s Salesforce. Instead, he needs to leverage his team of Solution Consultants to build out a discovery and demo process that resonates with the customer. This episode covers how to quarterback deals with 2hr+ demos and multiple solutions.
======================
Four Actionable Takeaways:
* Lean on your champion to schedule large meetings with multiple functional groups.
* Stay active during the demo by linking discovery to features (instead of trolling through Facebook).
* Take at least 15min before a large demo to review discovery notes with your Sales Engineer.
* Send individualized recap emails highlighting points that hit well with that functional group.
======================
Zach’s Path to President’s Club:
* AE/Magician @ Salesforce
* Forme AE @ Loopio
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: htt…
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Oct 27, 2021
72: Systematizing the way you use text messages in a deal cycle (Eric Buckley, President @ Skipio)
According to Eric, good sales reps are using text messages to prospect and close deals. Great ones have systematized the process.
======================
Four Actionable Takeaways:
* Don’t try to sell over text, your goal is to get a response, meeting, or call.
* Keep your texts short and sweet to encourage a quick response.
* Bump your thread back to the top with a “bubble-up” text.
* Use a pulse check text to get informal context/feedback during your deal cycle.
======================
Eric’s Path to President’s Club:
* President @ Skipio
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly: Instantly stop your CRM suffering: https://r…
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Oct 20, 2021
71: Perfecting the Up-Front Contract...straight from the source (Joe Diliberto, President/Owner @ Sandler Training)
You’ve heard us mention frameworks like Up-Front Contract and Problem, Reason, Impact Q. Most of these were established and perfected through Sandler Training. Joe Diliberto comes on the show to give us the goods, straight from the source.
======================
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.
======================
Joe’s Path to President’s Club:
* President/Owner @ Sandler Training SF
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, cl…
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Oct 13, 2021
Playbook 7: Cold Emails
Every 10th episode, we tear down one topic. This is how to send cold emails that actually work.
FOUR ACTIONABLE TAKEAWAYS
* Stop trying to sell everything under the sun. Keep it to one pain point per email.
* Start your sequence with an email, and move to 10 touches over 30 days with a mix of calls and emails.
* Use the 3x3 rule with a crispy problem, what you do, and a quick ask for interest.
* Avoid over formalities/news headlines so that your message actually resonates with the reader.
RESOURCES DISCUSSED:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Share demos, proposals, and customer stories that push opportunities over the finis…
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Oct 6, 2021
70: Breaking down negotiation tactics against every type of buyer persona (Morgan Melo, Sales @ Pave)
Morgan takes us through laughing when somebody asks for a discount, levers to maximize your commission, and how to structure your discovery calls so the negotiation is a breeze.
======================
Four Actionable Takeaways:
* Use “typically” questions to demonstrate your credibility. Avoid the generic, open-ended q’s.
* Lean on your relationship with the champion to be confident you have the deal BEFORE negotiation.
* Figure out all of the non-ARR related gives in your toolbelt and leverage those first.
* Laugh when you get a ridiculous ask on pricing if you’ve gotten agreement on the value.
======================
Morgan’s Path to President’s Club:
* Sales @ Pave
* Former AE @ Carta
* Client Strategist @ PwC
======================
Interested in working with Armand and Morgan? Pave is hiring and you can reach the team at Armand@pave.com - send the best cold email you’ve got
======================
Outreach: Efficiently and effectively engage prospec…
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Sep 29, 2021
69: Adapting to the future of sales and prospecting into the millennial customer base (Collin Cadmus, Founder @ CollinCadmus.com)
Collin takes us through some really interesting frameworks on how to prospect in a new age of buyers. He also uncovers the secret to setting up a successful partnership network to keep the pipeline full.
======================
Four Actionable Takeaways:
* Optimize your voicemail for transcription - keep it simple and skip the feature dump.
* Get your golden nugget and turn it into a Next Step - don’t keep digging.
* Keep your prospecting short and sweet to avoid rabbit holes.
* Find different people/partners you can exchange leads with to keep our pipeline full.
======================
Collion’s Path to President’s Club:
* Founder @ CollinCadmus.com
* Former VP Sales @ Aircall
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Rec…
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Sep 22, 2021
68: Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack)
Tonima Khan is a student of her customer’s business. It’s what allows her to multi-thread enterprise deals to maximize pipeline with only 5-7 accounts.
======================
Four Actionable Takeaways:
* Segment your cadences based on industry / persona to further personalize.
* Target multiple departments of your prospect’s business. Don’t just stop when you reach one.
* Always be prepared to “give” with an initial theory on the prospect’s pains based on the market.
* Avoid going right to the demo without getting some discovery in return.
======================
Tonima’s Path to President’s Club:
* Senior AE @ Slack
* Former Sales Manager @ Oracle
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Vide…
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Sep 15, 2021
67: Becoming the CEO of your territory in your path to President’s Club (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
Anthony delivers a 30 minute map of how to get to President's Club. Which is the name of our show.
======================
Four Actionable Takeaways:
* Ask your customer how they build business cases instead of just sending over your ROI sheet.
* Give an intentionally large range when asked about pricing to gauge where they stand.
* Get as many referrals as you can, from as many teammates as you can - “Shark Week”
* After the pricing “give”, you should always ask for the budgeting process as a “get”
======================
Anthony’s Path to President’s Club:
* VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari
* RVP of Enterprise Sales @ Oracle
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Scre…
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Sep 8, 2021
66: Getting to power with the right deals, at the right time (Ian Koniak, Founder of Ian Koniak Sales Training)
The king of enterprise sales is back again with stories and tips from the enterprise sales world.
======================
Four Actionable Takeaways:
* Explain why any step would be better than the status-quo. Next, explain why your solution fits best.
* Utilize your champion (until proven guilty) at which time it is okay to go over their head.
* Never bash your champion, they will likely get reintroduced later on in the cycle.
* Share your thesis when speaking with an executive, then jump into the gravity in their eyes.
======================
Ian’s Path to President’s Club:
* Founder of Ian Koniak sales training/consulting
* Strategic Account Director @ Salesforce.com
* #1 Account Executive in the Enterprise Select Division of Salesforce.com
* 42+ consecutive months over quota
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve…
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Sep 1, 2021
65: Speed up your deal cycle with Second Voice and hitting the phones (Lydia Rahill, Director of Strategic Expansion @ CB Insights)
Lydia talks about holding the prospect accountable, speeding up your deal cycle, and foundational negotiation principles.
======================
Four Actionable Takeaways:
* De-prioritize prospects that aren’t willing to commit to a re-connect call.
* Always have the meeting scheduled by the end of your current one.
* Have your boss send you an email to forward to your prospect.
* Ask for internal emails in your negotiations to get prospects to commit.
======================
Lydia’s Path to President’s Club:
* Over 300% of quota achiever @ CB Insights
* Irelands’ 30 under 30
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly: Instantl…
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Aug 25, 2021
64: Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
Andy Paul has hosted 900+ sales podcast episodes and knows a thing or two about driving the sales process.
======================
Four Actionable Takeaways:
* Avoid no-decisions by focusing on the impact of inaction to drive a business case.
* Always know the next steps (value) for every deal in your pipe + the result once you provide it.
* Establish the agenda for your next meeting at the end of your current meeting.
* Double down on the high priority items in an RFP and put the other questions on the backburner.
======================
Andy’s Path to President’s Club:
* Host of Sales Enablement Podcast
* Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales".
* Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts.
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your b…
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Aug 18, 2021
63: Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training)
Josh Braun talks about how poking bears (?!?) can help you create more conversations with your ideal prospects. He also covers handling common objections and where most reps mess up when prospecting.
======================
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
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
===…
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Aug 11, 2021
62: Driving deal velocity with a Transformation Plan (Chris Von Huene, Sales Director @ Prodigal)
Chris walks you through his Transformation Plan to help bridge the gap from initial demo to final sign-off.
======================
Four Actionable Takeaways:
* Ask each person for their personal top 3 goals to get out of the demo.
* Always flow from champion discovery, to boss demo, to squad demo.
* Capture the sales process with a Transformation Plan (Mutual action plan + MEDDIC).
* Multithread your deal by running comercial term negotiations along with your POC.
======================
Chris’s Path to President’s Club:
* Sales Director @ Prodigal
* Founding Associate @ Revenue Collective
* Top 3 AE at Xerox
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc…
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Aug 4, 2021
61: Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media)
Scott breaks down how he utilizes referrals and references to close deals. He also shares how to build a personal brand to lean on when calling on a network of potential customers/references.
======================
Four Actionable Takeaways:
* Make your ask as specific as possible (person, company, etc.) when asking for referrals.
* Film a video with your pitch for your contact to pass along to the referral.
* Prep your reference with exact talking points and potential objections.
* Display insights to establish credibility - don’t just ask questions.
======================
Scott’s Path to President’s Club:
* Host of The Sales Success Stories Podcast
* Account Director @ Relationship One (where he carries a $3M quota)
* Creator of the Linkedin Sales Stars 100 list
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win…
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Jul 28, 2021
Playbook 6: Discovery Teardown
Every 10th episode, we tear down one topic. This is how to structure your discovery.
FOUR ACTIONABLE TAKEAWAYS
* MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt.
* Set the agenda by building rapport, establishing expectations, and anchoring them to next steps.
* Utilize humbling disclaimers and stories to ask better questions.
* Schedule next steps for at least 70% of your opps to ensure you know their buying process.
RESOURCES DISCUSSED:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click…
playlist_add
Jul 21, 2021
60: Getting a promotion using quality discovery tactics (Sarah Brazier, AE @ Gong)
======================
Sign up for our moderately entertaining newsletter: https://bit.ly/3vpTtRL
======================
Sarah brings a wealth of knowledge on how to run a better sales process. She also covers how to apply those same skill sets to getting a promotion from BDR to AE.
======================
Four Actionable Takeaways:
* Break-down pricing objections to better understand whether it’s a timing, budgeting, or other issue.
* Dive into why the customer is evaluating a solution in the first place. Avoid the feature vs feature battle.
* Get ahead of potential objections by bringing them up preemptively.
* Treat your promotion plan like a sales cycle - multithread, figure out the buying process, etc.
======================
Sarah’s Path to President’s Club:
* SDR turned AE at Gong
* One of the biggest LinkedIn influencers out there
* Founding coach @ SDR Nation
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Outreach: Efficiently and effectively engage prospects to drive more…
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Jul 14, 2021
59: Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)
Parker drops some new tips for those of us who depend on cold calls/emails to book meetings.
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Four Actionable Takeaways:
* Break the mold by leveling with your prospect and recognizing that you’re a sales rep.
* Find your top 3 buying triggers, in 3 minutes or less before you hit the phones.
* Use email interactions as MQL triggers and prioritize those leads first.
* Ask for a second chance when your opening pitch doesn’t go as well as you wanted.
======================
Parker’s Path to President’s Club:
* SDR Manager @ Gong
* 2018 SaaSy Sales Management Impact Award Winner
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
==========…
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Jul 7, 2021
58: The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)
======================
Sign up for our moderately entertaining newsletter: https://bit.ly/3vpTtRL
======================
David walks us through the nuances of tone, order, and priming when asking questions. He also shares simple ways to handle objections.
======================
Four Actionable Takeaways:
* “Cut” your prospect before showing them the band-aid - solidify the enemy.
* Utilize stories when you hear a clear prospect pain-point.
* Ask related questions before the big questions. Start small before going big.
* Plant landmines with credibility and aligning yourself with the features your prospect cares about.
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David’s Path to President’s Club:
* Founder of Cerebral Selling
* Lecturer at Smith School of Business at Queen's University & London Business School
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
===================…
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Jun 30, 2021
57: Taking your video selling game to the next level (Josh Kirkham, Manager, Emerging Sales @ Vidyard)
Josh Kirkham sells video recording software primarily made for sales professionals. So naturally, he has some pro-tips for how to utilize video in creative ways from prospecting to case study highlighting.
======================
Four Actionable Takeaways:
* Aim to be a one-take-wonder. It’s the only way you’ll be able to efficiently video prospect in bulk.
* Get your pleasantries/introductions out before the meeting with a quick video covering the agenda.
* Send micro-demos after the call by recording yourself highlighting key points and next steps.
* Don’t be afraid to call up your prospect for feedback after you see they’ve watched the video.
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Josh’s Path to President’s Club:
* Manger, Emerging Sales @ Vidyard
* 255% of Direct Quarterly Quota Attainment
* Led sales team to achieve 125% of Team Quarterly Target
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: htt…
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Jun 23, 2021
56: Triangulating the truth to forecast better and drive timelines (Devin Reed, Head of Content Strategy @ Gong)
======================
Sign up for our moderately entertaining newsletter: https://bit.ly/3vpTtRL
======================
Devin gives some simple tactics for getting better certainty on your deal forecasting. He covers how to get to the truth in your customers’ buying process and jumping the hurdle of procurement.
======================
Four Actionable Takeaways:
* Understand every step it will take to get a deal done so you can move from a soft yes to commit.
* Ask multiple people how the buying process goes so you can better triangulate the truth.
* Get ahead of objections by figuring out what has gone right and wrong in past deals.
* Beat procurement with multiple champions and multi-threading your negotiations.
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Devin’s Path to President’s Club:
* Head of Content Strategy @ Gong
* B2B Marketing & Sales advisor @ TheReeder.co
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more…
playlist_add
Jun 16, 2021
55: Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff)
Most salespeople are trained to hide pricing until they get to power. Or to force discovery before a demo. Belal breaks through traditional sales dogma by teaching you how to unexpectedly delight your buyer - and win the deal.
======================
Four Actionable Takeaways:
* Don’t be afraid to insert some humor when being confronted on a cold call.
* Trade your cleverness with bewilderment to get the prospect to expand on the uncovered problem.
* Delight your buyer by offering up competitive analysis and pricing off the bat.
* Use mic-drop questions to show you’ve done your research and eliminate “not interested” objections.
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Belal’s Path to President’s Club:
* Community Leader of #Death2Fluff
* 7x Startup Seller and Sales Advisor
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win r…
playlist_add
Jun 9, 2021
54: Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)
If you’ve been sending emails that start with “Armand, I noticed that…”. You might want to give this one a listen. Charlotte walks through how she books more meetings by leveling with her prospects and jumping right to their challenges.
======================
Four Actionable Takeaways:
* Cut out all the useless fluff from your emails and get right into your research.
* Start the video on your research - the whiteboard intros aren’t getting the job done.
* Get creative with your email by screenshotting your research and including it in the body.
* Lead with context when cold calling to establish credibility and generate more conversation.
======================
Charlotte’s Path to President’s Club:
* SDR @ SalesLoft
* Host of Sales Development Sounbites
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win ra…
playlist_add
Jun 2, 2021
53: Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)
If you’ve been struggling to land your next sales job, this episode may be for you. Blake brings years of experience training individuals looking to get into the sales industry.
======================
Four Actionable Takeaways:
* Answer the question you WISHED you were asked to drive your narrative.
* Give your pitch in “story” form (background, journey, aha moment) insead of reciting your CV.
* Embrace your “biggest weakness” and highlight the ways you deal with it.
* Explain the pull towards your new job, instead of pushing away from your old one.
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Blake’s Path to President’s Club:
* Director of Sales Enablement @ re:work training
* Former AE/Brand Manager @ Victory Lap
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
============…
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May 26, 2021
52: Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)
Mark Kosoglow has spent the last 10+ years building out sales teams. He highlights how to think outside-of-the-box when navigating your sales process.
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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.
======================
Marks’s Path to President’s Club:
* VP of Sales at Outreach
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================…
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May 19, 2021
51: Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)
Vin knows prospecting. He shares nuggets on how to sell with highly effective emails + covers the right and wrong ways to leverage an AE/BDR relationship.
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Four Actionable Takeaways:
* Remove all templates when reaching out to your AE Top 30 and AE Top 5.
* Look in your CRM for a prospect’s historical interactions, copy exact language for new outreach.
* Recycle your highly personalized email with a new subject line if it didn’t get opened.
* Switch your outreach frequently to increase the chances of breaking through.
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Vin’s Path to President’s Club:
* Mid-Market AE at Demandbase
* President’s Club FY20
* SDR of the Year (Demandbase)
* BEAST Award: The Best in Sales Development (Tenbound) - Responsible for sourcing over $6M in closed deals in 2019. Averaged 144% of New Business Opportunities each month.
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close mo…
playlist_add
May 12, 2021
Playbook 5: Top 10 moments that change the way we sell
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.
EPISODES MENTIONED:
* Episode 6 w/ Ryan Reisert
* Episodes 4 & 47 w/ Kyle Coleman
* Episode 17 w/ Sarah Brazier
* Episodes 16 & 29 w/ Morgan Ingram
* Episode 1 & 35 w/ Joe Caprio
* Episode 7 w/ Keenan
* Episode 8 w/ Kevin “KD” Dorsey
* Episodes 25 & 46 w/ Charles Muhlbaur
* Episodes 18 & 40 w/ Adam O’Chart
* Episode 9 w/ Belal Batrawy
RESOURCES DISCUSSED:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Share demos, proposals, and customer stories that push o…
playlist_add
May 5, 2021
50: Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)
Florin has figured out some unique subject lines and sequence structures that will help you get more opens, replies, and meetings.
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Four Actionable Takeaways:
* Backload your sequences (3 calls in one day then 3 emails in one day) to bump up replies.
* Use subject lines that will elicit an emotional response to drive more opens.
* Get a guaranteed response by sending the “I’m calling you tomorrow” email.
* Cover current state, negative consequences, ideal state, and business outcomes.
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Florin’s Path to President’s Club:
* Leads a team of 15+ SDR’s at Loopio
* Career coach at SDR Nation
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists…
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Apr 28, 2021
49: Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
Anthony shares innovative new ways to run discovery meetings. He also talks about when you shouldn’t be talking about business outcomes/vision.
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Four Actionable Takeaways:
* Send a pre-meeting agenda to set expectations and get feedback.
* Start meetings with three big-picture takeaways you want them to walk away with.
* Ask questions one level up on the value pyramid to drive your convo and next steps.
* Validate your value by speaking to the specific pain point of each person.
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Anthony’s Path to President’s Club:
* VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari
* RVP of Enterprise Sales @ Oracle
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Fr…
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Apr 21, 2021
48: Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
Anthony walks through the toughest points of negotiation and how you can win more competitive deals. He shares how to apply the same mindset of selling commodities (where every product is essentially the same thing) to a typical SaaS sale.
Four Actionable Takeaways:
* Reverse anchor on pricing with exaggerated deal terms.
* Sell the model vs the features when in a competitive deal negotiation.
* Focus on the outcomes in order to justify the price. You are the value proposition.
* Educate the customer on why getting higher level buy-in is in their best interest.
Anthony’s Path to President’s Club:
* Over 30 years of sales experience in staffing & B2B
* Creator of Iannarino Sales Accelerator
* Founder of B2B Sales Coach & Consultancy
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clon…
playlist_add
Apr 14, 2021
47: How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)
Kyle Coleman returns to the show for round 2 of email prospecting 101. He shares some of the biggest tactical mistakes in cold emailing, and how to fix them.
Four Actionable Takeaways:
* Format your emails with 4 paragraphs: Tailoring, Problem, Value, Ask
* Ask for interest instead of time in your CTA paragraph
* Avoid over-using images, GIF’s, and links to minimize getting blacklisted by email servers
* Personalize at scale with problem-based bucket tailoring for your C tier accounts
Kyle’s Path to President’s Club
* VP, Revenue Growth & Enablement @ Clari
* Sr Director, Sales Development & Optimization @ Looker
* A massive LinkedIn following with killer content
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen R…
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Apr 7, 2021
46: Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
Charles Muhlbauer takes us through humbling disclaimers, reverse psychology, and getting to the truth in your discovery calls.
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
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://…
playlist_add
Mar 31, 2021
45: Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
Katie talks about how to use awkward silence as a tool and gives a unique perspective on how to sell software like you would a physical product.
Four Actionable Takeaways:
* Ask your prospect “what do you like about X” instead of bashing your competition
* Use wedge questions to uncover pain points where your product wins vs competition
* Propose a follow up time or figure out the prospect’s buying window and reach out then
* Send videos to contacts that have gone dark, or shoot them a tentative calendar invite
Katie’s Path to President’s Club:
* Director of Sales Training
* Golden Rule of Selling Podcast
* 9 years of medical device sales
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Cr…
playlist_add
Mar 24, 2021
44: Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)
Tara provides insights on how to prospect through social media by sounding like a human.
Four Actionable Takeaways:
* Write a hand written note to your prospect, snap a photo, and message it to them
* Send Instagram/LI dm, follow with an email, then do a voice note, then video (mix it up)
* Get proper lighting, clean up the room, smile, and slow it down
* Read your notes out-loud and don’t be afraid to show some personality
Tara’s Path to President’s Club:
* Gravy OG (Content + SDR Manager)
* Founding Managing Editor: RevGenius Mag
* LinkedIn Top 100 Sales Star
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly: Instant…
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Mar 17, 2021
43: Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)
Ian is a sales master and shares process frameworks that can be applied to any deal size from Enterprise to SMB.
Four Actionable Takeaways:
* Talking to execs: figure out their pain points and do the digging in the weeds for them
* Start high, work down the chain, then bubble back up in one business case (Yo-Yo Selling)
* Leverage your executive champion to make intros and walk them through the process
* Lean on your technical resources for a better buyer AND seller experience
Ian’s Path to President’s Club:
* Strategic Account Director @ Salesforce.com
* #1 Account Executive in the Enterprise Select Division of Salesforce.com
* 42 consecutive months over quota
* Founder of Ian Koniak sales training/consulting
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30…
playlist_add
Mar 10, 2021
42: Removing the friction from your sales cycle (Todd Caponi, Sales Melon)
Todd shares tips to remove friction from your sales process to make it easier for both you and your buyer.
Four Actionable Takeaways:
* Remove all the bs from the journey
* Get price out early, and use it to disqualify
* Acknowledge your competitors’ strengths + highlight where your features match needs
* Keep negotiation simple by anchoring pricing and trading value for dollars
Todd’s Path to President’s Club:
* Founder of Sales Melon
* Author of The Transparency Sale
* Former sales leader @ ExactTarge/SalesForce
* Former VP of Worldwide Sales & Field Operations @ SAP
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly:…
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Mar 3, 2021
41: Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)
Colin takes us through best practices for the very first discovery call - all the way through dealing with competitors, showing a killer demo, and negotiating with customers.
Four Actionable Takeaways:
* Always get in front of the pro’s and con’s of your competitors
* Start asking questions to handle those objects to eliminate the con’s
* You must always be the vendor of choice before beginning negotiations
* Build a list of non-monetary “gives” and the things you want to “get”
Colin’s Path to President’s Club:
* VP of Field & Inside Sales @ Orum
* Sales trainer, team builder and pipeline generator
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30…
playlist_add
Feb 24, 2021
Playbook 4: How to run a sales process
Every 10th episode, we tear down one topic. This is how to structure your sales process.
FOUR ACTIONABLE TAKEAWAYS
* Before: shared agenda, get your “checklist” questions out the way, know your audience
* During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps
* After: Recap email/call, multi-thread follow-ups
* After 7 touches with no reply, you have your answer
RESOURCES DISCUSSED:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a…
playlist_add
Feb 17, 2021
40: Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io)
Adam teaches a masterclass on how to convert a POC/trial into a closed-won deal.
Four Actionable Takeaways:
* Set up your exit criteria before you even touch the POC
* Let the prospect set the expectations for the pilot first
* Focus on your power users (champions) and your non-users (the converts)
* Get everyone on the pilot into a shared Slack channel for multi-threading
Adam O’Chart’s Path to President’s Club:
* Top producing AE at Gong.io
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE
======================
Skipio: The Sales Rep's Playbook for Texting in t…
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Feb 10, 2021
39: Data proven ways to transform the way you engage with customers (Jeremey Donovan, SVP Sales Strategy @ SalesLoft)
Jeremey talks about data-driven actionables related to email format, cadences, and more.
Four Actionable Takeaways:
* Use under 100 words for your emails, one word for the subject line.
* Get away from slightly positive or neutral email sentiment. Different leads to Better.
* Only using one communication channel will land you with an 85% lower response rate.
* Do some “secret shopping” based on the problem you solve, and put it in the email.
Jeremey’s Path to President’s Club:
* SVP Sales Strategy at SalesLoft
* Author of five books including the international bestseller - "How to Deliver a TED Talk."
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
==…
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Feb 3, 2021
38: Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)
Jeff does a deep-dive into discovery and asking the hard questions to get prospect buy-in.
Four Actionable Takeaways:
* Focus on prospects that are either accessible AND growable or just growable
* If price is the only objection, you are in a great position to close the deal
* Find 3 major differentiators and lead your prospects to that space
* Establish yourself as a consultant by asking questions that get the prospects thinking
Jeff’s Path to President’s Club:
* Consultant at Parabola Consulting
* Author: When it Goes Sideways, The Five Forgotten Fundamentals of Prospecting, and Rethinking the Way you Sell
* Host of The Why and The Buy Podcast
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creat…
playlist_add
Jan 27, 2021
37: Leading with trust and curiosity to book more meetings over the phone (Chris Beall, CEO @ ConnectAndSell)
Chris shares effective strategies to book meetings over the phone that will resonate with both novice and expert dialers.
Four Actionable Takeaways:
* Build trust in the first 7 seconds of the call by acknowledging you’re an interruption
* Cut out the yogi language (“I realize...”)
* Gain curiosity with “the breakthrough” instead of spewing product categorization
* Establish the 3 reasons why someone will gain value from taking the meeting
Chris’ Path to President’s Club:
* CEO at ConnectAndSell
* Host of Market Dominance Guys
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly: Instantly stop your CRM suffering: http…
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Jan 20, 2021
36: Leveraging video to take your sales process to the next level (Tyler Lessard, Vidyard)
Tyler provides the ultimate guide to using video in sales.
Four Actionable Takeaways:
* Use “video for you” in your subject line and say how long the video is in your body
* Use voicemails, LinkedIn, and emails to drive prospects to the video
* Use videos to keep your prospect’s attention through the deal
* Expand your reach with a video any time another decision maker might need the info
Tyler’s Path to President’s Club:
* VP Marketing and Chief Video Strategist, Vidyard
* Author of The Visual Sale
* Fearless 50 Marketer & Telly Award Winner
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly: Instantly stop your CRM su…
playlist_add
Jan 13, 2021
35: Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
Joe flips your perspective on classic sales rules like discovery call before the demo call and price gating.
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.
Joe's Path to President’s Club:
* Co-Founder, Reprise
* Former VP Sales, Chorus
* Former VP Sales, InsightSquared
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
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Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly: Instantly s…
playlist_add
Jan 6, 2021
34: Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)
Jason talks about working with gatekeepers/assistants to book the meeting, handling objections, and formulas for emails to maximize opens.
Four Actionable Takeaways:
* Utilize the gatekeeper to book the meeting or get insider information
* Use simple voicemails to point the prospect to your email: “Voicemail from X”
* 12-15 touches over 3-4 weeks for your sequences. Doesn’t sink in until 7 views.
* Build snippets for every single buyer trigger - 120 words max on the entire email
Jason Bay’s Path to President’s Club:
* Chief Prospecting Officer, Blissful Prospecting
* Owner, Jason Bay Consulting
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
=======…
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Dec 30, 2020
33: Lifting weights and booking 85% of your meetings through video (Kayla Cytron-Thaler, Domino Data Lab x Barbells & Biz Dev)
Kayla Cytron-Thaler books 85% of her meetings off video. She runs a clinic on personalization at scale and gives raw actionable video tactics.
Four Actionable Takeaways:
* Zoom the camera into their Linkedin profile at the beginning of your video
* No notes in the connection request (Morgan Ingram also shared this one)
* Time block your research. No more than 3 minutes of time leading up to a video.
* Use the native LinkedIn videos instead of the cold email videos.
Kayla Cytron-Thaler’s Path to President’s Club:
* ENT BDR, Domino Data Lab
* ENT BDR, Looker
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly: Instantly stop your…
playlist_add
Dec 23, 2020
32: Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)
Phil Gerbyshak is the master of the give to get. He breaks down everything from storytelling to pushing prospects away to other vendors.
Four Actionable Takeaways:
* Identify the boundaries to your customers being on your product and refer them out
* Then, now, how. Before it was this, now it’s this, here’s how you do it.
* Use typically language when prospects feel they’re the only one with their problem
* Prep for a few minutes for one persona. Then only dial into 1 persona for an hour.
Phil Gerbyshak’s Path to President’s Club:
* Speaker and Sales Trainer at Digital Selling Strategies
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
================…
playlist_add
Dec 16, 2020
31: Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)
Becc talks about hooking personalization to a value prop, sequence structure best practice, and has some killer advice when dealing with competitive situations.
Four Actionable Takeaways:
* Your first email should have 4 lines: Premise, Hook, CTA, Push/Pull - that's it
* 16 multi-channel touches over 30 days for a successful sequence
* Keep your second email simple with: "Any thoughts?" + a little personalization
* Ask why they chose the competitor and how they have helped to achieve business goals
Becc’s Path to President’s Club:
* CEO & Founder @ Flip the Script
* Former sales leader at Chorus AND Gong
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
===…
playlist_add
Dec 9, 2020
Playbook 3: Mastering negotiation
Every 10th episode, we tear down one topic. This is how to master negotiation.
FOUR ACTIONABLE TAKEAWAYS
* Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
* Price is based on internal (timeline, pain points) and external factors (competitve landscape)
* Explain how price is structured BEFORE you give it, then shut up
* Seek first to understand - get them to sell themselves first. Discounts need to have a give for get.
RESOURCES DISCUSSED:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Share demos, proposals, and customer stories that push opportunities over the finish line with V…
playlist_add
Dec 2, 2020
30: Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)
Amyra Rand breaks down demoing to big groups. Way too many reps do great disco to drop the ball in front of 6 prospects - no longer.
Four Actionable Takeaways:
* A room with 6 prospects needs at least 2 sales people. Never lose alone.
* Brief your team on personas, context, and outcomes before jumping onto the live call.
* Ask everyone what they want to get out of the call. Throw it into the Zoom chat.
* Customize your demo environments with their logos, role names, and problems.
Amyra Rand’s Path to President’s Club
* VP Sales & Strategic Partnerships, Criteria Corp
* Chapter VP, AA-ISP
* VP Sales, Kareo
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc…
playlist_add
Nov 25, 2020
29: Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)
The man Morgan Ingram set some 30MPC records in his first episode. He’s back to take us through a deep dive on LinkedIn and other sales tools.
Four Actionable Takeaways:
* Time block when you’re asking for referrals from everyone you’ve ever sold or met with
* Send a connection with a blank note. You can always delete it, then resend it in LI.
* Throw the lurking GIF in a Linkedin DM when someone looks at your profile.
* Have a snippet for every buyer trigger and every objection you get
Morgan Ingram’s Path to President’s Club
* Director of Sales Execution and Evolution, JB Sales Training
* Host, The SDR Chronicles
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidya…
playlist_add
Nov 18, 2020
28: Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)
It’s the CEO of Gong. That could be enough for you to listen… but you’re in for a clinic on how to get to power and use execs of your own to win deals.
Four Actionable Takeaways:
* Get to power by asking someone to sign an NDA - requires a certain rank in the org
* Find the lowest ranking person in the company who can still buy something
* Raise prices to get to power - $10k purchases won’t get you to execs
* Bring in your executives for referrals, for early sponsorship, or for closing it all up
Amit Bendov’s Path to President’s Club
* CEO, Gong.io
* CEO, SiSense
* CMO, Panaya
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
=====================…
playlist_add
Nov 11, 2020
27: Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)
Jeremy Leveille literally pulls out a guitar on 30mpc and plays a song for his prospects. He has no idea how to play the guitar. Just listen to the show.
Four Actionable Takeaways:
* Build a shared G Drive of screenshots and GIFs for every competitor and situation
* Skip the pleasantries in your emails. I know you’re on this competitor, here’s a GIF.
* Know what to look for before you look for it. Stack rank your triggers, then research.
* “Hey it’s Jeremy from LeadIQ, is it cool if I explain the reason for my call in
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE…
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Nov 4, 2020
26: Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)
James Buckley puts an end to the connect and pitch. The man laughs his way through the whole episode and teaches you how to get people talking:
Four Actionable Takeaways:
* Start all of your LinkedIn interactions with info about them and a tailored video
* Mix up your account based tailoring and person level tailoring
* Start every disco with “what do you wanna get out of this call?”
* Open with “thanks for taking my call, do you have a moment before your next meeting?”
James Buckley’s Path to President’s Club
* Director of Sales Evolution and Execution at JBarrows Consulting
* Board Of Directors & Host of The UNCrushed Podcast
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: ht…
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Oct 28, 2020
25: Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)
Charles Muhlbauer takes us through humbling disclaimers, reverse psychology, and getting to the truth in your discovery calls.
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
Charles Muhlbauer’s Path to President’s Club:
* Sr Biz Dev Training Manager at CB Insights
* Founder at SalesShare
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly…
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Oct 21, 2020
24: Let your customers out of the deal and get to the truth without your smelly commission breath (Josh Braun, Founder at Josh Braun Sales Training)
Josh Braun takes us through crispy value propositions, Chris Voss-style objection handling, and helps us find the truth in sales.
Four Actionable Takeaways
* Detach from the outcome and just focus on finding the truth
* Use an accusation audit when asking questions: “Would it be ridiculous if…”
* Use “Have you given up on _____” as your one sentence breakup email
* Mirror the last three words of an objection, then label it with “sounds like ___”
Josh Braun’s Path to President’s Club:
* Founder, Josh Braun Sales Training
* Head of Sales, Basecamp
* VP of Inside Sales, Jellyvision
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
=============…
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Oct 14, 2020
23: Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
Justin Welsh cut the days to close in half at PatientPop and takes us through some super actionable tactics on disco and closing.
Four Actionable Takeaways:
* Plant pain early in your discovery through extreme industry expertise
* Use an upfront contract to propose next steps at the beginning of the call
* Use the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things”
* Ask for permission before hard questions like “if you didn’t have a team, would you buy?”
Justin Welsh’s Path to President’s Club:
* Founder, Justin D Welsh, LLC
* Head of Sales at PatientPop
* Director of Sales at ZocDoc
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vi…
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Oct 7, 2020
22: Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)
Alex Bruschi has some moderately hilarious and disarmingly blunt tactics for handling objections and prospecting.
Four Actionable Takeaways
* Use as few words as possible when answering a question
* Don’t be afraid to walk away from a deal and tell a customer it might not make sense
* Stop tip toeing around your discovery and ask the biggest DQ questions first
* “It’s okay to say no and I don’t wanna make these calls anyway”
Alex Bruschi’s Path to President’s Club:
* Director of Acquisitions, Towerpoint
* 130% to quota and winner of one of the largest transactions at TowerPoint
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
====================…
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Sep 30, 2020
21: Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)
Ashley Kelly runs a world class sales development organization at Brex and talks double dialing, Sending coffee gift cards, and planning your day.
Four Actionable Takeaways:
* Send Nick a coffee so he can feel important too
* 100 activities per day - mix up phone, email, LinkedIn, and Sendoso
* Multiple dials per day - don’t hesitate to hit one contact multiple times
* Dial around the organization - get intel from the CFO, use it on the controller
* Pick up the phone the moment you see an objection and hit ‘em hard
Ashley Kelly’s Path to President’s Club:
* Sr Director, Sales Development at Brex
* Co-Founder, SDReady
* Director, Sales Development at Lever
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording…
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Sep 23, 2020
Playbook 2: How to be a machine
Every 10th episode, we tear down one topic. This is how to be a machine: you’ll never make the “no time to prospect” excuse again.
FOUR ACTIONABLE TAKEAWAYS
* Morning routine: Wake up, make the bed, read, exercise, start on your terms.
* Plan your attack: 8-3 are your golden hours, 3-6 are your admin hours. Batch everything.
* Crank the wheel: Close email, close slack, draw 80/20 lines everywhere and sprint
* Breathe: Unsubscribe from every mailing list, every unnecessary notification. Block it out.
RESOURCES DISCUSSED:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
* Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
* Share demos, proposals, and customer stories that push opportuniti…
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Sep 16, 2020
20: Selling pizzas and tearing down sequences with the blue-haired legend (Sam Nelson, SDR Leader at Outreach.io)
Sam Nelson gets his SDRs cold calling like machines, sending emails like animals, and even… selling pizzas to strangers.
Four Actionable Takeaways:
* Don’t have 3000 sequences. Have 3 for your main personas and 1 low priority one.
* In the Agoge sequence - your first email is super tailored, followed by two bubble ups
* After that, tailoring didn’t work. Hit prospects with your best cold email.
* If they’ve accepted the invite, don’t sell more. No need to send the confirmation.
Sam Nelson’s Path to President’s Club:
* SDR Leader at Outreach.io
* A huge LinkedIn brand and Host of Sam Nelson Live
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
===…
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Sep 9, 2020
19: Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)
Marcus Chan brings huge energy to 30MPC and takes us through LinkedIn 101. Everything from using 3 star Amazon views to having a nice photo.
Four Actionable Takeaways:
* Make your value prop simple - stop over complicating things
* Use 3-star Amazon reviews to figure out what granular problems your buyers have
* Optimize your LinkedIn page with what your buyers care about, not you
* Don’t pitch right away on LI - show gratitude, chat them up, then ask 10 days later
Marcus Chan: Path to President’s Club:
* President of Venli Consulting
* Creator of the 6-Figure Sales Academy
* Founding member at RevGenius
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
=…
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Sep 2, 2020
18: Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong,io)
Back to back top Gong sales reps on #30mpc. Adam teaches you how to redirect objections and give prospects perceived control so that they lean in.
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
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly: Instantly stop y…
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Aug 26, 2020
17: Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)
Sarah Brazier is a LinkedIn legend. She breaks down her cold call, upfront contract, and LinkedIn strategy that make her a killer rep.
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.
Sarah Brazier’s Path to President’s Club:
* SDR turned AE at Gong
* And one of the biggest LinkedIn influencers out there
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======…
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Aug 19, 2020
16: The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)
Morgan Ingram is the master of social selling and all things SDR. He breaks down his process for everything prospecting and disco.
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.
Morgan Ingram: Path to President’s Club:
* Director of Sales Execution and Evolution, JB Sales Training
* Host of the SDR Chronicles Podcast
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
============…
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Aug 12, 2020
15: Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)
Jason Bay laughs his way through objections, writes emails like a human, and gives prospects the right to say to no quicker. That’s why he gets to yes.
Four Actionable Takeaways:
* Find a very granular problem from a call recording. Put that at the top of the sequence. Time and money are not specific.
* Pulse check with your prospect when things aren’t going well. Ask them if this is worth it.
* Not interested? Say “I get it. I was the one who cold called.” Then ask for permission.
* REPLY Method: Relevant results, empathy, personalization, laser focus, you.
Jason Bay’s Path to President’s Club:
* Chief Prospecting Officer, Blissful Prospecting
* Owner, Jason Bay Consulting
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Fr…
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Aug 5, 2020
14: Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)
Jake Dunlap is the CEO of Skaled and a renowned sales leader. He shares how he gets prospects speaking to you like a peer regardless of your age.
Four Actionable Takeaways:
* Leverage “I work with many who typically focus on X + Y” to lead the agenda.
* Ask your prospect for their top 2 priorities. If it’s too high level, prime the question.
* Bring people to the business priorities first instead of getting stuck in the process.
* Don’t disqualify an entire company when someone says no. Find another in.
Jake Dunlap’s Path to President’s Club:
* CEO of Skaled
* VP of Sales, Glassdoor
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
=================…
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Jul 29, 2020
13: Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io)
Ken Amar was Outreach’s #1 SDR and is a master prospector. We hit on everything from double dialing to sequence structure.
Four Actionable Takeaways:
* Double tap the phones - people are more likely to think it’s a real call.
* The moment you see someone reply, call them instead of writing a long email reply.
* Use a sequence for everything. Replies, objections, open opportunities.
* If you see someone opening your emails, call it out! It gets the conversation going.
Ken Amar’s Path to President’s Club:
* SDR Team Lead, Outreach.io
* #1 All Time SDR, Outreach.io
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======================
Dooly: Instantly…
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Jul 22, 2020
12: Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group)
Trish Bertuzzi knows how to build phenomenal sales teams. We hit on a special 30MPC episode on everything around the job hunt.
Four Actionable Takeaways:
* Build your target list of companies based on geo, stage, market, product, and deal size
* Cold prospect to people directly in your job hunt and have introductory conversations
* Redirect the “walk me through your resume” question to focus on your strengths
* Close your interviews and hit em with the plan to action as the cherry on top
Trish Bertuzzi’s Path to President’s Club:
* CEO of The Bridge Group
* Author of the Sales Development Playbook
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
======…
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Jul 15, 2020
11: Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories)
Scott Ingram is a legend in the sales world. Most people know him as the host of Sales Success Stories. But today, we deep dive into the big deal enterprise game.
Four Actionable Takeaways:
* Start every day by planning out the whitespace for the day. Then just get after it.
* Use demoscovery. Ask how the process looks today, take the demo down a different path.
* Write a shared executive memo with recaps from every sales conversation.
* Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective.
Scott Ingram’s Path to President’s Club
* Host of The Sales Success Stories Podcast
* Account Director @ Relationship One (where he carries a $3M quota)
* Creator of the Linkedin Sales Stars 100 list
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: go…
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Jul 8, 2020
Playbook 1: Nick and Armand teach you how to cold call
Every 10th episode, we tear down one topic. The first 30MPC Playbook Episode covers everything cold calling.
TOP ACTIONABLE TAKEAWAYS
* Preparation - Get all your research done before, 40 dials over 60 minutes
* Tone - Kill all your uptones and slow the conversation down like an executive
* Opener - ‘Heard our name tossed around’ or ‘ask for permission.’ Not ‘how’s it going.’
* Value - Lead with typically language and problems. Then, solve the problem.
* Objections - Calibrate the objection first. Ask disarmingly blunt questions.
* Go in for the Kill - Suggest some times. If the calendar’s gone, send the placeholder
RESOURCES DISCUSSED:
* Time is running out to register for our upcoming 30MPC Live webinar.
* Download our exclusive cold calling battlecard by signing up for the newsletter.
* Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
* Improve sales execution with Outreach. Cli…
playlist_add
Jul 1, 2020
10: Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)
John Barrows is known for prospecting. But today, we go thru all the things that happen in the white space to manage perceptions in a sales cycle.
Four Actionable Takeaways:
* Send a meeting efficiency survey prior to your calls to get qualification out of the way
* Setup feeds for all of your top target accounts as the backbone for your disco
* Ask specific impact ?’s like “what happens to rep attainment if you don’t do this?”
* Use the subject line ‘Did I lose you?’ with a blank reply email for gone-dark opps
John Barrow’s Path to President’s Club:
* CEO of JBarrows Consulting
* Host of Make it Happen Mondays
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vid…
playlist_add
Jun 24, 2020
9: Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff)
Belal drops some mindblowing tactics on “decoy pricing” and asking questions that get prospects sitting up in a cold call. Fire episode.
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
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard…
playlist_add
Jun 17, 2020
8: Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)
Kevin “KD” Dorsey teaches us to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human.
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
KD’s Path to President’s Club
* VP of Inside Sales @ PatientPop
* Head of Sales Development & Enablement @ ServiceTitan
* InsideSales Top 10 Sales Leader + Sales Development Executive of the Year
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best…
playlist_add
Jun 10, 2020
7: Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
Keenan wakes up the mediocre sales rep who focuses too much on minutiae and technical details. No nonsense, actionable advice on getting customers to reveal their real problems.
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.
Keenan’s Path to President’s Club
* Author of Gap Selling
* CEO @ A Sales Guy Consulting
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creatio…
playlist_add
Jun 3, 2020
6: A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting)
Ryan Reisert is a complete savage on the phones, hitting 5000 dials a month. This one includes a complete cold call teardown with strategies we’ve never seen before. Four Actionable Takeaways:
* Open every conversation with “Hey it’s Ryan Reisert”, then stop.
* When they answer, ask if you can get 27 seconds to tell them why you’re calling?
* Work in buckets for everything - finding accounts, researching contacts, making dials.
* Document the path. Every time you hit a phone tree, write the dial path down.
Ryan Reisert’s Path to President’s Club:
* Sales Director, ConnectAndSell
* Author, Outbound Sales, No Fluff
* Founder, The Sales Developers
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Vid…
playlist_add
May 27, 2020
5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)
Richard Harris puts on a clinic on using push-pull and respect contracts to get to the truth faster in your deals.
Four Actionable Takeaways:
* Use the respect contract as your agenda to give the prospect the right to say no throughout the call
* Set a timer 5 minutes before the end of your call to drive next steps every time
* Use “commercial terms” instead of “price” when negotiating your deals
* When you give price, don’t just go silent. Ask “how does that feel?”
Richard Harris’ Path to President’s Club:
* Founder, Harris Consulting
* Director of Sales Training, Sales Hacker
* Host, Surf & Sales Podcast
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Video Creationists: https://www.vidy…
playlist_add
May 20, 2020
4: Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari)
Kyle Coleman is the VP of Revenue Growth & Enablement at Clari and has one of the biggest LinkedIn followings out there. His tips on prospecting and email writing are unreal.
Four Actionable Takeaways:
* 5x5x5: 5 minutes of research. Find 5 insights on the person/account. Write your message in 5 minutes.
* Use whitespace in your emails and have 1 idea per line. Make the structure and the tone conversational
* Keep your emails short. If you have to scroll more than once or if an email is over 125 words, fix it.
* Have your voicemails reference your emails and vice-versa. It boosts your reply rates.
Kyle Coleman’s Path to President’s Club
* VP, Revenue Growth & Enablement @ Clari
* Sr Director, Sales Development & Optimization @ Looker
* A massive LinkedIn following with killer content
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Go…
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May 12, 2020
3: Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView)
James Bawden is one of the most notorious prospectors in the sales community. We cover it all, from phone to video.
Four Actionable Takeaways:
* Avoid the double intro on the phone if they ask “wait, who’s this?” Just get on with it.
* Close the cold call with “here’s what happens next” instead of leaving it in their hands
* Disarm with “I’m not delusional enough to think I’m calling you at the right moment.”
* Lead your value prop with your customer’s problems instead of the features in your solution
James Bawden’s Path to President’s Club:
* Host, Lunch Break Podcast
* Director, OutboundView
* And a damn well-known Linkedin personality
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording a…
playlist_add
May 12, 2020
2: Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)
Mark Raffan has negotiated against the best and has trained the likes of Chris Voss. A must-listen if you’ve ever found yourself in a cutthroat deal cycle.
Four Actionable Takeaways:
* Before a negotiation, know YOUR needs / wants + THEIR needs / wants
* Set expectations upfront that we don’t do end of month discounts before you need to
* Say the price and shut-up. Don’t try to justify it, it shows insecurity
* When they ask for discounts, ask probing questions to discover the truth behind the ask.
Mark Raffan’s Path to President’s Club:
* Host, Negotiations Ninja Podcast
* President, Content Callout
* Negotiation Master Class, Harvard University
======================
Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
======================
Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
======================
Vidyard: Free Screen Recording and Vide…
playlist_add
May 12, 2020
1: Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)
Joe Caprio lays down the line - stop building fluffy rapport and set a proper agenda. Know your sale and use your past customers to back out your discovery questions
Four Actionable Takeaways:
* Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chat
* First is best. Rank your top buying signals. The moment you find one, use it and move on.
* Use situational questions to narrow down the key problem areas in a discovery.
* Stop finishing sentences for prospects to placate your own insecurities. Let the silence sit.
Joe Caprio's Path to President’s Club:
* Co-Founder, Reprise (today)
* VP Sales, Chorus
* VP Sales, InsightSquared
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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
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Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
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Vidyard: Free Screen Recording and Vide…
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Apr 29, 2020
0: Five minutes to figure out if this show is worth your time
Why in the world would you listen to 30MPC?
Four Reasons to Listen:
* WHAT WE’RE NOT: Not stuck in 1975. Not stuck on fluffy mindset. Only actionable sales tactics.
* PREPARATION: Recorded for 45 minutes, cut to 30. Some episodes don’t make it. That’s okay.
* POLAR OPPOSITES: Nick is an Enterprise AE. Armand is a MM Sales Leader.
* SHOW STRUCTURE: Three actionable tactics at the beginning. The recap email at the end.
Four Actionable Tactics
* How to avoid being forced to demo early
* Open on the phones by leading with context
* How to handle the “not interested” email
* The 3x3 cold email
Nick Cegelski’s Path To President’s Club
* #1 AE at every company he’s worked for.
* Selling in the enterprise ERP big deal world.
Armand Farrokh’s Path to President’s Club
* Director of Sales at Carta running a team of 40
* 225% of quota as an AE
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-…
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