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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1 day ago
140: Optimizing your time-consuming sequences (Sam Nelson, Founder @ SDRLeader.com)
Download Sam's Agoge Sequence
FOUR ACTIONABLE TAKEAWAYS
Analyze a low performer's time allocation to identify areas for improvement. Filter time-consuming sequences in your SEP and review the people included.
Categorize your sequences to prioritize opportunities effectively. Segment people into immediate opportunities, helpful but not immediate, and irrelevant.
Standardize your value proposition based on persona to streamline your process. Use templates and snippets for personalization triggers while keeping the core sequence consistent.
Keeping a healthy population of overdue tasks is good for prospecting momentum. Avoid letting tasks get more than 2-3 days overdue, but embrace the benefits of always having something to do.
PATH TO PRESIDENT’S CLUB
Founder @ Agoge
Founder @ SDRLeader.com
SDR Leader @ Outreach
Co-founder @ Emberall
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
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Mar 22, 2023
139: Building trust when selling at early-stage companies (Miles Kane, VP, Sales @ Tenderly)
FOUR ACTIONABLE TAKEAWAYS
Grow your existing pipeline 50% by asking for referrals.
Use these 3 common PLG (product-led growth) triggers to engage freemium users: sign-ups, increased usages, and multiple users on one account.
Don’t immediately sell your roadmap. Instead, find customers who are 80% aligned with the vision and use the roadmap to bridge the 20%.
If you’re selling early-stage, focus on the early adopters / innovative buyers.
PATH TO PRESIDENT’S CLUB
VP, Sales @ Tenderly
Director, Enterprise Sales @ Drift
VP, Sales @ Altocloud | Acquired by Genesys
Director, Sales @ SmartBear
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
playlist_add
Mar 15, 2023
138: Building your sales process step by step (Luke Floyd, Sr. Account Executive @ Deel)
Download Luke's Recap Email Templates
FOUR ACTIONABLE TAKEAWAYS
Build your sales process out step by step. This will fuel how you ask for next actions.
Build templates for every part of your sales process. Ex: discovery recap email, group demo recap email, lost deal email.
Once you finish your first discovery call, continue to recap the top 3 priorities in terms of the business problem.
Include a context guide with your MSA to speed up legal and help them understand terms that are unique to your business.
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
playlist_add
Mar 8, 2023
137: Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)
UserGems’ Job Change Sequence
FOUR ACTIONABLE TAKEAWAYS
Start with a menu of pain: the 3 biggest problems that any given persona can face.
Once you align on the problem, ask, “What’s prompting that need?”.
You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem).
Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ UserGems
Enterprise+ Account Executive @ Outreach
Enterprise Accounts, Financial Services @ Tableau Software
Strategic Accounts @ PowerSchool
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
playlist_add
Mar 1, 2023
136: Adding discipline into your sales process (Anthony Natoli, Enterprise Account Executive @ Lattice)
Download Anthony's 3-Step Email Framework
FOUR ACTIONABLE TAKEAWAYS
On a cold call: Get permission, lead with a problem statement and its negative consequences, then ask how they’re addressing it today. Once you have validation, book the meeting.
On a normal discovery call: Ask why they took the call, why change at all, and lastly why change now.
On a competitive discovery call: Start with why they bought their original solution and move to how their experience / goals have changed since then.
Figure out where you stack on their priority list by asking: “When you’re on an all-hands, is this something people are talking about?”.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ Lattice
Commercial Account Executive @ Outreach
Growth Account Direct, Mid-Market @ Demandbase
Sr. Account Executive @ Ethos Lending LLC
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
playlist_add
Feb 22, 2023
135: Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
Download KD's "Did I" Checklist Manifesto
FOUR ACTIONABLE TAKEAWAYS
After the demo, get a sense of what they liked and use it to justify your ask to power.
Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission.
When you get to power, recap the key problems you found first, then open it up and ask what’s important to them.
Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver.
PATH TO PRESIDENT’S CLUB
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
playlist_add
Feb 20, 2023
Hall of Fame 6: Joe Caprio Ep. 35
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.
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
playlist_add
Feb 15, 2023
134: Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)
Download KD's "Did I" Checklist Manifesto
FOUR ACTIONABLE TAKEAWAYS
PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business.
Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions.
When someone tells you what they want, restate it as a pain point. Turn solutions into problems.
The transition between discovery and demo is the perfect time for “might make sense”.
PATH TO PRESIDENT’S CLUB
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
playlist_add
Feb 8, 2023
133: Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
FOUR ACTIONABLE TAKEAWAYS
If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it.
Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly.
Once you know the key metrics that drive their business (e.g., open rates, reply rates), you can deposit and add value by sharing industry benchmarks of what those could be.
Prospect by identifying the top 2-3 problems that most people don’t know that they have, then try to find out where the prospect realistically lands currently.
PATH TO PRESIDENT’S CLUB
Founder & CEO @ Flip the Script
Head of Sales Development @ Chorus.ai
Regional VP of Business Development @ G2
Sr. Manager, Inside Sales @ Gong.io
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
playlist_add
Feb 1, 2023
132: Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)
Wingman’s In-App Objection Handling Battlecards
FOUR ACTIONABLE TAKEAWAYS
Use typically language to help guide your buyer into the next steps.
When the buyer wants to multithread to someone you’re not familiar with, ask how that person has contributed to purchases in the past.
When your champion is proposing to finance, offer to be a “fly on the wall” to help support them. If you aren’t on the call, ask questions about what the call will look like and what issues could come up in it.
Keep your buyer’s best interest in mind when driving the timeline. Don’t drive it using your quota or discount.
PATH TO PRESIDENT’S CLUB
Director, Content & Thought Leadership @ Clari
Head of Content Strategy @ Gong
Account Executive - Large Accounts @ Eventbrite
Sr. Account Executive @ OneMob
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
playlist_add
Jan 25, 2023
131: Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)
Download Liam’s Account Planning Sheet
FOUR ACTIONABLE TAKEAWAYS
Start discovery by asking why they were hired in the first place. It’ll help build rapport and understand the organizational vision.
If you suspect someone is going to be a blocker in the deal, bring it up with your champion before it even happens.
Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting.
If you’re introduced to power: share your hypothesis, then introduce a few things only they can answer to further expand on your discovery.
PATH TO PRESIDENT’S CLUB
Go-to-Market @ Kleiner Perkins
Director, GTM @ Unusual Ventures
Regional Director, East @ MongoDB
Director, Sales & Product GTM @ New Directions Behavioral Health
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
playlist_add
Jan 18, 2023
Playbook 13: The Negotiation Playbook
FOUR ACTIONABLE TAKEAWAYS
When giving price: explain how it works first, then give price and stop talking.
When the customer asks for a discount, act surprised and push away to encourage them to come back to the table.
Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved.
Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”.
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template…
playlist_add
Jan 11, 2023
130: Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
FOUR ACTIONABLE TAKEAWAYS
Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation.
Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.
Leverage your own senior leaders to story-tell and pull in the people at power during the demo.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ Pave
Healthcare & Life Science Account Executive @ Carta
Client Strategist @ PwC
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create &…
playlist_add
Jan 4, 2023
129: Using pushes to handle objections (Will Padilla, Sr. Account Executive @ GRIN)
FOUR ACTIONABLE TAKEAWAYS
When asked for pricing early, give a range but hold the other key pricing details until you get feedback.
If you’re getting ongoing buying objections, suggest that it may be too early to be talking.
Get to the true objection when someone asks to be sent more information.
Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing.
PATH TO PRESIDENT’S CLUB
Sr. Account Executive @ GRIN
Business Development Representative @ Connect Search, LLC
Business Development Representative @ Arrive Logistics
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide…
playlist_add
Dec 28, 2022
128: Booking more outbound meetings with slapping (Florin Tatulea, Director of Sales @ Barley)
FOUR ACTIONABLE TAKEAWAYS
Segment your sequences between above and below-the-line decision-makers.
Permission Slap: Ask for permission to give valuable information. e.g. Can I send you a 90-second video so I can show how you might get a sense of what win rates look like in RFPs?
Look for keywords in the investor day transcript or in the 10-K, then attach those to the messaging you use above the line.
Prospect in bursts. Voicemails and social touches power email replies even if you don’t get a reply on that channel.
PATH TO PRESIDENT’S CLUB
Director of Sales @ Barley
Director, Sales Development @ Plato
Sr. Manager, Sales Development @ Loopio
Business Development Manager @ PenPal Technologies
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’…
playlist_add
Dec 21, 2022
127: 6 Ways to Get Coal in Your Stocking from Sales Santa (and what to do instead)
FOUR ACTIONABLE TAKEAWAYS
Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line.
Set agendas like a human being: In the first 4 minutes of any meeting, address the time, the meeting content, & the potential next steps.
Understand the intent behind your prospect's questions: If you get asked a broad question from a prospect, ask a question about their question to determine what information they are actually seeking.
Keep Power in the loop: Share regular (succinct) status updates with the executive sponsor of your deal. It's your job to keep reiterating WHY their organization is looking to buy your thing.
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
W…
playlist_add
Dec 19, 2022
13 minute product roadmap jam (Q1 2023)
A Stroll Down Memory Lane:
2020: Started the pod
2021: Year of the #1 pod
2022: Year of the #1 webinar series
2023: Year of the #1 Platform
If there’s a world class seller that’s creating content, they’re doing it on the 30MPC platform.
To do all of that: Armand’s going full-time!
New Product Ideas:
We want your opinion on what new products we should launch. Our CTA to you: Email production@30MPC.com and tell us, which of these 4 things do you wanna see in 2023 from 30MPC:
The sales book
Leadership content
Video content (e.g. Youtube, TikTok, a video course)
None of the above
The Q1 Toolkit: Armand’s big team meeting deck
The Q1 Tactic Teardowns
Jan: Live Objection Handling with Josh Braun + AF
Feb: Cold Call Reviews with Sarah Brazier, Jason Bay (double click: our goal is to find the best sellers and put them together to produce the most tactical, value dense content in the world on the 30MPC platform)
Mar: Discovery Tape Review with Charles Muhlbauer, Nick…
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Dec 14, 2022
126: Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)
FOUR ACTIONABLE TAKEAWAYS
3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams.
In a team demo, use Slack/text for live internal communication and strategy.
Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities.
Use PoCs to create urgency. Start them on a trial but ask for a legitimate commitment if they want to extend their usage.
PATH TO PRESIDENT’S CLUB
Director, Enterprise Sales @ Figma
Direct, Enterprise Sales @ Scoop Technologies, Inc
Global Accounts & Partnerships @ Dropbox
Account Executive @ BrightEdge
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outrea…
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Dec 7, 2022
125: Active listening to loosen up your discovery calls and first dates (Samantha McKenna, Founder @ #samsales Consulting)
FOUR ACTIONABLE TAKEAWAYS
3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn.
Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call.
Use “typically” language when prospects are hesitant to open up. By sharing common situations, it allows them to nail down their specific problem(s).
Once you get to a problem, tell a story: “You make me think of a customer where XYZ was the problem, ABC is what we did, which led to 123 results”. This helps build trust and gets them to open up further.
PATH TO PRESIDENT’S CLUB
Founder @ #samsales Consulting
Head of Sales, Enterprise, NYC @ LinkedIn
VP, Sales, Enterprise @ ON24
Regional Sales Director, Enterprise @ Vcall
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templat…
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Dec 5, 2022
Hall of Fame 5: Morgan Ingram Ep. 16
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.
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if…
playlist_add
Nov 30, 2022
124: Using "client voice" with your prospects (Rod Baptista, Account Executive I @ ZoomInfo)
FOUR ACTIONABLE TAKEAWAYS
Use the line “in order to be conscious of your time…” to lead into your post-opener statement.
Jump into your research and follow up with a light question to earn another one.
Use “client voice” to describe common challenges from your customers. Leverage those stories into open-ended questions to gauge fit.
Demonstrate your understanding of their problem and use it to present a tailored pitch of your solution (we were made to solve this exact problem).
PATH TO PRESIDENT’S CLUB
Account Executive I @ ZoomInfo
Sales Development Representative @ SalesIntel.io
Business Development Executive @ Alliance Execut
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s…
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Nov 23, 2022
123: Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
FOUR ACTIONABLE TAKEAWAYS
Ask your inbound leads what prompted them to take the call.
Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery.
Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language.
Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions)
PATH TO PRESIDENT’S CLUB
Co-Founder & CEO @ Stealth Startup
Director of Sales & Go-To-Market @ Gong
Co-Founder & CEO @ Conversature
Regional Sales Manager - New Business @ InsideSales.com
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Lavender’s Sale…
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Nov 16, 2022
122: Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)
FOUR ACTIONABLE TAKEAWAYS
Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects.
Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing.
Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions.
Play the negotiation table with ALL of your asks. If you get an ask on pricing, decline it, but in return give a non-monetary ask.
PATH TO PRESIDENT’S CLUB
Regional Director Majors-West & Central @ ThoughtSpot
Regional Sales Manager @ Expanse Inc.
Enterprise Account Executive @ AppDynamics
Sr. Enterprise Account Executive @ ClearSlide
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Lavender’s Sales…
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Nov 9, 2022
121: Creating and accelerating your emails (Kyle Coleman, SVP, Marketing @ Clari)
FOUR ACTIONABLE TAKEAWAYS
Read your emails out loud before you send them. Use contractions and shorter sentences to sound less robotic.
Speak the language of your target persona. Tie the problems of that persona to the company priorities.
Use the 3x3 recap email: List the top 3 takeaways from the meeting, followed by the top 3 next steps.
When phrasing the top takeaways, make it SHORT and focus most of your summary on the problem.
PATH TO PRESIDENT’S CLUB
SVP, Marketing @ Clari
Co-founder @ SDRDefenders
Sr. Director, Sales Development & Optimization @ Looker
Account Executive @ gyro
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 F…
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Nov 2, 2022
Playbook 12: Cold Calling Playbook Part 2
Part 1: The Playbook Revisited
Use a permission-based or ‘heard the name tossed around’ opener
Describe an excruciatingly painful problem prop
Suggest times or send a placeholder invite
Part 2: The Next Chapters
Handle objections with the Mr. Miyagi framework
Leverage 1-2 punch voicemails leading with context and redirecting to email
Treat your call blocks like a workout and get dialing!
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Prospecting: Email Templates
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Gong’s Hyper-Persuasive Email Templates
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a b…
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Oct 26, 2022
120: The Don't Get Ghosted Playbook
Section I: Preventing yourself from getting ghosted
Pre-Meeting
Confirm the calendar invite
Set the placeholder
Create a pre-meeting agenda
Never leave a cancellation without a meeting, always punt the invite
In the discovery call
Upfront contract
Labeling questions “sounds like”
Question behind the question
At the end of a discovery call:
5-minute drill
Use a JEP / align on next next steps
Benign note
Section II: So you got ghosted, what do you do?
Channels
Communications: Call, LinkedIn, send something
Targets: Call other prospects in the deal. Call the front line
Change the voice: Use an exec-to-exec touch
Messaging - Key is pitch-light / pushing away
Did I mess something up?
Did I lose you?
If going above their head
When to give it up?
No bilateral communication within 30 days — it’s done
From there… Charly’s value add / warming drip 1x / month
Go prospect other people. X Company didn’t reject you, just that one person did
Keep reminders on fo…
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Oct 19, 2022
119: Using social proof tactics in your cold call (Terry Husayn, VP of Sales Development @ Orum)
FOUR ACTIONABLE TAKEAWAYS
Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations.
Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target.
Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona.
Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach.
PATH TO PRESIDENT’S CLUB
VP of Sales @ Orum
Account Executive @ Teamable Software
Head of Sales @ Neptune.io
Manager, Sales Development and Operations @ CloudVelox [Acquired by VMware]
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Oct 12, 2022
118: Optimizing for connections and completions in your cold calls (Ryan Reisert, Student of Sales, Principal @ Reisert Consulting)
FOUR ACTIONABLE TAKEAWAYS
Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels.
Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.
Document your channel validation. For phones: direct vs operator, validated vs not validated, etc.
Focus on the tone/pace of your opener vs the words themselves. Then preface with the intent of your call to lower their guard.
PATH TO PRESIDENT’S CLUB
Student of Sales, Principal @ Reisert Consulting
Director, Paid Media + Audience @ Sprinklr
VP Sales @ Booshaka, Inc. (Acquired by Sprinklr)
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Prospecting: Email Templates
UserGems’ Job Change Sequence
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Ema…
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Oct 5, 2022
117: Building a business case with your champion (Nate Nasralla, Founder @ Fluint)
FOUR ACTIONABLE TAKEAWAYS
Include a short, one-page memo in your calendar invite so they can digest what you want to communicate. Then start your meeting 5 minutes later and dig right in.
Create your business case in Mad Lib Style. Start with a framework and fill in the gaps as you go through the call, helping to build out the storyline.
Use language in your business case that's internal to the buying team, weaving trigger words or trigger phrases that are going to signal to an executive that you're aligned with a priority they care about.
When meeting with ‘below the line' buyers, find 1-2 workflows they spend 80% of their week in. Ask them to demo how that works today. After they share their screen, share yours, give them screen control, and guide them through that task in your product.
PATH TO PRESIDENT’S CLUB
Founder @ Fluint
Chief Growth Officer @ GAN
Managing Director, Enterprise Division @ Network for Good
Director, Business Development @ Tiesta Tea Company
THE LAT…
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Sep 28, 2022
116: Setting the steps of your Mutual Action Plan (MAP) (Ross Rich, CEO @ Accord)
FOUR ACTIONABLE TAKEAWAYS
Identify your champion and the problem you’ll be trying to solve, THEN share the MAP with them.
Map out the key milestones in the deal and customize them for the people who need to be involved.
Don’t show every step in the MAP right away. Have the big stages listed, then deep dive into the current stage.
Anchor the MAP to their go-live date so they know you’ll be coming to those steps at a later date and they won’t feel overwhelmed early on.
PATH TO PRESIDENT’S CLUB
CEO @ Accord
Global Platforms, Partnerships Lead @ Stripe
Marketing @ Columbia Records
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Fr…
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Sep 22, 2022
8 minute product roadmap jam (Q4 2022)
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
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Sep 21, 2022
115: Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)
FOUR ACTIONABLE TAKEAWAYS
Quantify the number of qualification questions you are going to ask to avoid discovery fatigue.
Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at.
Once you’ve heard their priorities, add to them so you can establish credibility as an advisor.
Summarize key points from the meeting (priorities, impact, and timeline) and ask for confirmation of email receipt.
PATH TO PRESIDENT’S CLUB
Founder @ Sell Better by JB Sales
Host of Make it Happen Mondays
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection…
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Sep 19, 2022
Hall of Fame 4: 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.
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you…
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Sep 14, 2022
114: Prospecting with a proper human touch (Charly Johnson, Account Executive @ Salesloft)
FOUR ACTIONABLE TAKEAWAYS
Start your email with research personalization to stand out in the inbox (vs generic greeting).
Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements).
Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch.
Reach out to your prospect immediately after they engage with your content - no need to wait for the next sequence step.
PATH TO PRESIDENT’S CLUB
Account Executive @ Salesloft
Team Lead, Sales Development @ Integrate
SDR @ Akkroo, an Integrate company
Enterprise SDR @ PatSnap
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets t…
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Sep 7, 2022
113: Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)
FOUR ACTIONABLE TAKEAWAYS
Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone.
Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem.
Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up.
Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off?
PATH TO PRESIDENT’S CLUB
Founder & Host @ 30 Minutes to President’s Club
VP of Sales @ Pave
Director, Sales @ Carta
Sr Associate, Corporate Strategy & Venture Investments @ Flex
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Lavend…
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Aug 31, 2022
112: Uncovering the buying process with your customer (Marisa Sarabia, Principal Account Executive @ Dialpad)
FOUR ACTIONABLE TAKEAWAYS
Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future.
Give pricing early and pivot based on reactions. If you end up giving concessions, always add an expiration date.
Stay engaged while your SE is demoing. It’s on you to keep the call on track.
Use the Zoom gallery view to identify unengaged participants - ask them easy questions to keep them interested.
PATH TO PRESIDENT’S CLUB
Principal Account Executive @ Dialpad
Account Executive @ Invoca
SDR @ Velocify (acquired by Ellie Mae)
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Prospecting: Email Templates
UserGems’ Job Change Sequence
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Disc…
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Aug 24, 2022
111: Creating close plans for every step of the sales process (Jeremey Donovan, EVP, Sales & Customer Success, Insight Partners)
FOUR ACTIONABLE TAKEAWAYS
Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle.
Review the key steps of your plan live in EVERY call rather than just sending it once through email.
Make a coach / champion determination by asking about past purchasing experience.
Send the blank connect request on LinkedIn when mass prospecting - skip the “fake” tailoring.
PATH TO PRESIDENT’S CLUB
EVP, Sales & Customer Success @ Insight Partners
SVP, Revenue Strategy @ Salesloft
Head of Sales Strategy & Enablement @ CB Insights
SVP & Head of Sales Strategy @ GLG
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Prospecting: Email Templates
UserGems’ Job Change Sequence
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Or…
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Aug 17, 2022
Playbook 11: Everything prospecting that isn't email or phone
FOUR ACTIONABLE TAKEAWAYS
Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”.
Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards.
Seek out referrals by finding tangential partners to trade leads with.
Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically.
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You k…
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Aug 10, 2022
110: Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital)
FOUR ACTIONABLE TAKEAWAYS
Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.
Avoid deep-diving into features until you've established “why change?” and “why now?”.
Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions.
Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep.
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Prospecting: Email Templates
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly…
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Aug 3, 2022
109: Prospecting into your customer's new company (Todd Busler, Co-founder & CEO @ Champify)
FOUR ACTIONABLE TAKEAWAYS
Stay top of mind with your closed/lost opps with introductions, referrals, and nuggets (don't be another email marketer).
Re-engage former customers at new companies by proposing how your product fits them in their new role/company.
Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion.
Get a new champion by finding the next biggest fan and ramping them with condensed steps that you've already taken in the deal.
PATH TO PRESIDENT’S CLUB
Co-founder & CEO @ Champify
VP, Sales @ Heap
Account Executive @ Square
Sales Engineer @ SAP
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Prospecting: Email Templates
UserGems’ Job Change Sequence
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Del…
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Jul 27, 2022
108: Managing expansion sales and executive teams (Evan Cassidy, Sr. Director, Mid-Market & Growth Expansion Sales @ Drift)
FOUR ACTIONABLE TAKEAWAYS
Get ahead of every executive conversation by first prepping with a champion pre-call.
Use Slack channels for champion collaboration and driving deals to close.
Before going into an executive demo, make sure the priorities you collected from discovery are aligned with the executive's.
Always create a work-back plan linked to date-of-value so deals don't stall when entering legal, security, etc.
PATH TO PRESIDENT’S CLUB
Sr. Director, Mid-Market & Growth Expansion Sales @ Drift
Manager, Sales Development @ Dropbox
Account Executive @ Yelp
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Prospecting: Email Templates
UserGems’ Job Change Sequence
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wing…
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Jul 20, 2022
107: Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)
FOUR ACTIONABLE TAKEAWAYS
When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem).
Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation.
When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what makes your product different as opposed to what everyone has.
Before giving concessions or discounts, narrow the scope (number of seats, commercial terms, service term, number of years in the deal) and get everything on the table before you start giving any sort of concessions.
PATH TO PRESIDENT’S CLUB
VP of Sales @ Qualtrics
Regional VP of Sales @ Qualtrics
Director, Corporate Sales @ Qualtrics
Sr. Manager, Corporate Sales @ Qualtrics
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Prospectin…
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Jul 13, 2022
106: Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)
FOUR ACTIONABLE TAKEAWAYS
Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”.
Use “To what extent” to turn any close-ended question into an open-ended question.
Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this?
Seek out hesitation. “Based on what you’ve seen today, what would prevent us from moving forward?”
PATH TO PRESIDENT’S CLUB
Lead Enablement Manager @ CB Insights
Enterprise Account Executive @ Sentieo
Sr. Account Executive & Team Lead @ Axial
Sr. Associate @ Deloitte
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Prospecting: Email Templates
UserGems’ Job Change Sequence
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverab…
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Jul 7, 2022
Five minute product roadmap jam
We like to drop new stuff from time to time. So here's the scoop...
New things coming to 30MPC:
No more "webinars", only Live Tactic Teardowns
We'll be releasing 30MPC battecards, templates, etc. in the new Toolbox
Boom:
Check out the 30MPC Toolbox
Catch the next 30MPC Live
Subscribe to the newsletter
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Jul 6, 2022
105: Taking control of the buying process (Lauren Bishop, Sr. Commercial Account Executive @ Gong)
FOUR ACTIONABLE TAKEAWAYS
Write down what you want to get out of the call and two ways you can get it.
Use one team to prove your business case, then build it out for the others.
Don't enter a PoC unless you have security, legal, etc. wrapped or in progress already.
Don’t fixate on just a person’s title. Someone with tenure may have as much or more political capital than those with a newer, higher title.
PATH TO PRESIDENT’S CLUB
Sr. Commercial Account Executive @ Gong
Account Specialist, SMB @ Salesforce
Product Marketing Manager @ ProMathletics
Account Manager @ The Food Mint
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free…
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Jul 4, 2022
Hall of Fame 3: Sarah Brazier Ep. 17
We're running it back! Here's one of our all-time favorite episodes on 30MPC.
FOUR ACTIONABLE TAKEAWAYS
Write like a human - especially in your Linkedin DMs. No over-formal language.
Leverage up by reaching out to ICs, then getting referrals to the VPs.
Tell them it’s a cold call, then ask permission to sell before ya start selling.
Use permission-based selling in your upfront contract. Get the buy-in on the agenda.
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE…
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Jun 29, 2022
104: Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum)
FOUR ACTIONABLE TAKEAWAYS
Define success criteria before going into a pilot so you don’t waste your time.
Run two products during the POC so your buyers choose between your options vs the competition.
Establish a buying window by highlighting a compelling event OR the cost of inaction.
Prioritize your pipeline as finish line deals > pilots > open deals > warm follow-ups.
PATH TO PRESIDENT’S CLUB
Director of Sales @ Orum
Former Account Executive @ Namely
Former Brand Ambassador @ Uber
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutu…
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Jun 22, 2022
103: Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)
FOUR ACTIONABLE TAKEAWAYS
Before agreeing to a give, ask what they’re willing to bring to the table.
Map out every step of the process to the signature with actions, owners, and dates.
Send a recap to the buyer of where they are in the journey after every discovery call.
Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details.
PATH TO PRESIDENT’S CLUB
Director, Enterprise Sales @ Drift
Former VP Sales @ Altocloud | Acquired by Genesys
Former Direct, Sales @ SmartBear
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Ba…
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Jun 15, 2022
102: Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting)
FOUR ACTIONABLE TAKEAWAYS
Don’t just set the next steps. Set the next next steps.
2nd meeting demos should be 100% business application focused. NOT technical. Set that expectation upfront.
In the 3rd meeting, lead with top 3 themes you’ve heard, then ask “what do you think?” before jumping into demo.
In that meeting, have a 5 minute exec demo and a deep dive demo in your back pocket.
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Prospecting: Email Templates
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
O…
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Jun 8, 2022
101: Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)
FOUR ACTIONABLE TAKEAWAYS
Incept interest early by citing articles, years at role, X times they’ve had role, etc.
Find and rank top triggers, then use the first one you find when doing outreach.
Establish trust by pointing out challenges or differences with typical customer profiles.
Find design partners by being honest upfront with where your vision / product gaps are.
PATH TO PRESIDENT’S CLUB
Operating Partner @ Glasswing Ventures
Former Co-Founder @ Reprise
Former VP Sales @ Chorus
Former VP Sales @ InsightSquared
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battleca…
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Jun 1, 2022
Playbook 10: 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.
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Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
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May 25, 2022
100: Challenging your customer to ensure the best mutual fit (Stephen Guerguy, Enterprise Sales Leader @ Monte Carlo)
FOUR ACTIONABLE TAKEAWAYS
Challenge your prospect on fit early and often to test buy-in.
Set landmines for competitors during the requirement gathering phase.
Require an exec level bridge with your CEO instead of spending hours in an RFP.
Use carrots to drive close when internal compelling events are lacking.
PATH TO PRESIDENT’S CLUB
Enterprise Sales Leader @ Monte Carlo
Former Enterprise Sales @ Segment (acquired by Twilio)
Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase)
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UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
A…
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May 18, 2022
99: Becoming a consultant in your sales cycle (Tonito De Leon, Senior Manager of Business Development @ Reprise)
FOUR ACTIONABLE TAKEAWAYS
Whiteboard out the vision state once you’ve identified the pain.
Link their current state with how far off they are from their vision state.
Bring new members back up to speed before jumping right into the demo.
Use self deprecation on your cold calls - put it on yourself to lower the guard.
PATH TO PRESIDENT’S CLUB
Senior Manager of Business Development @ Reprise
Founding Account Executive @ Amplemarket
Former
Account Executive @ Mixmax
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Tem…
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May 11, 2022
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if…
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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
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You kno…
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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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Templa…
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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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK…
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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 f…
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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
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Prospecting: Email Templates
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
O…
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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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s…
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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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq…
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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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre…
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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.
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s…
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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:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, i…
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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
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Prospecting: Email Templates
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting…
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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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template…
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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™
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Prospecting: Email Templates
UserGems’ Job Change Sequence
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know…
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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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling…
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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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Acc…
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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.
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
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!
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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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Acti…
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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.
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Tem…
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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
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sal…
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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
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK…
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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.
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template
Prolifi…
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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)
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)
======================
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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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance &…
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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.
======================
30MPC Gifts:
30MPC Live
Hall of Fame Episodes
30MPC Newsletter + Cold Calling cheat sheet: 30mpc.com/#subscribe-form
======================
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
======================
Focus Areas: Santa’s Cookie
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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)
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.
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading P…
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Dec 8, 2021
78: Death of the helpful seller: Use proven psychology to stop losing deals (Belal Batrawy, DeathtoFluff)
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
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UserGems’ Job Change Sequence
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman…
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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)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
S…
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Nov 24, 2021
76: Selling to executives, selling with them, and everything in between (Kris Rudeegraap, CEO @ Sendoso)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecard…
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Nov 17, 2021
75: Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly…
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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)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection…
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Nov 3, 2021
73: Working with your Sales Engineer to run effective discovery and demos (Zach Farber, AE @ Salesforce)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Ac…
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Oct 27, 2021
72: Systematizing the way you use text messages in a deal cycle (Eric Buckley, President @ Skipio)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playboo…
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Oct 20, 2021
71: Perfecting the Up-Front Contract...straight from the source (Joe Diliberto, President/Owner @ Sandler Training)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
A…
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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.
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-M…
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Oct 6, 2021
70: Breaking down negotiation tactics against every type of buyer persona (Morgan Melo, Sales @ Pave)
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
======================
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objec…
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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)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s…
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Sep 22, 2021
68: Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual A…
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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)
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
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Prospecting: Email Templates
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingm…
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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)
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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Sep 1, 2021
65: Speed up your deal cycle with Second Voice and hitting the phones (Lydia Rahill, Director of Strategic Expansion @ CB Insights)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Te…
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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)
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.
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & D…
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Aug 18, 2021
63: Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training)
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
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Prospecting: Email Templates
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 50…
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Aug 11, 2021
62: Driving deal velocity with a Transformation Plan (Chris Von Huene, Sales Director @ Prodigal)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Actio…
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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)
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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Prospecting: Email Templates
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s…
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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.
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template
Proli…
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Jul 21, 2021
60: Getting a promotion using quality discovery tactics (Sarah Brazier, AE @ Gong)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discover…
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Jul 14, 2021
59: Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)
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
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual…
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Jul 7, 2021
58: The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)
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.
======================
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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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards…
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Jun 30, 2021
57: Taking your video selling game to the next level (Josh Kirkham, Manager, Emerging Sales @ Vidyard)
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.
======================
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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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Delive…
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Jun 23, 2021
56: Triangulating the truth to forecast better and drive timelines (Devin Reed, Head of Content Strategy @ Gong)
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.
======================
Devin’s Path to President’s Club:
* Head of Content Strategy @ Gong
* B2B Marketing & Sales advisor @ TheReeder.co
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards…
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Jun 16, 2021
55: Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff)
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.
======================
Belal’s Path to President’s Club:
* Community Leader of #Death2Fluff
* 7x Startup Seller and Sales Advisor
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecard…
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Jun 9, 2021
54: Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
A…
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Jun 2, 2021
53: Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)
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.
======================
Blake’s Path to President’s Club:
* Director of Sales Enablement @ re:work training
* Former AE/Brand Manager @ Victory Lap
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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Proce…
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May 26, 2021
52: Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq…
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May 19, 2021
51: Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)
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.
======================
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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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
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Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly…
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May 5, 2021
50: Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)
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.
======================
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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Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s…
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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)
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.
======================
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
S…
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Apr 21, 2021
48: Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process…
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Apr 14, 2021
47: How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process…
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Apr 7, 2021
46: Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord…
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Mar 31, 2021
45: Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord…
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Mar 24, 2021
44: Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Tem…
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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)
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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Prospecting: Guides
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Woodpecker’s Email Substance & Deliverability Guide
Orum’…
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Mar 10, 2021
42: Removing the friction from your sales cycle (Todd Caponi, Sales Melon)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’…
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Mar 3, 2021
41: Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Templ…
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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
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Prospecting: Guides
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Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit…
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Feb 17, 2021
40: Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a bit aw…
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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)
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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Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Pr…
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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)
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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Prospecting: Guides
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Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Ob…
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Jan 27, 2021
37: Leading with trust and curiosity to book more meetings over the phone (Chris Beall, CEO @ ConnectAndSell)
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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Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multit…
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Jan 20, 2021
36: Leveraging video to take your sales process to the next level (Tyler Lessard, Vidyard)
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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Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Acti…
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Jan 13, 2021
35: Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
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’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Mee…
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Jan 6, 2021
34: Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’…
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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)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multith…
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Dec 23, 2020
32: Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)
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’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre…
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Dec 16, 2020
31: Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)
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’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep…
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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.
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Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template
Dooly’s Pre-Meeting Prep T…
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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)
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’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template…
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Nov 25, 2020
29: Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Tem…
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Nov 18, 2020
28: Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifi…
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Nov 11, 2020
27: Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)
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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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multithreading Playbook
ONE ASK
You know we feel a…
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Nov 4, 2020
26: Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)
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
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual…
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Oct 28, 2020
25: Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)
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
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meet…
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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)
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
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’…
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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)
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
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Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual…
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Oct 7, 2020
22: Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)
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
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Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Templa…
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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)
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
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Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process…
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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.
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Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Postal’s Free Copy of Fanatical Prospecting
Sales Process
Accord’s Mutual Action Plan Template
PandaDoc’s Proposal Template…
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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)
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
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Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Pla…
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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)
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
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly…
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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)
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
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Template
Prolifiq’s Multi…
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Aug 26, 2020
17: Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)
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
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Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Doo…
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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)
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
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Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly…
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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)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battleca…
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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)
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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Pre…
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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)
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
THE LATEST FROM 30MPC
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
Dooly’s Pre-Meeting Prep Te…
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Jul 22, 2020
12: Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group)
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
THE LATEST FROM 30MPC
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Templ…
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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)
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
THE LATEST FROM 30MPC
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman…
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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
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Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Prospecting: Guides
Outreach’s Email Subject Line Guide
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Posta…
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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)
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
THE LATEST FROM 30MPC
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Tem…
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Jun 24, 2020
9: Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff)
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
THE LATEST FROM 30MPC
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan T…
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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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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Framewor…
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Jun 10, 2020
7: Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
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
THE LATEST FROM 30MPC
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Action Plan Template
D…
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Jun 3, 2020
6: A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting)
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
THE LATEST FROM 30MPC
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Actio…
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May 27, 2020
5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)
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
THE LATEST FROM 30MPC
Catch the next 30MPC Live
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accor…
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May 20, 2020
4: Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari)
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
THE LATEST FROM 30MPC
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide…
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May 12, 2020
3: Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView)
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
THE LATEST FROM 30MPC
Catch the next 30MPC Live
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Han…
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May 12, 2020
2: Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)
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
THE LATEST FROM 30MPC
Catch the next 30MPC Live
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutu…
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May 12, 2020
1: Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)
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
THE LATEST FROM 30MPC
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THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free Dials
Discovery
Wingman’s In-App Objection Handling Battlecards
Sales Process
Accord’s Mutual Actio…
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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
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems’ Job Change Sequence
Gong’s Hyper-Persuasive Email Templates
Lavender’s Sales Email Frameworks
Prospecting: Guides
Outreach’s Sequence & Snippets to Create & Close
Woodpecker’s Email Substance & Deliverability Guide
Orum’s 500 Free…
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