Shows
30 Minutes to President's Club | No-Nonsense SalesThe 10 Brutal Cold Calling Lessons You NEED to Learn Today | 30MPC Playbook (Sell)This is a 30 minute masterclass on the 10 lessons every rep needs to know when it comes to cold calling.
Armand and Nick walk you through five lessons each that will leave you feeling ready to put in the work and pick up the phones!
✅ Inside this episode:
You learn how to navigate rejection from a single person and find an alternative route through other people in the company to close the deal
How to improve your script when you’re struggling
Handling rude responses and understanding they’re going t...2025-05-2740 min
30 Minutes to President's Club | No-Nonsense SalesProduct Roadmap: Q2 2025 (The 30MPC Discovery Course is Here)🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCASThttps://www.30mpc.com/course/discovery-course--Discovery Call Review: Talk Tracks & Tactics From A Top 1% Rep ft. Armand Farrokh, Makenna Turner, and David Rosenstein https://tactics.30mpc.com/real-discovery-call-review-talk-tracks-tactics-from-a-top-1-rep--7-Figure Sales Secrets: How to Close Your Biggest Deal in 2025 ft. Jason Bay and Jonathan Larsonhttps://tactics.30mpc.com/7-figure-sales-secrets-how-to-close-your-biggest-deal-in-2025--How to Run Sales...2025-04-0716 min
30 Minutes to President's Club | No-Nonsense SalesHow to Build the Perfect Sales Team, Role by Role | Mark, Nick, & Armand | Ep. 283 (Lead)Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows.ACTIONABLE TAKEAWAYS:
Hire Builders First: Early sales hires should create processes, while later hires follow them.
CEO Sales Involvement: Founders should sell until they define the product and process, then transition to AEs.
Scaling Key Roles: Maintain a 1:1 AE to SDR ratio early, shifting to 2:1 later. Hire RevOps early; SE and enablement depend on need.
Manager & Director Timing: Keep managers at 8 reps max, stretching to 10-12 if needed. Delay director hires until...2025-01-3055 min
30 Minutes to President's Club | No-Nonsense SalesThe Ultimate 5 Stage Sales Process to Speed Up Your Deals | 30MPC Playbook (Sell)Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast. Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward.Stage 2 Solution Agreement: Confirm the solution addresses the agreed problem effectively.Stage 3 Power Agreement: Secure buy-in from decision-makers and key stakeholders.Stage 4 Commercial Agreement: Reach consensus on pricing, terms, and conditions.Stage 5 Vendor Approval: Navigate internal processes to finalize and approve the deal.Map these stages to your sales cycle, d...2025-01-2154 min
30 Minutes to President's Club | No-Nonsense SalesThe Science of Sales Training & What Top Teams Do Differently | 30MPC Playbook (Lead)Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team.ACTIONABLE TAKEAWAYS
Use a capability & cognitive load matrix to decide what to focus your training on
The best person for the job to be running that training and sales enablement is the most respected rep or manager on the team
Train your managers before you train your teams
Establish existing weekly rhythms then drop the reinforcement into one of those existing rhythms so you're not adding new meetings
RESOURCES...2024-12-1234 min
30 Minutes to President's Club | No-Nonsense Sales261 (Lead) Why Most Sales Reps Fail As Managers (Mark & Armand)Mark & Armand link up live and in person to discuss the when, how, and who of promoting sales reps to sales managersACTIONABLE TAKEAWAYS:
Efficacy in Sales Management: A sales manager’s primary job is to ensure team efficacy while fostering a supportive environment. Effective managers don’t just oversee but actively build up their teams.
Conscious Competence: It’s crucial for managers to understand the "why" behind their actions. Recognizing the reasons behind effective strategies allows managers to drive consistent, purposeful change.
“Taste Test” Before Promotion: Before fully promoting someone to...2024-10-3141 min
30 Minutes to President's Club | No-Nonsense SalesCold Calling Sucks: Full Book SummaryNick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)"Order the book2024-10-0452 min
30 Minutes to President's Club | No-Nonsense Sales253 (Lead) The Ultimate Guide to Effective Sales Call Reviews (Armand Farrokh)TOP ACTIONABLE SALES TAKEAWAYS:
Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team.
Keep it punchy and efficient: Drive the screen share, skip small talk, and use the transcript instead of video to review sessions faster, aiming for under 30 minutes.
Prep before discovery calls: Reps should know the expected problem and who they’re meeting. Also, plan who they should meet with next after the ca...2024-10-0339 min
30 Minutes to President's Club | No-Nonsense Sales251 (Lead) Find Top 1% Sellers with Proven Outbound Recruiting Tactics (Armand Farrokh, 30MPC)TOP ACTIONABLE SALES TAKEAWAYS:
Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections.
Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested.
Mini-pitch framework: Pitch by sharing your personal story, explaining your team’s philosophy, and highlighting what impressed you about the candidate.
Sell before screening: Don’t grill outbound candidates. Ask them to brag about what sets them apart, and judge their quality based on that.
ARMAND'S PATH TO...2024-09-2643 min
30 Minutes to President's Club | No-Nonsense SalesProduct Roadmap: Q4 2024 (Course, Community, Content)Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club.Sales Course & Community➥ Get on the waitlist: https://30mpc.com/course➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy❏ More 30MPC ❏➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh➥ Follow Nick on Twitter: https://twitter.com/NickCeg➥ YouTube: https://www.youtube.com/@30MPC➥ Tactic Teardowns: https://www.30mpc.com/teardown...2024-09-2313 min
30 Minutes to President's Club | No-Nonsense SalesLead Playbook: The Perfect 5-Stage Sales ProcessMark walks Armand through his step by step B2B sales process MARK'S PATH TO PRESIDENT’S CLUB
Chief Revenue Officer @ Catalyst Software
Sr. Vice President of Global Sales @ Outreach
Regional Sales Director @ School Specialty Planning & Student Development
Sr. Account Management @ Great American Opportunities
RESOURCES DISCUSSED
The Sales Process Doc
Check Out Operator
Join our weekly newsletter
Things you can steal
2024-09-1949 min
30 Minutes to President's Club | No-Nonsense SalesHall of Fame: Nick CasaleFOUR ACTIONABLE TAKEAWAYS
Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally.
Prep for your sales calls by understanding lookalike conversations your team has had in the past.
Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place.
Don’t say “AI” in your sales call. Instead, focus on the pro...2024-09-0239 min
30 Minutes to President's Club | No-Nonsense SalesSell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad)Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold callRESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
The Book on Cold Calling
Outbound Squad
2024-08-2051 min
30 Minutes to President's Club | No-Nonsense SalesSell Playbook: The 5 Most Common Cold Call ObjectionsGet our book on cold calling "Cold Calling Sucks (and that's why it works)"Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them.
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Things you can steal
2024-08-1611 min
30 Minutes to President's Club | No-Nonsense SalesLive Book Summary: Cold Calling Sucks (And That’s Why It Works)Hey folks, today's the day.The book is officially live and the digital version is only $1 until Friday.You can get the book here :) - From your two favorite 30MPC sales goons, Armand and Nick
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Things you can steal
2024-08-1458 min
30 Minutes to President's Club | No-Nonsense SalesSell Playbook: Value Propositions on Cold CallsGet our book on cold calling "Cold Calling Sucks (and that's why it works)"Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls
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Things you can steal
2024-08-0912 min
30 Minutes to President's Club | No-Nonsense SalesSell Playbook: Cold Call OpenersGet our book on cold calling "Cold Calling Sucks (and that's why it works)"Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls
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Things you can steal
2024-08-0209 min
30 Minutes to President's Club | No-Nonsense Sales232 (Sell) The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC)TOP ACTIONABLE SALES TAKEAWAYS:
Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily.
Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins.
Act as if achieving approvals for concessions is difficult and uncertain, emphasizing the rarity and challenge of gaining internal approvals.
Finish negotiations in two parts if necessary, using options to force a final trade-off that emphasizes the value of each choice, encouraging a more strategic decision-making process.
ARMAND'S...2024-07-1644 min
30 Minutes to President's Club | No-Nonsense SalesProduct Roadmap: Q3 2024 (Book launch, care package, 5 weeks of phones, host change)Here's and update on our reflections from Q2 and what we have planned for July-September 2024 on 30 Minutes To Presidents Club.❏ Cold Calling Sucks (And That's Why It Works) ❏➥ Get your Cold Call Care Package: https://30mpc.com/coldcall➥ Sign up for the preorder release event on objections: https://tactics.30mpc.com/how-to-handle-any-objection-on-a-cold-call➥ Subscribe so you don't miss "5 Weeks Of Phones": https://tactics.30mpc.com/newsy➥ Join us in the release and live book summary: https://tactics.30mpc.com/live-book-summary-cold-calling-sucks-and-thats-why-it-works❏ More 30M...2024-06-2120 min
30 Minutes to President's Club | No-Nonsense Sales224 (Lead) Running Sales Team Meetings That Actually Move The Needle (Armand Farrokh, 30MPC)FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3"
Consider running team training on Fridays to give reps the weekend to digest and when there are fewer distractions
The mantras of the Monday morning meeting, if it's the beginning of the month you're talking about top of funnel, if it's the middle of the month you're talking about multithreading, if it's the end of the month you're talking about contracts
When doing coaching always ask the rep for their feedback before you...2024-06-1342 min
30 Minutes to President's Club | No-Nonsense SalesSell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)FOUR ACTIONABLE SALES TAKEAWAYS
Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research
Set a PPO agenda, coving the purpose, plan, and outcomes of the call
Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their expectations
At the end of the call run the 5-minute drill which includes 3-questions, do you want to buy? When do you want to buy? How do you buy?
RESOURCES DISCUSSED
Join our weekly...2024-06-0427 min
30 Minutes to President's Club | No-Nonsense SalesSell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)FOUR ACTIONABLE SALES TAKEAWAYS
Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions
Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped
Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", "
Recap what you've learned and give back by sharing a story or a very short "harbour tour demo"
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Early access...2024-05-2837 min
30 Minutes to President's Club | No-Nonsense SalesLead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales TalentFOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company.
When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway.
Sell early, grill after. Get someone to opt in by selling them on your goals and your mission. Then, gain their respect by grilling the heck out of them.
Each step in the process should test for different dimensions of sa...2024-04-2529 min
30 Minutes to President's Club | No-Nonsense SalesLead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales TalentFOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Name and define your competencies
Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic.
Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach.
Match sales cycle and sales environment. Don’t put an SMB rep into an enterprise role and don’t put an Oracle rep into the first sales hire role...2024-04-1822 min
30 Minutes to President's Club | No-Nonsense SalesProduct Roadmap: Q2 2024Q2 ROADMAP
We wrote the book on Cold Calling: Preview the Intro
Mr. Miyagi Method: 18 Cold Call Objections & How to Handle
Twitter: Follow Armand
YouTube: Stay Tuned
Tactic Teardowns: Register for Q2 Sessions
Kevin “KD” Dorsey Joins the Club: Congratulate KD
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
2024-03-2214 min
30 Minutes to President's Club | No-Nonsense SalesSales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call ObjectionEvery 10th episode, we tear down one topic. This time, we’re talking about objections. ACTIONABLE TAKEAWAYS
Most objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection.
The intro to the Mr. Miyagi method - agree with the objection to remove the pressure, incentivize conversation to get them to share more about the objection, and sell the test drive.
For dismissive objections be disarmingly blunt; for “not interested” objections, handle the reaction, not the objection; for situational objections, like “no budget”, or “too expensive”, remove the pressure of the...2024-03-1232 min
30 Minutes to President's Club | No-Nonsense Sales198 (Sell) Why You Should Never Mention AI in Your Sales Calls (Nick Casale, Handoffs)FOUR ACTIONABLE TAKEAWAYS
Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally.
Prep for your sales calls by understanding lookalike conversations your team has had in the past.
Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place.
Don’t say “AI” in your sales call. Instead, focus on the pro...2024-02-2733 min
30 Minutes to President's Club | No-Nonsense SalesLead Playbook: Armand and Mark Teach You How to Train Your TeamEvery 10th episode, we tear down one topic. In this Lead Playbook, we’re talking about team training.FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
It is crucial to focus the initial six weeks of onboarding on heavy immersion and then transition to learning on the job.
Use Mark’s Assessment Matrix to understand the cognitive load required for what you want to train and how good you want them to be at that thing you are training for.
Training is one of the top things that young reps require, want, and desire. If you don’t have...2024-02-0132 min
30 Minutes to President's Club | No-Nonsense Sales189 Q&A: JBay and Armand Teach you to Write a Cold Outbound SequenceFOUR ACTIONABLE TAKEAWAYS - How can I prevent myself from getting flagged as spam?
Avoid as many links as possible in that first email. Stick to just a website link in your signature.
Batch your email drafts but cascade your delivery. Time them anywhere from 15 minutes to an hour apart if you’re sending multiple emails to one company.
Give your prospect a way to opt-out that does not use the word “unsubscribe”. Use something like “Don’t want to receive these emails anymore?”
Warm up your inbox to build your email reputation in the early stages.
PA...2024-01-2332 min
30 Minutes to President's Club | No-Nonsense SalesSales Playbook: Nick and Armand Teach You How To ForecastEvery 10th episode, we tear down one topic. This time, we’re talking about landing your forecast in Q4.Bonus: Get the 30MPC Forecasting GuideACTIONABLE TAKEAWAYS
The forecast should never be a surprise to your manager. You should be able to give one-sentence pipeline review updates and get through over 15 deals in a 30-minute pipeline review into your forecast.
For your forecast, you're going to call your key deals and your worst case and move to your commit, which is your bet on what will actually happen.
Pl...2023-12-1227 min
30 Minutes to President's Club | No-Nonsense Sales177 (Sell): Jen Puts Nick in the Hot Seat to Learn His Secrets to the Perfect Sales Call (Nick Cegelski @ 30 Minutes to President’s Club)FOUR ACTIONABLE TAKEAWAYS
Back Pocket Questions - Prepare multiple questions for your sales calls that you can pull out at any time. Use them if you get "stuck" at any point.
Strategic Social Proof - instead of simply namedropping customers, use customer story examples that are relevant to how you’d envision your buyer using your service, ex. Having a similar use case.
Make Discounting "Weird" - When you get hit with a price objection, your response needs to signal concern/confusion. You want to signal that this request is not biz as usual.
Alternative Video Use Cases...2023-11-2832 min
30 Minutes to President's Club | No-Nonsense Sales30MPC Live at Unleash 2023: The Golden Path to Closing Deals at PowerIn this live episode of 30MPC direct from Unleash 2023, hosts Armand and Nick teach you how to close deals at power using The Golden Path. Learn how to set a strong agenda, understand executive priorities, and align your solution to close deals at lightning speed in this special episode of 30MPC.Ready to walk The Golden Path? Download our tactic toolkit to get started!2023-11-0652 min
30 Minutes to President's Club | No-Nonsense SalesLeadership Playbook: Armand and Mark Teach You How to Run Pipeline Reviews That Don't Suckhttps://tactics.30mpc.com/leadership-playbook-sales-stages-deal-review-guideFOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Decide on a meeting or stage-based sales process first. Align the key steps to win a deal to your Salesforce stages.
Run rapid-fire deal reviews, recapping how each stage has been accomplished and what you plan to do to move the deal to the next step.
Each week, look at the next step your rep agreed to take last week. And if it didn’t happen, talk about how to make it happen or get it out of pipeline.
When your reps get really go...2023-11-0233 min
30 Minutes to President's Club | No-Nonsense Sales164 (Sell): Identifying decision-makers early (Brandon Sedloff, SVP of Sales @ Juniper Square)FOUR ACTIONABLE TAKEAWAYS
Use the NDA to test for signing authority early in the process.
Send an executive update early in the process so that you have a thread to call on when things don't go so well.
Map out the process in a way that makes sense to them. Not to you. AKA not a buyer's journey.
The person who's involved in the RFP is usually the person who wins the RFP.
PATH TO PRESIDENT’S CLUB
Managing Director/SVP @ Junipare Square
Podcaster @ Juniper Square
Advisor @ Prophia
THE LA...2023-10-0434 min
30 Minutes to President's Club | No-Nonsense SalesClub Playbook: Do the opposite (ft. Nick Cegelski)ACTIONABLE TAKEAWAYS
Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response.
Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate.
At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill.
It’s okay to sometimes lose a negotiation in favor of getting the deal done.
Whenever possible, you should opt for a live conversation with your prospects.
Abandon the belief that activity equals achievement. Instead, reco...2023-09-0421 min
30 Minutes to President's Club | No-Nonsense SalesYouTube: I Book 1 In 3 Cold Calls With This OpenerThe Heard The Name Tossed Around Opener - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now.THE LATEST FROM 30MPC
Tactic Teardown
Toolkits & Templates
THINGS YOU CAN STEALProspecting
Lavender: Sales Email Frameworks
ZoomInfo: 5 Plays, 30MPC Style
Woodpecker: Nick’s Sales Cadence
Orum: 5 Cold Call Objection Talk Tracks
Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max)
Boomerang: Tactics for Peak Productivity
RocketReach: 8 ways to triple your phone connects and em...2023-08-0811 min
30 Minutes to President's Club | No-Nonsense SalesPlaybook: Top 10 moments that change the way we sellJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.Prospecting
Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing!
Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort
Discovery
Episode 110 Doug Landis: PPO
Episode 137 Krysten Conner: The Menu of Pa...2023-06-2131 min
30 Minutes to President's Club | No-Nonsense Sales113 (Sell): Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR 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...2022-09-0731 min
30 Minutes to President's Club | No-Nonsense SalesPlaybook: Top 10 moments that change the way we sellJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
2022-06-0129 min
30 Minutes to President's Club | No-Nonsense Sales82 (Sell): Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR 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...2022-01-1233 min
30 Minutes to President's Club | No-Nonsense Sales67 (Sell): Becoming the CEO of your territory in your path to President’s Club (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Preside...2021-09-1529 min
30 Minutes to President's Club | No-Nonsense Sales53 (Sell): Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Enable...2021-06-0231 min
30 Minutes to President's Club | No-Nonsense Sales52 (Sell): Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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...2021-05-2631 min
30 Minutes to President's Club | No-Nonsense Sales51 (Sell): Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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-Mar...2021-05-1930 min
30 Minutes to President's Club | No-Nonsense SalesPlaybook: Top 10 moments that change the way we sellJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 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
2021-05-1232 min
30 Minutes to President's Club | No-Nonsense Sales50 (Sell): Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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...2021-05-0526 min
30 Minutes to President's Club | No-Nonsense Sales49 (Sell): Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Solut...2021-04-2832 min
30 Minutes to President's Club | No-Nonsense Sales48 (Sell): Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 B...2021-04-2131 min
30 Minutes to President's Club | No-Nonsense Sales47 (Sell): How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
2021-04-1432 min
30 Minutes to President's Club | No-Nonsense Sales46 (Sell): Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 I...2021-04-0732 min
30 Minutes to President's Club | No-Nonsense Sales45 (Sell): Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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...2021-03-3131 min
30 Minutes to President's Club | No-Nonsense Sales44 (Sell): Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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...2021-03-2428 min
30 Minutes to President's Club | No-Nonsense Sales43 (Sell): Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Ent...2021-03-1728 min
30 Minutes to President's Club | No-Nonsense Sales42 (Sell): Removing the friction from your sales cycle (Todd Caponi, Sales Melon)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
RESOUR...2021-03-1028 min
30 Minutes to President's Club | No-Nonsense Sales41 (Sell): Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
RESOU...2021-03-0327 min
30 Minutes to President's Club | No-Nonsense SalesPlaybook: How to run a sales processJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 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
THE LATEST FROM 30MPC
Tactic TV
Toolkits & Templates
2021-02-2431 min
30 Minutes to President's Club | No-Nonsense Sales40 (Sell): Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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.ioRESOURCES DISCUSSED
Join our weekly newsletter
Things...2021-02-1726 min
30 Minutes to President's Club | No-Nonsense Sales39 (Sell): Data proven ways to transform the way you engage with customers (Jeremey Donovan, SVP Sales Strategy @ SalesLoft)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 includin...2021-02-1031 min
30 Minutes to President's Club | No-Nonsense Sales38 (Sell): Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Fund...2021-02-0329 min
30 Minutes to President's Club | No-Nonsense Sales37 (Sell): Leading with trust and curiosity to book more meetings over the phone (Chris Beall, CEO @ ConnectAndSell)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
2021-01-2727 min
30 Minutes to President's Club | No-Nonsense Sales36 (Sell): Leveraging video to take your sales process to the next level (Tyler Lessard, Vidyard)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Vis...2021-01-2031 min
30 Minutes to President's Club | No-Nonsense Sales35 (Sell): Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
RE...2021-01-1331 min
30 Minutes to President's Club | No-Nonsense Sales34 (Sell): Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
...2021-01-0630 min
30 Minutes to President's Club | No-Nonsense Sales33 (Sell): Lifting weights and booking 85% of your meetings through video (Kayla Cytron-Thaler, Domino Data Lab x Barbells & Biz Dev)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
RE...2020-12-3031 min
30 Minutes to President's Club | No-Nonsense Sales32 (Sell): Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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...2020-12-2325 min
30 Minutes to President's Club | No-Nonsense Sales31 (Sell): Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
RE...2020-12-1624 min
30 Minutes to President's Club | No-Nonsense SalesPlaybook: Mastering negotiationJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 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...2020-12-0931 min
30 Minutes to President's Club | No-Nonsense Sales30 (Sell): Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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-I...2020-12-0223 min
30 Minutes to President's Club | No-Nonsense Sales29 (Sell): Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Ex...2020-11-2528 min
30 Minutes to President's Club | No-Nonsense Sales28 (Sell): Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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.i...2020-11-1823 min
30 Minutes to President's Club | No-Nonsense Sales27 (Sell): Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
RESOURCES DISCUSSED
Join our weekly newslett...2020-11-1125 min
30 Minutes to President's Club | No-Nonsense Sales26 (Sell): Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Dir...2020-11-0425 min
30 Minutes to President's Club | No-Nonsense Sales25 (Sell): Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
2020-10-2825 min
30 Minutes to President's Club | No-Nonsense Sales24 (Sell): 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)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
2020-10-2128 min
30 Minutes to President's Club | No-Nonsense Sales23 (Sell): Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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...2020-10-1428 min
30 Minutes to President's Club | No-Nonsense Sales22 (Sell): Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 winn...2020-10-0726 min
30 Minutes to President's Club | No-Nonsense Sales21 (Sell): Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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:2020-09-3026 min
30 Minutes to President's Club | No-Nonsense SalesPlaybook: How to be a machineJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 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 mailin...2020-09-2329 min
30 Minutes to President's Club | No-Nonsense Sales20 (Sell): Selling pizzas and tearing down sequences with the blue-haired legend (Sam Nelson, SDR Leader at Outreach.io)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Li...2020-09-1629 min
30 Minutes to President's Club | No-Nonsense Sales19 (Sell): Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 memb...2020-09-0920 min
30 Minutes to President's Club | No-Nonsense Sales18 (Sell): Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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...2020-09-0227 min
30 Minutes to President's Club | No-Nonsense Sales17 (Sell): Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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:
Account Executive @ Gong
Advisor @ Aligned, Chili Piper, and Ra...2020-08-2626 min
30 Minutes to President's Club | No-Nonsense Sales16 (Sell): The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
...2020-08-1932 min
30 Minutes to President's Club | No-Nonsense Sales15 (Sell): Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Presi...2020-08-1226 min
30 Minutes to President's Club | No-Nonsense Sales14 (Sell): Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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, Gl...2020-08-0528 min
30 Minutes to President's Club | No-Nonsense Sales13 (Sell): Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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, O...2020-07-2925 min
30 Minutes to President's Club | No-Nonsense Sales12 (Sell): Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 o...2020-07-2223 min
30 Minutes to President's Club | No-Nonsense Sales11 (Sell): Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Su...2020-07-1529 min
30 Minutes to President's Club | No-Nonsense SalesPlaybook: Nick and Armand teach you how to cold callJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 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 - C...2020-07-0829 min
30 Minutes to President's Club | No-Nonsense Sales10 (Sell): Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 JBarro...2020-07-0125 min
30 Minutes to President's Club | No-Nonsense Sales9 (Sell): Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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...2020-06-2423 min
30 Minutes to President's Club | No-Nonsense Sales8 (Sell): Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Kevin “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...2020-06-1725 min
30 Minutes to President's Club | No-Nonsense Sales7 (Sell): Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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...2020-06-1025 min
30 Minutes to President's Club | No-Nonsense Sales6 (Sell): A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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...2020-06-0325 min
30 Minutes to President's Club | No-Nonsense Sales5 (Sell): Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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...2020-05-2720 min
30 Minutes to President's Club | No-Nonsense Sales4 (Sell): Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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...2020-05-2027 min
30 Minutes to President's Club | No-Nonsense Sales3 (Sell): Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Cl...2020-05-1229 min
30 Minutes to President's Club | No-Nonsense Sales2 (Sell): Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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
Negotiat...2020-05-1228 min
30 Minutes to President's Club | No-Nonsense Sales1 (Sell): Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four 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 Sa...2020-05-1233 min
30 Minutes to President's Club | No-Nonsense Sales0 (Sell): Five minutes to figure out if this show is worth your timeJoin the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Why 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.
F...2020-04-3005 min