Shows
30 Minutes to President's Club | No-Nonsense SalesProduct Roadmap: Q2 2025 (The 30MPC Discovery Course is Here)đ Save $50 â 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 managerâs primary job is to ensure team efficacy while fostering a supportive environment. Effective managers donât just oversee but actively build up their teams.
Conscious Competence: Itâs crucial for managers to understand the "why" behind their actions. Recognizing the reasons behind effective strategies allows managers to drive consistent, purposeful change.
âTaste Testâ 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 theyâre 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 candidatesâintro, bubble-up, and ask for referrals if they arenât interested.
Mini-pitch framework: Pitch by sharing your personal story, explaining your teamâs philosophy, and highlighting what impressed you about the candidate.
Sell before screening: Donât 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 & Communityâ„ Get on the waitlist: https://30mpc.com/courseâ„ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsyâ More 30MPC ââ„ Follow Armand on Twitter: https://twitter.com/armandfarrokhâ„ Follow Nick on Twitter: https://twitter.com/NickCegâ„ YouTube: https://www.youtube.com/@30MPCâ„ 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 PRESIDENTâS 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. Donât just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm youâre in the right place.
Donât say âAIâ 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
Make It Happen Mondays - B2B Sales Talk with John BarrowsArmand Farrokh and Nick Cegelski: Cold Calling Sucks (and Thatâs Why It Works)John Barrows is joined by sales juggernauts Nick Cegelski and Armand Farrokh, founders of â30 Minutes to Presidentâs Club,â and authors of the game-changing book, âCold Calling Sucks (And Thatâs Why It Works).â Together, they unpack insights derived from over 300 million analyzed cold calls, revealing hard-hitting strategies that separate top performers from the rest. Discover the role of tone, the importance of data accuracy, and the power of a multi-channel approach within your cold calling success. They also offer actionable tips on mastering objections, effectively engaging with gatekeepers, and bringing a human touch to your sales calls.Are you in...2024-08-191h 04
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 Thatâs 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
The Sales EvangelistArmand Farrokh and Nick Cegelski | Traditional Cold Calling Sucks, Try This Instead! Cold calling is becoming increasingly difficult for sellers. The old methods aren't working, and you have no clue what the new cold outreach techniques are. Don't worry, I got you covered. In this episode, I'm joined by Armand Farrokh and Nick Cegelski, co-authors of the book "Cold Calling Sucks, That's Why It Works." Together, we discuss the challenges of cold calling and share proven strategies to improve success rates based on their extensive experience and data analysis. Data-Driven Strategies for Success Nick shares data on the success rates of different call openers. He recommends...2024-08-1432 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.â Cold Calling Sucks (And That's Why It Works) ââ„ Get your Cold Call Care Package: https://30mpc.com/coldcallâ„ Sign up for the preorder release event on objections: https://tactics.30mpc.com/how-to-handle-any-objection-on-a-cold-callâ„ Subscribe so you don't miss "5 Weeks Of Phones": https://tactics.30mpc.com/newsyâ„ Join us in the release and live book summary: https://tactics.30mpc.com/live-book-summary-cold-calling-sucks-and-thats-why-it-worksâ 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
The 20% Podcast with Tyler Meckes196: Hosting Doolyâs âFire Talksâ featuring Nick Cegelski and Armand Farrokh (Co-Hostâs of 30 Minutes To Presidentâs Club)This weekâs episode is a throwback conversation that I had while I was leading Account Management at Dooly. While at Dooly, cross-functional alignment was crucial for our teams, and the incredible Marketing team allowed me the chance to host âFire Talksâ their spin off of Hot Ones.
During this show, the 30 Minutes To Presidentâs Club Hosts joined me to eat some really hot Hot Sauce, and ask them some even hotter questions on the world of Sales. This was a fun conversation where Nick almost cried.Â
Please enjoy this weekâs Spicy conversation with Nick C...2024-05-2051 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 wouldnât 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. Donât put an SMB rep into an enterprise role and donât 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 âKDâ 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, weâre talking about objections. ACTIONABLE TAKEAWAYS
Most objections are actually reactions. So if you know how to handle the reaction, youâll 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 ânot interestedâ objections, handle the reaction, not the objection; for situational objections, like âno budgetâ, or âtoo expensiveâ, 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. Donât just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm youâre in the right place.
Donât say âAIâ 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, weâre 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 Markâs 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 donât 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 youâre sending multiple emails to one company.
Give your prospect a way to opt-out that does not use the word âunsubscribeâ. Use something like âDonât want to receive these emails anymore?â
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, weâre 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 Presidentâs 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 youâd 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 didnât 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 PRESIDENTâS 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.Â
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.Â
Itâs 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: Nickâs 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
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 15: Top 10 moments that change the way we sellJoin the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90Every 10th episode, we tear down one topic. This time, weâre 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 donât open emails, stop emailing!
Episode 114 Charly Johnson: Donât be afraid of âout of cadenceâ effort
Discovery
Episode 110 Doug Landis: PPO
Episode 137 Krysten Conner: The Menu of Pain
Ep...2023-06-2129 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, weâre 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 donât open emails, stop emailing!
Episode 114 Charly Johnson: Donât be afraid of âout of cadenceâ effort
Discovery
Episode 110 Doug Landis: PPO
Episode 137 Krysten Conner: The Menu of Pa...2023-06-2131 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 14: The Multithreading PlaybookWHAT YOU'LL HEAR
The Golden Path
Top Down Selling
Bottom-Up Selling
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEALProspecting: Email Templates
UserGems: Job Change Sequence
Gong: Hyper-Persuasive Email Templates
Lavender: Sales Email Frameworks
Prospecting: Guides
Woodpecker: Email Substance & Deliverability Guide
Orum: 5 Cold Call Objection Talk Tracks
Owler: 4 Multi-Channel Prospecting Touchpoints
DiscoveryWingman: In-App Objection Handling BattlecardsSales...2023-03-2939 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 13: The Negotiation PlaybookFOUR 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 youâre speaking to can get the deal done on time and approved.
Donât make unilateral concessions. Try to leverage options or create a cost to negotiation with âgive for getâ.
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales template...2023-01-1126 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 12: Cold Calling Playbook Part 2WANT MORE FROM 30MPC?
Click here to get our free goodies (playbooks, templates, battlecards, etc.)
Time is running out to register for our upcoming 30MPC Live
Grab our latest exclusive sales template / guide here
Part 1: The Playbook Revisited
Use a permission-based or âheard the name tossed aroundâ 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 wo...2022-10-3126 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 youâre 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 âtypicallyâ language to help prompt...2022-09-0731 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 11: Everything prospecting that isn't email or phoneEvery 10th episode, we tear down one topic. This is how to land a killer sales job.FOUR ACTIONABLE TAKEAWAYS
Create an event-specific sequence for expos/tradeshows w/ the CTA being âopen to stopping by the booth?â.
Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards.
Seek out referrals by finding tangential partners to trade leads with.
Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically.
RESOURCES DISCUSSED:
Time is running out to register for our upco...2022-08-1734 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, weâre 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
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 10: Top 10 moments that change the way we sellEvery 10th episode, we tear down one topic. This time, weâre hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live webinar.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
Share demos, proposals, and customer st...2022-06-0126 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 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 companyâs perspective.
Don't be afraid to negotiate the terms of your deal. If you donât ask, youâll never get.
RESOURCES DISCUSSED:
Time is running out to register for our up...2022-03-0731 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 prospectâs competitive evaluation (sell the model)
Lean on your winning zones & the prospectâs 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 PRESIDENTâS CLUB
Director of Sales @ Sendoso
First Sendoso Sales hire and employee #3
Former...2022-01-1233 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 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 âAhaâ moments, and ask questions.
Control the room by setting expectations upfront and directing excessive questions to future calls.
RESOURCES DISCUSSED:
Time is running out to register for...2021-12-2935 min
Sales Strategy & Enablement by Revenue.io30 Minutes to President Club, with Nick Cegelski and Armand FarrokhNick Cegelski (Account Executive at Time by Ping) and Armand Farrokh (Head of Sales at Pave) are the hosts of the 30 Minutes to President Club podcast. In our conversation we start out with Nick and Armand giving us the background on how and why they started their popular podcast. Then we go deep into the topic of the day: Discovery. You know it's one of my favorite sales topics to talk about. We get into whether Discovery Calls are even a thing. Is discovery a stage in your sales process? Or is it something that occurs throughout the buying process...2021-10-2248 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 7: Cold Emails
Every 10th episode, we tear down one topic. This is how to send cold emails that actually work.FOUR ACTIONABLE TAKEAWAYS
Stop trying to sell everything under the sun. Keep it to one pain point per email.
Start your sequence with an email, and move to 10 touches over 30 days with a mix of calls and emails.
Use the 3x3 rule with a crispy problem, what you do, and a quick ask for interest.
Avoid over formalities/news headlines so that your message actually resonates with the reader.
RESOURCES DISCUSSED:2021-10-1326 min
30 Minutes to President's Club | No-Nonsense Sales67 (Sell): Becoming the CEO of your territory in your path to Presidentâs 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:Â * 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 - âShark Weekâ* After the pricing âgiveâ, you should always ask for the budgeting process as a âgetâ======================Anthonyâs Path to Preside...2021-09-1529 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 6: Discovery Teardown
Every 10th episode, we tear down one topic. This is how to structure your discovery.FOUR ACTIONABLE TAKEAWAYS
MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt.
Set the agenda by building rapport, establishing expectations, and anchoring them to next steps.
Utilize humbling disclaimers and stories to ask better questions.
Schedule next steps for at least 70% of your opps to ensure you know their buying process.
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live webinar.
Download...2021-07-2825 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 5: Top 10 moments that change the way we sell
Every 10th episode, we tear down one topic. This time, weâre 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 âKDâ Dorsey
Episodes 25 & 46 w/ Charles Muhlbaur
Episodes 18 & 40 w/ Adam OâChart
Episode 9 w/ Belal Batrawy
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live webinar.
Download our excl...2021-05-1229 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, weâre 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 âKDâ Dorsey
Episodes 25 & 46 w/ Charles Muhlbaur
Episodes 18 & 40 w/ Adam OâChart
Episode 9 w/ Belal Batrawy
2021-05-1232 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 âchecklistâ 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
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 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 âchecklistâ questions out the way, know your audience
During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps
After: Recap email/call, multi-thread follow-ups
After 7 touches with no reply, you have your answer
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live webinar.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Gong improves your win...2021-02-2429 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.
Donât 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 Presidentâs 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: âVoicemail from Xâ
12-15 touches over 3-4 weeks for your sequences. Doesnât sink in until 7 views.
Build snippets for every single buyer trigger - 120 words max on the entire email
Jason Bayâs Path to Presidentâs 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-Thalerâs Path to Presidentâs 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 itâs this, hereâs how you do it.
Use typically language when prospects feel theyâre the only one with their problem
Prep for a few minutes for one persona. Then only dial into 1 persona for an hour.
Phil Gerbyshakâs Path to Presidentâs 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
Beccâs Path to Presidentâs Club:
CEO & Founder @ Flip the Script
Former sales leader at Chorus AND Gong
RE...2020-12-1624 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 3: Mastering negotiation
Every 10th episode, we tear down one topic. This is how to master negotiation.FOUR ACTIONABLE TAKEAWAYS
Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
Price is based on internal (timeline, pain points) and external factors (competitve landscape)
Explain how price is structured BEFORE you give it, then shut up
Seek first to understand - get them to sell themselves first. Discounts need to have a give for get.
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30...2020-12-0928 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 Randâs Path to Presidentâs 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 youâre asking for referrals from everyone youâve 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 Ingramâs Path to Presidentâs 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 wonât get you to execs
Bring in your executives for referrals, for early sponsorship, or for closing it all up
Amit Bendovâs Path to Presidentâs 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 youâre on this competitor, hereâs a GIF.
Know what to look for before you look for it. Stack rank your triggers, then research.
âHey itâs 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 âSaywhatsalesâ 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 âwhat do you wanna get out of this call?â
Open with âthanks for taking my call, do you have a moment before your next meeting?â
James Buckleyâs Path to Presidentâs 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: âI feel a bit crazy asking this question, butâŠâ
Use the scale - âis this a 1 meaning itâs the worst thing youâve ever seen, or a 10?â
Take the headtrash out on your calls and be overly transparent in your discovery
Clarify, isolate, address the problems in a negotiation
Charles Muhlbauerâs Path to Presidentâs 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: âWould it be ridiculous ifâŠâ
Use âHave you given up on _____â as your one sentence breakup email
Mirror the last three words of an objection, then label it with âsounds like ___â
Josh Braunâs Path to Presidentâs 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 - âthis typically means 1 of 2 thingsâ
Ask for permission before hard questions like âif you didnât have a team, would you buy?â
Justin Welshâs Path to Presidentâs 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
Donât 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
âItâs okay to say no and I donât wanna make these calls anywayâ
Alex Bruschiâs Path to Presidentâs 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 - donât 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 âem hard
Ashley Kellyâs Path to Presidentâs Club:2020-09-3026 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 2: How to be a machine
Every 10th episode, we tear down one topic. This is how to be a machine: youâll never make the âno time to prospectâ excuse again.FOUR ACTIONABLE TAKEAWAYS
Morning routine: Wake up, make the bed, read, exercise, start on your terms.
Plan your attack: 8-3 are your golden hours, 3-6 are your admin hours. Batch everything.
Crank the wheel: Close email, close slack, draw 80/20 lines everywhere and sprint
Breathe: Unsubscribe from every mailing list, every unnecessary notification. Block it out.
RESOURCES DISCUSSED:
Time is running out to regist...2020-09-2326 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: youâll never make the âno time to prospectâ 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:
Donât 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 didnât work. Hit prospects with your best cold email.
If theyâve accepted the invite, donât sell more. No need to send the confirmation.
Sam Nelsonâs Path to Presidentâs 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 prospectâs 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
Donât pitch right away on LI - show gratitude, chat them up, then ask 10 days later
Marcus Chan: Path to Presidentâs 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 OâChart, 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 theyâre the type who wants to go really deep
Tell âem your biggest concern is getting stuck in the demo. Keep tactical ?âs to a minimum.
Adam OâChart: Path to Presidentâs 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 itâs 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 Brazierâs Path to Presidentâs 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 âdid I do something wrong?â
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 Presidentâs 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 âI hope you are safe in these uncertain timesâ (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 arenât going well. Ask them if this is worth it.
Not interested? Say âI get it. I was the one who cold called.â Then ask for permission.
REPLY Method: Relevant results, empathy, personalization, laser focus, you.
Jason Bayâs 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 âI work with many who typically focus on X + Yâ to lead the agenda.
Ask your prospect for their top 2 priorities. If itâs too high level, prime the question.
Bring people to the business priorities first instead of getting stuck in the process.
Donât disqualify an entire company when someone says no. Find another in.
Jake Dunlapâs Path to Presidentâs 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 itâs 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 Amarâs Path to Presidentâs 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 âwalk me through your resumeâ question to focus on your strengths
Close your interviews and hit em with the plan to action as the cherry on top
Trish Bertuzziâs Path to Presidentâs 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.
Donât ever do a demo with 20 stakeholders in the room, you canât satisfy every perspective.
Scott Ingramâs Path to Presidentâs Club
Host of The Sales Su...2020-07-1529 min
30MPC Hall of Fame | 30 Minutes to President's ClubPlaybook 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 - âHeard our name tossed aroundâ or âask for permission.â Not âhowâs it going.â
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 calendarâs...2020-07-0826 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 - âHeard our name tossed aroundâ or âask for permission.â Not âhowâs it going.â
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 ?âs like âwhat happens to rep attainment if you donât do this?â
Use the subject line âDid I lose you?â with a blank reply email for gone-dark opps
John Barrowâs Path to Presidentâs 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 itâs a cold call, then ask a peer question
In the agenda, tell the customer youâre 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 Batrawyâs Path to Presidentâs 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 âKDâ Dorsey, VP Sales @ PatientPop)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Kevin âKDâ 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 ?âs ending in âso that _____ doesnât happen.â 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 theyâre having
Use âI 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.
Keenanâs Path to Presidentâs 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 âHey itâs Ryan Reisertâ, then stop.
When they answer, ask if you can get 27 seconds to tell them why youâre 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 Reisertâs Path to Presidentâs 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 âcommercial termsâ instead of âpriceâ when negotiating your deals
When you give price, donât just go silent. Ask âhow does that feel?â
Richard Harrisâ Path to Presidentâs 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 Colemanâs 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 âwait, whoâs this?â Just get on with it.
Close the cold call with âhereâs what happens nextâ instead of leaving it in their hands
Disarm with âIâm not delusional enough to think Iâm calling you at the right moment.â
Lead your value prop with your customerâs problems instead of the features in your solution
James Bawdenâs Path to Presidentâs 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 donât do end of month discounts before you need to
Say the price and shut-up. Donât try to justify it, it shows insecurity
When they ask for discounts, ask probing questions to discover the truth behind the ask.
Mark Raffanâs Path to Presidentâs 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 Presidentâs 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 WEâRE NOT: Not stuck in 1975. Not stuck on fluffy mindset. Only actionable sales tactics.
PREPARATION: Recorded for 45 minutes, cut to 30. Some episodes donât make it. Thatâs 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