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Feb 23, 2024•59 min
30 Minutes to President's Club | No-Nonsense Sales
The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual.
30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including:
Prospecting: How to open conversations to triple your pipeline
Discovery: How to ask questions that uncover massive pain
Process: How to get big contracts over the line
Leadership: How to hire and train world class teams.
Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).
Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
Episodes
197 (Lead) Communication Hacks to Unleash Your Sales Team’s Full Potential (Jake Dunlap, Skaled Consulting)
Check out Jake’s new book The Innovative Seller: Keeping Peace in an AI and Consumer-Centric World and order your copy today! FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Allocate your time into now, near future, and far future to identify true priorities. Use two-week blocks to understand where those priorities fall at any given time. When managing promotion expectations of reps, communication and clarity from you as a leader is the only way you can help them move up their place in line. Hitting number...
Feb 22, 2024•33 min
196 (Sell) How to Roll with ANY Objection in a Cold Call (Sara Plowman, Pareto)
Register for the Tactic Teardown on how to beat any objection in a cold call. FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects. After your opener, go through th...
Feb 20, 2024•33 min
Hall of Fame: Joe Diliberto Ep. 71
Four Actionable Takeaways: * Use an UFC at the beginning of your meeting to anchor customers to next steps at the end. * Use an UFC at the end of your meeting to anchor to outcomes of the following meeting. * Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth. * When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed. Path to President’s Club: * President/Owner @ Sandler Training SF RESOURCES DISCUSSED ...
Feb 19, 2024•33 min
Club Playbook: How Gong's Top Rep Makes A Cold Call (ft. Jc Pollard)
FOUR ACTIONABLE TAKEAWAYS: Pre-research your subject for a more personalized cold call that makes the interaction intentional and human. It tells them you’ve taken the time to get to know them. Use a permission-based opener to make your prospect feel like they are choosing to speak with you. Deliver your opener with conviction, and bring energy and enthusiasm. Build this as you pre-research because if you believe it, they’ll be more likely to believe it. Execute a 3YU, aka 3 reasons that you are...
Feb 16, 2024•8 min
195 (Lead) How To Prep Reps Pre-Call And When To Jump In Yourself (Pleasant Middelhof, Convertr)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Prep your reps on both what they should get out of the call and how they plan to get it Pay special attention to how your reps nail the first 7 golden minutes, that’s where discovery is made When you’re on that call, listen for anything that you can quantify. Jump in if your reps don’t catch it. Coach to the controllable. Start with the expectations, then hold them accountable. PATH TO PRESIDENT’S CLUB VP of Sales @ Convertr Sr. Manager of Strategic Sales @ R...
Feb 15, 2024•33 min
194 (Sell) NOT Personalizing Your Emails to Get More Deals (Julia Carter, Marpipe)
FOUR ACTIONABLE TAKEAWAYS Don't shy away from including images in your prospecting emails, particularly if you sell a visual solution. Add value with a “thinking of you” email in advance of your sales call that shows some examples of what some of their peers are doing with you or what other similar customers are doing. When you open your email using a trigger-based approach, state your observation confidently and then follow it up with an unsure tone question. Example is: “Here's what I've seen ...
Feb 13, 2024•32 min
Hall of Fame: Adam Ochart Ep. 18
Four Actionable Takeaways: Mirror the objection, then ask a loaded question for the anaconda squeeze Use slides to give prospects control and choice over what they want to discuss Ask your VP / CRO if they’re the type who wants to go really deep Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum. Adam O’Chart: Path to President’s Club: Top producing AE at Gong.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Feb 12, 2024•27 min
193 (Lead) How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions. Pre-carve books for reps to-be-hired and let your current reps squat in the territories until they’re on board. A nickname for a holdover opportunity is a slipped opportunity. Have a policy limiting the holdovers and allow for exceptions based on what’s best for the customer. Your team will remember how you treated them in the magic moments:...
Feb 08, 2024•34 min
192 (Sell) Secrets to Break Into Top-Tier Accounts with Product-Led Growth (Andrew Johnston, Superhuman)
RESOURCES DISCUSSED View the written summary of this episode Get 1 month of Superhuman on us Other things you can steal FOUR ACTIONABLE TAKEAWAYS Do not enter a pilot or a POC without setting clear success criteria with your customer. The way that you should present the success criteria is to figure out what matters to your customer. Break your accounts and prospects into high-usage and low-usage groups. Coach up your low-usage team, and just ask your high-usage group “How can we get this into t...
Feb 06, 2024•32 min
Hall of Fame: Belal Batrawy Ep. 9
Four Actionable Takeaways: Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need) First 15 seconds explain why you called, say it’s a cold call, then ask a peer question In the agenda, tell the customer you’re gonna give price before they get off the call Use what they want as the rows in your pricing instead of what you want (seats) Belal Batrawy’s Path to President’s Club: Community Leader of #Death2Fluff 7x Startup Seller and Sales Advisor RESOURCES DISCUSSED Join our w...
Feb 05, 2024•23 min
Lead Playbook: Armand and Mark Teach You How to Train Your Team
Every 10th episode, we tear down one topic. In this Lead Playbook, we’re talking about team training. FOUR ACTIONABLE LEADERSHIP TAKEAWAYS It is crucial to focus the initial six weeks of onboarding on heavy immersion and then transition to learning on the job. Use Mark’s Assessment Matrix to understand the cognitive load required for what you want to train and how good you want them to be at that thing you are training for. Training is one of the top things that young reps require, want, and des...
Feb 01, 2024•33 min
191 (Sell) Best Pre-Call Prep Tactics That Will Help You Nail Your Opening Sales Call (Taylor Lemke @ Zapier)
FOUR ACTIONABLE TAKEAWAYS Do not go in blind to an inbound lead meeting. Give your prospect a pre-meeting questionnaire to fill out so you can have a far more productive introductory conversation. Blind calendar invites work for reschedules as long you add context such as “Know we’ve been trying to meet. If this time works for you, great! If not, decline the invite and let me know a better time.” Use Taylor's Purpose-Plan-Payoff opener to ensure a strong start to your first call with the buyer. ...
Jan 30, 2024•33 min
Hall of Fame: Charles Muhlbauer Ep. 25
FOUR ACTIONABLE TAKEAWAYS The humbling disclaimer: “I feel a bit crazy asking this question, but…” Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?” Take the headtrash out on your calls and be overly transparent in your discovery Clarify, isolate, address the problems in a negotiation PATH TO PRESIDENT'S CLUB Sales Enablement Manager @ AlphaSense · Full-time Founder @ DiscoveryCoach.io Lead Revenue Enablement Manager @ CB Insights RESOURCES DISCUSSED Join our ...
Jan 29, 2024•25 min
190 (Lead) How to Rip Through 10 Calls in a 30 Minute Sales Coaching Session (Sean Gentry @ Webflow)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Spend 30 minutes BEFORE your 1:1's figuring out what you want to coach on Start with the metrics, then use the metrics to figure out what parts of the call you should listen to. Only listen to the parts of a call recording that matter. You can rip through 10 calls if you’re only reviewing the next steps in the last 5 minutes. Double back on the mock discovery. Your most coachable reps will nail the 2nd try in the interview. PATH TO PRESIDENT’S CLUB Sr. Manage...
Jan 25, 2024•33 min
189 Q&A: JBay and Armand Teach you to Write a Cold Outbound Sequence
FOUR ACTIONABLE TAKEAWAYS - How can I prevent myself from getting flagged as spam? Avoid as many links as possible in that first email. Stick to just a website link in your signature. Batch your email drafts but cascade your delivery. Time them anywhere from 15 minutes to an hour apart if you’re sending multiple emails to one company. Give your prospect a way to opt-out that does not use the word “unsubscribe”. Use something like “Don’t want to receive these emails anymore?” Warm up your inbox t...
Jan 23, 2024•32 min
188 (Lead) Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots Get product involved in your big deals. Put together win strategy docs for key deals and tag them in the risks where you need their help. When you’re teaching discovery, the beginners can start close-ended, but the veteran ENT reps need to be able to win open-ended. If you go upmarket, the entire company needs to go upmarket with you PATH TO PR...
Jan 18, 2024•32 min
187 (Sell) How to Tear Up Your Territory to Kickoff 2024 (Luke Floyd @ Deel)
Steal Luke’s Territory Planning Spreadsheet FOUR ACTIONABLE TAKEAWAYS When prospecting, start to look for lookalike accounts. For example, if you’re having success with intellectual property law firms, go after more accounts like that. Use the prospecting channel that has the highest likelihood of getting you a meeting and a response. There are three ways that Luke would split up an account with his SDRs: For his AAA-tier accounts, he would personally reach out to all of them. For B-tiers, he sp...
Jan 16, 2024•33 min
186 (Lead) The Ultimate Guide to Interview and Train High-Performing SDRs (Kyle Coleman @ Copy.ai)
Kyle Coleman's Metrics to Quota Calculator FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Kyle runs 3 live interviews with pair interviewers — having two people from your team will give you a better read Run 90 day SDR onboarding where the first 30 days are focused on the core parts of prospecting and the next 60 are focused on full business acumen (e.g. running a 5m in demo) The 6 certifications at the end of the 30 days are LinkedIn, Email, Cold Calls, Video Prospecting, Organizing Your Week, and Activi...
Jan 11, 2024•32 min
185 (Sell) Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
Steal Clari’s templates to get your deals closer to close FOUR ACTIONABLE TAKEAWAYS Help your customer build a case for why they shouldn’t be trying to build their software in-house. If you’re having trouble building your own POV, hit up a senior exec at your company and ask to get lunch with them to help you build one. Don’t show up to your first call expecting the customer to do all of the hard work answering your questions. Instead, bring a point of view to the call that introduces a new way ...
Jan 09, 2024•31 min
Club Playbook: Three Steps to Using LinkedIn to Find More Prospects (ft. Charlotte Johnson of Salesloft)
Charlotte's LinkedIn Prospect Guide FOUR ACTIONABLE TAKEAWAYS Use the spotlight filter to find some quick wins within the prospect list you’ve targeted using Sales Navigator Connect with lower-level employees on LinkedIn to create groundswell when trying to reach revenue leaders Use this messaging template for nurturing - Personalization → Challenge → Offering Value Add Maximize your companies’ internal connections to build your prospecting list by asking them to introduce you PATH TO PRESIDENT’...
Jan 08, 2024•12 min
184 (Lead) How to Run Team Deal Reviews to Find the Blindspots (D’Arcy Doyle @ Productboard)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Run weekly team deal reviews where the entire team finds the blindspots in a deal. Make those deal reviews positive and fun — it’s us versus the deal, not us vs the rep. Use the benign reachout early in your sales cycle by having your CEO send a note to their CEO offering their early support in the evaluation. Get beyond just doing demos. If you talk about features you’ll be relegated to the folks who want to talk about that (a CFO doesn’t care). PATH TO PRES...
Jan 04, 2024•32 min
30MPC’s 2023 Awards
You want the hottest tactics we’ve heard in 2023? We present 30MPC’s Awards for best episodes and tips of the year! Who took the golden pineapple? Take a listen and put these into play in 2024. Best Prospecting Tactic: Nominee: 142 (Sell) Part 1: Energize your prospecting with multi-channel mastery with Vin Matano Nominee: 151 (Sell) Mastering every moment at your next conference (+ never lose at musical chairs) with Christine Nolan Winner: 156 (Sell) Amplifying authenticity to soft close across...
Jan 02, 2024•19 min
Playbook Special: Cold Calling
We're bringing back one of our most popular playbooks ever as we launch the 30MPC Book on Cold Calling Part 1: The Playbook Revisited Use a permission-based or ‘heard the name tossed around’ opener Describe an excruciatingly painful problem prop Suggest times or send a placeholder invite Part 2: The Next Chapters Handle objections with the Mr. Miyagi framework Leverage 1-2 punch voicemails leading with context and redirecting to email Treat your call blocks like a workout and get dialing! RESOUR...
Jan 01, 2024•29 min
Product Roadmap: Q1 2024
We wrote the book on Cold Calling - 30mpc.com/book RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
Dec 22, 2023•11 min
183 (Lead): How to Make your Team Prospect with Operating Rhythms and Calendar Invites (Shay Keeler @ CaptivateIQ)
Shay's Tactic Toolkit: How You Work Questions FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Write down every priority you could work on, then narrow it down to the top 3 and be okay letting things burn. Don’t stop drilling in on those priorities until your team starts to complete your sentences and tattle on themselves. If you wanna get your teams prospecting, set daily expectations, put them in calendar invites in an operating rhythm, then get wildly tactical on how to do it. Use the “How You Work” ques...
Dec 21, 2023•32 min
182 (Sell): Land Your Dream Sales Job With These Killer Interview Tactics (Adam Ochart @ Gong)
ACTIONABLE TAKEAWAYS Hit adversity head-on. If you got hit with the RIF — tell them you probably could have survived, and here’s how. Never be surprised — get the cheat code questions to the interview from your recruiter and interviewer. Be concise. Start with the 4-step process, then ask them how deeply you want them to unpack each. Golden hour follow-ups. Within 60 minutes, hit the recruiter and interviewer — and stand out by sharing what you could’ve done better in the interview or maybe even...
Dec 19, 2023•32 min
181 (Lead): How to Bulletproof your Team's Pipeline with the So-What Train and Win Strategy Docs with Rebecca Feiten @6sense
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Split 1:1s and deal reviews — don’t try to combine a professional development chat with a pipeline review! Before a pipe review, ensure your reps pre-select the deals they want to review and prepare win strategy docs, mapping out all key external stakeholders. Beat up the deals with the so-what train. Keep asking so-what to uncover the implication of the pain — until you don’t have an answer anymore, that’s what you need to find out. Two questions to determin...
Dec 14, 2023•33 min
Sales Playbook: Nick and Armand Teach You How To Forecast
Every 10th episode, we tear down one topic. This time, we’re talking about landing your forecast in Q4. Bonus: Get the 30MPC Forecasting Guide ACTIONABLE TAKEAWAYS The forecast should never be a surprise to your manager. You should be able to give one-sentence pipeline review updates and get through over 15 deals in a 30-minute pipeline review into your forecast. For your forecast, you're going to call your key deals and your worst case and move to your commit, which is your bet on what will act...
Dec 12, 2023•28 min
180 (Lead): Steal Kyle Asay’s Sales Competency Framework to Produce World-Class Sellers
Kyle’s Competency Framework FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Pick 1-3 competencies to coach a rep on max. Train your team, then establish a coaching rhythm to reinforce the training and a metric to track it. Get your managers bought in otherwise your training will fall flat. Turn your managers into microphones instead of filters. Give your reps multiple ways to get to a “good day” — build a Good Day Framework that assigns points to both inputs and outcomes. If you have a rep who isn’t willin...
Dec 07, 2023•33 min