30 Minutes to President's Club | No-Nonsense Sales

Buy "Brief and Brilliant' Here

Turn executive meetings into closed deals with Nate Nasralla’s 4-sentence framework, one-page business case, and proven tactics to speak the language of leadership and win buy-in fast. 🎙️ACTIONABLE TAKEAWAYS: • Build a 4-Sentence Soundbite: Use Nate’s formula — Because of [shift], now’s the time to [act], to avoid [risk], and unlock [reward] — to frame every deal in language that resonates with decision-makers. • Create a One-Page Business Case: Summarize the priority, problem, approach, outcome, and investment on a single white page using their metrics and internal language — not your logo or jargon. • Write “Through” Your Champion: Every email should be forwardable. Write so your internal contact can easily share your message up the chain with clarity and confidence. • Run Executive Meetings Like a Pro: Set a clear objective, use soundbites as anchors, get problem agreement first, and drive the meeting toward a single decision or blocker removed. RESOURCES DISCUSSED: One Page Business Case

Outbound is broken, not dead. In this masterclass, Jason Bay breaks down the new outbound playbook for 2025–2026 — how top reps are filling pipeline when cold calls, automated sequences, and mass emails stop working. You’ll learn how to prioritize accounts that actually respond, speak your buyer’s language with offers that earn replies, and sequence outreach across phone, email, and social the right way.

Key frameworks include the Martini-Glass Pipeline for targeting high-relevance prospects, the Messaging Matrix for crafting irresistible offers, and the KISS Sequencing System that boosts reply rates 20%+. Jason also shares cold call + cold email frameworks that book meetings today — plus how to use AI the right way with his 10-80-10 Rule to double output without sounding robotic.

RESOURCES DISCUSSED:

• The Ultimate Cold Email Data Report
• Jason Bay’s Cold Email ChatGPT Prompts
• The Different Types of Offers
• Jason Bay’s Outbound Sequence Template
• The 30MPC Outbound Bundle

Kam Germany breaks down how elite sellers win complex deals by uncovering the true decision makers, sparking internal alignment, and turning every stakeholder into a champion that sells for you when you’re not in the room.

🎙️ ACTIONABLE TAKEAWAYS:

• Find the Shadow Decision Maker: Don’t assume the highest title holds the most influence—watch who answers impact questions to uncover who truly drives decisions.
• Incite the Riot: Use one-on-one breakout meetings with every stakeholder to surface real pain points and build internal advocates who keep your deal alive.
• Connect the Dots in the Demo: Tie each person’s problem to the larger business objective and show how your solution solves all of them together.
• One Thing to Do: Pre-plan questions in your presentations that invite conversation instead of asking, “Any questions?”—this keeps buyers engaged and drives real dialogue.

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Full YouTube Video HERE

(https://hubs.li/Q03SzGnP0)

Alex Murphy (Founding AE @ 30MPC) reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after month. By breaking big life goals—like buying a house or having a baby—into simple math, he shows how to turn financial dreams into measurable activity targets. Learn how to calculate your dollars per meeting, prospects per booking, and the exact outreach volume needed to transform consistency into life-changing income.

RESOURCES DISCUSSED

• ⁠Join our weekly newsletter⁠
• Things you can steal⁠
• ⁠Save $50 on any 30MPC course⁠ with code “PODCAST”
• ⁠Free Sales Templates, Scripts and Guides

Todd Caponi, bestselling author of The Transparency Sale and The Four Levers of Negotiation, breaks down the 7 Deadly Negotiation Sins that cost salespeople deals, margins, and trust. If you think discounting accelerates deals, holding price until you “build value” is smart, or trading discounts for case studies is harmless, Todd’s about to rewire your negotiation mindset. Learn how to close faster, discount less, and build buyer trust using the same transparent negotiation tactics that world-class sellers use to win more and protect their price integrity.

THE 7 DEADLY NEGOTIATION SINS:

• Waiting to set a price range or expectation: Delaying price discussions kills trust and confuses buyers. Set clear pricing expectations early to establish credibility and value.
• Believing discounts accelerate deals: Discounts often slow deals by signaling hidden flexibility. Instead, pay customers for mutually valuable timing commitments.
• Giving away free stuff because you think it doesn’t matter: Every concession tells buyers your price isn’t final. Align every trade to something meaningful using the Four Levers framework.
• Paying for case studies with discounts: Buying advocacy erodes authenticity. Earn your case studies through real customer success, not transactional discounts.
• Creating false certainty when clients ask you to “hold pricing”: Avoid rigid yes/no responses. Use transparent negotiation levers to guide timing and reinforce the value behind each date commitment.
• Talking about value at the goal line: If you’re re-selling value during negotiation, it’s too late. Communicate and reinforce value throughout the sales process before the proposal stage.
• Anchoring high instead of anchoring to truth: In today’s transparent market, inflated anchors destroy trust. Stick to honest, consistent pricing—because if the truth won’t sell it, don’t sell it.

RESOURCES DISCUSSED:

• Masterclass w/ Todd Caponi Signup
• Buy 'Four Levers Negotiating Here
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”

Cold Email Course: http://bit.ly/44K6jy3 Cold Call Course: https://bit.ly/4jqQ4w2 -- Handle every objection in the world like Mr. Miyagi. Plus 4 more talk tracks you can steal for your favorite objections out there.

Watch in full vibrant color: https://bit.ly/44KFn02

RESOURCES DISCUSSED

• ⁠18 Objections and Scripts for Each⁠
• ⁠Join our weekly newsletter⁠
• Save $50 on any 30MPC course⁠ with code “PODCAST”
• ⁠Free Sales Templates, Scripts and Guides

Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action.

🎙️ ACTIONABLE TAKEAWAYS:

• Calibrate before next steps: Always ask prospects where they stand before suggesting next steps — uncover what’s really going on in their head.
• Think like a buyer, not a seller: Map out the five key questions buyers must answer before deciding — problem, priority, evaluation, value, and commercial agreement.
• Game-plan every call: Before a meeting, ask your rep: (1) What’s the goal? (2) What could go sideways? (3) What will success look like and lead to next?
• Run a “next step workshop”: Block four weekly one-hour sessions, review recorded calls’ final 10 minutes, and score how effectively reps set, calibrate, and confirm next steps.

ROY’S PATH TO PRESIDENT’S CLUB:

• Top 3 revenue producer globally over 4 years @ Airtable across 150+ sellers
• Went from 1st closing role to VP of Sales in ~6 years @ Re:currency
• Surpassed quota for 12 straight quarters @ Airtable

RESOURCES DISCUSSED

• Join our weekly newsletter
• Mark’s 5-Stage Sales Process
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

This Halloween, the 30 Minutes to President’s Club crew takes you inside the haunted house of sales — where deals disappear, demos die, and negotiations bleed revenue. Nick, Armand, and Steve break down five sales ghosts that secretly destroy your pipeline and show you exactly how to exorcise them using elite B2B sales tactics, closing frameworks, and storytelling mastery.

If you’re serious about hitting quota, closing complex deals, and running world-class discovery and demos, this spooky special is your sales survival guide.

The 5 Sales Ghosts (and How to Defeat Them):

1. The Surface-Level Spirit: Your deal vanishes because you’re only finding small annoyances, not six-figure business problems that matter to executives.
2. The Hypnosis Demo: Feature-dumping kills attention — learn how to demo through stories that emotionally hook buyers and make them see their future state.
3. The Single-Threaded Specter: Depending on one champion is a death sentence. Multithread your deals and get power involved early.
4. The Negotiation of a Thousand Cuts: Every tiny discount, seat, or billing term slices your margin. Follow Armand’s 6-step framework to negotiate once and win big.
5. The Vendor Review Pit of Despair: IT and Legal can bury your deal alive. Run parallel reviews, set “redline deadlines,” and use mutual action plans to hit close dates.

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

⁠18 Objections and Scripts for Each⁠

Nick Cegelski shares how to turn quick rejections into real sales conversations using his Mr. Miyagi Method for dismissive objections. He explains why most brush-offs aren’t about your product at all but about the interruption, and how to agree with objections, lower resistance, and reintroduce your pitch naturally. You’ll learn how to replace pressure with curiosity, keep prospects talking, and book more meetings with confidence. For more scripts and examples, grab the free objection handling guide linked in the description.

RESOURCES DISCUSSED

• 18 Objections and Scripts for Each
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Chad Prezlomski reveals how elite sellers separate themselves from the pack by delivering a world-class buyer experience.

Download the Guide: How to Get Your to Reply in 90 Seconds (Without Sending an Email)

🎙️ ACTIONABLE TAKEAWAYS:

• Before the meeting: Send pre-meeting nurture emails showing similar customers to build trust and credibility fast.
• During the meeting: Use a hypothesis slide to prove preparation and lead informed discovery.
• After the meeting: Use ChatGPT to identify the top three problems you can solve and send a recap video or email.
• One thing to do: Add a hypothesis slide to every deck to make your prep visible and elevate the buyer’s experience.

CHAD’S PATH TO PRESIDENT’S CLUB:

• Top-Tier Enterprise AE @ Blackbaud & Amplify
• Sales Leader @ Schoology & Splash (10+ Years Building Teams)
• VP of Sales @ Splash — Scaled Org to Cvent Acquisition (2024)

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Get your prospect to spill their guts on the very FIRST discovery call!

In this first episode of a three-part 30 Minutes to President’s Club series, host Nick Cegelski reveals the 10 best discovery questions top-performing sales reps use to get prospects to open up from the very first call. These early-stage discovery questions are designed to uncover true motivation, business pain, and urgency — not just surface-level interest. You’ll learn exactly how to guide your conversations with questions that make prospects tell stories, reveal priorities, and show you how to win the deal.

This is Part 1 of Nick’s Discovery Series, covering early-stage sales discovery — with Parts 2 and 3 diving into mid-stage and late-stage deal questions. Whether you’re a new AE or a veteran seller, this episode will sharpen your discovery skills, help you qualify faster, and teach you how to use the Discovery Tree to direct conversations like a pro. Subscribe so you don’t miss the next episodes and start mastering the art of discovery today.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

In this episode, Armand Farrokh breaks down exactly how to run a discovery call for any product, even one you’ve never sold before. Using a background check software as an example, he shows how to identify real business problems, craft targeted questions, and connect day-to-day pains to executive-level impact that drives urgency.

You’ll learn how to build and navigate a Discovery Tree—a structured path from situation to operational problem to executive impact, using Armand’s proven framework. He also shares “typically” and “magic moment” questions that uncover high-value pain points, helping SDRs, AEs, and sales leaders turn every discovery call into a winning deal.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Shaun Crimmins reveals how elite sales leaders simplify the math, build winning rhythms, and coach reps with data-driven precision.

🎙️ ACTIONABLE TAKEAWAYS:

• Reverse engineer revenue goals into weekly sales behaviors your reps can control.
• Create an operating rhythm—consistent meetings, deal reviews, and cadences to eliminate chaos.
• Coach with metrics, not gut feel—identify data gaps, validate behaviors, and build coaching plans.
• Prepare like a pro—leaders must prep for every 1:1 just as reps prep for customer calls.

SHAUN’S PATH TO PRESIDENT’S CLUB:

• HubSpot: Helped scale revenue from $60M → $300M, Series D → IPO.
• Vanta: Scaled revenue from $10M → $100M+, led North America sales team and doubled win rates.
• Gong: Leads Commercial Business in the East.

RESOURCES DISCUSSED

• Metrics Dashboard
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT

Sales managers: No one ever teaches you how to do your job.

If you've ever wondered...

Why are my pipeline reviews useless?

Should I actually hire this person or am I gonna have to fire them in three months?

Guess what?

You're probably a little bit like me and you had to figure out this stuff from scratch.

Well, fortunately, I've partnered up with the best sales leader in the game today, Mark Kosoglow.

He led Outreach from $0-250M ARR and has turned 8 managers into VPs of Sales.

All through his sales management operating system.

It is the gold standard for how to be a sales leader in three steps:

1. The Operating System: Everything from how you forecast, to how you drive a deal through your pipeline, to how your AE should prospect.

2. The Operating Rhythm: How do you make sure your reps are actually doing the system through deal reviews? Team meetings and one-on-ones.

3. The Talent System: How do you hire people who are so good that they literally make you look like you don't have to do anything for your job?

That is what we cover in the Sales Management Operating System course.

I guarantee it will be the best sales management resource you've ever used in your life.

🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT

🛠️ The 15 Page Sales Management Operating System Toolkit: https://www.30mpc.com/blog/the-ultimate-sales-management-operating-system-guide #salesmanagementtraining#salesleadership#managertotrainer#forecasting#dealreviews#salescoach#B2Bsales#salesmanagers#salesoperatingrhythm#prospectingstrategies#salestrainingtips#revenuegrowth#leadershipdevelopment#salesenablement#onboardingmanagers

Mark's Kosoglow's Sales Leadership Course

Armand Farrokh reveals how to close a $3K, $30K, and $300K sales deal — and why each one needs a different approach. He breaks down the five buyer agreements that drive every close and shows how to spot deal momentum to accelerate your cycle.

Whether you’re closing SMB, mid-market, or enterprise deals, this video gives you real-world B2B sales tactics, SaaS closing strategies, and deal frameworks to help you sell faster, smarter, and bigger.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT

Sales managers: No one ever teaches you how to do your job.

If you've ever wondered...

Why are my pipeline reviews useless?

Should I actually hire this person or am I gonna have to fire them in three months?

Guess what?

You're probably a little bit like me and you had to figure out this stuff from scratch.

Well, fortunately, I've partnered up with the best sales leader in the game today, Mark Kosoglow.

He led Outreach from $0-250M ARR and has turned 8 managers into VPs of Sales.

All through his sales management operating system.

It is the gold standard for how to be a sales leader in three steps:

1. The Operating System: Everything from how you forecast, to how you drive a deal through your pipeline, to how your AE should prospect.
2. The Operating Rhythm: How do you make sure your reps are actually doing the system through deal reviews? Team meetings and one-on-ones.
3. The Talent System: How do you hire people who are so good that they literally make you look like you don't have to do anything for your job?

That is what we cover in the Sales Management Operating System course.

I guarantee it will be the best sales management resource you've ever used in your life.

Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process

→ The Operating Rhythm to get every rep performing like your #1

→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0 ---

Sales hiring is broken—and here's how to fix it. If you've ever felt like your pipeline reviews are useless or your forecast is just a wild guess, you're not alone. Most sales managers are never taught how to actually hire great reps—until now. In this game-changing video, we break down a bulletproof 4-step hiring system used by Mark Kosoglow, former VP of Sales at Outreach, who scaled it from $0 to $250M+ ARR and developed 8 sales managers into full-fledged VPs.

We reveal why most sales hiring strategies over-index on experience instead of traits, and how you can flip your process to uncover high-performing reps who thrive in ambiguity, have coachability, grit, passion, and more. Learn the nine essential traits that actually drive results and discover the interview playbook that uncovers them all.

Whether you’re building your first team or trying to fix a broken one, this video will reshape how you think about hiring in sales—forever.

The Sales Recruiting Playbook (Sales Interview + Sourcing Guide): https://www.30mpc.com/blog/the-sales-recruiting-playbook

This Is Why Everyone Else Is Getting Promoted Faster

Wondering why you’re stuck while your peers keep getting promoted? It’s not about tenure or luck—it’s about strategy. In this video, we break down the hard truth behind why others are getting promoted faster than you. Based on the career journey of a former VP of Sales who jumped multiple levels by age 29, you’ll get a clear 4-step framework that helps you outperform, gain leverage, and control your own promotion path.

If you’re tired of waiting your turn, or feel like your hard work isn’t being recognized, this is your wake-up call. Learn how to become undeniable, run your own promotion “sales cycle,” and make it impossible for leadership to overlook you. Perfect for SDRs, AEs, and any high-performer in a competitive sales org.

RESOURCES DISCUSSED:

• Join our weekly newsletter - https://hubs.li/Q02NJQmg0
• Things you can steal - https://linktr.ee/30mpc
• Save $50 on any 30MPC course - https://www.30mpc.com/courses with code “PODCAST”
• Free Sales Templates, Scripts and Guides - https://www.30mpc.com/toolkit

Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process

→ The Operating Rhythm to get every rep performing like your #1

→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0 ---

To celebrate the launch of Mark's new leadership course, please enjoy a throwback to his SECOND EVER episode on 30MPC from all the way in 2023.

Four Actionable Takeaways: 

• B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW.
• When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging.
• Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years.
• When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?”

Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process

→ The Operating Rhythm to get every rep performing like your #1

→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0 ---

Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process

→ The Operating Rhythm to get every rep performing like your #1

→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0 ---

Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process

→ The Operating Rhythm to get every rep performing like your #1

→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0 ---

To celebrate the launch of Mark's new leadership course, please enjoy a throwback to his FIRST EVER episode from May 2021.

Four Actionable Takeaways: 

• Send a quick video after a big team demo instead of the 17 page deck.
• Mark-up your case study with key takeaways before sending to the prospect.
• Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z.
• Avoid the massive 8 person exec demo and opt to multi-thread instead.

Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process

→ The Operating Rhythm to get every rep performing like your #1

→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0 ---

📈 Subscribe for more sales frameworks that actually close deals.

Struggling to move deals forward after group demos? In this video, sales expert Nick Cegelski reveals a proven software demo process that keeps prospects engaged and drives real buying conversations. Discover what elite sellers do before and after a demo to build trust, personalize the experience, and win over every key stakeholder.

You’ll learn why cold demos fail, how to warm up the room with pre-calls, and how post-demo follow-up can unlock true multithreading. Whether you're in SaaS sales, B2B tech, or enterprise deals, these software demo tips will help you close faster and more consistently. Perfect for AEs, SDRs, and anyone leading complex sales cycles.

Stop winging your demos. Start winning them.

🎙️ ACTIONABLE TAKEAWAYS:

• Call attendees before the demo – Don’t walk into a cold room. Reach out 1:1 to every person on the invite list to get their agenda and run mini discovery.
• Build personal connections – Use those pre-demo calls to create rapport and uncover hot-button issues you’d never get in a big group setting.
• Get immediate post-demo feedback – Call your champion and key stakeholders right after the demo to capture real reactions and uncover next steps while it’s fresh.
• Follow up individually, not just with a group recap – Send a tailored 1:1 follow-up email to each stakeholder to spark deeper conversations, create new champions, and drive true multithreading.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Huge Announcement 👉 Our next course is here: The Sales Management Operating System 🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. Pre-Order Discount: If you sign up for the event, you’ll get early access and the lowest price this course will ever be. Exclusive Playbook: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. 🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system What you need to know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 → $250M ARR and coach 8 managers into VPs: →The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Learn More: https://www.30mpc.com/course/leadership-course

Learn how to expose weaknesses in your competitor’s solution, position your product as the smarter choice, and win more meetings on cold calls.

🎙️ ACTIONABLE TAKEAWAYS:

• Expose the competitor’s gap: Highlight the pain points your prospect might not have noticed in their current solution to create urgency.
• Leverage social proof: Use customer stories where others switched from a competitor to validate your claims without sounding pushy.
• Reframe the ask: Instead of forcing a hard sell, invite prospects to simply “take a look” at what’s out there—low pressure, high impact.
• Balance empathy with confidence: Acknowledge that they might not switch today, but confidently plant the seed that your solution solves a problem their current vendor doesn’t.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• 18 Cold Call Objections
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Stevie Case breaks down how she’s building one of the most advanced outbound sales machines in SaaS—balancing AI-driven efficiency with human-first selling to achieve conversion rates that beat inbound.

🎙️ ACTIONABLE TAKEAWAYS:

• Reverse-engineer ICP using AI and enrichment to find signals and stack-rank leads
• Keep outreach human-first by using AI for prep but letting reps drive conversations
• Build feedback loops with AI scoring while managers set coaching standards
• Continuously refine by feeding win/loss data back into the prospecting engine

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

STEVE’S PATH TO PRESIDENT’S CLUB:

• CRO @ Vanta
• Vice President of Sales @ Twilio
• Vice President of Sales and Growth @ Layer

RESOURCES DISCUSSED:

• Jason Bay’s Cold Email ChatGPT Prompts
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Time kills all deals—but it doesn’t have to. In this episode, you’ll learn 7 tactical plays you can use right now to compress your sales cycle, keep momentum high, and close deals faster without being pushy.

🎙️ ACTIONABLE TAKEAWAYS:

• Always anchor next steps immediately after a meeting—sooner than they expect—to keep deals moving.
• Work multiple steps in parallel instead of waiting on a slow, linear process.
• Build trust early by calling demo attendees ahead of time for mini-discovery and alignment.
• Use creative momentum-builders (mini-demos, exec-to-exec notes, timeline tests) to remove dead time and accelerate decisions.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Nick Cegelski and Armand Farrokh tackle the biggest sales career questions—from landing your first SDR role to earning promotions, breaking into SaaS, and accelerating your path to President’s Club.

🎙️ ACTIONABLE TAKEAWAYS:

• Stand out in interviews by skipping “spray and pray” applications—network with reps, cold email leaders, and show you can sell your way into the process.
• Know when to stay or move on by evaluating the “four pillars”: learning, earning, growing, and connection. If only two are strong, it’s time to leave.
• Avoid career-stalling habits like job-hopping for small pay bumps or choosing companies with poor growth. Prioritize strong leadership and investor backing.
• Accelerate your career trajectory by shadowing top performers, over-indexing on work ethic early, and self-educating on both sales skills and your target industry.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• The Ultimate Cold Callign Framework
• Minimum Viable Discovery Framework
• Smart Money Venture Capital
• How to Cut Your Sales Cycle in Half
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Stop losing calls at “not interested.” In this video, you’ll learn a simple, agree-first pattern break that lowers resistance, keeps prospects talking, and earns permission to continue—without sounding pushy. We’ll also show you how to tune the delivery so it lands across regions and seniority levels, plus a quick practice plan so this flows on live calls.

What you’ll learn:

• The agree-first pattern break that flips “no” into “go on”
• Two follow-up nudges that lower defenses (playful and serious variants)
• How to tune your delivery for different regions/roles (e.g., Germany vs. US; execs vs. ICs)
• Why people reject salespeople but respond to humans—and how to signal that fast
• A quick practice routine to make this feel natural on live calls

Watch our full interview with The Weirdest Sales Trainer: https://youtu.be/FDjZ6JHWzoE

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “YOUTUBE”
• Free Sales Templates, Scripts and Guides

Learn 3 proven cold call tactics to get past any gatekeeper and reach decision-makers without lying, pitching, or wasting time. These step-by-step strategies will help you control the conversation, boost your connect rate, and book more meetings.

🎙️ ACTIONABLE TAKEAWAYS:

• Adopt the “owner” mindset: Approach gatekeepers with confidence and authority—don’t over-explain, pitch, or try to befriend them. Your demeanor should signal that you belong.
• Use the Triple Bypass Method: Start with the Slide By (simple ask to be connected), then provide Context (reason for calling without pitching), and finally lean on Social Proof (reference similar clients or prior outreach).
• End with questions to stay in control: Always finish responses with a question like, “Would you let him know it’s Nick?” so you guide the conversation instead of letting the gatekeeper take charge.
• Know when to pivot: If blocked repeatedly, don’t force it—try mobile numbers, off-hours calls, or different channels (email, LinkedIn, direct mail, referrals) to reach your prospect directly.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• Save a copy of these steps to bypass any gatekeeper here: https://www.30mpc.com/newsletter/3-steps-to-bypass-any-gatekeeper-on-a-cold-call
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Leadership in sales isn’t just about hitting quota — it’s about building standards, setting culture, and developing people. In this episode, the hosts share 8 hard-earned sales leadership lessons that shaped how they hire, coach, and manage winning sales teams.

🎙️ ACTIONABLE TAKEAWAYS

• If it’s not a “hell yes,” it’s a no — never settle for average hires.
• Proof of performance over theory — test real execution, not hypotheticals.
• Follow the 2–2 rule — flip two reps, hire two culture-setters, cut two misfits.
• Let reps fire themselves — set clear standards early so underperformers opt out.
• More reps ≠ more revenue — don’t over-hire if your lead pool doesn’t grow.
• Protect focus time — stop expecting instant Slack replies; create deep work blocks.
• Use the 20/80 rule in training — 20% teach, 80% reinforce until it sticks.
• Give grace on first mistakes — support reps when they slip, then enforce standards.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• My 4-Step Account Executive Interview Process: https://www.30mpc.com/newsletter/my-4-step-account-executive-interview-process-2
• My Ultimate 4-Week Sales Onboarding Program: https://www.30mpc.com/newsletter/my-ultimate-4-week-sales-onboarding-program
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Armand covers the 3 steps to handling any objection using the Mr. Miyagi Method. Here’s the magic framework:

• Agree with the objection to remove the pressure of the sale.
• Incentivize conversation to get them sharing more about the objection.
• Sell the test drive. What will they get out of meeting with you (or in this case, allowing the name drop) even if they don’t buy?

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “YOUTUBE”
• Free Sales Templates, Scripts and Guides

Too many sellers give discounts before securing commitments, leaving deals vulnerable and dragging negotiations on for weeks. In this episode of 30 Minutes to President’s Club, we show you how to execute negotiations in three simple steps: confirm you’re the vendor of choice, lock down your customer’s timeline, and only then and only then, execute the give-get.

🎙️ ACTIONABLE TAKEAWAYS

• Confirm Vendor of Choice: Before negotiating, make sure your prospect would choose you over competitors if pricing were equal.
• Lock Down the Timeline: Secure a firm commitment on when the deal will close before offering any concessions.
• Flip the Give-Get Paradigm: Always get something in return (budget clarity, contract terms, faster close) before giving discounts or changes.
• Force Trade-Offs: Every concession has a cost—package pricing, terms, and conditions together so your customer makes real choices instead of endless asks.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• How to finish a negotiation in One Cut (PT 2)
• How to Win the Negotiation Before it Starts (Pt 1)
• Cold calling course
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Sales pros spend too much time on admin instead of selling. In this episode, Yoni Tserruya, CEO of Lusha, reveals six high-impact ways to automate your sales process so you can spend more time building trust with customers and less time stuck in busywork.

🎙️ ACTIONABLE TAKEAWAYS

• Automate List Building: Use AI to analyze your last 20+ closed deals and generate highly targeted prospect lists with parameters you might never have considered.
• Leverage Buying Signals: Track events like new hires, funding rounds, product launches, or office openings to prioritize outreach to in-market accounts.
• Streamline Call Prep: Deploy AI agents to compile company news, decision-maker profiles, and account usage data hours before each meeting.
• Personalize Icebreakers: Have AI scan LinkedIn posts, press releases, and work history to craft relevant, personalized openers for calls and emails.
• Automate Recap Emails: Upload call transcripts to AI for clean, concise summaries that highlight pains, solutions, and next steps and automatically update your CRM.
• AI-Powered Coaching: Train a custom AI on top-performing sales calls to score conversations, give targeted feedback, and onboard new reps faster.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• Recap Email Template
• Free Toolkit: Build high-impact lists and target the right prospects at the right time
• Cold calling course
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

70% of replies happen after email #1.

Here’s a simple, repeatable multi-channel sequence (email + phone + social) that drives double-digit contact rates without spamming.

Jason Bay's KISS (Keep It Simple Sequencing) framework covers 6 calls, 6 emails, and 3 social touches over 3 weeks. Grab the templates and full structure behind a great sequence along with the best ways to follow up after your first email: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Learn the simple but powerful voicemail script that directs prospects straight to your email — boosting reply rates without chasing callbacks. This counterintuitive tactic adds a guaranteed touchpoint to your outreach sequence.

🎙️ ACTIONABLE TAKEAWAYS

• Make the voicemail about the email, don’t ask for a call back, direct them to look for your email instead
• State your name, company, and subject line so it’s easy for them to spot your email in their inbox.
• Keep it under 20 seconds to avoid sounding like a sales pitch.
• Pair with a strong, relevant email so once they open it, you maximize your chance of getting a reply.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• Should you leave voicemails when cold calling?
• Cold calling course
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Sales leadership expert Marcus Chan reveals the exact systems and rhythms that turn average reps into Presidents Club winners. From personal success blueprints to “Real Play Fridays,” you’ll learn how to build trust, reduce turnover, and create a culture of consistent high performance.

🎙️ ACTIONABLE TAKEAWAYS:

• Winning Wednesdays — Lock in a one-hour training every Wednesday, led by you, a top rep, or a manager (not just enablement).
• Real Play Fridays — Two hours of live, intense practice scenarios with real buyer personas (e.g., your CFO if you sell to CFOs).
• Monthly War Rooms — Four hours focused on moving stalled deals forward or closing them out, with live calls and strategy in the room.
• Action Item — Find your company’s buyer persona, buy them lunch, and role play how they’d buy your product to sharpen your team’s approach.

MARCUS’ PATH TO PRESIDENT’S CLUB:

• Sales Leader @ Multiple Orgs (3–110 reps) - Hit President’s Club 9/10 years, drove $190M new business, ran $195M P&L.
• Corporate Sales Professional @ 2 Fortune 500 Companies - Promoted 12x in 8 years, #1 in every role.
• Author & Thought Leader - WSJ Best-Selling Author, featured in Forbes, Yahoo! Finance, Salesforce.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• How To Bulid A Winning Sales Team With Commitment To Practice (Lead Episode)
• How to Run 1-on-1s and Practice Roleplays in Sales (Newsletter)
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Discover the exact time-blocking strategy top sales reps use to crush quota, maximize prospecting hours, and keep pipeline full, without burning out. This episode walks you through proven calendar management principles, the green/yellow/red hours system, and the four-step framework that guarantees consistent prospecting and closing success.

🎙️ ACTIONABLE TAKEAWAYS:

• Front-Load Your Most Difficult Sales Activities: Complete your hardest, most energy-draining tasks, like cold calling, first thing in your “green hours” (8–12) to ensure you hit your daily prospecting goals before distractions hit.
• Use Parkinson’s Law to Time-Block for Efficiency: Assign strict, realistic time blocks for each task to prevent work from expanding and eating into prime selling hours.
• Stack Similar Sales Activities to Maintain Momentum: Group calls, research, emails, and admin into dedicated blocks to avoid costly context-switching and keep your energy focused.
• Follow the Green/Yellow/Red Hour System: Green hours (prospecting), yellow hours (customer calls), and red hours (admin) keep your day optimized for revenue-generating activities and prevent pipeline starvation.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• How to time block in sales
• Cold calling course
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

📧 Cold Email Course: http://bit.ly/44K6jy3

☎️ Cold Call Course: https://bit.ly/4jqQ4w2

🔮 Discovery Course: https://bit.ly/4cQYaM8

🛠️ Free Toolkits: http://bit.ly/4nZwvO5

—

In this episode of 30 Minutes to President’s Club, Giulio Segantini breaks down his eclectic approach to cold calling and the unique openers that grab a prospect’s attention in seconds. Learn how to craft first lines that make your calls impossible to ignore and set you up for sales success.

🎙️ ACTIONABLE TAKEAWAYS

• Opener: Lead with a hyper-specific, permission-based cold call opener to grab attention.
• Pitch: Frame your pitch around the prospect’s problems in their own words before offering your solution.
• Objections: Agree first, ask for permission to challenge, and guide the prospect to change their own mind.
• Audit your talk tracks and inject your authentic personality, it’s harder to say no to a human than a salesperson.

GIULIO’S PATH TO PRESIDENT’S CLUB:

• Collected over 10,000 cold call rejections
• One of the most watched cold callers in the globe
• The Weirdest cold caller in the planet

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• Cold calling course
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Steal the minimum viable cold call script that top reps use: a tailored-permission opener that earns 30 seconds, a problem proposition (not a product pitch), and the Mr. Miyagi objection method that keeps defenses low and advances the call. You’ll learn to sell the test drive (the meeting), and leave every call calls with next steps on the books.

You’ll learn

• The 3-part cold calling framework: Opener → Pitch → Objections
• The Tailored Permission Opener to earn yourself an extra 30 seconds on the phone
• The Problem Proposition: how to lead with their biggest problem to get your prospect leaning in
• Mr. Miyagi Method to handle any objection

RESOURCES DISCUSSED:

52 Minutes of Proven Cold Calling Tips - https://www.youtube.com/watch?v=gtKZ7fP1HZM

Join our weekly newsletter -

https://hubs.li/Q02NJQ8p0

Things you can steal -

https://linktr.ee/30mpc_youtube

Save $50 on any 30MPC course with code “YOUTUBE” -

https://www.30mpc.com/courses

📧 Cold Email Course: http://bit.ly/44K6jy3

☎️ Cold Call Course: https://bit.ly/4jqQ4w2

🔮 Discovery Course: https://bit.ly/4cQYaM8

🛠️ Free Toolkits: http://bit.ly/4nZwvO5

—

Unlock the cold call script that top reps use to book 1 meeting for every 3 connects. In this episode of 30 Minutes to President’s Club, Armand Farrokh reveals the exact 3-part approach that makes cold calls feel warm and leads to more meetings without sounding like a telemarketer.

🎙️ ACTIONABLE TAKEAWAYS:

1. Use the “Heard the Name Tossed Around” opener to bypass resistance and make cold calls feel like warm intros.
2. Lead with a Problem Proposition focus on the problem your prospect cares about, not your product features.
3. Apply the “Mr. Miyagi” objection method by agreeing first, asking trap questions, and guiding prospects to realize gaps themselves.
4. Sell the Test Drive, not the product—invite prospects to try or explore, not sit through a heavy demo.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

• Cold Calling Course
• 18 Cold Call Objections and How to Handle Them
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

📧 Cold Email Course: http://bit.ly/44K6jy3

☎️ Cold Call Course: https://bit.ly/4jqQ4w2

🔮 Discovery Course: https://bit.ly/4cQYaM8

🛠️ Free Toolkits: http://bit.ly/4nZwvO5

Steven Breyerton, SVP of Sales at ZoomInfo, reveals how he took his team from transactional closes to enterprise-level deals by rethinking win rates, redefining SDR comp plans, and operationalizing deeper discovery. This episode is a tactical roadmap for sales leaders ready to level up their pipeline and close bigger, higher-quality deals.

🎙️ ACTIONABLE TAKEAWAYS

• Track win rates by time cohort (T0, T1, etc.) to diagnose deal velocity, rep behavior, and coaching opportunities across segments.
• Incentivize quality over quantity in SDR comp plans by weighting toward qualified meetings and multi-threading efforts instead of raw meeting volume.
• Adopt frameworks like MEDDPICC (ICE-first) to strengthen discovery and identify pain, champions, and economic buyers early in the sales cycle.
• Segment daily metrics by segment type (SMB vs. enterprise) to ensure appropriate pacing, forecasting accuracy, and ASP growth strategies.

STEVEN’S PATH TO PRESIDENT’S CLUB:

• SVP of Sales @ ZoomInfo
• Vice President of Sales @ DiscoverOrg

RESOURCES DISCUSSED:

• Metrics Playbook
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

If you're constantly getting lowballed or ghosted at the end of the month, you're not alone. In this video, we break down real B2B sales negotiation tactics that helped close a full-price deal—despite a relentless buyer pushing for discounts across five separate calls.

Learn:

• How to handle discount shoppers who negotiate for sport
• When (and how) to offer a discount without losing leverage
• The “exploding deadline” strategy that savvy reps use to keep deals moving
• The “jar” analogy for squeezing the most value in a negotiation

WATCH THE FULL EPISODE: https://youtu.be/2G6SFXxE7Ig?si=xRT5oCQbjYfS7lEl

RESOURCES DISCUSSED: Join our weekly newsletter -

https://hubs.li/Q02NJQ8p0

Things you can steal -

https://linktr.ee/30mpc_youtube

Save $50 on any 30MPC course with code “YOUTUBE” -

https://www.30mpc.com/courses

📧 Cold Email Course: http://bit.ly/44K6jy3

☎️ Cold Call Course: https://bit.ly/4jqQ4w2

🔮 Discovery Course: https://bit.ly/4cQYaM8

🛠️ Free Toolkits: http://bit.ly/4nZwvO5

In this episode, Armand and Nick break down 8 of the toughest, most painful negotiation battles they’ve ever faced — and the exact moves that helped them win (or lose) those deals. From wild buyer tactics to massive pricing mistakes, you’ll learn how to hold the line and close like a pro.

🎙️ ACTIONABLE TAKEAWAYS

• Anchor high, then shut up: Start with a bold number and let the buyer be the first to speak — you’ll often land a better deal than if you start discounting yourself.
• Always get the “full and final ask: Force buyers to put all their requests on the table at once so they can’t chip away at you with 5K here and 10K there.
• Flip the polarity by walking away: Instead of acting desperate, suggest the buyer take the competitor’s deal — this creates FOMO and often gets them to come back to you.
• Never give a discount without a deadline: Tie every concession to a firm timeline or commitment — otherwise, you lose all your leverage and the deal drags forever.

RESOURCES DISCUSSED:

• How To Finish A Negotiation Before It Starts (Pt 1)
• How To Finish A Negotiation in One Cut (Pt 2)
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

📧 Cold Email Course: http://bit.ly/44K6jy3

☎️ Cold Call Course: https://bit.ly/4jqQ4w2

🔮 Discovery Course: https://bit.ly/4cQYaM8

🛠️ Free Toolkits: http://bit.ly/4nZwvO5

Armand and Nick share the 8 most painful discovery lessons they had to learn the hard way, so you don’t have to. From broken agendas to botched first impressions, this is the real playbook for leveling up your first call.

🎙️ ACTIONABLE TAKEAWAYS

• Ditch the interrogation-style discovery. Use each answer to guide your next question and go deeper instead of jumping topics.
• Lead with respect, not small talk. Top sellers prove they’ve done their homework in the first 90 seconds to earn credibility fast.
• Set a PPO agenda (Purpose, Plan, Outcome) early. It prevents the prospect from hijacking the call and builds trust through structure.
• Qualify before you demo. Ask: “Do you want to buy?” and “When do you want to buy?” before setting next steps or booking another call.

RESOURCES DISCUSSED:

• Discovery Framework
• Recap email template
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Hey folks, we’re shaking things up in here :) Tuesdays will now alternate between sales rep interviews and sales leadership interviews. Thursdays is where it gets fun. We’re dropping tactical, YouTube-style breakdowns →cold calls, deal reviews, whiteboard sessions, the works. That means: 1. More tactics per minute 2. Step-by-step breakdowns 3. New creative formats we’ve never done before 📺 Subscribe so you don’t miss the new drops: https://www.youtube.com/@30MPC 💬 Want us to break something down? Email armand@30mpc.com It all starts August. Let’s ride.

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies

Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course

What you need to know:

A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect.

That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes.

Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry.

If you don’t have a system, cold email becomes a grind with diminishing returns.

If you do, it becomes your most consistent pipeline lever.

—

Most cold emails get ignored because sellers talk about the product—not the prospect’s problem.

In this module from the Cold Email Course: The Reply Method for Double Digit Replies, you’ll learn how top reps write cold emails that actually get responses by focusing on problem-first messaging.

📬 Based on data from 85M+ emails and trusted by reps at Gong, Zoom, and Shopify, this lesson walks you through how to:

• Avoid vague, robotic, or product-heavy language
• Use the “Problem + Value” framework to connect with buyers fast
• Write cold emails in minutes using simple plug-and-play formulas
• Increase reply rates with social proof and human-sounding copy

You’ll also learn 3 proven frameworks to follow to make your messaging stick.

This is the playbook top reps are running right now.

(07/25) Last day to get $50 off the course: https://www.30mpc.com/course/cold-email-course

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies

Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course

What you need to know:

A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect.

That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes.

Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry.

If you don’t have a system, cold email becomes a grind with diminishing returns.

If you do, it becomes your most consistent pipeline lever.

—

Cold email isn't dead—but most sales teams are doing it wrong. In this tactical episode, Jason Bay and Armand Farrokh break down how sales leaders can revive cold email performance with a structured, data-backed approach that actually books meetings.

🎙️ ACTIONABLE TAKEAWAYS

1. Build a Messaging Matrix First: Teach reps to understand personas before writing—cover priorities, current solutions, problems, and aspirations.
2. Implement the “Minimum Viable Framework”: Use a 4-part cold email formula—Reason, Problem, Value/Social Proof, and CTA—and design 2–3 sequences per persona level (above vs. below the power line).
3. Train in Sprints, Reinforce Weekly: Use shuttle-run style onboarding (short lessons + rep practice) and embed weekly cold email reviews in team meetings and 1:1s.
4. Track the “Golden Three” Metrics: Monitor open, reply, and meeting rates—fix subject lines/deliverability before copy, and AB test specific steps instead of restarting entire sequences.

RESOURCES DISCUSSED:

• Sequence Template: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template
• Email Templates: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack
• ChatGPT Prompts + Cold Email Course $50 off (discount auto applied at checkout)
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Example Emails:

Email Example #1 (EdTech): Director of Curriculum & Instruction

Subject: WCUS achievement gaps Hi Betty, Providing ”multiple tiers of instruction and intervention” was a big priority mentioned in WCUS’s annual report. Eliminating achievement gaps is tough, especially when you need to meet the needs of a diverse learning population. We’re helping school districts in the Pacific Northwest eliminate student inequity and achievement gaps to increase student readiness and graduation rates. Can I share more?

Sean

Email Example #2 (Automated welding solution) : VP of Operations

Subject: Welders Hi Luke, Saw hiring MIG welders and looks like there’s a lot of manual rework and touch up in your welds. Recruiting and retaining top talent likely a top priority, but the lack of skilled welders in the marketplace right now can cause big production bottlenecks. Hitch manufacturers like CURT are using our help to overcome the welder shortage and produce consistent, high-quality welds. Interested in chatting further?

Corey

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies

Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course

What you need to know:

A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect.

That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes.

Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry.

If you don’t have a system, cold email becomes a grind with diminishing returns.

If you do, it becomes your most consistent pipeline lever.

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Tired of sending cold emails and getting ghosted?

This sneak peak module of our Cold Email Course: The Reply Method for Double Digit Replies gives you 20+ proven cold email templates that reps use to turn replies into meetings.

You’ll learn:

• What to do immediately after a “not interested” reply
• How to follow up after someone says “sure” but never books
• A subtle framework for beating the competition without pitching
• The exact message to revive cold or closed-lost opportunities
• Low-friction calendar strategies that boost show rates

Download the cold email course template pack: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack

🚨Get $50 off the full Cold Email Course: The Reply Method for Double Digit Replies

Built with data from 85M+ emails. Trusted by reps at Gong, Zoom, and Shopify.

👉 https://www.30mpc.com/course/cold-email-course