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

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 your ads look like. Have you ever tried to do X?
• Use intentionally boring subject lines, like “Podcast Episode” that follow the “internal camouflage” principle.

PATH TO PRESIDENT’S CLUB

• Account Executive @ Marpipe
• Senior SDR @ Marpipe
• Sales Development Representative @ Smartly.io
• Client Service Associate @ Guidepoint

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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

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: promotions, 1st and last days, maternity leave, a loss in the family.

PATH TO PRESIDENT’S CLUB

• SVP, Revenue Strategy & Operations @ Tropic
• VP, Revenue @ Clari
• VP, GTM Solutions @ Clari
• VP, Revenue - Enterprise @ Clari

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 the hands of other people.”
• Consolidate your bill for people in different departments and consolidate the team for prospects in the same department.

PATH TO PRESIDENT’S CLUB

• Head of Sales @ Superhuman
• Director of Sales @ Scale AI
• Head of Global Email (SendGrid) Sales & GTM @ Twilio
• Manager, Enterprise Sales @ Twiliio

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 weekly newsletter
• Things you can steal

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 desire. If you don’t have continuing training and coaching, you are not delivering for your talent.
• A great training program not only allows you to be effective in increasing your team’s results but also increases your value as a leader.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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. Purpose is “why are we here?” Plan is “how are we going to achieve it?” Payoff is “what's in it for the buyer at the end of the meeting?”
• Separate interest from need by quantifying the problem. Questions like “is there a specific business objective this maps back to?” or “How have you currently tried to fix this?” will give you a better idea of interest vs. true need.

PATH TO PRESIDENT’S CLUB

• Inside Sales Account Executive @ Zapier
• Account Executive Commercial New Business @ Airtable
• Business Development Representative @ Airtable
• Sales Development Representative @ Airtable

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 weekly newsletter
• Things you can steal

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. Manager, Corporate Sales @ Webflow
• Course Instructor & Founding Member @ pclub.io
• Customer-Led Growth Advisor @ Catalyst Software
• Dir. of Sales @ Outreach

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 to build your email reputation in the early stages.

PATH TO PRESIDENT’S CLUB

• Founder and CEO @ Outbound Squad
• Owner @ Jason Bay Consulting
• Director of Marketing @ Chamber DS, inc
• Marketing Director & Corporate Sales Trainer @ National Services Group, Inc.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 PRESIDENT’S CLUB

• CRO @ User Interviews
• CRO @ BrightHire
• VP of Strategic Sakes @ 6sense
• SVP Sales Verticals, Financial Services & Co-Chair of the Women’s Integrated Network @ SalesLoft

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 splits them up above and below the line with his SDRs. For C-tiers, he lets his SDRs prospect those solo.
• Don’t show them the whole meal all at once. Win the first feature first before showing them one more thing.

PATH TO PRESIDENT’S CLUB

• Strategic Account Executive @ Deel
• Senior Account Executive @ Deel
• Account Executive @ Deel
• Digital Business Manager @ Granular

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 Activity Mix.
• Use Kyle’s activity calculator (in the show notes) to back out how many activities your SDRs should be doing to get to quota

PATH TO PRESIDENT’S CLUB

• CMO @ Copy.ai
• CMO @ Clari
• SVP of Marketing @ Clari
• Group VP, Growth & Enablement @ Clari

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 of looking at the root cause of a problem you think they might have.
• If you’re going to an event, use that as an opportunity to test your point of view with other executives.

PATH TO PRESIDENT’S CLUB

• Head of Clari Align @ Clari
• CEO @ DealPoint
• VP Sales and Marketing @ CloudEngage, Inc.
• Co-Founder @ Presspoint CRM

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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’S CLUB

• Account Executive SMB @ Salesloft
• Account Executive Emerging @ Salesloft
• Sales Development Representative @ Salesloft
• Team Lead, Sales Development @ Integrate

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 PRESIDENT’S CLUB

• SVP Sales @ Productboard
• Sales VP @ Productboard
• SVP Enterprise Sales @ Carta
• SVP NA Sales @ Box

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 the sales cycle with JC Pollard

Best Discovery Tactic:

• Nominee: 165 (Sell) Maintain momentum in your sales conversations with Brian LaManna
• Nominee: 144 (Sell) Progress your sales with healthy customer tension with Jen Allen-Knuth
• Winner: 134 (Sell) Part 1: Connecting the dots in your discovery call with Kevin “KD” Dorsey

Best Process Tactic:

• Nominee: 146 (Sell) Winning over the CEO by turning their team into champions with Henry Schuck
• Nominee: 160 (Sell) Making meaningful intros to move competitive deals with Shay Keeler
• Winner AND Episode of the Year: 130 (Sell) Asking questions that get your buyer talking about impact vs features with Morgan Melo

Best Leadership Tactic:

• Winner: 175 (Lead) Lessons from a renowned CRO: Evolving your sales team through process and accountability with Stevie Case

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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!

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

We wrote the book on Cold Calling - 30mpc.com/book

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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” questions to get to know the human behind the seller and push them to the next level.

PATH TO PRESIDENT’S CLUB

• Senior Director of Commercial Sales @ CaptivateIQ
• Senior Director of Global Commercial NL Sales @ Outreach
• Director of Sales, Global New Logo @ Outreach
• Director of Sales, New Logo @ Outreach

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 your favorite cold emails.

PATH TO PRESIDENT’S CLUB

• Manager, Commercial Sales @ Gong
• Mid-Market Account Executive EMEA @ Gong
• Senior Commercial Account Executive @ Gong
• Founder @ TrackmanRentals.com

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 determine if a rep is ready to be a manager: Can they clearly communicate why they’re winning? And are YOU learning from that rep?

PATH TO PRESIDENT’S CLUB

• Director of Enterprise @ 6Sense
• Head of Sales, EMEA @ Outreach
• Director of Strategic Enterprise Sales, EMEA @ Outreach
• Strategic Sales Director, East & EMEA @ Outreach

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 actually happen.
• Play the spread. If your commit consists of one deal landing, you should probably have two to four in inventory. Throughout the month or the quarter, your forecast will start to taper.
• Don't be a sandbag - don’t set a goal or forecast that's way too high.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

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 willing to work hard at the professional development plan that both you AND they agreed to… why would you keep working with that rep?

PATH TO PRESIDENT’S CLUB

• RVP, High Tech Acquisition for North America @ MongoDB
• RVP, High Tech Acquisition - Midwest, Northeast, and Canada @ MongoDB
• RVP of Sales, Corporate Midwest @ Qualtrics
• RVP of Sales, Midwest CX @ Qualtrics

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

But wait! Want more from Grace & Outreach? Check out the 30MPC X Outreach: 1 Sequence to Create and 5 Templates to Close

FOUR ACTIONABLE TAKEAWAYS

• Brainstorm how you're going to advance each of your opportunities before you have your pipeline review with your manager. Don't show up like a deer in headlights.
• Block time for immediately after your pipeline reviews to take action on the things you agreed to do to drive your deals forward.
• Structure your forecast calls - cover updates, health scores, next steps, amount, and close dates. Avoid spending the entire time on one deal by scheduling big bets calls for complex deal reviews.
• Utilize a zero inbox strategy by organizing your inbox into action items, read through later, awaiting a reply.

PATH TO PRESIDENT’S CLUB

• Senior Account Executive @ Outreach
• Commercial Account Executive @ Outreach
• Enterprise Account Executive @ Dell EMC
• Account Executive @ Nasuni

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Mark Kosglow's Course

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Re-evaluate your Q4 incentives. Lots of sales reps aren’t making money now. Throw in SPIFs and kickers that squeeze the juice out of ICP deals or even a $500 referral SPIF for customers.
• Build your 2024 model for efficiency instead of growth. Sell your CEO, board, or finance team on healthy attainment to keep your best reps fed. They will carry you through a downturn.
• Consider running hot. Your top sellers will over-perform and make up for a gap in capacity you might have with a bloated team.
• Get everyone on the same page on healthy growth. No one wants a horrible CAC payback, a burning sales team, or a team that can’t keep their top reps.

PATH TO PRESIDENT’S CLUB

• Growth Partner @ Emergence Capital
• Mentor &Advisor @ Sales Assembly
• Mentor & Advisor @ Forum Ventures
• Mentor @ GrowthX Academy

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Back Pocket Questions - Prepare multiple questions for your sales calls that you can pull out at any time. Use them if you get "stuck" at any point.
• Strategic Social Proof - instead of simply namedropping customers, use customer story examples that are relevant to how you’d envision your buyer using your service, ex. Having a similar use case.
• Make Discounting "Weird" - When you get hit with a price objection, your response needs to signal concern/confusion. You want to signal that this request is not biz as usual.
• Alternative Video Use Cases - Video isn’t just for prospecting. Use video for "pre-call context" + "post-call recaps" + "Exec Summaries"

PATH TO PRESIDENT’S CLUB

• Founder @ 30 Minutes to President’s Club
• Senior Account Executive @ Time by Ping
• Enterprise Account Executive @ SurePoint Technologies
• Account Executive @ Aderant

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Don't put your customer in box. Use "soft" language like "typically", "usually" and "what I've seen".
• Before holding an intro meeting with a new prospect, mine your ecosystem for inside intel about what they care about & what they're like.
• Always assume there are multiple decision-makers in a deal (not just 1).
• Tell the customer upfront who you're NOT for - it actually makes you appear more credible.

PATH TO PRESIDENT’S CLUB

• Head @ DemandJen
• Head of Community Growth @ Lavender
• Social Social @ Co-Founder
• Chief Evangelist @ Challenger

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update.
• When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten.
• Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do.
• 80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems.

PATH TO PRESIDENT’S CLUB

• CRO @ Vanta
• Founding Partner @ 20SALES
• Founding operator at @ Coalition Postal
• Vice President, Mid-Market Sales @ Twilio

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Anytime you’re asking about a get — sell why it’s important to the business. IE: You moving faster allows us to get ahead in our heavy implementation season.
• Assign values to the different “gets” from a customer and put together a slide that walks the customer through these.
• When turning down bad deals, walk them through how finance wouldn’t ever agree to multi-year flat deal, but how they can achieve a similar outcome with a different commercial structure.
• If someone slips on a timeline commitment, you might have to honor the number, but you can always ask for another get in return.

PATH TO PRESIDENT’S CLUB

• Director of Sales @ Pave
• Senior Manager of Sales @ Pave
• Client Strategy Manager @ Uber
• Strategic Partnerships @ Uber

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Download Jason Bay’s Cold Calling Framework

FOUR ACTIONABLE TAKEAWAYS

• Open a Cold Call with a permission-based opener to get prospects to opt into talking to you. Your tone of voice is key because it’s hard to hang up on a genuinely nice person.
• Go for the reverse pitch by sharing what is top of mind for their peers. Start with what is relevant to them, not what you’re trying to accomplish.
• Hook prospects into scheduling the next meeting by finding problems you can solve. Start with the problems they share with their peers.
• If you know the prospect is a good fit, don’t ask if they want that next meeting at the end of the call. Be assumptive and roll right into scheduling.

PATH TO PRESIDENT’S CLUB

• Founder & CEO @ Outbound Squad
• Owner @ Jason Bay Consulting
• Director of Marketing @ Chamber DS, Inc.
• Marketing Director & Corporate Sales Trainer @ National Services Group, Inc.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Start & End of Week 15min stand-ups: Start each week by listing out by individual what you are going to accomplish this week, it should be measurable.
• Breakdown calls into the sum of their parts: intro x discovery x demo x closing, but then coach to the THEMES across the parts.
• Situation-Behavior-Impact Feedback: Describe the situation (put them back on the scene), remind them of their behavior/what they did, explain the impact of it.
• Send the 3x3x3 to your CEO every day on Friday: 3 Up for the Week. 3 Down for the Week. 3 for Next Week.

PATH TO PRESIDENT’S CLUB

• CRO @ Postal
• Senior Vice President of Revenue @ Postal
• Vice President of Sales @ Postal
• Vice President of Sales, GM, EMEA & APAC @ Wrike

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• The person asking the questions is the person running the call. While it can feel good to respond to rapid fire questions, make sure you don't lose control of the call by seeking to understand the 'why' behind the question.
• Objections are opinions. Instead of jumping to overcome them, seek to understand them, by identifying if the objection is rooted in a lack of why change, why now, or why us.
• Use the 2 minute call prep drill: Call Purpose, Desired outcome, Predict their Pains, Guess Behavior Style.
• Exchange of information on a sales call should be bilateral, not unilateral. Make the exchange of information equitable by "reversing" (answer a question with a question).

PATH TO PRESIDENT’S CLUB

• President and Owner @ Sandler Training
• Executive VP of Sales @ Pure Digital Technologies
• Vice President and General Manager of Field Sales @ Kodak

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

In 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!

https://tactics.30mpc.com/leadership-playbook-sales-stages-deal-review-guide

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Decide on a meeting or stage-based sales process first. Align the key steps to win a deal to your Salesforce stages.
• Run rapid-fire deal reviews, recapping how each stage has been accomplished and what you plan to do to move the deal to the next step.
• Each week, look at the next step your rep agreed to take last week. And if it didn’t happen, talk about how to make it happen or get it out of pipeline.
• When your reps get really good at this, start teaching them the trick shots. Deal acceleration and combining two steps into one call!

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Watch in full vibrant color: https://bit.ly/3Sn5KWh

30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt....

5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• When getting in person, try to dress the same "level" as your customer's office attire. When in doubt, dress one notch nicer.
• Use the right communication tool for the job. Synchronous conversation wins.
• Use this decision criteria for when to meet your customer in-person: size of deal, proximity to your location, and stage in the sales process (discovery phase is ideal).
• Before the meeting, ask yourself, “What is the micro-commitment I want from the prospect at the end of this meeting?”

PATH TO PRESIDENT’S CLUB

• CEO @ Sales Gravy
• Author of People Follow You: The Real Secret to What Matters in Leadership
• Author of People Buy You: The Real Secret to What Matters Most in Business
• Vice President of Sales @ KGB

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• The best product doesn’t always win — the team that has the most conversations with customers, investors, and partners does.
• Every week — test an industry, persona, and problem in your early-stage outbound. Over 12 weeks, you need to rip through 12 market segments to find your ICP.
• Play laptop closed! See how long you can go without opening your demo to sell a deal.
• Don’t worry about the two, three, or four-year deals. Win customers in year one, and if your product is right, you’ll keep them in year two and beyond.

PATH TO PRESIDENT’S CLUB

• Partner @ Glasswing Ventures
• Growth Advisor @ CloudTruth
• Growth Advisor @ Talla
• Co-Founder @ Reprise

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Watch in full vibrant color: https://bit.ly/3tREmWc

30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt....

5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

FOUR ACTIONABLE TAKEAWAYS

• Use the last 20 minutes of your workday to plan for the day ahead. Map out your calls, emails, and time blocks.
• Default to saying no. Don't let random requests distract you from generating revenue.
• Match your activity to your energy level. If you're high energy in the afternoons, use that time to cold call!
• Avoid interruptions by blocking your time in one-hour increments. The non-urgent requests can wait until the top of the hour.

PATH TO PRESIDENT’S CLUB

• Head of SMB & Mid Market Sales @ Quantcast
• Senior Corporate Sales Manager @ Quantcast
• Corporate Sales Manager @ Quantcast
• Recruiting Manager @ Robert Half Finance & Accounting
• Fixed Income Account Manager @ Bloomberg

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

THREE ACTIONABLE LEADERSHIP TAKEAWAYS

• Streamline pipeline reviews with Sequence of Events (SOE).
• "Prospecting in a Box" campaigns focus on quality over quantity, leveraging successful tactics within the team to re-engage with closed or lost opportunities.
• Use clear communication and realistic goal-setting to avoid surprises and potential morale issues with your team.

PATH TO PRESIDENT’S CLUB

• Chief Revenue Officer @ Incredible Health
• GTM Advisor @ August Health
• SVP - Global Head of Sales @ Clari
• VP of Sales @ Clari

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Watch in full vibrant color: https://bit.ly/3rUL8tM

30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt....

5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

FOUR ACTIONABLE TAKEAWAYS

• Leverage the power of 7-38-55: 7 percent of meaning is communicated through words, 38 percent through tone, and 55 percent through body language.
• Encourage friction in your sales cycle; it means that your customer is engaged.
• When showing a demo, tell your customers what you're gonna show, show 'em, then tell them what you showed.
• The "Barack Obama Objection Response" - When you get hit with an objection, acknowledge factors impacting their perspective and ask if they would be open to hearing a different perspective.

PATH TO PRESIDENT’S CLUB

• Founder @ Alluviance
• Director of Sales @ Catalyst Software
• Director of Sales, Commercial @ Outreach
• Senior Director, Corporate @ Outreach
• Territory Account Executive @ Microsoft

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

THREE ACTIONABLE LEADERSHIP TAKEAWAYS

• Document the What Good Looks Like (WGLL): It's best if it's defined, documented, and demonstrated.
• Practice should be built into everyone’s week: You get good in practice, You don't get good in the game.
• Follow leadership methodologies: Behavior, Individual, Process, Skill, You as a leader (BIPSY)

PATH TO PRESIDENT’S CLUB

• SVP of Sales and Partnerships @ Bench Accounting
• Mentor @ 500 Startups
• Advisor @ Worklye.io
• Advisor @ Regie.io

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Watch in full vibrant color: https://bit.ly/3Q9HgOY

30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt....

5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

FOUR ACTIONABLE TAKEAWAYS

• Use a "what I heard" slide to show you listened and as a reason to ask further questions.
• Ask your prospect to rate how they feel about your solution on a scale of 1-10.
• If you're a 10, are they ready to buy OR can you make the case to move forward?
• Every day, take a look at your opportunities and consider what you could do today to better your chances with this deal.

PATH TO PRESIDENT’S CLUB

• Senior Mid-Market Account Executive @ Gong
• Mid-Market Account Executive @ Gong
• Commercial Account Executive @ Gong
• Senior Commercial Account Executive @ Gong
• Enterprise Account Executive @ BrightEdge

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Watch in full vibrant color: https://bit.ly/3Q45Mkq

30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt....

5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

FOUR ACTIONABLE TAKEAWAYS

• Use the NDA to test for signing authority early in the process.
• Send an executive update early in the process so that you have a thread to call on when things don't go so well.
• Map out the process in a way that makes sense to them. Not to you. AKA not a buyer's journey.
• The person who's involved in the RFP is usually the person who wins the RFP.

PATH TO PRESIDENT’S CLUB

• Managing Director/SVP @ Junipare Square
• Podcaster @ Juniper Square
• Advisor @ Prophia

THE LATEST FROM 30MPC

• Tactic TV
• Toolkits & Templates

THE LATEST FROM 30MPC

• Tactic Teardown
• Toolkits & Templates

THINGS YOU CAN STEAL

Prospecting

• Lavender: Sales Email Frameworks
• ZoomInfo: 5 Plays, 30MPC Style
• Woodpecker: Nick’s Sales Cadence
• Orum: 5 Cold Call Objection Talk Tracks
• Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max)
• Boomerang: Tactics for Peak Productivity
• RocketReach: 8 ways to triple your phone connects and email opens
• Influ2: 9 Ways to Humanize Your Outreach

Discovery & Demo

• Otter.ai: The Ultimate Discovery Checklist
• Calendly: Speed up your sales cycle & increase revenue
• Klue: Dismantling Competitors
• Clari: How to Sell to the CFO

Sales Process

• Pipedrive: 5 deal cheat codes to cut your sales cycle in half
• Demandbase: 6 Templates to Accelerate Deals
• Superhuman: 6 Ways To Be An Inbox Superhuman
• Gong: Master Class
• Qwilr: Sales Proposal Upgrade
• Outreach: 1 Sequence to Create and 5 Templates to Close
• Salesloft: Selling to Power

ONE ASK

You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.

It will increase your chances of making President’s Club by 227%.

Okay maybe not, but we’d still really love you for it :)

Watch in full vibrant color: https://bit.ly/3Pt8zly

30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt....

5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

FOUR ACTIONABLE TAKEAWAYS

• Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation.
• Not interested: Is it because you’re not interested in influencer software or is it something I said?
• Who is this: Run right back into the permission-based opener again.
• I hate cold calls: Try to set up a non-cold call and get out of their way.

PATH TO PRESIDENT’S CLUB

• Sr. Account Executive @ GRIN
• Sales Coach @ CourseCareers
• Business Development Representative @ Connect Searh, LLC
• Business Development Representative @ Arrive Logistics

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal