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

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

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

Watch in full vibrant color: https://bit.ly/3rn7VhD 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.

Download Danilo's Hypothesis-Driven Disco Call Framework FOUR ACTIONABLE TAKEAWAYS 5 ways to research a prospect: [1] LinkedIn [2] Google search [3] podcast appearances on Listennotes.com [4] social channels [5] If they're a Ph.D., Google their name + “dissertation” Use that research in the first 2 minutes of the call. Start with their big business goals, then raise the problems and outcomes that YOU can solve to narrow them into your winning zone. Bucket your buyers with a market approach technique. You’re either a lean team putting together best-in-breed point solutions to cover your gaps or a mature team that wants an all-in-one solution. Which are you? PATH TO PRESIDENT’S CLUB Sr. Account Executive @ Databricks Co-founder @ B2B Syndicate Flex Adjunct Sales Coach @ Satellite Account Executive, Named Accounts @ New Relic, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Watch in full vibrant color: https://bit.ly/46h819q 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.

Get ready for the baddest 30MPC roadmap you've seen in your life. Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

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?” PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of Global Sales @ Outreach Regional Sales Director @ School Specialty Planning & Student Development Sr. Account Management @ Great American Opportunities RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Watch in full vibrant color: https://bit.ly/45N3Vpq 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.

Watch in full vibrant color: https://bit.ly/3Em7hUz 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.

Every 10th episode, we tear down one topic. This time, we’re talking about crushing your competitors. Actionable Takeaways 50% of deals are going to be won by just being a better seller, the other half by properly selling inside the winning zone. Start by figuring out what’s important to them, then recommend a few priorities specifically in your winning zone while seeding competitor losing zones. Against apples-to-apples competitors, tilt the odds in your favor with on-sites, power, and references. Throw competitive darts as you make cold calls or send cold emails so that you begin pushing to your winning zones. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

ACTIONABLE TAKEAWAYS Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response. Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate. At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill. It’s okay to sometimes lose a negotiation in favor of getting the deal done. Whenever possible, you should opt for a live conversation with your prospects. Abandon the belief that activity equals achievement. Instead, recognize that your job exists to accomplish outcomes. PATH TO PRESIDENT’S CLUB Founder @ 30 Minutes to President’s Club Sr. Account Executive @ Time by Ping Enterprise Account Executive @ SurePoint Technologies Account Executive @ Aderant RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

===================== Join us for a "Live from Unleash" episode of 30MPC on October 3-5 @ Seattle Convention Center ($300 discount) Come to experience AI-Powered selling with Outreach and learn actionable sales strategies from leaders and top performers from Cisco, Verizon, Grammarly, and more. ===================== FOUR ACTIONABLE TAKEAWAYS Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time. If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo. When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them. Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one? PATH TO PRESIDENT’S CLUB Sr. Director of Global Commercial NL Sales @ Outreach Sr. Regional Sales Manager @ RealSelf Sr. Sales Manager @ Yelp RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

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

Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90 FOUR ACTIONABLE TAKEAWAYS Use the team Slack channel to keep your internal resources selling for you, alongside you, at every step of a big deal. Use your leaders to ask questions at different altitudes to change the level of the conversation. Forward the deal narrative to the CEO and have them reach out to the contact you’re trying to multithread into. Create your own references instead of using the customer success round-robin references. PATH TO PRESIDENT’S CLUB Head of Strategic Sales @ Atlan VP, Sales @ Evisort Sales Leader, Google Cloud @ Google Regional Director @ Looker RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

🗒️ Watch in full vibrant color: https://bit.ly/44hjTa4 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.