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30MPC Hall of Fame | 30 Minutes to President's Club
30MPC Hall of Fame | 30 Minutes to President's Club episodes
- Playbook 15: Top 10 moments that change the way we sell
Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90
Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.
Prospecting
- Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing!
- Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort
Discovery
- Episode 110 Doug Landis: PPO
- Episode 137 Krysten Conner: The Menu of Pain
- Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it.
- Episode 113 Armand Farrokh: The 5-minute drill + big demo deck
Process
- Episode 130 Morgan Melo: How are you gonna justify this internally?
- Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum.
- Episode 103 Miles Kane: What are you willing to offer in return?
- Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale.
The NUMBER ONE TACTIC!
- Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem.
THE LATEST FROM 30MPC
- Tactic TV
- Toolkits & Templates
- Twitter
- YouTube
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
- Boomerang: Tactics for Peak Productivity
Discovery & Demo
- Clari: How to Sell to the CFO
Sales Process
- Demandbase: 6 Templates to Accelerate Deals
- Gong: Master Class
- Qwilr: Multithreading Power Plays
- Outreach: 1 Sequence to Create and 5 Templates to Close
- Accord: Business Case Template
- Prolifiq: Relationship Mapping Playbook
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 :)
30 min - Playbook 14: The Multithreading Playbook
WHAT YOU'LL HEAR
- The Golden Path
- Top Down Selling
- Bottom-Up Selling
THE LATEST FROM 30MPC
- Catch the next 30MPC Live
- Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
- UserGems: Job Change Sequence
- Gong: Hyper-Persuasive Email Templates
- Lavender: Sales Email Frameworks
Prospecting: Guides
- Woodpecker: Email Substance & Deliverability Guide
- Orum: 5 Cold Call Objection Talk Tracks
- Owler: 4 Multi-Channel Prospecting Touchpoints
Discovery
- Wingman: In-App Objection Handling Battlecards
Sales Process
- Outreach: Templates to Create Pipeline and Close Deals
- ZoomInfo: 5 Plays, 30MPC Style
- Accord: Mutual Action Plan Template
- Dooly: Pre-Meeting Prep Template
- Prolifiq: Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
38 min - Playbook 13: The Negotiation Playbook
FOUR ACTIONABLE TAKEAWAYS
- When giving price: explain how it works first, then give price and stop talking.
- When the customer asks for a discount, act surprised and push away to encourage them to come back to the table.
- Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved.
- Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”.
THE LATEST FROM 30MPC
- Catch the next 30MPC Live
- Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
- UserGems: Job Change Sequence
- Gong: Hyper-Persuasive Email Templates
- Lavender: Sales Email Frameworks
Prospecting: Guides
- Woodpecker: Email Substance & Deliverability Guide
- Orum: 5 Cold Call Objection Talk Tracks
- Owler: 4 Multi-Channel Prospecting Touchpoints
Discovery
- Wingman: In-App Objection Handling Battlecards
Sales Process
- Outreach: Templates to Create Pipeline and Close Deals
- ZoomInfo: 5 Plays, 30MPC Style
- Accord: Mutual Action Plan Template
- Dooly: Pre-Meeting Prep Template
- Prolifiq: Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
25 min - Playbook 12: Cold Calling Playbook Part 2
WANT MORE FROM 30MPC?
- Click here to get our free goodies (playbooks, templates, battlecards, etc.)
- Time is running out to register for our upcoming 30MPC Live
- Grab our latest exclusive sales template / guide here
Part 1: The Playbook Revisited
- Use a permission-based or ‘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!
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
27 min - Playbook 11: Everything prospecting that isn't email or phone
Every 10th episode, we tear down one topic. This is how to land a killer sales job.
FOUR ACTIONABLE TAKEAWAYS
- Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”.
- Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards.
- Seek out referrals by finding tangential partners to trade leads with.
- Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically.
RESOURCES DISCUSSED:
- Time is running out to register for our upcoming 30MPC Live.
- Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
35 min - Playbook 10: Top 10 moments that change the way we sell
Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.
RESOURCES DISCUSSED:
- Time is running out to register for our upcoming 30MPC Live webinar.
- Download our exclusive cold calling battlecard by signing up for the newsletter.
- Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.- Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.- Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
27 min - Playbook 9: How to land a killer sales job
Every 10th episode, we tear down one topic. This is how to land a killer sales job.
FOUR ACTIONABLE TAKEAWAYS
- Build a top 25 accounts list that meet your criteria on space, prestige, size, etc.
- Have a non-hideous resume with short, punchy sentences and specific numbers.
- Prep for your interview by developing a point of view from the company’s perspective.
- Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get.
RESOURCES DISCUSSED:
- Time is running out to register for our upcoming 30MPC Live webinar.
- Download our exclusive cold calling battlecard by signing up for the newsletter.
Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).- Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
- Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.- Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
32 min - Playbook 8: Running a Killer Demo
Every 10th episode, we tear down one topic. This is how to run a killer demo.
FOUR ACTIONABLE TAKEAWAYS
- Show the 20% of your features that solve 80% of the problems.
- Always prep for who is in the room, what they want to see, and the objective of the call.
- Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions.
- Control the room by setting expectations upfront and directing excessive questions to future calls.
RESOURCES DISCUSSED:
- Time is running out to register for our upcoming 30MPC Live webinar.
- Download our exclusive cold calling battlecard by signing up for the newsletter.
Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).- Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
- Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.- Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
36 min - Playbook 7: Cold Emails
Every 10th episode, we tear down one topic. This is how to send cold emails that actually work.
FOUR ACTIONABLE TAKEAWAYS
- Stop trying to sell everything under the sun. Keep it to one pain point per email.
- Start your sequence with an email, and move to 10 touches over 30 days with a mix of calls and emails.
- Use the 3x3 rule with a crispy problem, what you do, and a quick ask for interest.
- Avoid over formalities/news headlines so that your message actually resonates with the reader.
RESOURCES DISCUSSED:
- Time is running out to register for our upcoming 30MPC Live webinar.
- Download our exclusive cold calling battlecard by signing up for the newsletter.
Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).- Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
- Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.- Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
27 min - Playbook 6: Discovery Teardown
Every 10th episode, we tear down one topic. This is how to structure your discovery.
FOUR ACTIONABLE TAKEAWAYS
- MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt.
- Set the agenda by building rapport, establishing expectations, and anchoring them to next steps.
- Utilize humbling disclaimers and stories to ask better questions.
- Schedule next steps for at least 70% of your opps to ensure you know their buying process.
RESOURCES DISCUSSED:
- Time is running out to register for our upcoming 30MPC Live webinar.
- Download our exclusive cold calling battlecard by signing up for the newsletter.
Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).- Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
- Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.
Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.- Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
26 min
About 30MPC Hall of Fame | 30 Minutes to President's Club
From the publisher's feed
Only the best of the best. Exclusive content from Nick & Armand PLUS any Hall of Fame worthy content from the show that started it all.
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