• Grind → optimize → automate (GOAT framework): Manually run your entire outbound motion first, then optimize each step before automating so you scale what actually works.
• Focus on one metric at a time: Pick a single KPI (like reply rate), reverse engineer it, and ignore everything else until you 10x it.
• Prioritize conversations over meetings: Start simple, human back-and-forth dialogue first—meetings come easier once rapport is built.
• Don’t scale bad outbound: Avoid “spray and pray” automation—optimize for quality conversations, not activity volume.

ADIA'S PATH TO PRESIDENT'S CLUB:

• First Sales Hire at AskElephant
• 150-250% of Annual Quota as a rep.
• SDR to SDR Manager to Head of Sales Development in 4 years

These Courses Will Get You to President’s Club:

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

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

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

Exec Selling Course: https://bit.ly/4lCtJh7

Leadership Course: https://bit.ly/4o8KtMT

Get More Tactics:

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

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

🎙️ ACTIONABLE TAKEAWAYS:

1. Use video follow-ups instead of long text: Short, personalized videos cut through inbox noise and make your outreach feel human, leading to higher reply rates from senior buyers.

2. Run the 30 connection rule daily: Sending 30 targeted connection requests per day builds pipeline, increases surface area for conversations, and keeps you top of mind through LinkedIn content.

3. Warm prospects before pitching them: Engage with posts for 1–2 weeks to build familiarity so your eventual outreach feels earned instead of cold.

4. Add value in every outbound message: Share specific ideas, signals, or use cases upfront so prospects get something useful even if they never take the meeting.

KADE'S PATH TO PRESIDENT'S CLUB:

1. Never missed quota. For 10 months straight.

2. Promoted to Commercial SDR after 7 months

3. SDR of the year @ Common Room in 2025.

These Courses Will Get You to President’s Club

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

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

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

💰 Exec Selling Course: https://bit.ly/4lCtJh7

👥 Leadership Course: https://bit.ly/4o8KtMT

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

Get More Tactics

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Alex Murphy cold calls for 60 straight minutes to see how many meetings he can book in real time. No script no safety net just raw dials real objections and live pipeline building. Watch how Alex turns cold calls into real conversations using sharp positioning and tonality. Real pressure real stats and a behind the scenes look at what it actually takes to book meetings. Timestamps: 02:15 Early rejection handling 06:30 First meeting booked 12:00 Mid session strategy adjustments 18:30 Handling longer conversations and disqualifying prospects 24:00 Rapid fire dialing 28:30 Results breakdown These Courses Will Get You to President’s Club: ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

🎙️ ACTIONABLE TAKEAWAYS:

• Use “poster vs post-it” to drive focus: Set one team-wide priority (poster) and one hyper-specific behavior per rep (post-it) to avoid overwhelm and actually move performance.
• Don’t tell reps what to do, make them think first: Ask “what would you do?” before coaching. Then reinforce or correct based on your process to build independent decision-making.
• Force prep through no-AI deal planning: Require reps to manually map out key calls, questions, stakeholders, and outcomes. Critical thinking before the meeting beats post-call coaching.
• Size problems with extreme ranges to unlock honesty: Frame questions like “are you closer to a 5% or 70% gap?” to make prospects more comfortable revealing the real impact.

These Courses Will Get You to President’s Club:

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

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

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

💰 Exec Selling Course: https://bit.ly/4lCtJh7

👥 Leadership Course: https://bit.ly/4o8KtMT

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

Get More Tactics:

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

🎙️ ACTIONABLE TAKEAWAYS:

• Reinforce pillars everywhere, not just on callsBake core behaviors (like upfront contracts) into coaching, decks, and workflows so reps can’t skip them.
• Model the behavior you expectLeaders should demonstrate the same frameworks (e.g. upfront contracts, structured thinking) in coaching and team meetings.
• Set “realistic but uncomfortable” goals with proofUse past data + missed opportunities to show exactly how higher targets are achievable.
• Coach leaders with a consistent scoring rubricStandardize feedback (what worked, what didn’t, next steps quality) so performance is measurable and repeatable.

These Courses Will Get You to President’s Club:

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

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

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

Exec Selling Course: https://bit.ly/4lCtJh7

Leadership Course: https://bit.ly/4o8KtMT

Get More Tactics:

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

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

Johnny Larson breaks down the full sales cycle behind a $3.6M enterprise win, from forcing his way into an RFP he wasn’t invited to, to running a 50-person demo, to surviving a brutal pricing negotiation that nearly killed the deal.

This is a real, unfiltered look at how enterprise deals actually get done at the highest level.You’ll learn how to sell your way into closed doors, manage massive buying committees, control complex evaluations, and negotiate when the deal gets ripped out from under you.

These Courses Will Get You to President’s Club :

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

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

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

Exec Selling Course: https://bit.ly/4lCtJh7

Leadership Course: https://bit.ly/4o8KtMT

Get More Tactics:

Free Toolkits – http://bit.ly/4nZwvO5

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

Keenan (author of Gap Selling) breaks down a step-by-step framework for prospecting that actually gets responses, focused on leading with problems—not products. Learn how to create intrigue and interest in your outreach, diagnose real buyer pain using problem → root cause → impact, and structure cold emails and calls that force prospects to reflect instead of ignore. If your outreach is getting ghosted, this is the playbook to fix it.

🎙️ ACTIONABLE TAKEAWAYS:

• Lead with the problem, not your product: If you can’t clearly articulate the exact problem your buyer is experiencing right now, your outreach will get ignored—every time.
• Create intrigue → then interest (two sales): First, make them stop (“this might be me”), then make them care enough to respond—don’t jump straight into pitching.
• Use problem → root cause → impact → CTA: Call out the problem, explain why it’s happening, show the business impact, then invite them to solve it.
• Call out why they haven’t fixed it yet: The real unlock—if you can name the blockers keeping them stuck, you instantly build credibility and get them thinking.

These Courses Will Get You to President’s Club

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

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

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

💰 Exec Selling Course: https://bit.ly/4lCtJh7

👥 Leadership Course: https://bit.ly/4o8KtMT

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

Get More Tactics:

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Things you can steal and use today – https://linktr.ee/30mpc_youtube

Just 5 objections make up roughly 74% of what you’ll hear on cold calls.

This episode breaks down those 5 objections and gives you simple, repeatable cold call scripts to handle each one without overthinking it.

The goal isn’t to close on the cold call. The goal is to earn the next step.

Master these 5 objection handling frameworks and you’ll be prepared for the majority of calls you make.

These Courses Will Get You to President’s Club:

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

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

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

💰 Exec Selling Course: https://bit.ly/4lCtJh7

👥 Leadership Course: https://bit.ly/4o8KtMT

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

Get More Tactics:

18 Cold Call Objections and How to Handle Them

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Things you can steal and use today – https://linktr.ee/30mpc_youtube

🎙️ ACTIONABLE TAKEAWAYS:

1. Anchor your deal to real priority (not “nice-to-have”): If the problem you solve isn’t in their top 1–2 priorities, you’re wasting time—always zoom out and understand where your solution ranks.

2. Sell like a consultant, not a vendor: Stop thinking “how do I sell this product?” and start thinking “how do I solve this problem?”—the deal follows naturally from there.

3. 3. Use the “slap in the face rule”: Never answer a question without understanding why it’s being asked—clarify first or risk giving the wrong answer and losing trust.

4. 4. Don’t run self-serving discovery: Avoid checklist questions you could’ve researched beforehand—nothing kills a call faster than making the prospect feel like they’re being qualified instead of helped.

These Courses Will Get You to President’s Club:

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

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

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

💰 Exec Selling Course: https://bit.ly/4lCtJh7

👥 Leadership Course: https://bit.ly/4o8KtMT

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

Get More Tactics:

3 Deal Blockers that Kill Pipeline - https://www.attention.com/resources/30mpc-toolkit

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What happens when you give a stand-up comedian a sales script and tell him to start cold calling?

Alex Murphy sits down with his brother Andrew (a comedian in Austin) and gives him a crash course in cold calling.

The goal: sell comedy show tickets… using real B2B sales tactics.

First, Alex teaches Andrew the classic AIDA framework — Attention, Interest, Decision, Action — the same framework popularized in Glengarry Glen Ross.

But learning a framework is one thing…

Executing it live on cold calls is another.

So Andrew has one challenge:

Get 5 connects with sales leaders in Austin and try to sell tickets to his comedy show.

Buy 5000 TitanX Credits Get 5000 Free (Mention "30MPC"): https://titanx.io?fpr=30mpc

These Courses Will Get You to President’s Club:

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

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

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

💰 Exec Selling Course: https://bit.ly/4lCtJh7

👥 Leadership Course: https://bit.ly/4o8KtMT

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

Get More Tactics:

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

--

ACTIONABLE TAKEAWAYS:

• Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run your Five Minute Drill and determine if it’s worth setting a next step.
• Use Discovery Trees to Guide Questions: Map out your prospect’s problems in four layers—situation, operational pain, executive problem, and business impact. Use simple transitions like “so what?” to climb down the tree, and reverse it when execs start with big priorities. Don’t just ask questions—build a roadmap first.
• Balance Give and Take: If you only ask questions, you’re interrogating. Use playbacks, pile-ons, praise, and parallel stories to add value throughout the call and build trust. Use vertical questions to go deeper on one topic instead of jumping all over the place.
• Run a Tight Five Minute Drill: In the last five minutes, validate if they want to solve the problem, when they want to solve it, and how they buy. Suggest the timeline and buying process based on what you’ve seen work—not what they think they should do. If they’re serious, schedule the next step while you’re still on the call.

The fastest way to reach the executive who can green-light your deal: write the email they’ll actually read.

Nate Nasralla breaks down two real examples of emails you can draft for your champion to forward directly to their boss.

Instead of selling to your champion, write the message so they can sell through them.

Open with a priority the executive already cares about so the email immediately feels relevant.

Use insights from discovery to highlight the tension or bottleneck slowing the team down.

Then close with an executive-level ask—getting their take on a decision, tradeoff, or pilot.

These Courses Will Get You to President’s Club:

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

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

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

💰 Exec Selling Course: https://bit.ly/4lCtJh7

👥 Leadership Course: https://bit.ly/4o8KtMT

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

Get More Tactics:

Buy Brief & Brilliant here

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

🎙️ ACTIONABLE TAKEAWAYS:

• Focus on the problem, root cause, and impact you need to uncover, not memorizing discovery questions.
• Only prep the first 5–10 minutes with a POV and agenda, then let the conversation flow.
• Bring a point of view from research so buyers feel understood and the discussion starts deeper.
• Treat discovery as something you continue throughout the deal, especially with new stakeholders.

GAL’S PATH TO PRESIDENT’S CLUB:

• CEO & Co-Founder of Aligned
• 21 years in B2B sales, including AE, Sales Director, VP Sales and CRO roles
• Built 5 sales orgs from scratch:

These Courses Will Get You to President’s Club:

• 👥 Leadership Course
• 💼 Selling to the C-Suite Course
• 📧 Cold Email Course
• ☎️ Cold Call Course
• 🔮 Discovery Course
• 🛠️ Free Toolkits

Get More Tactics:

• How To Win More Deals Using The Give/Gets Equilibrium
• Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
• Things you can steal and use today – https://linktr.ee/30mpc_youtube

A seasoned CRO grabs the phone, goes undercover as “Bob Smith,” and makes live cold calls trying to book five connects as fast as possible. No script reading. No brand flex. Just real dials, real objections, and real pressure.

You’ll hear the exact opener that gets people talking, the provocative question that instantly hooks sales leaders, and the “Green Turkey” move that turns any answer into momentum. There’s a meeting booked by backing off instead of pushing, referrals created on the fly, and a few brutal rejections along the way.

If you want to know what cold calling actually sounds like in the wild and what it really takes to generate pipeline on the phone, this episode delivers.

These Courses Will Get You to President’s Club:

👥 Leadership Course

💼 Selling to the C-Suite Course

📧 Cold Email Course

☎️ Cold Call Course

🔮 Discovery Course

🛠️ Free Toolkits

Get More Tactics:

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

🎙️ ACTIONABLE TAKEAWAYS:

• Tee reps up instead of taking over calls: Guide them toward the next talk track rather than jumping in and owning the conversation.
• Create a parking lot for leadership ideas: Capture thoughts in a 1:1 doc instead of sending reactive Slack messages that distract the team.
• Make role play part of the culture — not just onboarding: Demonstrate first, give one clear improvement at a time, and practice right after real calls.
• Show reps what a President’s Club week looks like: Build a clear calendar blueprint so they know how to structure their time to win.

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.

These Courses Will Get You to President’s Club:

👥 Leadership Course

💼 Selling to the C-Suite Course

📧 Cold Email Course

☎️ Cold Call Course

🔮 Discovery Course

🛠️ Free Toolkits

Get More Tactics:

• How ELITE Sales People Structure Their Day
• Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
• Things you can steal and use today – https://linktr.ee/30mpc_youtube

We did the one thing you’re never supposed to do: We tried to blast our entire contact list of 224,000 people. But instead of sending generic spam, we built a workflow in Clay to automate the deep research usually reserved for one-off emails. The goal? To find sales leaders whose *own reps* were already watching our content, and use that data to send 6,000+ hyper-personalized messages at scale. In this video, we break down the exact 5-step workflow we used to filter our list, the "Trojan Horse" data strategy we used to personalize every single message, and the honest results of the campaign (including the big mistake that cost us thousands of opens). ====== GET THE RESOURCES FROM THIS VIDEO - Steal the Clay Prospecting Table we used: https://app.clay.com/shared-workbook/share_0t9swvgU7tkm8MGhuKZ - The Exact ChatGPT Email Prompt: https://www.30mpc.com/blog/chatgpt-prompt-b2b-courses ====== THE TECH STACK - Data Enrichment: Clay - CRM Source: HubSpot - Email Writing: Anthropic (Claude) via Clay - Sequencing: Clay Sequencer - Data Sources: LinkedIn, Newsletter Lists ====== ABOUT THIS EXPERIMENT Most people think you have to choose between "mass blast" and "manual personalization." We wanted to prove you can do both. We took a list of 224,000 followers, threw them into a Clay table to enrich the data, and filtered for Sales VPs with 10+ reps. We then cross-referenced that with our CRM to see which specific reps on their teams were consuming 30MPC content. The result? An AI-written email that looked 100% human-written, referencing specific employees by name. Watch to see: 1. How we filtered 224,000 leads down to the top 1% highest intent buyers. 2. The specific AI prompt that references rep names and consumed content. 3. Why running this campaign in December was a massive failure.

These Courses Will Get You to President’s Club: 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

These Courses Will Get You to President’s Club:

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 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

Get More Tactics:

Problem proposition resources:

1. https://tactics.30mpc.com/openers

2. https://www.30mpc.com/newsletter/how-to-build-the-perfect-cold-call-pitch

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

Download the Guide: The Ultimate Three Part Outbound System to accelerate your path to President’s Club

🎙️ ACTIONABLE TAKEAWAYS:

• Use themed personalization to earn opens: Personal hooks like alma mater, sports, or career milestones grab attention when you cleanly segue into a real business problem.
• Vary your email structure to avoid fatigue: Rotate formats across sequences short emails, value drops, breakups, and social proof instead of repeating personalization → pitch → CTA.
• Train AI like a junior SDR, not a magic button: Calibrate ICP, tone, and examples upfront so AI improves fast and scales what actually converts.
• One thing to do today: run one new play: Pick a single outreach play from this episode and test it immediately—don’t overhaul your stack, just execute and learn.

These Courses Will Get You to President’s Club:

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 Jason Bay’s 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

Get More Tactics:

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

These Courses Will Get You to President’s Club:

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 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

Get More Tactics:

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

🎙️ ACTIONABLE TAKEAWAYS:

• Screenshots beat polished proof: Raw texts, DMs, and unpolished customer messages feel real and instantly lower buyer risk. Use them in prospecting and late stage deals instead of overproduced case studies.
• Stop defaulting to reference calls: Reference calls are the highest effort option. First try screenshots, forwarded customer emails, tailored demos, or CSM intros to answer the real risk behind the ask.
• Prep references to tell the truth: The best reference includes a hiccup and how it was fixed. Perfect stories feel fake. Credible stories close deals.
• One thing to do right now: Spend 30 minutes pinging past customers you built relationships with. No ask. Just a check in. Build your reference list before you urgently need it.

KRYSTEN’S PATH TO PRESIDENT’S CLUB:

• Doing 14X what anyone had done in her territory
• Being #1 in new logo acquisition on her team
• Achieving a 47.6% win rate

Todd Caponi’s Negotiation Masterclass here

These Courses Will Get You to President’s Club:

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 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

Get More Tactics:

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

Jen Allen-Knuth puts five real cold emails head-to-head to see which ones actually earn executive attention and which get instantly deleted. Watch as she breaks down subject lines, openers, tone, and CTA mistakes, crowns a single winning email, then rewrites it live using her Problem Prompter framework to show how sellers can stop pitching and start booking meetings with C-suite buyers.

Over the last 12 to 16 weeks, we’ve been sitting down with the one and only Jen Allen-Knuth (2–3 hours per week, plus an entire week of shooting) to build her course: Selling to the C-Suite. This is everything you could possibly need to close a 6–7 figure deal at power. Backed by Gong data of and 1M+ executive-level sales cycles. https://www.30mpc.com/course/multithreading-exec-selling-course-selling-to-the-c-suite

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⁠Buy 'Four Levers Negotiating' Here⁠

Todd Caponi is a multi time CRO, award winning author, and one of the leading voices on transparency in sales. And these are the three negotiation moments that changed how he sells forever.

From a used car purchase that went completely sideways, to a seven figure software deal saved at the last second, to a heated pricing argument with an angry marketer, Todd Caponi shares real stories that prove why honesty beats tactics in negotiation.

No gimmicks. No fake leverage. Just clear, human conversations that build trust, reduce discounting, and turn negotiations into collaboration instead of combat.

These Courses Will Get You to President’s Club:

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 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

Get More Tactics:

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

Armand Farrokh and Nick Cegelski walk through the full cold call framework they’ve used as operators, leaders, and authors of *Cold Calling Sucks (And That’s Why It Works) from opener, to pitch, to objection handling with real examples and zero theory fluff.

You’ll learn how to use the “Heard the name tossed around” opener to break the telemarketer stigma, why context-first openers outperform permission begging, how to pitch by leading with the problem (not the product), and how to handle objections using the 'Mr. Miyagi method' without sounding pushy or desperate.

Then they pick up the phone and make live cold calls showing exactly how the script holds up in real conversations, where reps usually get stuck, and how tone, confidence, and EQ matter more than saying the “perfect” words.

Resources:

• Save $75 off the #1 Cold Calling Course with code SAVE75: https://www.30mpc.com/course/cold-calls-to-presidents-club
• Buy now link for the Cold Calling Course: https://shop.30mpc.com/30mpc-cold-calls-to-presidents-club-course?coupon=save75
• Objection scripts: https://www.30mpc.com/blog/18-cold-call-objections-and-how-to-handle-them
• Opener scripts: https://www.30mpc.com/blog/2-cold-call-openers-4-full-pitch-examples

Get More Tactics:

• Join our weekly newsletter – https://hubs.li/Q02NJQ8p0
• Things you can steal and use today – https://linktr.ee/30mpc_youtube

🎙️ ACTIONABLE TAKEAWAYS:

• Lead With the Approach: Frame the top problems and outcomes before showing anything.
• Present → Future → Past: Ask how they do it now, show the future state, then compare it back.
• Run a Reverse Demo: Make them demo their current workflow to expose real pain.
• Use a Big Team Demo Deck: Align early on what they want to see and why it matters.

ALEX'S PATH TO PRESIDENT'S CLUB:

• 9× Presidents Club Winner @ Multiple Companies
• 200%+ To Quarterly Quota 25× and 500%+ 5× @ Multiple Companies
• 6× Pitch Olympics Champion @ 3 Companies
• Founding Enterprise AE @ Giga

These Courses Will Get You to President’s Club

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 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

Get More Tactics

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

🎯 Start a TitanX pilot and we'll match your credits up to 5,000: https://titanx.io/?fpr=30mpc Cold calling sucks: https://www.30mpc.com/course/cold-calls-to-presidents-club

🎙️ ACTIONABLE TAKEAWAYS:

• Build a real power map with your champion using a whiteboard or live org chart, not LinkedIn assumptions.
• Identify political influence and personal motivations, not just titles, to tailor your approach to each stakeholder.
• Leverage your full network to break into key accounts by systematically uncovering warm paths to executives.
• Action item: Review the last quarter of meetings, connect with every contact on LinkedIn, and seed your personal CRM with context you can reuse later.

CHRISTINE’S PATH TO PRESIDENT’S CLUB:

• President’s Club Winner (4x) @ Multiple Enterprise Sales Teams
• Closed $100M+ Strategic Enterprise Deal @ Asana
• Head of Strategic Accounts (Top 100 Customers, 7–8 Figure Deals) @ Asana
• Built & Scaled Global Enterprise Sales Orgs (2nd Line Leader) @ HackerOne
• Built & Scaled Global Enterprise Sales Orgs (2nd Line Leader) @ Starburst

THESE COURSES WILL GET YOU TO PRESIDENT’S CLUB:

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 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

GET MORE TACTICS:

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

These Courses Will Get You to President’s Club 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 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 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 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

Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

These Courses Will Get You to President’s Club

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 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

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

Get More Tactics

🎙️ ACTIONABLE TAKEAWAYS:

• Weekly SDR readouts: Reps review KPIs and explain every meeting they booked to surface repeatable plays.
• Use AI for call pattern analysis: Analyze winning call transcripts to find coaching themes and enablement topics.
• Own rep career paths: Align with other departments and give SDRs projects that build promotion-ready skills.
• One thing — Call for Intel & Intros: Run an “I&I” block where reps call below-the-line users to gather insights and get warm introductions.

MELANIE’S PATH TO PRESIDENT’S CLUB:

• Scaled team from 10→50 @ Klue, then 4→33 @ Nooks in 18 months
• Top 2 performer @ Klue during 1.5-year tenure before moving into SDR leadership

These Courses Will Get You to President’s Club

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 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

Get More Tactics

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

These Courses Will Get You to President’s Club👥 Leadership Course: https://bit.ly/4o8KtMT📧 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

Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

🎙️ Actionable Takeaways:

• Prospecting video formula: <45s → Who you are, why you’re reaching out, value + CTA.
• Send meeting confirmation videos day-of to humanize yourself and reduce no-shows.
• Use video for case studies & pricing so your message lands directly with decision makers — not lost via champions.
• When ghosted, use creativity (even humor/spinning in a chair) to reignite the spark and restart conversations.

These Courses Will Get You to President’s Club

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 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

Get More Tactics

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

-- RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube

Luke Floyd breaks down how he stopped “spraying and praying” and started winning large enterprise deals by tracking where urgency already exists. Instead of chasing logos or building volume-based cadences, he prioritizes the 20 accounts most likely to face a compelling event, builds horizontal plays that don’t sound generic, and positions himself “on the bench” before the need arises. Learn how to filter your territory like an investor, predict where opportunity will occur, and become the first call when timing hits. If you want to generate pipeline without brute-force activity—and win larger deals faster—this is the framework.

These Courses Will Get You to President’s Club

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 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

Join our weekly newsletter – https://hubs.li/Q02NJQ8p0

Things you can steal and use today – https://linktr.ee/30mpc_youtube

Get More Tactics

Timestamps:

00:01 Current top cold call opener (Tailored Permission)

03:33 Adjusting your opener for CFOs and senior decision-makers

04:43 How to make prospects laugh & break telemarketer resistance

07:26 Triple Bypass: Getting past gatekeepers without sounding salesy

09:49 How much research to do before each cold call

12:12 Blind vs researched dialing: Which books more meetings

13:35 Handling “call me later” and “I’m too busy” objections

16:10 When to leave voicemails (and the voicemail that doubles replies)

17:15 Should you double dial? Smart tactic or spam trigger?

18:29 Tools to speed up dialing and increase conversations

19:10 How to boost cold call connect rates (4 proven tactics)

21:03 Getting accurate phone numbers using data waterfall

22:27 How to prevent no-shows after the meeting is booked

23:32 What to say when someone says “cold calling doesn’t work”

24:59 The fastest way to instantly improve your cold calls

26:22 How to stay confident during a cold call losing streak

27:22 Most memorable cold call stories (good and bad lessons)

These Courses Will Get You to President’s Club

👥 Leadership Course: https://bit.ly/4o8KtMT

📧 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

Get More Tactics:

Cold Calling Sucks (And That’s Why it Works)⁠

Join our weekly newsletter – ⁠https://hubs.li/Q02NJQ8p0⁠

Things you can steal and use today – ⁠https://linktr.ee/30mpc_youtube⁠

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

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

🎙️ 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

(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

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”

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

🎙️ 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

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

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

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

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

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

🎙️ 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

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

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

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

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

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?”

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 ---

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 ---

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.

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.

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

🎙️ 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

🎙️ 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

🎙️ 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

🎙️ 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

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

🎙️ 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

🎙️ 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

• 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

🎙️ 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

🎙️ 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

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

🎙️ 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

🎙️ 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

🎙️ 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 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

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 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 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

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 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 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

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

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

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.

—

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

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.

—

We analyzed 85 million cold emails with Gong to find what actually gets replies in 2025. In this episode, Nick and Jason break down the exact cold email structure, CTAs, and personalization tactics top reps are using to book more meetings.

🎙️ ACTIONABLE TAKEAWAYS:

• Use The Reply Method framework: 4-sentence emails under 100 words outperform longer messages—make it skimmable, mobile-first, and frictionless to reply.
• Avoid pitch language: Buzzwords and product-first copy reduce replies by up to 57%. Lead with problems your buyer already cares about, then layer in social proof.
• Personalize to the company or activity: Personalization = 5x replies, but not all types are equal—company and activity-based personalization outperform personal trivia.
• Offer something valuable in your CTA: Replace “Are you free?” with a compelling offer—benchmarking, expert insights, or 1:1 value that justifies a meeting even if they don’t buy.

RESOURCES DISCUSSED

• 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

The harsh truth is that top reps are still booking 8x more meeting with cold email. And this course shows you how.

📬 The Cold Email Course: The Reply Method for Double Digit Replies

Built with data from 85M+ emails and used by top reps at Gong, Zoom, Shopify, and more, this course breaks down the new rules of outbound. You’ll learn how to:

• Stop wasting time on personalization that doesn’t get seen
• Write cold emails that actually get replies
• Build offers your prospects want to meet about
• Design sequences that drive double-digit contact rates

This is the playbook top reps are running right now.

Get $50 off the course until 7/25: https://www.30mpc.com/course/cold-email-course

Connect With Maryana on LinkedIn

Maryana Kessel shares a masterclass on how elite sales leaders drive revenue by staying deal-close, asking hard questions, and building trust across every stage of the enterprise sales cycle.

🎙️ ACTIONABLE TAKEAWAYS:

• Lead from the Front: Maryana emphasizes being present in deals, not as a “super rep,” but as a strategic leader who earns respect by staying close to customers and reps.
• When in Doubt, Get on a Plane: Big deals get unstuck in person. Face-to-face time with buyers breaks down barriers and uncovers the real story behind stalled negotiations.
• Forecast with Evidence, Not Hope: Deals don’t hit the forecast without executive alignment, a redline back, and a clear go-live timeline. Anything else is just noise.
• Build a weekly report of key meetings, and proactively ask reps critical questions about their biggest deals. Use this to decide where to engage directly and ensure rep readiness.

MARYANA’S PATH TO PRESIDENT’S CLUB:

• VP of Sales and Partnerships @ Latent
• Enterprise Sales Director @ Modern Health
• Enterprise Sales Director @ Flexport

RESOURCES DISCUSSED

• 4 Steps To Run A Pipeline Review (That Doesn't Suck)
• Connect With Maryana on LinkedIn
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

Maryana Kessel (VP of Sales @ Latent) shares how she leads with transparency, energy, and impact—without turning into a “super rep” who takes over deals.

You’ll learn:

• How to turn tough moments into team-wide teaching opportunities
• The right way to stay close to deals without disempowering your reps
• Why maintaining “good vibes” is a leadership skill (especially when things get hard)

Want your team to book more, close more, and feel more supported? This is your blueprint.

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

Grab the Cold Email Template Pack

Cold email isn’t dead—but your current strategy might be. In this episode, Nick and Jason trade brutal truths from the front lines of outbound to help you write emails that actually get replies.

🎙️ ACTIONABLE TAKEAWAYS

• AI Isn’t the Problem—You Are: Learn how to feed AI the right intel to craft emails that outperform humans.
• Pattern = Ignored, Bursts = Attention: Why rhythmic prospecting sounds like noise and what to do instead.
• Don’t Ask for Time: Asking for a meeting in your first email? That’s killing your reply rate by 44%.
• Your Subject Line Sucks: Lowercase, problem-based, and NOT about you—fix this or lose the open.

RESOURCES DISCUSSED

• Cold Email Course Waitlist
• Grab the Cold Email Template Pack
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides

The key to getting replies and winning deals—even from buyers who aren’t actively looking—is to make the conversation worth their time regardless of whether they buy by offering value instead of asking or time. When you lead with insight or ideas tailored to their priorities, you earn trust and avoid being seen as just another vendor. These 3 offers actually convert:

1. Pitch The Blind Date
2. 1. 1:Many Offer
3. 1. 1:1 Offers.

Cold emails that give, get replies.

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

🎙 ACTIONABLE TAKEAWAYS:

• Know your territory: Teach reps to tier accounts simply (A, B, C) so they focus only on the right targets first.
• Know your personas: Use real personas (e.g., actual engineers or CFOs) to train reps directly, not just persona cards.
• Know your stories: Equip reps with customer stories that match problem, size, and industry — start with problem first if you can’t get all three.
• One thing to do: Update your win announcements (Slack, email, etc.) to include how the win happened (language used, objections handled, insights), not just celebrate it.

KYLE’S PATH TO PRESIDENT’S CLUB:

• VP of Sales @ LaunchDarkly
• Sales Leader @ LaunchDarkly
• Global VP @ LaunchDarkly

RESOURCES DISCUSSED

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

Kyle Asay (VP Global Growth Sales @ LaunchDarkly) shares how his team cut time to first deal by 49% by rethinking onboarding.

Instead of starting with feature dumps, they focused on:

✅ Account prioritization

✅ Customer problems & personas

✅ Story-based selling

If you lead a team or are ramping yourself, don’t miss this one.

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

Sean O’Brien breaks down how to leverage AI to rapidly research prospects and write personalized cold emails that cut your outreach time drastically, so you can send smarter, more effective messages that get real replies.

🎙 ACTIONABLE TAKEAWAYS:

• Use insights from sales calls and transcripts to train AI on key buying triggers and improve your outbound outreach.
• Focus your outreach within the same department, get explicit opt-in, and use “off the record” questions to uncover sensitive, valuable info about the buying process.
• Parrot your prospect’s exact words in email subject lines and messaging for higher engagement and authenticity.
• Don’t hesitate to have different team members send the same message to a prospect—sometimes a new voice gets the response you didn’t.

SEAN’S PATH TO PRESIDENT’S CLUB:

• Enterprise AE @ Harvey
• Regional Sales Director @ Diligent
• Enterprise AE @ Mosaic.tech

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

His 3-step process for using AI to write relevant, high-converting emails that boost reply rates without sacrificing quality:

✅ Identify the right decision-makers

✅ Find personalized intel and real-time insights

✅ Use AI to improve, not replace, your message

🎙 ACTIONABLE TAKEAWAYS:

• Sales leaders fail when they guess instead of use data. Without clear metrics, leaders launch ineffective initiatives, lose team trust, and risk being replaced.
• Use the RROM framework to map metrics to the customer journey. Track key metrics across six stages: Awareness, Education, Selection, Onboard, Use, and Expand.

RESOURCES DISCUSSED:

• R-ROM
• 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 video, we break down the Recurring Revenue Operating Model (RROM)—a framework for tracking key metrics across the customer journey, based on Jocko van der Kooi's model from Winning by Design. It outlines six critical stages of the journey, each with specific owners and metrics:

Learn how to map your customer journey and track the right metrics at every stage:

1. Awareness – Prospects become aware of your company or the problem you solve. (Owned by marketing)
2. Education – Prospects show signs of interest and need to be converted into qualified pipeline. (Owned by SDRs)
3. Selection – The formal sales process where qualified prospects decide on a vendor. (Owned by AEs)
4. Onboarding – New customers are onboarded and driven to fast time-to-value. (Owned by the implementation team)
5. Value Creation – Customer Success ensures ongoing, proactive value delivery, deepening product usage. (Owned by CS)
6. Expansion – Growing the account by introducing new products or services, increasing revenue. (Owned by Account Managers)

Each stage should have a clear leader responsible for stewarding customers through that phase and ensuring smooth transitions to the next stage. Without understanding this journey, companies can’t properly define or track meaningful metrics.

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

This episode will completely reframe how you think about cold outreach. Jason Bay breaks down the three types of irresistible offers that get prospects to say yes, without pitching your product.

🎙 ACTIONABLE TAKEAWAYS:

• Pitch three types of offers starting with a blind date meeting, followed by one-to-many insights like benchmarks, and finishing with one-to-one custom value like workshops or audits.
• When using a one-to-many offer, lead with a visual that highlights the problem and ask the prospect how it matches their experience to open the conversation.
• Deliver a strong audit offer by analyzing the biggest pain point you solve, whether it's outbound performance, website optimization, or compensation benchmarking.
• When offering a pilot or free product, make sure a decision-maker is involved and they understand the cost of the full solution upfront.

JASON’S PATH TO PRESIDENTS CLUB:

• CEO @ Outbound Squad
• Sales Influencer | ‘Top 27’ Sales Influencer to Follow @ Salesforce

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”

✅ The Blind Date — Hype up your AE or SE like you’d hype a friend before a first date. Build instant credibility.

✅ The One-to-Many — Share valuable industry insights, competitor gaps, or research-backed reports to spark curiosity.

✅ The One-to-One — Create personalized audits, resources, or benchmarks tailored to your prospect’s world.

No weak CTAs. No generic meeting pitches. Just offers your prospects actually care about.

Learn how to weave these into your cold calls, emails, and discovery process—plus how AI tools like ChatGPT make building custom resources faster than ever.

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

🎙 ACTIONABLE TAKEAWAYS:

• Map out your sales process step-by-step by defining what reps should do before, during, and after each call.
• Define the “big win” (W) for each call and give reps 3–5 different ways to achieve it—without over-prescribing.
• Run one-hour workshops per stage to break down the big win and key actions with your team before rolling it out.
• Action step: Pick one underperforming stage, define the single “win,” and have managers audit every call in that stage for two weeks to see if the win is being achieved.

NATHAN’S PATH TO PRESIDENTS CLUB:

• Key Architect @ Outreach – Scaled SDR and SMB teams, eventually led Global Commercial Sales (150+ reps, 60% of revenue).
• Most Promoted Leader @ Outreach – Rose from SDR Leader to Head of Global Commercial Org with 5 promotions in 6 years.
• Enterprise Pioneer @ CaptivateIQ – Led shift from SMB focus to enterprise, landing marquee clients like Spotify and Netflix.

RESOURCES DISCUSSED:

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

Nathan Broome (SVP of Sales @ Common Room) breaks down the simple but powerful concept of defining the Big W — the measurable win for every sales stage. From discovery to demos, your job isn’t to sound perfect — it’s to guide the buyer to clarity and prove you can solve their problem.

Learn:

✅ How to simplify your discovery calls with outcome-based thinking

✅ Why messy, imperfect calls still convert — if you focus on the right thing

✅ How to structure demos around specific problems (and avoid overwhelming buyers)

✅ Why your sales process should adapt as you move from transactional to enterprise

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

🎙 ACTIONABLE TAKEAWAYS:

• Don’t negotiate over email — Use a “carrot on a stick” to earn a callback, then close the gap in live conversation where nuance and urgency can thrive.
• Own the reference process — Prep your prospect and your customer, set the agenda, and run the call. You are the producer—don’t outsource the close.
• Call before big demos — Reach out to every stakeholder with a simple message: “I want this meeting to be worth your time.” You’ll get more replies than you think.
• JUST DO THIS: Pick one deal in your pipeline. Find a reason to call your champion today—and do it.

MICHELLE’S PATH TO PRESIDENT’S CLUB:

• Commercial AE: 2X President’s Club winner with 11 consecutive fully ramped quarters at or above quota from day one as an AE.
• AE to Commercial Manager: Promoted 5 times internally from SDR to Enterprise AE to Manager demonstrating consistent growth, adaptability, and long-term impact.
• Commercial AE: In 8+ years, missed only 2 quarterly numbers

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

JOB LISTINGS

• Account Executive (Sponsorships)
• Account Executive (Courses)
• Content Strategist

You’ll learn:

• How to use the "carrot on a stick" to earn live calls
• Why delivering price live gives you an edge in negotiations
• The #1 pre-meeting prep tactic to build trust and tailor demos
• A better alternative to sending long, technical emails
• The power of clarity and why less is more when answering questions

Whether you're handling pricing objections or prepping for a demo, this video will help you close more by picking up the phone.

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

🎙 ACTIONABLE TAKEAWAYS:

• Use a product story early — Instead of saving the demo, introduce a product story on the first call to create momentum and shorten deal cycles.
• Track funnel-stage metrics — In high-velocity sales, monitor top, middle, and bottom funnel metrics closely to iterate quickly and stay on course.
• Rethink your sales motion — Don’t copy-paste your current process. Start from first principles and align every step with the buyer’s decision journey.
• Simplify pipeline reviews — Use just two key questions to assess deals: is there a real problem solver, and is there a clear path to closing?

MALLIKA’S PATH TO PRESIDENTS CLUB:

• Sales Development Lead & Founder of SMB Sales @ Segment
• Head of Sales @ Census
• Startup Sales Lead @ Apollo
• Chief of Staff & Product Manager

RESOURCES DISCUSSED:

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

Instead, run a 60-second product tour that grabs attention, triggers discovery questions, and opens the door to multi-threading—all before you even show a single slide.

Mallika Sahay (Fomer Sales Leader @ Apollo, Segment, Census) shares why a Product Tour on Call #1 is far more effective than a full demo—and how it transforms the sales conversation.

In this video, you’ll learn:

• Why product tours work better than slide decks or full demos on call #1
• How to use quick visual storytelling to spark curiosity
• When and how to pause, ask questions, and uncover new use cases
• How this approach leads to faster discovery and more stakeholders involved in deal #2

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

🎙 ACTIONABLE TAKEAWAYS:

• The contract isn’t the finish line. It’s the start. Set the tone for what happens in the first 30, 60, and 90 days so the buyer knows exactly what to expect.
• If a buyer says they’re looking for a tool, don’t stop there. Dig into the real problems that made them start searching in the first place.
• Your story has to make sense to everyone. The champion, the leaders, and the end users all need to believe this will actually work.
• If you’re blocked from talking to power, that’s okay. Just ask what would need to be true for them to feel comfortable making the intro next time.

BRYAN’S PATH TO PRESIDENTS CLUB:

• Spent more than 12 years in sales @ Salesforce and FICO before joining Otter.ai
• Consistently hit quota by finding high-value deals in unexpected places—selling large software deals to banks in Hawaii, Credit unions, and even AI into tightly regulated financial services firms, while others focused on big brand name accounts

RESOURCES DISCUSSED:

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

1️⃣ The first discovery call: Learn how elite reps build trust from the first question and become indispensable to buyers.

2️⃣ Stakeholder coverage: Stop going single-threaded. We show you how to cover all the right personas—IT, business leaders, and end users—to close airtight deals.

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

🎙 QUESTIONS ANSWERED:

• How can a sales leader grow fast enough to keep pace with a hyper-growth company?
• What is the most unconventional or controversial trait to hire for in a sales rep?
• What part of the sales process should never be automated?
• How can an SDR stand out among 30+ other applicants?
• What are three books every modern sales rep and leader should read?
• How can someone in a leadership role shift out of 90% IC work and into true leadership?

RESOURCES DISCUSSED:

• Cold Calling Sucks (And That’s Why It Works)
• 30MPC Instagram
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”

3 top sales leaders break down what actually gets you hired for an entry-level sales role in 2025. From cold calling a hiring manager at 5:45am to the unconventional traits that will get you hired, this video is packed with tips that go way beyond generic resume advice.

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

🎙 ACTIONABLE TAKEAWAYS:

• After big team meetings, send a group recap email, personalized 1:1 emails to each attendee, and a quick check-in message to your champion.
• In executive meetings, come in with a clear agenda, focus on their priorities, and skip small talk to maximize limited time.
• Compress the time between next steps by scheduling key follow-up calls as early as possible to maintain momentum.
• Create internal urgency by using internal dynamics or “bad guys” instead of relying solely on external deadlines.

ANTHONY’S PATH TO PRESIDENTS CLUB:

• Revenue Leader @ Unify
• Corporate AE @ Lattice

RESOURCES DISCUSSED:

• 30MPC Episode 23
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”

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

🎙 ACTIONABLE TAKEAWAYS:

• Use the Five Whys in both discovery and coaching to uncover the real root cause behind problems and drive meaningful change.
• Ask questions in a way that leads reps on a journey of self-discovery rather than making them feel judged or defensive.
• Create a quarterly PDP by having reps rate themselves in core areas, then use that to identify gaps, assign KPIs, and set weekly action steps.
• Role play repeatedly to improve discovery skills, and build trust by going first if the rep isn’t comfortable yet.

JORDAN’S PATH TO PRESIDENTS CLUB:

• Building the Enterprise GTM at Actively.ai
• 3x Club - IC & Leader @ Navan
• 8 promotions in 6 years @ Navn

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• How to Run 1-on-1s
• Free Sales Templates, Scripts and Guides

Jordan Chavez (Head of Enterprise GTM @ ActivelyAI) breaks down his “5 Whys” sales coaching framework—a simple, proven method to uncover the real reason behind poor performance.

Instead of jumping to surface-level fixes (like “just sell the value”), we’ll show you how to ask layered “why” questions that reveal what’s actually holding your reps back—whether it’s low confidence, weak discovery, or lack of preparation.

Whether you're a sales manager, team lead, or AE looking to self-diagnose, this framework will help you stop treating symptoms—and start solving the real problem.

RESOURCES DISCUSSED:

• ⁠Join our weekly newsletter⁠
• ⁠Things you can steal⁠
• ⁠Save $50 on any 30MPC course⁠ with code “PODCAST”
• ⁠How to Run 1-on-1s⁠
• ⁠Free Sales Templates, Scripts and Guides

Nate Nasralla shares how to craft a one-page business case that your champion can run with. By presenting it early, keeping it simple, and making it feel like an internal doc that earns buy-in from decision-makers.

🎙 ACTIONABLE TAKEAWAYS:

• Share an unfinished draft of your business case early to encourage collaboration and build alignment using Cunningham's Law.
• Present your business case in a simple, memo-style format limited to one page without flashy visuals or excessive content.
• Structure the one-pager with a priority-driven headline, problem statement, recommended approach, target outcomes, and required investment.
• Make the document feel like an internal memo by avoiding company branding and marketing polish.

NATE’S PATH TO PRESIDENTS CLUB:

• Co-Founder @ Fluint
• Chief Growth Office @ Global Venture Network

RESOURCES DISCUSSED

• Nate's One Page Business Case Template
• Join our weekly newsletter⁠
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts, and Guides

One of the largest deals Nate (Co-Founder @ Fluint & Chief Growth Office @ Global Venture Network) ever closed—$30M—was won with a single, unbranded page. No logos. No design. Just black text on white paper. Why? Because it felt internal to the customer—not like a vendor pitch. The structure? Just 5 parts: 1. Priority-Driven Headline – Use the exec’s own language 2. Problem Statement – Frame the problem in a way that aligns with what you uniquely solve 3. Recommended Approach – Highlight 3 key things only you can do differently 4. Target Outcomes – Flip the problem into clear, metric-driven results 5. Required Investment – Be honest about time, money, and effort—don’t minimize it The key? Anchor the entire narrative in what the executive already cares about. If it sounds like an internal initiative, it gets bought in like one.

RESOURCES DISCUSSED

• ⁠⁠⁠Join our weekly newsletter⁠⁠⁠⁠

• ⁠⁠⁠Things you can steal⁠⁠⁠

• Save $50 on any 30MPC course⁠⁠⁠ with code “PODCAST”

• Nate's Business Case

In this video, Mark Kosoglow (Co-Founder/CEO @ OperatorChief + Revenue Officer @ Catalyst Software) breaks down a smarter outbound strategy: how to warm up buyers by educating them instead of pitching them.

Whether you're an SDR, AE, or founder doing founder-led sales, this framework will help you increase reply rates and book more qualified meetings.

RESOURCES DISCUSSED:

• ⁠Join our weekly newsletter⁠
• ⁠Things you can steal⁠
• ⁠Save $50 on any 30MPC course⁠ with code “PODCAST”

🎙 ACTIONABLE TAKEAWAYS:

• Define your ICP by real problems, not just data, to find the right prospects.
• Understand where prospects are in the buyer’s journey before asking for meetings.
• Use a “pain chain” of educational messages to move prospects from unaware to aware.
• Offer valuable insights or audits instead of just asking for meetings.

MARK’S PATH TO PRESIDENTS CLUB:

• Co-Founder/CEO @ Operator
• Chief Revenue Officer @ Catalyst Software

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”

Armand and Nick walk you through five lessons each that will leave you feeling ready to put in the work and pick up the phones!

✅ Inside this episode:

• You learn how to navigate rejection from a single person and find an alternative route through other people in the company to close the deal
• How to improve your script when you’re struggling
• Handling rude responses and understanding they’re going to happen regardless, you’re doing nothing wrong!
• How to get someone’s attention (Hint: It’s not, “How’s your day going?”
• You get to say silly things on cold calls, as long as you do it with confidence!

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Benchmark yourself against baseline cold call metrics

🎙 ACTIONABLE TAKEAWAYS:

• Your vision shapes who you become today and guides the actions you take right now.
• Regularly asking your reps why they are at the company helps uncover their true motivations and commitment.
• Effective team meetings follow a clear structure: start with breathwork, then focus on vision, shoutouts, revenue tracking, and finish with pipeline and KPIs.
• Assigning “black belts” to lead skill trainings boosts engagement, helps reps learn better, and frees up leaders to focus on leading.

ALEX’S PATH TO PRESIDENTS CLUB:

• Founder & CEO @ Alluviance
• Host @ Rising Leader Podcast
• Head of Sales @ Catalyst Software

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”

🎙 ACTIONABLE TAKEAWAYS:

• Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths.
• If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline.
• Look for pain points or questions about flexibility as triggers to ask for a shadow session where the prospect demos their workflow.
• Always balance the give-get in shadow sessions by offering specificity, implementation plans, or business case inputs in return.

MAX’S PATH TO PRESIDENTS CLUB:

• Enterprise AE @ MaestroQA
• #1 ACV & TCV @ Productiv
• #1 SDR @ Zuora

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”

RESOURCES DISCUSSED:

• ⁠Join our weekly newsletter⁠
• ⁠Things you can steal⁠
• ⁠Save $50 on any 30MPC course with code “PODCAST”

🎙 ACTIONABLE TAKEAWAYS:

• Use the Lightning Pipeline Review to pressure-test deals with binary yes/no answers on key criteria.
• Enforce weekly pipeline trackers so reps forecast and explain exactly how they’ll build and progress pipe.
• Role play every critical conversation—even if it’s five minutes before the call—to eliminate flubs.
• Prioritize onsite visits between discovery and proposal to accelerate cycles or revive stalled deals.

MARK NIETZEL’S PATH TO PRESIDENT’S CLUB:

• Commercial Sales Manager @ Procore
• Mid-Market Sales Manager @ Procore
• Senior Account Executive @ Procore
• Account Executive @ Procore

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Mark Nietzel's Lightning Pipeline Review Format
• Things you can steal

• Save $50 on any 30MPC course with code “PODCAST”

Quantifying business impact without triggering sales pressure is hard, but Meredith Chandler shows you exactly how to do it. From confident pricing to bulletproof ROI framing, this episode is a tactical masterclass.

🎙 ACTIONABLE TAKEAWAYS:

• Use “Here’s why I’m asking” to frame quantifying questions as helpful, not self-serving
• Every 2–3 questions, pause to show empathy and keep buyers emotionally engaged
• Quantify time across four levels: direct time, opportunity cost, error cost, and ripple effect
• Don’t oversell ROI, ask how much impact would justify the price, and anchor conservatively

MEREDITH’S PATH TO PRESIDENT’S CLUB:

• Head of Sales @ Aligned
• Head of Sales @ pclub
• Sales Director @ CaptivateIQ
• Head of Enterprise Sales @ SPIFF

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”

🎙 ACTIONABLE TAKEAWAYS:

• Ditch filters—build dashboards with pre-saved reports so your team gets faster, cleaner insights.

• Delete CRM fields that aren’t reported on or are full of junk to reduce noise and confusion.

• Only analyze win rates on mature pipeline from prior quarters to avoid skewed conclusions.

• Focus on four core metrics: intro meetings, late-stage deals, win rate, and inbound vs. outbound pipeline.

JOHN’S PATH TO PRESIDENT’S CLUB:
COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues

RESOURCES DISCUSSED:

• Join our weekly newsletter

• Things you can steal

• Save $50 on any 30MPC course with code “PODCAST”

1. Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust.

2. Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate.

3. Create a lever cheat sheet for your sellers so they know what they can give (discounts, services) and what to ask for in return to protect deal value.

4. After major changes like a RIF, give the team a week to process, then reset expectations with managers leading the charge into the "new normal."

PATH TO PRESIDENT’S CLUB:

• Chief Revenue Officer, Postal

• VP of International Sales, Wrike

• Senior Director of Sales, Wrike

🎙 ACTIONABLE TAKEAWAYS:

• Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight.

• Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems.

• Mirror high-level goals and “before state” language to make case studies resonate more deeply.

• Size the “status quo” problem by auditing lost pipeline, then use it to build urgency and buy-in.

JEN’S PATH TO PRESIDENT’S CLUB:
Founder @ Demand Gen Head of Growth @ Lavender Chief Evangelist @ Challenger Enterprise Sales Director @ Challenger

RESOURCES DISCUSSED:

• Join our weekly newsletter

• Things you can steal

• Save $50 on any 30MPC course with code “PODCAST”

• Coach reps on storytelling—it’s a foundational skill that improves every sales conversation.

• Evaluate rep interview performance based on the questions they ask, not just their answers.

• Run mock pitches with target persona info—test prep, not product knowledge.

• Benchmark rep candidates one level below your best AEs to fairly assess potential.

ANDREW’S PATH TO PRESIDENT’S CLUB:
Head of Sales @ Superhuman Sr Director of Sales @ Scale AI Head of Global Email Sales & GTM @ Twilio
Manager Enterprise Sales @ Twilio

RESOURCES DISCUSSED:

• Join our weekly newsletter

• Things you can steal

• Save $50 on any 30MPC course with code “PODCAST”

🎙 ACTIONABLE TAKEAWAYS:

• Win the first 30 days or lose the next 300—structure onboarding to build lasting habits.

• Idiot-proof dashboards so any leader can read them like a story, not a spreadsheet.

• Track rep engagement by reverse-sorting Slack conversations and checking in every 6 weeks.

• Use low-stakes "training leads" before letting reps handle high-revenue inbound.

JONAH MANDEL’S PATH TO PRESIDENT’S CLUB:
VP of Global Sales @ Guesty VP of Sales & Customer Success @ Capchase VP of Sales & Partnerships @ Alibaba Sales Manager @ ShopKeep

RESOURCES DISCUSSED:

• Join our weekly newsletter

• Things you can steal

• Save $50 on any 30MPC course with code “PODCAST”

1. Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation
2. Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure
3. Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real business impact and executive priorities
4. Drive deal velocity without discounting by pre-scheduling the implementation call. Lock in post-sale steps early to create natural pressure toward closing

PATH TO PRESIDENT’S CLUB:

• Head of Sales, Unified GTM
• Strategic Accounts, Lattice
• Enterprise Account Executive, Lattice
• Mid-Market Account Executive, Lattice
• Business Development Representative, Lattice

RESOURCES DISCUSSED:

• ⁠Join our weekly newsletter⁠⁠
• ⁠⁠Things you can steal

• Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy.
• Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground.
• Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals.
• Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation.

DAVID'S PATH TO PRESIDENTS CLUB:

• Senior Account Executive MM @ LinkedIn
• Account Executive SMB @ LinkedIn
• Sales Development Representative @ LinkedIn
• Creator Manager @ LinkedIn

RESOURCES DISCUSSED:

• ⁠Join our weekly newsletter⁠
• ⁠Things you can steal⁠

• Schedule Everything: Cold call success starts with structure. Use scheduled power hours, follow-ups, and prospecting blocks to bring order and focus to your SDRs' day.
• Create Rituals That Boost Energy: Host a weekly kickoff meeting to align the team, recognize wins, and run call reviews. Energy is everything—ritualize it.
• Hold Reps to Input Standards: 150 dials per day is the expectation. If reps fall short, diagnose whether it’s a skill, will, or workflow issue and address it head-on.
• Use Your Top Reps as the Spark: Find your believers and get them dialing in public. Team momentum starts with a few people on fire—and then it spreads.

COLIN'S PATH TO PRESIDENT’S CLUB:

• SVP of Revenue, Orum
• VP of Sales, Namely
• Senior Director of Sales, Namely
• Sales Manager, Zocdoc
• Sales Executive, Zocdoc

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

1. Assume your buyer has 60 seconds to pitch your product internally. When sending recaps or justification materials, skip the deck send 2–3 crisp bullets that clearly communicate the top reasons to buy.
2. Reset the agenda mid-call if needed. If a buyer jumps straight into content or things go off the rails, pause and suggest how to best use the remaining time. This keeps the call focused and productive.
3. Use a “vibey demo” to open, then do deeper discovery later. Morgan starts with a product overview to spark curiosity, then uses the second call to dig into what resonated and why—leading to richer discovery.
4. Reverse-engineer problems from product interest. When a buyer reacts positively to a feature, follow up with, “People usually want that because they’re struggling with X or Y—what’s going on in your world?”

PATH TO PRESIDENT’S CLUB

• Sales Engineer @ Squint
• Head of Solutions Architecture @ Pave
• Field CTO @ Sisense
• Sales Engineering Manager @ Sisense

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• 30MPC Big Team Demo Deck

• Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome.
• Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo.
• Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time.
• Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust.

MARK'S PATH TO PRESIDENTS CLUB:

• Commercial Sales Manager @ Procore
• Sales Manager, Emerging @ Procore
• Enterprise Account Executive @ Procore
• Senior Account Executive, Mid-Market @ Procore

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Michelle Cecil Episode

ACTIONABLE TAKEAWAYS:

• Time-Box Your Tools: Avoid checking Slack or email first thing in the morning—protect your focus by starting the day with intention.
• Buyer Actions > Seller Actions: Sales progress should be measured by what the buyer does, not how many activities the seller logs.
• Build a Momentum Score: Track 7–10 buyer behaviors (like demo views or EB engagement) to score deal health and predict close rates.
• Deals Must Survive 3 Rings: Every deal faces three negotiation phases—champion, procurement, and final signer, so plan resources accordingly.

REX'S PATH TO PRESIDENTS CLUB:

• Chief Revenue Officer @ Consensus
• Senior Vice President of Sales @ Consensus
• Vice President of Sales @ Consensus
• Director of Sales @ HireVue

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

Top 3 Cold Calling Tips

• Use "The Ledge" to buy yourself a second after objections with a preset line like “This one's totally on me.”
• Chunk up problems by translating tactical pain into executive-level consequences to earn senior interest. Watch the full ep
• A Tailored Permission Opener earns attention by referencing a relevant trigger and owning that it’s a cold call.

Top 3 Cold Email Tips

• Run the triple by stacking a call, email, and LinkedIn touch to show you're a real human and boost response rates.
• Use relevant personalization by connecting a specific trigger to a problem you can solve.
• Trigger templates let you templatize personalization at scale while keeping it relevant and problem-focused.

Top 3 Discovery Tips

• PPO (Purpose, Plan, Outcome) sets clear call expectations and avoids meandering discovery.
• Bucket questions steer conversations toward known problem areas while establishing credibility.
• Humbling disclaimers help you ask hard or sensitive questions without putting the prospect on the defensive.

Top 3 Deal Process Tips

• The champion sandwich uses a prep call, exec meeting, and debrief to drive alignment and control.
• Test champions by asking how they'll justify the deal internally to reveal their true influence.
• Popcorn pricing anchors buyers toward larger packages with outsized perceived value.

Top 3 Leadership Tips

• Document the wiggle (WGLL) by showing reps what great looks like with real examples and proof.
• Practice forward by role-playing for upcoming meetings instead of only reviewing past ones.
• Invert the hiring funnel by selling top candidates early, then opting them into deeper interviews and testing.

• SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework.
• Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency.
• The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star.
• Customer-First Processes: Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs.

ELEANOR'S PATH TO PRESIDENTS CLUB:

• Head of Sales @ Retool
• Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment
• Global Head of Commercial Renewals and Retention @ Segment
• Head of Customer Success and Solutions engineering @ Clever Inc

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

https://www.30mpc.com/course/discovery-course

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Master the structure, questions, and flow of high-impact discovery calls

ACTIONABLE TAKEAWAYS:

• Keep It Simple with a 3x3 Framework: Break the discovery call into three sections (agenda, meat, next steps), each with three core moves. This keeps reps oriented and avoids overwhelming them with 57-point checklists.
• Teach What to Get, Not Just What to Ask: Don't just train reps on questions. Teach them the four layers of discovery: situation → operational problem → executive problem → business impact. When they know where they’re going, they can improvise better questions.
• Use Repetition to Lock It In: Roll out discovery training in small chunks (preferably 2–3 sessions). Reinforce it weekly through tape reviews, roleplays, and pipeline reviews to evolve reps from 101 → 201 → 301 level skills.
• Discovery Trees Should Evolve Over Time: Start with a few problem trees, then refine them through live calls and team feedback. Your trees get "seasoned" over time—just like cast iron—with real examples, new objections, and better talk tracks.

https://www.30mpc.com/course/discovery-course

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YouTube video version: https://www.youtube.com/watch?v=y0H6G7toc9s

ACTIONABLE TAKEAWAYS:

• Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run your Five Minute Drill and determine if it’s worth setting a next step.
• Use Discovery Trees to Guide Questions: Map out your prospect’s problems in four layers—situation, operational pain, executive problem, and business impact. Use simple transitions like “so what?” to climb down the tree, and reverse it when execs start with big priorities. Don’t just ask questions—build a roadmap first.
• Balance Give and Take: If you only ask questions, you’re interrogating. Use playbacks, pile-ons, praise, and parallel stories to add value throughout the call and build trust. Use vertical questions to go deeper on one topic instead of jumping all over the place.
• Run a Tight Five Minute Drill: In the last five minutes, validate if they want to solve the problem, when they want to solve it, and how they buy. Suggest the timeline and buying process based on what you’ve seen work—not what they think they should do. If they’re serious, schedule the next step while you’re still on the call.

https://www.30mpc.com/course/discovery-course

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Discovery Call Review: Talk Tracks & Tactics From A Top 1% Rep ft. Armand Farrokh, Makenna Turner, and David Rosenstein

https://tactics.30mpc.com/real-discovery-call-review-talk-tracks-tactics-from-a-top-1-rep

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7-Figure Sales Secrets: How to Close Your Biggest Deal in 2025 ft. Jason Bay and Jonathan Larson

https://tactics.30mpc.com/7-figure-sales-secrets-how-to-close-your-biggest-deal-in-2025

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How to Run Sales 1:1s and Coaching Sessions (That Don't Suck) ft. Kevin Dorsey

https://tactics.30mpc.com/how-to-run-sales-1-1s-and-coaching-sessions-that-dont-suck

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How to Break into ENT Accounts with (Non-Cringey) AI Emails ft. Mark Kosoglow

https://tactics.30mpc.com/how-to-break-into-enterprise-accounts-with-non-cringey-ai-emails

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Discovery Trees: Your Blueprint Uncover Massive Business Problems

https://tactics.30mpc.com/create-your-own-discovery-tree-with-examples

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7 Discovery Questions That Don't Feel Like Sales Questions

https://tactics.30mpc.com/7-discovery-questions-that-dont-feel-like-sales-questions

--

Join our weekly newsletter

https://hubs.li/Q02NJQmg0

FOUR ACTIONABLE TAKEAWAYS

1. Run firmographic sprints with customer interviews. Ask about headwinds/tailwinds, KPIs, where they learn, and which sales emails stand out to better understand their world.
2. Prep customers before training sessions. Make it clear their job is to teach the buyer’s world—not give a product testimonial—so reps get true industry insight.
3. Structure sprints for learning and sharing. Start with external education, then shift to reps sharing industry insights weekly to build confidence and fluency.
4. Use recognition over cash to motivate. A visible $100 spiff with scarcity and public praise was more effective than a quiet commission boost. Recognition > raw dollars.

PATH TO PRESIDENT’S CLUB

• Founder, Speaker, & Workshop Leader @ Sales Melon
• Author (The Transparency Sale & The Transparent Sales Leader)
• Managing Director @ VentureScale
• Chief Revenue Officer @ PowerReviews

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

https://www.30mpc.com/course/discovery-course

--

FOUR ACTIONABLE TAKEAWAYS

1. Assume your buyer has 60 seconds to pitch your product internally. When sending recaps or justification materials, skip the deck—send 2–3 crisp bullets that clearly communicate the top reasons to buy.
2. Reset the agenda mid-call if needed. If a buyer jumps straight into content or things go off the rails, pause and suggest how to best use the remaining time. This keeps the call focused and productive.
3. Use a “vibey demo” to open, then do deeper discovery later. Morgan starts with a product overview to spark curiosity, then uses the second call to dig into what resonated and why—leading to richer discovery.
4. Reverse-engineer problems from product interest. When a buyer reacts positively to a feature, follow up with, “People usually want that because they’re struggling with X or Y—what’s going on in your world?”

PATH TO PRESIDENT’S CLUB

• Strategic Account Director @ Pave
• Enterprise Account Executive @ Pave
• Healthcare & Life Science Account Executive @ Carta
• Client Strategist @ PwC

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

FOUR ACTIONABLE TAKEAWAYS

• Your growth ICP might differ from your new business ICP: New Biz = CRM, but Growth is all about whitespace. Growth isn’t just about net new—it’s about expanding within. Think users, not logos.
• How are customers already interacting with your company:Take advantage of support. Train your support team on upsell triggers – chat, email, drift. Example: How can I do more emailing in the tool? Marketing automation.
• Big Deal Review: Double ACV Through Team Selling. Want bigger deals? Put more eyes on them. Biweekly Reviews: 2 AEs present deals to VP, peers, SEs. Open discussion. Team Selling in Action: Everyone contributes—challenges, ideas, strategy.
• Weekly Round table: Start weekly team meetings with open sharing. Surfacing challenges early helps you prioritize and tackle what matters most.

COURTANY'S PATH TO PRESIDENT’S CLUB

• Director, Growth Sales @ Unbounce
• Director of Growth Sales @ Insightly
• Sales Manager, Growth @ Insightly
• Senior Account Executive @ Insightly
• Corporate Account Executive @ UserTesting

RESOURCES DISCUSSED

• Read: Join our weekly newsletter
• Steal: Templates, drips, scripts

https://www.30mpc.com/course/discovery-course

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FOUR ACTIONABLE TAKEAWAYS

1. Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant.
2. Use “Assuming We Can…”: Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold to.
3. Reference Problem Children: Personalize the demo by naming specific team members or pain points, making it easier for the buyer to visualize solving their real-world problems.
4. Multithread with Purpose: Frame next steps as critical to their success, not yours—“To get you what you want, we’ll need Jane’s input too. How can we involve her?”

KD'S PATH TO PRESIDENT’S CLUB

• CRO @ Finally
• SVP of Sales and Partnerships @ Bench Accounting
• Practice Lead, Revenue Leadership @ Winning by Design
• VP of Inside Sales @ PatientPop Inc.
• Head of Sales Enablement & Development @ ServiceTitan
• VP of Sales @ SnackNation

RESOURCES DISCUSSED

• Read: Join our weekly newsletter
• Steal: Templates, drips, scripts

FOUR ACTIONABLE TAKEAWAYS

1. Establish a Clear Reference Policy: Without a structured reference policy, reference calls become chaotic, frustrating customers and reps alike. Set clear guidelines to manage them effectively.
2. Optimize the Time Between Meetings: Sales doesn’t just happen in meetings. Define clear steps for reps to take between meetings to maintain momentum and advance deals.
3. Leverage Your Network for Referrals: Take a list of active discovery calls, cross-reference with Sales Navigator, and identify referral opportunities from leadership, investors, and past customers.
4. Strategically Introduce Connections: If a referral is strong, facilitate an immediate intro. If weaker, have the AE use it as a warm door opener to build rapport before making the ask.

KELVIN'S PATH TO PRESIDENT’S CLUB

• Sr Sales Manager @ Vitally.io
• Sales Manager @ Vitally.io
• Sales Manager @ Drift
• Manager, Renewals & Account Management @ Drift

RESOURCES DISCUSSED

• Read: Join our weekly newsletter
• Steal: Templates, drips, scripts

https://www.30mpc.com/course/discovery-course

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FOUR ACTIONABLE TAKEAWAYS

1. Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask.
2. Don’t Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet.
3. Three Levels of Problem Questions: First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency.
4. Use Questions with Leads: Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor.

KD'S PATH TO PRESIDENT’S CLUB

• CRO @ Finally
• SVP of Sales and Partnerships @ Bench Accounting
• Practice Lead, Revenue Leadership @ Winning by Design
• VP of Inside Sales @ PatientPop Inc.
• Head of Sales Enablement & Development @ ServiceTitan
• VP of Sales @ SnackNation

RESOURCES DISCUSSED

• Read: Join our weekly newsletter
• Steal: Templates, drips, scripts

ACTIONABLE TAKEAWAYS:

• Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making.
• Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages.
• Present Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock.
• Use Strategic Comparisons: Position your premium option near a slightly lower-tier offer to make it an attractive choice, while avoiding comparisons to much cheaper options.

BELAL'S PATH TO PRESIDENT'S CLUB

• Founder @ LearnToSell.io
• Head of Sales @ GTM Buddy
• Enterprise Account Executive @ ClearBit
• Head of Business Development @ BioIQ

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS:

1. Give Immediate Feedback: Don’t wait until later—debrief with reps right after a call while the details are fresh. Sales has lost this habit with back-to-back Zoom meetings, but it’s critical for development.
2. Create a Coaching Cadence: If you don’t set a structured coaching schedule, it likely won’t happen consistently. Define clear coaching sessions, including frequency and focus, to ensure real progress.
3. Structure Call Reviews: Block two hours weekly to review calls. Assign themes (e.g., discovery, negotiation), require reps to provide timestamps, and have them self-diagnose before your feedback.
4. Expand Practice Beyond Role Plays: Role plays aren’t the only way to improve. Have reps document key impact questions, map org charts for multithreading, or identify missing stakeholders in deals.

CHARLES' PATH TO PRESIDENTS CLUB

• Founder @ Carroll Sales Consulting
• VP of Enterprise Sales @ FullStory
• Head of Enterprise & Strategic Sales @ Recurly
• Sales Director @ NewsCred

RESOURCES DISCUSSED

• Discovery Course
• Join our weekly newsletter
• Things you can steal

https://www.30mpc.com/course/discovery-course

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ACTIONABLE TAKEAWAYS:

1. Use Humbling Disclaimers: Preface tough questions with softening statements like, “I’m not quite sure how to ask this,” or “This might feel direct.” It lowers defensiveness and makes hard questions land better.
2. Dig Into Prospect Rumblings: Prospects often hint at problems rather than state them outright. Listen for vague concerns and use a humbling disclaimer to drill deeper into the real issue.
3. Refine Bucket Questions: Instead of stating, “Every CRO faces these three problems,” add nuance: “Many CROs I speak with mention challenges like…” This avoids defensiveness and keeps the conversation open.
4. Follow a Clear Flow: Get permission to ask questions, surface problems without assumptions, prompt for real examples, then use humbling disclaimers to quantify impact without making prospects uncomfortable.

CHARLES' PATH TO PRESIDENTS CLUB

• Founder @ DiscoveryCoach.io
• Sales Enablement Manager @ AlphaSense
• Lead Revenue Enablement Manager @ CB Insights
• Senior Sales Training Manager @ CB Insights

RESOURCES DISCUSSED

• Discovery Course
• Join our weekly newsletter
• Things you can steal

1. No Last-Minute Coaching: Avoid changing a rep’s game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome.
2. Stick to One Coaching Theme: Don’t introduce a new area of improvement after every call. Focus feedback on a consistent theme to drive real progress.
3. Align on Call Emotion: Before a discovery call, ask your rep how they want the prospect to feel. This sets the right tone and helps shape their delivery.
4. Know Your Role in Calls: As a manager, decide if you’re leading, coaching, or just reading the room. Adapt based on the rep’s experience level and the call type.

ALEX'S PATH TO PRESIDENT'S CLUB:

• Founder & CEO @ Alluviance
• Director of Sales Commercial @ Outreach
• Director of Sales Corporate @ Outreach
• Territory Account Executive @ Microsoft

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

https://www.30mpc.com/course/discovery-course

--

ACTIONABLE TAKEAWAYS:

1. Deflect Product Questions Early: When a prospect asks about your product upfront, redirect by asking what’s happening in their business that made them look in the first place. Avoid the trap of leading with features.
2. Reduce Technical Objections: If a prospect fixates on a small technical blocker, refocus on the bigger business problem. Aligning on major pain points can make minor technical concerns less of a deal-breaker.
3. Dig Beyond Surface Problems: Low win rates aren’t the real problem. The true impact is missing revenue targets, losing reps, or struggling to hit quota. Always tie issues to business consequences.
4. Identify the Root Cause Before Solving: Before proposing solutions, confirm the real problem, its impact, and the root cause. Then present your solution in a way that connects all three.

KEENAN'S PATH TO PRESIDENTS CLUB:

• CEO @ A Sales Growth Company
• Author of Gap Selling
• VP of Sales @ 2Wire
• VP of Sales @ Avaya

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

• Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion.
• Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged.
• Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust.
• Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options.

DAN'S PATH TO PRESIDENTS CLUB:

• Senior Vice President of Global Sales @ Challenger
• VP of Sales, Account Management @ Challenger
• VP of Sales, Major Accounts @ Challenger
• Managing Vice President, Sales & Community @ Evanta

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

• Aim for 70% attainment and 70% participation to create a winning culture.
• Avoid feast-or-famine environments where only a few reps succeed.
• Use historical data to set quotas based on pipeline, win rates, and deal size.
• Every quota increase must be backed by an investment in pipeline, win rates, or deal size.
• Revisit quotas once per year, unless there’s a massive skew in attainment.
• Communicate quota changes with transparency and clear justification.
• Avoid high attainment with low participation, which creates resentment and turnover.
• Quota planning should be a business decision, not just a sales decision.
• Keep top reps busy before adding more headcount to avoid diluting pipeline.
• Simple, fair comp plans drive engagement and motivation.

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

1. Create a Not-To-Do List: Identify low-value tasks to eliminate instead of just adding more effort. Free up time for strategic activities like prospecting and closing.
2. Prioritize RGAs: Focus only on activities that create new pipeline or advance existing deals. Everything else is a distraction.
3. Enterprise Deal Timeline: Q1 is for building a POV and landing initial meetings. Q2 is for discovery and securing an executive sponsor. Q3 is for proposal, negotiation, and procurement. Q4 is for closing.
4. Rule of 100 for Enterprise Outreach: Target the top 20% of accounts with high potential. Reach out to 10 executives with at least 10 touches each—totaling 100 strategic touchpoints per account.

PATH TO PRESIDENT’S CLUB

• Founder of Ian Koniak sales training/consulting
• Strategic Account Director @ Salesforce.com
• Director of Sales @ Ricoh

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal
• Ian’s free training

1. Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp.
2. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first.
3. Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process.
4. Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday.

ELEANOR'S PATH TO PRESIDENTS CLUB:

• Head of Sales @ Retool
• Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment
• Global Head of Commercial Renewals and Retention @ Segment
• Head of Customer Success and Solutions engineering @ Clever Inc

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal



1. Understand Rep Motivation: Identify what drives each rep—money, career growth, or exploration—then get their permission to push them toward that goal, laying the foundation for future coaching.
2. Call Out the Situation First: Before changing a rep’s behavior, acknowledge the dynamic at play so both parties are aligned. This prevents resistance and confusion.
3. Leverage Top Performers: Coach high performers by challenging them to reach the next level and putting them in the spotlight to lead trainings, reinforcing best practices for the team.
4. Coach in Buckets: Break down calls into sections and ensure reps get the fundamentals right before refining their style, making feedback more structured and actionable.

ALEX'S PATH TO PRESIDENT'S CLUB:

• Founder & CEO @ Alluviance
• Director of Sales Commercial @ Outreach
• Director of Sales Corporate @ Outreach
• Territory Account Executive @ Microsoft

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

• Understand the VEX Scale: Classify prospects as Vetted (using a competitor), Educated (familiar but undecided), Cold (new to the space), or Self-Service. Tailor your approach accordingly.
• Ask About Their Journey: Send an email upfront asking where they are in their learning process. This helps you position the conversation at the right level.
• Skip Basic Discovery for Vetted Prospects: If they already use a competitor, focus on their current solution’s gaps and ideal outcomes instead of re-explaining the category.
• Avoid Restarting Discovery: When new stakeholders join later calls, recap prior findings first, then ask how those problems impact their specific role.

JAKE'S PATH TO PRESIDENT’S CLUB

• CEO @ Skaled Consulting
• VP Sales @ Nowait, Inc. (acquired by Yelp)
• Head of Sales & Customer Success @ Chartbeat
• Vice President of Sales, Success, and Sales Operations @ Glassdoor

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

1. Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions.
2. Double Personalize Outreach: Combine company-specific observations with industry trends to create messaging that feels hyper-relevant.
3. Build a Strategic Research Framework: Create a table to map key initiatives (e.g., IPO readiness) on one side and sources of information (e.g., 10-K reports, CEO interviews, press releases) on the other.
4. Leverage AI for Efficiency: Use tools like ChatGPT or Copy AI to analyze information from sources like job postings, financial documents, or industry trends.

KYLE'S PATH TO PRESIDENT'S CLUB:

• CMO @ Copy.ai
• CMO @ Clari
• VP, Revenue Growth & Enablement @ Clari
• Director Sales Development & Enablement @ Clari
• Sr. Director Sales Development & Optimization @ Looker

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

1. Interview Kits for Prep: Send candidates an interview kit outlining expectations, key questions, and details on interviewers. Poor answers indicate lack of prep or poor fit.
2. Evidence-Based Questions Only: Avoid hypotheticals. Ask for proof of past performance (P.O.P.) to assess real experience and capabilities.
3. Screening Videos Save Time: Require a three-minute video on a key trait (e.g., perseverance). Evaluate clarity, instructions-following, and presentation skills before a live interview.
4. Live Deal Review Test: Have candidates walk through a real deal they closed. Assess how they sourced, ran discovery, demoed, and closed, treating it like an actual deal review.

KD'S PATH TO PRESIDENT’S CLUB

• CRO @ Finally
• SVP of Sales and Partnerships @ Bench Accounting
• Practice Lead, Revenue Leadership @ Winning by Design
• VP of Inside Sales @ PatientPop Inc.
• Head of Sales Enablement & Development @ ServiceTitan
• VP of Sales @ SnackNation

RESOURCES DISCUSSED

• Read: Join our weekly newsletter
• Steal: Templates, drips, scripts

• ChatGPT Research Triangle: Before outreach, prompt ChatGPT with the industry (including sub-industry), job title, and your product’s value. This ensures messaging aligns with trends relevant to the prospect.
• Use Industry Jargon: Ask ChatGPT for insider terminology that VPs in specific industries use. This makes your messaging sound more credible and tailored to their world.
• Refine Email Sequences: Provide ChatGPT with your email templates and ask it to integrate industry-specific revenue drivers. This keeps messaging structured while adding personalization.
• Smarter Discovery Questions: Use ChatGPT insights to refine questions that demonstrate expertise. Instead of generic asks, tailor them to industry trends and job-specific challenges.

PATH TO PRESIDENT’S CLUB

• CEO @ Skaled Consulting
• VP Sales @ Nowait, Inc. (acquired by Yelp)
• Head of Sales & Customer Success @ Chartbeat
• Vice President of Sales, Success, and Sales Operations @ Glassdoor

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

• Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach.
• Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment.
• Effective Personalization: Don’t rely on signals alone; combine them with company insights to craft personalized, compelling outreach.
• 80/20 Email Framework: Provide reps with an 80% completed template (signal, company insight, ideal state, light CTA), letting them personalize the final 20%.

FLORIN'S PATH TO PRESIDENTS CLUB:

• Head of Sales Development @ Common Room
• Director of Sales @ Barley
• Senior Manager, Sales Development @ Loopio
• Manager, Sales Development @ Loopio

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

• Focus on High-Impact Problems: Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues.
• Leverage 2x Multipliers: Target improvements that can double key metrics rather than marginal gains. Align leadership early so they understand why other issues aren’t top priority.
• Weekly Wiggle Wednesdays: Hold a one-hour leadership meeting to refine sales tactics. Use the four D’s: define, document, demonstrate, and deliberately practice new strategies.
• Transparent 1:1 Tracking: Link manager-rep 1:1 docs to the director’s 1:1 doc. Track each rep’s key metric, issue diagnosis, and growth plan for better coaching visibility.

KD'S PATH TO PRESIDENT’S CLUB

• CRO @ Finally
• SVP of Sales and Partnerships @ Bench Accounting
• Practice Lead, Revenue Leadership @ Winning by Design
• VP of Inside Sales @ PatientPop Inc.
• Head of Sales Enablement & Development @ ServiceTitan
• VP of Sales @ SnackNation

RESOURCES DISCUSSED

• Read: Join our weekly newsletter
• Steal: Templates, drips, scripts

• Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about.
• Funding Intent Matters: Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal.
• AE & SDR Account Strategy: AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance.
• Account Tiering System: Rank accounts as green (30-50), yellow (130), or red (30-50) based on deal size and buying likelihood to prioritize outreach effectively.

MADDY'S PATH TO PRESIDENTS CLUB:

• Account Executive @ Webflow
• Account Executive @ SafeGraph
• Account Executive @ Procore Technologies
• Account Executive @ Procore Technologies
• Senior Business Development Rep @ Procore

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

• Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better.
• Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept.
• Timeline Stack: Identify key timeline drivers, like contract end dates or business seasonality, to create urgency.
• Turn Want into Why: During discovery, dig deeper to find the real business problem behind a customer’s desire for change.

JOHNNY'S PATH TO PRESIDENTS CLUB

• Commercial Account Executive @ Talkdesk
• Enterprise Sales Development Manager @Talkdesk
• Team Lead, Enterprise Sales Development @ Mimeo
• Enterprise SDR @ Mimeo

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

ACTIONABLE TAKEAWAYS:

• Hire Builders First: Early sales hires should create processes, while later hires follow them.
• CEO Sales Involvement: Founders should sell until they define the product and process, then transition to AEs.
• Scaling Key Roles: Maintain a 1:1 AE to SDR ratio early, shifting to 2:1 later. Hire RevOps early; SE and enablement depend on need.
• Manager & Director Timing: Keep managers at 8 reps max, stretching to 10-12 if needed. Delay director hires until managing at least three managers.

RESOURCES DISCUSSED:

• Stages of Sales Leader Episode
• Join our weekly newsletter
• Things you can steal

• Align Messaging to Roles: End users want simplicity, managers focus on team metrics, and execs care about goals and risk. Match your message accordingly.
• Use Credible Content: Share third-party sources like Gartner or HBR instead of only company case studies to build trust.
• Amplify the Problem Early: Send data or insights highlighting the problem’s urgency in the early stages of the sales cycle.
• Simplify Implementation Late: Provide resources like change management guides to ease rollout and reduce risk.

KRYSTEN'S PATH TO PRESIDENTS CLUB:

• Founder @ KrystenConner.com
• Enterprise Account Executive @ UserGems
• Enterprise+ Account Executive @ Outreach
• Enterprise Accounts, Financial Services @ Tableau Software
• Strategic Accounts @ PowerSchool

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

• Ban Product-Specific Language: Prohibit product-focused terms like "roles-based access" in deal reviews. Instead, prompt reps to explore the customer’s "why" behind their needs, driving better customer questioning and understanding.
• Tie Incentives to Certifications: Require reps to complete critical certifications (e.g., discovery certification) to access desirable benefits, such as inbound leads, ensuring alignment between AE and leadership goals.
• Consistency in Value Framework: Maintain your value selling framework across every sales stage—from discovery to demo to proposal—ensuring consistent messaging and alignment throughout the cycle.
• Embed Framework into Processes: Update all sales processes, stages, and deal reviews to reflect new frameworks. Regularly reinforce these changes in weekly reviews to ensure training sticks and drives lasting behavior changes.

ELEANOR'S PATH TO PRESIDENTS CLUB:

• Head of Sales @ Retool
• Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment
• Global Head of Commercial Renewals and Retention @ Segment
• Head of Customer Success and Solutions engineering @ Clever Inc

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward.

Stage 2 Solution Agreement: Confirm the solution addresses the agreed problem effectively.

Stage 3 Power Agreement: Secure buy-in from decision-makers and key stakeholders.

Stage 4 Commercial Agreement: Reach consensus on pricing, terms, and conditions.

Stage 5 Vendor Approval: Navigate internal processes to finalize and approve the deal.

Map these stages to your sales cycle, define clear exit criteria for each, and identify opportunities to combine calls or stages to accelerate deal velocity.

RESOURCES DISCUSSED:

Join our weekly newsletter

Things you can steal

• In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it.
• Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors.
• When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses.
• In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them.

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

• Name Badge Optimization: Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge feel natural.
• Post-SKO Follow-Up Plan: SKO momentum fades quickly. Implement a follow-up plan within days to sustain energy and carry it into the sales year.
• Session Energy Management: Use high-energy sessions earlier when attention is stronger. Save interactive or fun activities for post-lunch when engagement dips.
• Pre-Vet Presenters: Plan sessions a month in advance and require presenters to rehearse. Avoid costly, unpolished presentations that waste valuable sales time.

JD'S PATH TO PRESIDENTS CLUB:

• Chief Revenue Officer @ Kantata
• Chief Revenue Officer @ Motus
• Managing Director @ Bravo Solution
• Vice President, Americas @ Workplace Systems

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

• Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy.
• Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground.
• Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals.
• Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation.

DAVID'S PATH TO PRESIDENTS CLUB:

• Senior Account Executive MM @ LinkedIn
• Account Executive SMB @ LinkedIn
• Sales Development Representative @ LinkedIn
• Creator Manager @ LinkedIn

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Club Pass

FOUR ACTIONABLE TAKEAWAYS

• Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that.
• Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework.
• Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion.
• Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout.

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

• SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework.
• Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency.
• The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star.
• Customer-First Processes: Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs.

ELEANOR'S PATH TO PRESIDENTS CLUB:

• Head of Sales @ Retool
• Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment
• Global Head of Commercial Renewals and Retention @ Segment
• Head of Customer Success and Solutions engineering @ Clever Inc

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal

https://clubpass.30mpc.com/cold-calls-to-presidents-club

Actionable Takeaways

• The biggest mistake in The Problem Proposition: going through the motions instead of joining the pain.
• Join the ridiculousness of the triggering problem.
• Almost brush over your one-sentence solution.
• Shrug your shoulders during the interest-based CTA.

https://clubpass.30mpc.com/cold-calls-to-presidents-club

Actionable Takeaways

• No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem.
• Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory.
• One-Sentence Solution. If you get the problem right, all you need is one sentence to explain your solution (we do X so that the problem goes away).
• Interest-Based CTA. Validate their interest before you ask for the meeting, using softening language, no-based questions, and mini push-aways.

• Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome.
• Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo.
• Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time.
• Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust.

MARK'S PATH TO PRESIDENTS CLUB:

• Commercial Sales Manager @ Procore
• Sales Manager, Emerging @ Procore
• Enterprise Account Executive @ Procore
• Senior Account Executive, Mid-Market @ Procore

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal
• Michelle Cecil Episode

Club Pass (Course & Community)

Johnny Larson (New Club Member)

Johnny's Past Episodes:

• Episode 1
• Episode 2
• Episode 3

Q1 Tactic Teardowns (Sales Nav, Pitch Script)

• Simplify Dashboards: Skip filters and create pre-built reports for dashboards. It saves time and provides clearer insights without extra clicks.
• Trim CRM Fields: Remove unused CRM fields. If you’re not reporting on them or they’re filled with junk data, they’re just slowing you down.
• Analyze Mature Pipeline: For accurate win rates, focus on qualified deals created in earlier quarters. Allow time for deals to mature before assessing.
• Core Metrics Dashboard: Track four key metrics—intro meetings, late-stage deals, win rates, and inbound versus outbound pipeline.

JOHN'S PATH TO PRESIDENT’S CLUB

• COO @ Growth Assistant
• VP of Sales @ Lattice
• Sales Director @ Lattice
• VP of Sales @ Appcues

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal

Prospecting Best Practices:

1. "That's Exactly Why I Called" Response: Use objections as a reason to keep the conversation going (Sara Uy)
2. Presuppose the Problem: Start with, "You've probably looked into X before, huh?" to reduce sales pressure and uncover nuance (Josh Braun)
3. Call Yourself First: Test new phone numbers for spam labeling before dialing prospects (Ken Amar)
4. Effective Email Structure: Combine business initiatives, industry trends, and triggers for personalized, resonant cold emails (Kyle Coleman)
5. Heard the Name Tossed Around Opener: Open with network credibility, then focus on problem-centric pitches (from the "Cold Calling Sucks" book)

Discovery & Sales Process Best Practices:

1. Problem Storytelling: Turn problem agreement into a story by asking, "When did you realize this was a problem?" (Charles Muhlbauer)
2. The 1–10 Feedback Question: Ask prospects to rate your demo and explore what would make it a 10 (Steven Bryerton)
3. Don’t Mistake Activity for Achievement: Align sales stages with outcomes (Mark Kosoglow)
4. Use Labels in Negotiations: Diffuse tension by labeling emotions, e.g., "It seems like you just want to get a good deal," to avoid triggering defensiveness (Chris Voss)
5. Lead, Don’t Ask, Mid-Cycle: Overcome indecision by offering clear recommendations and removing irrelevant options (Matt Dixon)

Leadership Best Practices:

1. Invert the Hiring Funnel: Sell candidates on the opportunity first, then test skills later (Hiring Playbook)
2. Disarming Transparency in Hiring: Share risks and weaknesses with candidates to surface objections early and build trust (Mark Kosoglow)
3. 20/80 Training Rhythms: Spend 20% of the time introducing new skills and 80% reinforcing them weekly (Training Playbook)
4. Pipeline Squeeze: Ask key questions (e.g., deal size, close date, buyer awareness) to assess pipeline health and socialize results (John Sherer)
5. Document the Wiggle (W.G.L.L): Define "what good looks like," then practice targeted scenarios repeatedly for efficiency (Kevin Dorsey)