30MPC Hall of Fame | 30 Minutes to President's Club https://www.30mpc.com en © 2024 30 Minutes to President's Club | No-Nonsense Sales Only the best of the best. Exclusive content from Nick & Armand PLUS any Hall of Fame worthy content from the show that started it all. https://megaphone.imgix.net/podcasts/7843b56e-dc55-11ec-8654-4fadce8b5b6c/image/23c550bec21f72068333fc2e102165eff75e1b16a6411798988ffbaa3551ffd6fc4e29fde25b41bd7858ba49192716dc9d5509b4f3efe76bc7a45f6b1913ff0f.jpeg?ixlib=rails-4.3.1&max-w=3000&max-h=3000&fit=crop&auto=format,compress 30MPC Hall of Fame | 30 Minutes to President's Club https://www.30mpc.com no episodic Nick Cegelski & Armand Farrokh Only the best of the best. Exclusive content from Nick & Armand PLUS any Hall of Fame worthy content from the show that started it all. Only the best of the best. Exclusive content from Nick & Armand PLUS any Hall of Fame worthy content from the show that started it all.

]]> Nick Cegelski & Armand Farrokh info@30mpc.com Playbook 15: Top 10 moments that change the way we sell Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. Prospecting Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing! Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort Discovery Episode 110 Doug Landis: PPO Episode 137 Krysten Conner: The Menu of Pain Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it. Episode 113 Armand Farrokh: The 5-minute drill + big demo deck Process Episode 130 Morgan Melo: How are you gonna justify this internally? Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum. Episode 103 Miles Kane: What are you willing to offer in return? Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale. The NUMBER ONE TACTIC! Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem. THE LATEST FROM 30MPC Tactic TV Toolkits & Templates Twitter YouTube THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick’s Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Boomerang: Tactics for Peak Productivity Discovery & Demo Clari: How to Sell to the CFO Sales Process Demandbase: 6 Templates to Accelerate Deals Gong: Master Class Qwilr: Multithreading Power Plays Outreach: 1 Sequence to Create and 5 Templates to Close Accord: Business Case Template Prolifiq: Relationship Mapping Playbook ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :) Wed, 21 Jun 2023 07:00:00 -0000 Playbook 15: Top 10 moments that change the way we sell full Nick Cegelski & Armand Farrokh Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. Prospecting Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing! Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort Discovery Episode 110 Doug Landis: PPO Episode 137 Krysten Conner: The Menu of Pain Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it. Episode 113 Armand Farrokh: The 5-minute drill + big demo deck Process Episode 130 Morgan Melo: How are you gonna justify this internally? Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum. Episode 103 Miles Kane: What are you willing to offer in return? Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale. The NUMBER ONE TACTIC! Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem. THE LATEST FROM 30MPC Tactic TV Toolkits & Templates Twitter YouTube THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick’s Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Boomerang: Tactics for Peak Productivity Discovery & Demo Clari: How to Sell to the CFO Sales Process Demandbase: 6 Templates to Accelerate Deals Gong: Master Class Qwilr: Multithreading Power Plays Outreach: 1 Sequence to Create and 5 Templates to Close Accord: Business Case Template Prolifiq: Relationship Mapping Playbook ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :) Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90


Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.

Prospecting

  • Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing!
  • Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort


Discovery

  • Episode 110 Doug Landis: PPO
  • Episode 137 Krysten Conner: The Menu of Pain
  • Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it.
  • Episode 113 Armand Farrokh: The 5-minute drill + big demo deck


Process

  • Episode 130 Morgan Melo: How are you gonna justify this internally?
  • Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum.
  • Episode 103 Miles Kane: What are you willing to offer in return?
  • Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale.


The NUMBER ONE TACTIC!

  • Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem.


THE LATEST FROM 30MPC


THINGS YOU CAN STEAL


Prospecting


Discovery & Demo


Sales Process


ONE ASK


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


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


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



]]> 1758 Playbook 14: The Multithreading Playbook WHAT YOU'LL HEAR The Golden Path Top Down Selling Bottom-Up Selling THE LATEST FROM 30MPC Catch the next 30MPC Live Steal the latest sales templates here THINGS YOU CAN STEAL Prospecting: Email Templates UserGems: Job Change Sequence Gong: Hyper-Persuasive Email Templates Lavender: Sales Email Frameworks Prospecting: Guides Woodpecker: Email Substance & Deliverability Guide Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Discovery Wingman: In-App Objection Handling Battlecards Sales Process Outreach: Templates to Create Pipeline and Close Deals ZoomInfo: 5 Plays, 30MPC Style Accord: Mutual Action Plan Template Dooly: Pre-Meeting Prep Template Prolifiq: Multithreading Playbook ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :) Wed, 29 Mar 2023 07:00:00 -0000 Playbook 14: The Multithreading Playbook full Nick Cegelski & Armand Farrokh WHAT YOU'LL HEAR The Golden Path Top Down Selling Bottom-Up Selling THE LATEST FROM 30MPC Catch the next 30MPC Live Steal the latest sales templates here THINGS YOU CAN STEAL Prospecting: Email Templates UserGems: Job Change Sequence Gong: Hyper-Persuasive Email Templates Lavender: Sales Email Frameworks Prospecting: Guides Woodpecker: Email Substance & Deliverability Guide Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Discovery Wingman: In-App Objection Handling Battlecards Sales Process Outreach: Templates to Create Pipeline and Close Deals ZoomInfo: 5 Plays, 30MPC Style Accord: Mutual Action Plan Template Dooly: Pre-Meeting Prep Template Prolifiq: Multithreading Playbook ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :) WHAT YOU'LL HEAR

  • The Golden Path
  • Top Down Selling
  • Bottom-Up Selling


THE LATEST FROM 30MPC


THINGS YOU CAN STEAL


Prospecting: Email Templates


Prospecting: Guides


Discovery


Sales Process


ONE ASK


You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.


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


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

]]> 2269 Playbook 13: The Negotiation Playbook FOUR ACTIONABLE TAKEAWAYS When giving price: explain how it works first, then give price and stop talking. When the customer asks for a discount, act surprised and push away to encourage them to come back to the table. Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved. Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”. THE LATEST FROM 30MPC Catch the next 30MPC Live Steal the latest sales templates here THINGS YOU CAN STEAL Prospecting: Email Templates UserGems: Job Change Sequence Gong: Hyper-Persuasive Email Templates Lavender: Sales Email Frameworks Prospecting: Guides Woodpecker: Email Substance & Deliverability Guide Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Discovery Wingman: In-App Objection Handling Battlecards Sales Process Outreach: Templates to Create Pipeline and Close Deals ZoomInfo: 5 Plays, 30MPC Style Accord: Mutual Action Plan Template Dooly: Pre-Meeting Prep Template Prolifiq: Multithreading Playbook ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :) Wed, 11 Jan 2023 08:00:00 -0000 Playbook 13: The Negotiation Playbook full Nick Cegelski & Armand Farrokh Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved. FOUR ACTIONABLE TAKEAWAYS When giving price: explain how it works first, then give price and stop talking. When the customer asks for a discount, act surprised and push away to encourage them to come back to the table. Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved. Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”. THE LATEST FROM 30MPC Catch the next 30MPC Live Steal the latest sales templates here THINGS YOU CAN STEAL Prospecting: Email Templates UserGems: Job Change Sequence Gong: Hyper-Persuasive Email Templates Lavender: Sales Email Frameworks Prospecting: Guides Woodpecker: Email Substance & Deliverability Guide Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Discovery Wingman: In-App Objection Handling Battlecards Sales Process Outreach: Templates to Create Pipeline and Close Deals ZoomInfo: 5 Plays, 30MPC Style Accord: Mutual Action Plan Template Dooly: Pre-Meeting Prep Template Prolifiq: Multithreading Playbook ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :) FOUR ACTIONABLE TAKEAWAYS

  • When giving price: explain how it works first, then give price and stop talking.
  • When the customer asks for a discount, act surprised and push away to encourage them to come back to the table.
  • Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved.
  • Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”.


THE LATEST FROM 30MPC


THINGS YOU CAN STEAL


Prospecting: Email Templates


Prospecting: Guides


Discovery


Sales Process


ONE ASK


You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.


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


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

]]> 1480 Playbook 12: Cold Calling Playbook Part 2 WANT MORE FROM 30MPC? Click here to get our free goodies (playbooks, templates, battlecards, etc.) Time is running out to register for our upcoming 30MPC Live Grab our latest exclusive sales template / guide here Part 1: The Playbook Revisited Use a permission-based or ‘heard the name tossed around’ opener Describe an excruciatingly painful problem prop Suggest times or send a placeholder invite Part 2: The Next Chapters Handle objections with the Mr. Miyagi framework Leverage 1-2 punch voicemails leading with context and redirecting to email Treat your call blocks like a workout and get dialing! HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Mon, 31 Oct 2022 07:00:00 -0000 Playbook 12: Cold Calling Playbook Part 2 full Nick Cegelski & Armand Farrokh The cold calling playbook revisited WANT MORE FROM 30MPC? Click here to get our free goodies (playbooks, templates, battlecards, etc.) Time is running out to register for our upcoming 30MPC Live Grab our latest exclusive sales template / guide here Part 1: The Playbook Revisited Use a permission-based or ‘heard the name tossed around’ opener Describe an excruciatingly painful problem prop Suggest times or send a placeholder invite Part 2: The Next Chapters Handle objections with the Mr. Miyagi framework Leverage 1-2 punch voicemails leading with context and redirecting to email Treat your call blocks like a workout and get dialing! HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! WANT MORE FROM 30MPC?


Part 1: The Playbook Revisited

  • Use a permission-based or ‘heard the name tossed around’ opener
  • Describe an excruciatingly painful problem prop
  • Suggest times or send a placeholder invite


Part 2: The Next Chapters

  • Handle objections with the Mr. Miyagi framework
  • Leverage 1-2 punch voicemails leading with context and redirecting to email
  • Treat your call blocks like a workout and get dialing!


HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

]]> 1616 Playbook 11: Everything prospecting that isn't email or phone Every 10th episode, we tear down one topic. This is how to land a killer sales job. FOUR ACTIONABLE TAKEAWAYS Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”. Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards. Seek out referrals by finding tangential partners to trade leads with. Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live. Download our exclusive cold calling battlecard by signing up for the newsletter. Click this link for some extra goodies from 30MPC. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Wed, 17 Aug 2022 07:00:00 -0000 Playbook 11: Everything prospecting that isn't email or phone full Nick Cegelski & Armand Farrokh If you want to break through the noise, here are some unique tools to add to your prospecting toolkit. Every 10th episode, we tear down one topic. This is how to land a killer sales job. FOUR ACTIONABLE TAKEAWAYS Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”. Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards. Seek out referrals by finding tangential partners to trade leads with. Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live. Download our exclusive cold calling battlecard by signing up for the newsletter. Click this link for some extra goodies from 30MPC. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to land a killer sales job.


FOUR ACTIONABLE TAKEAWAYS

  • Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”.
  • Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards.
  • Seek out referrals by finding tangential partners to trade leads with.
  • Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically.


RESOURCES DISCUSSED:


HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

]]> 2045 Playbook 10: Top 10 moments that change the way we sell Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Wed, 01 Jun 2022 07:00:00 -0000 Playbook 10: Top 10 moments that change the way we sell full Nick Cegelski & Armand Farrokh Every 10th episode, we tear down one topic. Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.


RESOURCES DISCUSSED:

  • Time is running out to register for our upcoming 30MPC Live webinar.
  • Download our exclusive cold calling battlecard by signing up for the newsletter.
  • Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
  • Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.
  • Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. 
  • Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.
  • Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.


HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

]]> 1602 Playbook 9: How to land a killer sales job https://art19.com/shows/30-minutes-to-presidents-club/episodes/65968ab5-8a02-45ce-ab6c-7590fcd8539b Every 10th episode, we tear down one topic. This is how to land a killer sales job. FOUR ACTIONABLE TAKEAWAYS Build a top 25 accounts list that meet your criteria on space, prestige, size, etc. Have a non-hideous resume with short, punchy sentences and specific numbers. Prep for your interview by developing a point of view from the company’s perspective. Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Mon, 07 Mar 2022 08:00:00 -0000 Playbook 9: How to land a killer sales job full Nick Cegelski & Armand Farrokh Every 10th episode, we tear down one topic. This is how to land a killer sales job. FOUR ACTIONABLE TAKEAWAYSBuild a top 25 accounts list that meet your criteria on space, prestige, size, etc.Have a non-hideous resume with short, punchy sentences and specific numbers.Prep for your interview by developing a point of view from the company’s perspective.Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get. RESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to land a killer sales job. FOUR ACTIONABLE TAKEAWAYS Build a top 25 accounts list that meet your criteria on space, prestige, size, etc. Have a non-hideous resume with short, punchy sentences and specific numbers. Prep for your interview by developing a point of view from the company’s perspective. Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to land a killer sales job.


FOUR ACTIONABLE TAKEAWAYS

  • Build a top 25 accounts list that meet your criteria on space, prestige, size, etc.
  • Have a non-hideous resume with short, punchy sentences and specific numbers.
  • Prep for your interview by developing a point of view from the company’s perspective.
  • Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get.


RESOURCES DISCUSSED:

  • Time is running out to register for our upcoming 30MPC Live webinar.
  • Download our exclusive cold calling battlecard by signing up for the newsletter.
  • Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
  • Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
  • Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. 
  • Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.
  • Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.


HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

]]> 1892 no Playbook 8: Running a Killer Demo https://art19.com/shows/30-minutes-to-presidents-club/episodes/71c5f1a9-c8ad-4d53-8db9-8503b1f96195 Every 10th episode, we tear down one topic. This is how to run a killer demo. FOUR ACTIONABLE TAKEAWAYS Show the 20% of your features that solve 80% of the problems. Always prep for who is in the room, what they want to see, and the objective of the call. Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions. Control the room by setting expectations upfront and directing excessive questions to future calls. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Wed, 29 Dec 2021 08:00:00 -0000 Playbook 8: Running a Killer Demo full Nick Cegelski & Armand Farrokh Every 10th episode, we tear down one topic. This is how to run a killer demo. FOUR ACTIONABLE TAKEAWAYSShow the 20% of your features that solve 80% of the problems.Always prep for who is in the room, what they want to see, and the objective of the call.Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions.Control the room by setting expectations upfront and directing excessive questions to future calls. RESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to run a killer demo. FOUR ACTIONABLE TAKEAWAYS Show the 20% of your features that solve 80% of the problems. Always prep for who is in the room, what they want to see, and the objective of the call. Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions. Control the room by setting expectations upfront and directing excessive questions to future calls. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to run a killer demo.


FOUR ACTIONABLE TAKEAWAYS

  • Show the 20% of your features that solve 80% of the problems.
  • Always prep for who is in the room, what they want to see, and the objective of the call.
  • Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions.
  • Control the room by setting expectations upfront and directing excessive questions to future calls.


RESOURCES DISCUSSED:

  • Time is running out to register for our upcoming 30MPC Live webinar.
  • Download our exclusive cold calling battlecard by signing up for the newsletter.
  • Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
  • Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
  • Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. 
  • Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.
  • Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.


HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

]]> 2118 no Playbook 7: Cold Emails https://art19.com/shows/30-minutes-to-presidents-club/episodes/771ae0ed-73a6-40d5-8236-6e70add3987b Every 10th episode, we tear down one topic. This is how to send cold emails that actually work. FOUR ACTIONABLE TAKEAWAYS Stop trying to sell everything under the sun. Keep it to one pain point per email. Start your sequence with an email, and move to 10 touches over 30 days with a mix of calls and emails. Use the 3x3 rule with a crispy problem, what you do, and a quick ask for interest. Avoid over formalities/news headlines so that your message actually resonates with the reader. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Wed, 13 Oct 2021 13:00:00 -0000 Playbook 7: Cold Emails full Nick Cegelski & Armand Farrokh Every 10th episode, we tear down one topic. This is how to send cold emails that actually work. FOUR ACTIONABLE TAKEAWAYSStop trying to sell everything under the sun. Keep it to one pain point per email.Start your sequence with an email, and move to 10 touches over 30 days with a mix of calls and emails.Use the 3x3 rule with a crispy problem, what you do, and a quick ask for interest.Avoid over formalities/news headlines so that your message actually resonates with the reader. RESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to send cold emails that actually work. FOUR ACTIONABLE TAKEAWAYS Stop trying to sell everything under the sun. Keep it to one pain point per email. Start your sequence with an email, and move to 10 touches over 30 days with a mix of calls and emails. Use the 3x3 rule with a crispy problem, what you do, and a quick ask for interest. Avoid over formalities/news headlines so that your message actually resonates with the reader. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to send cold emails that actually work.


FOUR ACTIONABLE TAKEAWAYS

  • Stop trying to sell everything under the sun. Keep it to one pain point per email.
  • Start your sequence with an email, and move to 10 touches over 30 days with a mix of calls and emails.
  • Use the 3x3 rule with a crispy problem, what you do, and a quick ask for interest.
  • Avoid over formalities/news headlines so that your message actually resonates with the reader.


RESOURCES DISCUSSED:

  • Time is running out to register for our upcoming 30MPC Live webinar.
  • Download our exclusive cold calling battlecard by signing up for the newsletter.
  • Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
  • Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
  • Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. 
  • Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.
  • Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.


HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

]]> 1603 no Playbook 6: Discovery Teardown https://art19.com/shows/30-minutes-to-presidents-club/episodes/461b8a3c-a2d0-45dd-ba33-f279808ef238 Every 10th episode, we tear down one topic. This is how to structure your discovery. FOUR ACTIONABLE TAKEAWAYS MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt. Set the agenda by building rapport, establishing expectations, and anchoring them to next steps. Utilize humbling disclaimers and stories to ask better questions. Schedule next steps for at least 70% of your opps to ensure you know their buying process. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Wed, 28 Jul 2021 07:00:00 -0000 Playbook 6: Discovery Teardown full Nick Cegelski & Armand Farrokh Every 10th episode, we tear down one topic. This is how to structure your discovery. FOUR ACTIONABLE TAKEAWAYSMAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt.Set the agenda by building rapport, establishing expectations, and anchoring them to next steps.Utilize humbling disclaimers and stories to ask better questions.Schedule next steps for at least 70% of your opps to ensure you know their buying process. RESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to structure your discovery. FOUR ACTIONABLE TAKEAWAYS MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt. Set the agenda by building rapport, establishing expectations, and anchoring them to next steps. Utilize humbling disclaimers and stories to ask better questions. Schedule next steps for at least 70% of your opps to ensure you know their buying process. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to structure your discovery.


FOUR ACTIONABLE TAKEAWAYS

  • MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt.
  • Set the agenda by building rapport, establishing expectations, and anchoring them to next steps.
  • Utilize humbling disclaimers and stories to ask better questions.
  • Schedule next steps for at least 70% of your opps to ensure you know their buying process.


RESOURCES DISCUSSED:

  • Time is running out to register for our upcoming 30MPC Live webinar.
  • Download our exclusive cold calling battlecard by signing up for the newsletter.
  • Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
  • Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
  • Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. 
  • Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.
  • Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.


HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

]]> 1554 no Playbook 5: Top 10 moments that change the way we sell https://art19.com/shows/30-minutes-to-presidents-club/episodes/a9f6264e-d983-43ae-a41b-e51bc9f8bfbc Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. EPISODES MENTIONED: Episode 6 w/ Ryan Reisert Episodes 4 & 47 w/ Kyle Coleman Episode 17 w/ Sarah Brazier Episodes 16 & 29 w/ Morgan Ingram Episode 1 & 35 w/ Joe Caprio Episode 7 w/ Keenan Episode 8 w/ Kevin “KD” Dorsey Episodes 25 & 46 w/ Charles Muhlbaur Episodes 18 & 40 w/ Adam O’Chart Episode 9 w/ Belal Batrawy RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Wed, 12 May 2021 05:30:00 -0000 Playbook 5: Top 10 moments that change the way we sell full Nick Cegelski & Armand Farrokh Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. EPISODES MENTIONED:Episode 6 w/ Ryan ReisertEpisodes 4 & 47 w/ Kyle ColemanEpisode 17 w/ Sarah BrazierEpisodes 16 & 29 w/ Morgan IngramEpisode 1 & 35 w/ Joe CaprioEpisode 7 w/ KeenanEpisode 8 w/ Kevin “KD” DorseyEpisodes 25 & 46 w/ Charles MuhlbaurEpisodes 18 & 40 w/ Adam O’ChartEpisode 9 w/ Belal Batrawy RESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. EPISODES MENTIONED: Episode 6 w/ Ryan Reisert Episodes 4 & 47 w/ Kyle Coleman Episode 17 w/ Sarah Brazier Episodes 16 & 29 w/ Morgan Ingram Episode 1 & 35 w/ Joe Caprio Episode 7 w/ Keenan Episode 8 w/ Kevin “KD” Dorsey Episodes 25 & 46 w/ Charles Muhlbaur Episodes 18 & 40 w/ Adam O’Chart Episode 9 w/ Belal Batrawy RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.


EPISODES MENTIONED:

  • Episode 6 w/ Ryan Reisert
  • Episodes 4 & 47 w/ Kyle Coleman
  • Episode 17 w/ Sarah Brazier
  • Episodes 16 & 29 w/ Morgan Ingram
  • Episode 1 & 35 w/ Joe Caprio
  • Episode 7 w/ Keenan
  • Episode 8 w/ Kevin “KD” Dorsey
  • Episodes 25 & 46 w/ Charles Muhlbaur
  • Episodes 18 & 40 w/ Adam O’Chart
  • Episode 9 w/ Belal Batrawy


RESOURCES DISCUSSED:

  • Time is running out to register for our upcoming 30MPC Live webinar.
  • Download our exclusive cold calling battlecard by signing up for the newsletter.
  • Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
  • Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
  • Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. 
  • Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.
  • Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.


HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

]]> 1783 no Playbook 4: How to run a sales process https://art19.com/shows/30-minutes-to-presidents-club/episodes/93afa578-b316-4e7a-9590-ea8bc27cf26a Every 10th episode, we tear down one topic. This is how to structure your sales process. FOUR ACTIONABLE TAKEAWAYS Before: shared agenda, get your “checklist” questions out the way, know your audience During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps After: Recap email/call, multi-thread follow-ups After 7 touches with no reply, you have your answer RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Wed, 24 Feb 2021 10:38:00 -0000 Playbook 4: How to run a sales process full Nick Cegelski & Armand Farrokh Every 10th episode, we tear down one topic. This is how to structure your sales process. FOUR ACTIONABLE TAKEAWAYSBefore: shared agenda, get your “checklist” questions out the way, know your audienceDuring: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next stepsAfter: Recap email/call, multi-thread follow-upsAfter 7 touches with no reply, you have your answer RESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to structure your sales process. FOUR ACTIONABLE TAKEAWAYS Before: shared agenda, get your “checklist” questions out the way, know your audience During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps After: Recap email/call, multi-thread follow-ups After 7 touches with no reply, you have your answer RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to structure your sales process.


FOUR ACTIONABLE TAKEAWAYS

  • Before: shared agenda, get your “checklist” questions out the way, know your audience
  • During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps
  • After: Recap email/call, multi-thread follow-ups
  • After 7 touches with no reply, you have your answer


RESOURCES DISCUSSED:

  • Time is running out to register for our upcoming 30MPC Live webinar.
  • Download our exclusive cold calling battlecard by signing up for the newsletter.
  • Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
  • Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
  • Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. 
  • Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.
  • Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.


HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

]]> 1764 no Playbook 3: Mastering negotiation https://art19.com/shows/30-minutes-to-presidents-club/episodes/e5653663-1291-44de-8cfb-fe1cec6516d8 Every 10th episode, we tear down one topic. This is how to master negotiation. FOUR ACTIONABLE TAKEAWAYS Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before Price is based on internal (timeline, pain points) and external factors (competitve landscape) Explain how price is structured BEFORE you give it, then shut up Seek first to understand - get them to sell themselves first. Discounts need to have a give for get. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Wed, 09 Dec 2020 08:00:00 -0000 Playbook 3: Mastering negotiation full Nick Cegelski & Armand Farrokh Every 10th episode, we tear down one topic. This is how to master negotiation. FOUR ACTIONABLE TAKEAWAYSSet expectations with the Upfront Contract - pricing should be determined after your discovery, not beforePrice is based on internal (timeline, pain points) and external factors (competitve landscape)Explain how price is structured BEFORE you give it, then shut upSeek first to understand - get them to sell themselves first. Discounts need to have a give for get. RESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to master negotiation. FOUR ACTIONABLE TAKEAWAYS Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before Price is based on internal (timeline, pain points) and external factors (competitve landscape) Explain how price is structured BEFORE you give it, then shut up Seek first to understand - get them to sell themselves first. Discounts need to have a give for get. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to master negotiation.


FOUR ACTIONABLE TAKEAWAYS

  • Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
  • Price is based on internal (timeline, pain points) and external factors (competitve landscape)
  • Explain how price is structured BEFORE you give it, then shut up
  • Seek first to understand - get them to sell themselves first. Discounts need to have a give for get.


RESOURCES DISCUSSED:

  • Time is running out to register for our upcoming 30MPC Live webinar.
  • Download our exclusive cold calling battlecard by signing up for the newsletter.
  • Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
  • Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
  • Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. 
  • Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.
  • Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.


HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

]]> 1703 no Playbook 2: How to be a machine https://art19.com/shows/30-minutes-to-presidents-club/episodes/0f5eb433-2773-4c84-bf10-0bf49daef68d Every 10th episode, we tear down one topic. This is how to be a machine: you’ll never make the “no time to prospect” excuse again. FOUR ACTIONABLE TAKEAWAYS Morning routine: Wake up, make the bed, read, exercise, start on your terms. Plan your attack: 8-3 are your golden hours, 3-6 are your admin hours. Batch everything. Crank the wheel: Close email, close slack, draw 80/20 lines everywhere and sprint Breathe: Unsubscribe from every mailing list, every unnecessary notification. Block it out. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Wed, 23 Sep 2020 07:00:00 -0000 Playbook 2: How to be a machine full Nick Cegelski & Armand Farrokh Every 10th episode, we tear down one topic. This is how to be a machine: you’ll never make the “no time to prospect” excuse again. FOUR ACTIONABLE TAKEAWAYSMorning routine: Wake up, make the bed, read, exercise, start on your terms.Plan your attack: 8-3 are your golden hours, 3-6 are your admin hours. Batch everything.Crank the wheel: Close email, close slack, draw 80/20 lines everywhere and sprintBreathe: Unsubscribe from every mailing list, every unnecessary notification. Block it out. RESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to be a machine: you’ll never make the “no time to prospect” excuse again. FOUR ACTIONABLE TAKEAWAYS Morning routine: Wake up, make the bed, read, exercise, start on your terms. Plan your attack: 8-3 are your golden hours, 3-6 are your admin hours. Batch everything. Crank the wheel: Close email, close slack, draw 80/20 lines everywhere and sprint Breathe: Unsubscribe from every mailing list, every unnecessary notification. Block it out. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. This is how to be a machine: you’ll never make the “no time to prospect” excuse again.


FOUR ACTIONABLE TAKEAWAYS

  • Morning routine: Wake up, make the bed, read, exercise, start on your terms.
  • Plan your attack: 8-3 are your golden hours, 3-6 are your admin hours. Batch everything.
  • Crank the wheel: Close email, close slack, draw 80/20 lines everywhere and sprint
  • Breathe: Unsubscribe from every mailing list, every unnecessary notification. Block it out.


RESOURCES DISCUSSED:

  • Time is running out to register for our upcoming 30MPC Live webinar.
  • Download our exclusive cold calling battlecard by signing up for the newsletter.
  • Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
  • Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
  • Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. 
  • Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.
  • Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.


HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

]]> 1617 no Playbook 1: Nick and Armand teach you how to cold call https://art19.com/shows/30-minutes-to-presidents-club/episodes/1cb5cf57-90c4-4ac0-a696-1ec453e177e1 Every 10th episode, we tear down one topic. The first 30MPC Playbook Episode covers everything cold calling. TOP ACTIONABLE TAKEAWAYS Preparation - Get all your research done before, 40 dials over 60 minutes Tone - Kill all your uptones and slow the conversation down like an executive Opener - ‘Heard our name tossed around’ or ‘ask for permission.’ Not ‘how’s it going.’ Value - Lead with typically language and problems. Then, solve the problem. Objections - Calibrate the objection first. Ask disarmingly blunt questions. Go in for the Kill - Suggest some times. If the calendar’s gone, send the placeholder RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Wed, 08 Jul 2020 07:00:00 -0000 Playbook 1: Nick and Armand teach you how to cold call full Nick Cegelski & Armand Farrokh Every 10th episode, we tear down one topic. The first 30MPC Playbook Episode covers everything cold calling. TOP ACTIONABLE TAKEAWAYSPreparation - Get all your research done before, 40 dials over 60 minutesTone - Kill all your uptones and slow the conversation down like an executiveOpener - ‘Heard our name tossed around’ or ‘ask for permission.’ Not ‘how’s it going.’Value - Lead with typically language and problems. Then, solve the problem.Objections - Calibrate the objection first. Ask disarmingly blunt questions.Go in for the Kill - Suggest some times. If the calendar’s gone, send the placeholder RESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. The first 30MPC Playbook Episode covers everything cold calling. TOP ACTIONABLE TAKEAWAYS Preparation - Get all your research done before, 40 dials over 60 minutes Tone - Kill all your uptones and slow the conversation down like an executive Opener - ‘Heard our name tossed around’ or ‘ask for permission.’ Not ‘how’s it going.’ Value - Lead with typically language and problems. Then, solve the problem. Objections - Calibrate the objection first. Ask disarmingly blunt questions. Go in for the Kill - Suggest some times. If the calendar’s gone, send the placeholder RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link). Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback! Every 10th episode, we tear down one topic. The first 30MPC Playbook Episode covers everything cold calling.


TOP ACTIONABLE TAKEAWAYS

  • Preparation - Get all your research done before, 40 dials over 60 minutes
  • Tone - Kill all your uptones and slow the conversation down like an executive
  • Opener - ‘Heard our name tossed around’ or ‘ask for permission.’ Not ‘how’s it going.’
  • Value - Lead with typically language and problems. Then, solve the problem.
  • Objections - Calibrate the objection first. Ask disarmingly blunt questions.
  • Go in for the Kill - Suggest some times. If the calendar’s gone, send the placeholder


RESOURCES DISCUSSED:

  • Time is running out to register for our upcoming 30MPC Live webinar.
  • Download our exclusive cold calling battlecard by signing up for the newsletter.
  • Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).
  • Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.
  • Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to see our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. 
  • Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Click to access the sales template we use to qualify and close more deals, faster.
  • Automate conversational texting for the entire customer journey with Skipio. Click to check out our best practices for texting prospects.


HELP US OUT!

What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

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