41 (Sell): Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)

0: Five minutes to figure out if this show is worth your time: Why in the world would you listen to 30MPC?Four Reasons to Listen:* WHAT WE’RE NOT: Not stuck in 1975. Not stuck on fluffy mindset. Only actionable sales tactics.* PREPARATION: Recorded for 45 minutes, cut to 30. Some episodes don’t make it. That’s okay.* POLAR OPPOSITES: Nick is an Enterprise AE. Armand is a MM Sales Leader.* SHOW STRUCTURE: Three actionable tactics at the beginning. The recap email at the end.Four Actionable Tactics* How to avoid being forced to demo early* Open on the phones by leading with context* How to handle the “not interested” email* The 3x3 cold emailNick Cegelski’s Path To President’s Club* #1 AE at every company he’s worked for.* Selling in the enterprise ERP big deal world.Armand Farrokh’s Path to President’s Club* Director of Sales at Carta running a team of 40* 225% of quota as an AE by 30 Minutes to President's Club | No-Nonsense Sales

6 min listen

20: Selling pizzas and tearing down sequences with the blue-haired legend (Sam Nelson, SDR Leader at Outreach.io): Sam Nelson gets his SDRs cold calling like machines, sending emails like animals, and even… selling pizzas to strangers.Four Actionable Takeaways:Don’t have 3000 sequences. Have 3 for your main personas and 1 low priority one.In the Agoge sequence - your first email is super tailored, followed by two bubble upsAfter that, tailoring didn’t work. Hit prospects with your best cold email.If they’ve accepted the invite, don’t sell more. No need to send the confirmation.Sam Nelson’s Path to President’s Club:SDR Leader at Outreach.ioA huge LinkedIn brand and Host of Sam Nelson Live======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video C by 30 Minutes to President's Club | No-Nonsense Sales

29 min listen

1: Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus): Joe Caprio lays down the line - stop building fluffy rapport and set a proper agenda. Know your sale and use your past customers to back out your discovery questionsFour Actionable Takeaways:Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chatFirst is best. Rank your top buying signals. The moment you find one, use it and move on.Use situational questions to narrow down the key problem areas in a discovery.Stop finishing sentences for prospects to placate your own insecurities. Let the silence sit.Joe Caprio's Path to President’s Club:Co-Founder, Reprise (today)VP Sales, ChorusVP Sales, InsightSquared======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc================ by 30 Minutes to President's Club | No-Nonsense Sales

33 min listen

3: Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView): James Bawden is one of the most notorious prospectors in the sales community. We cover it all, from phone to video.Four Actionable Takeaways:Avoid the double intro on the phone if they ask “wait, who’s this?” Just get on with it.Close the cold call with “here’s what happens next” instead of leaving it in their handsDisarm with “I’m not delusional enough to think I’m calling you at the right moment.”Lead your value prop with your customer’s problems instead of the features in your solutionJames Bawden’s Path to President’s Club:Host, Lunch Break PodcastDirector, OutboundViewAnd a damn well-known Linkedin personality======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidy by 30 Minutes to President's Club | No-Nonsense Sales

29 min listen

13: Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io): Ken Amar was Outreach’s #1 SDR and is a master prospector. We hit on everything from double dialing to sequence structure.Four Actionable Takeaways:Double tap the phones - people are more likely to think it’s a real call.The moment you see someone reply, call them instead of writing a long email reply.Use a sequence for everything. Replies, objections, open opportunities.If you see someone opening your emails, call it out! It gets the conversation going.Ken Amar’s Path to President’s Club:SDR Team Lead, Outreach.io#1 All Time SDR, Outreach.io======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc by 30 Minutes to President's Club | No-Nonsense Sales

25 min listen

12: Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group): Trish Bertuzzi knows how to build phenomenal sales teams. We hit on a special 30MPC episode on everything around the job hunt.Four Actionable Takeaways:Build your target list of companies based on geo, stage, market, product, and deal sizeCold prospect to people directly in your job hunt and have introductory conversationsRedirect the “walk me through your resume” question to focus on your strengthsClose your interviews and hit em with the plan to action as the cherry on topTrish Bertuzzi’s Path to President’s Club:CEO of The Bridge GroupAuthor of the Sales Development Playbook======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationi by 30 Minutes to President's Club | No-Nonsense Sales

24 min listen

7: Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling): Keenan wakes up the mediocre sales rep who focuses too much on minutiae and technical details. No nonsense, actionable advice on getting customers to reveal their real problems.Four Actionable Takeaways:Align on the problem and impact first, then start brainstorming root causes and solutionsBuild a problem identification chart with the problems, impacts, root causes of your ICPTalk to customers, become an expert. Why did they buy? What problems did you have?You need customers to agree to the problem they have and be willing to solve it with you.Keenan’s Path to President’s ClubAuthor of Gap SellingCEO @ A Sales Guy Consulting======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: by 30 Minutes to President's Club | No-Nonsense Sales

26 min listen

4: Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari): Kyle Coleman is the VP of Revenue Growth & Enablement at Clari and has one of the biggest LinkedIn followings out there. His tips on prospecting and email writing are unreal.Four Actionable Takeaways:5x5x5: 5 minutes of research. Find 5 insights on the person/account. Write your message in 5 minutes.Use whitespace in your emails and have 1 idea per line. Make the structure and the tone conversationalKeep your emails short. If you have to scroll more than once or if an email is over 125 words, fix it.Have your voicemails reference your emails and vice-versa. It boosts your reply rates.Kyle Coleman’s Path to President’s ClubVP, Revenue Growth & Enablement @ ClariSr Director, Sales Development & Optimization @ LookerA massive LinkedIn following with killer content======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outr by 30 Minutes to President's Club | No-Nonsense Sales

27 min listen

14: Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO): Jake Dunlap is the CEO of Skaled and a renowned sales leader. He shares how he gets prospects speaking to you like a peer regardless of your age.Four Actionable Takeaways:Leverage “I work with many who typically focus on X + Y” to lead the agenda.Ask your prospect for their top 2 priorities. If it’s too high level, prime the question.Bring people to the business priorities first instead of getting stuck in the process.Don’t disqualify an entire company when someone says no. Find another in.Jake Dunlap’s Path to President’s Club:CEO of SkaledVP of Sales, Glassdoor======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video by 30 Minutes to President's Club | No-Nonsense Sales

28 min listen

Playbook 1: Nick and Armand teach you how to cold call: 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 placeholderRESOURCES 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 by 30 Minutes to President's Club | No-Nonsense Sales

29 min listen

10: Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays): John Barrows is known for prospecting. But today, we go thru all the things that happen in the white space to manage perceptions in a sales cycle.Four Actionable Takeaways:Send a meeting efficiency survey prior to your calls to get qualification out of the waySetup feeds for all of your top target accounts as the backbone for your discoAsk specific impact ?’s like “what happens to rep attainment if you don’t do this?”Use the subject line ‘Did I lose you?’ with a blank reply email for gone-dark oppsJohn Barrow’s Path to President’s Club:CEO of JBarrows ConsultingHost of Make it Happen Mondays======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Fre by 30 Minutes to President's Club | No-Nonsense Sales

26 min listen

5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting): Richard Harris puts on a clinic on using push-pull and respect contracts to get to the truth faster in your deals.Four Actionable Takeaways:Use the respect contract as your agenda to give the prospect the right to say no throughout the callSet a timer 5 minutes before the end of your call to drive next steps every timeUse “commercial terms” instead of “price” when negotiating your dealsWhen you give price, don’t just go silent. Ask “how does that feel?”Richard Harris’ Path to President’s Club:Founder, Harris ConsultingDirector of Sales Training, Sales HackerHost, Surf & Sales Podcast======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creati by 30 Minutes to President's Club | No-Nonsense Sales

21 min listen

8: Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop): Kevin “KD” Dorsey teaches us to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human.Four Actionable Takeaways:Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice.Use a slight downtone when hearing the response to get prospects to lean inUse bucket questions to get your prospect to agree to 1 of 2 problems they’re havingUse “I think this might make sense” before coming in hot with your value propKD’s Path to President’s ClubVP of Inside Sales @ PatientPopHead of Sales Development & Enablement @ ServiceTitanInsideSales Top 10 Sales Leader + Sales Development Executive of the Year======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gon by 30 Minutes to President's Club | No-Nonsense Sales

26 min listen

2: Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast): Mark Raffan has negotiated against the best and has trained the likes of Chris Voss. A must-listen if you’ve ever found yourself in a cutthroat deal cycle.Four Actionable Takeaways:Before a negotiation, know YOUR needs / wants + THEIR needs / wantsSet expectations upfront that we don’t do end of month discounts before you need toSay the price and shut-up. Don’t try to justify it, it shows insecurityWhen they ask for discounts, ask probing questions to discover the truth behind the ask.Mark Raffan’s Path to President’s Club:Host, Negotiations Ninja PodcastPresident, Content CalloutNegotiation Master Class, Harvard University======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Re by 30 Minutes to President's Club | No-Nonsense Sales

29 min listen

23: Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory): Justin Welsh cut the days to close in half at PatientPop and takes us through some super actionable tactics on disco and closing.Four Actionable Takeaways:Plant pain early in your discovery through extreme industry expertiseUse an upfront contract to propose next steps at the beginning of the callUse the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things”Ask for permission before hard questions like “if you didn’t have a team, would you buy?”Justin Welsh’s Path to President’s Club:Founder, Justin D Welsh, LLCHead of Sales at PatientPopDirector of Sales at ZocDoc======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Re by 30 Minutes to President's Club | No-Nonsense Sales

28 min listen

28: Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong): It’s the CEO of Gong. That could be enough for you to listen… but you’re in for a clinic on how to get to power and use execs of your own to win deals.Four Actionable Takeaways:Get to power by asking someone to sign an NDA - requires a certain rank in the orgFind the lowest ranking person in the company who can still buy somethingRaise prices to get to power - $10k purchases won’t get you to execsBring in your executives for referrals, for early sponsorship, or for closing it all upAmit Bendov’s Path to President’s ClubCEO, Gong.ioCEO, SiSenseCMO, Panaya======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vid by 30 Minutes to President's Club | No-Nonsense Sales

24 min listen

21: Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex): Ashley Kelly runs a world class sales development organization at Brex and talks double dialing, Sending coffee gift cards, and planning your day.Four Actionable Takeaways:Send Nick a coffee so he can feel important too100 activities per day - mix up phone, email, LinkedIn, and SendosoMultiple dials per day - don’t hesitate to hit one contact multiple timesDial around the organization - get intel from the CFO, use it on the controllerPick up the phone the moment you see an objection and hit ‘em hardAshley Kelly’s Path to President’s Club:Sr Director, Sales Development at BrexCo-Founder, SDReadyDirector, Sales Development at Lever======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: by 30 Minutes to President's Club | No-Nonsense Sales

27 min listen

6: A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting): Ryan Reisert is a complete savage on the phones, hitting 5000 dials a month. This one includes a complete cold call teardown with strategies we’ve never seen before. Four Actionable Takeaways:Open every conversation with “Hey it’s Ryan Reisert”, then stop.When they answer, ask if you can get 27 seconds to tell them why you’re calling?Work in buckets for everything - finding accounts, researching contacts, making dials.Document the path. Every time you hit a phone tree, write the dial path down.Ryan Reisert’s Path to President’s Club:Sales Director, ConnectAndSellAuthor, Outbound Sales, No FluffFounder, The Sales Developers======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Re by 30 Minutes to President's Club | No-Nonsense Sales

25 min listen

9: Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff): Belal drops some mindblowing tactics on “decoy pricing” and asking questions that get prospects sitting up in a cold call. Fire episode.Four Actionable Takeaways:Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need)First 15 seconds explain why you called, say it’s a cold call, then ask a peer questionIn the agenda, tell the customer you’re gonna give price before they get off the callUse what they want as the rows in your pricing instead of what you want (seats)Belal Batrawy’s Path to President’s Club:Community Leader of #Death2Fluff7x Startup Seller and Sales Advisor======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationist by 30 Minutes to President's Club | No-Nonsense Sales

23 min listen

15: Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting): Jason Bay laughs his way through objections, writes emails like a human, and gives prospects the right to say to no quicker. That’s why he gets to yes.Four Actionable Takeaways:Find a very granular problem from a call recording. Put that at the top of the sequence. Time and money are not specific.Pulse check with your prospect when things aren’t going well. Ask them if this is worth it.Not interested? Say “I get it. I was the one who cold called.” Then ask for permission.REPLY Method: Relevant results, empathy, personalization, laser focus, you.Jason Bay’s Path to President’s Club:Chief Prospecting Officer, Blissful ProspectingOwner, Jason Bay Consulting======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your bes by 30 Minutes to President's Club | No-Nonsense Sales

26 min listen

25: Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights): Charles Muhlbauer takes us through humbling disclaimers, reverse psychology, and getting to the truth in your discovery calls.Four Actionable TakeawaysThe humbling disclaimer: “I feel a bit crazy asking this question, but…”Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?”Take the headtrash out on your calls and be overly transparent in your discoveryClarify, isolate, address the problems in a negotiationCharles Muhlbauer’s Path to President’s Club:Sr Biz Dev Training Manager at CB InsightsFounder at SalesShare======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.v by 30 Minutes to President's Club | No-Nonsense Sales

25 min listen

17: Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io): Sarah Brazier is a LinkedIn legend. She breaks down her cold call, upfront contract, and LinkedIn strategy that make her a killer rep.Four Actionable Takeaways:Write like a human - especially in your Linkedin DMs. No over-formal language.Leverage up by reaching out to ICs, then getting referrals to the VPsTell them it’s a cold call, then ask permission to sell before ya start selling.Use permission-based selling in your upfront contract. Get the buy-in on the agenda.Sarah Brazier’s Path to President’s Club:SDR turned AE at GongAnd one of the biggest LinkedIn influencers out there======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video C by 30 Minutes to President's Club | No-Nonsense Sales

27 min listen

11: Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories): Scott Ingram is a legend in the sales world. Most people know him as the host of Sales Success Stories. But today, we deep dive into the big deal enterprise game.Four Actionable Takeaways:Start every day by planning out the whitespace for the day. Then just get after it.Use demoscovery. Ask how the process looks today, take the demo down a different path.Write a shared executive memo with recaps from every sales conversation.Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective.Scott Ingram’s Path to President’s ClubHost of The Sales Success Stories PodcastAccount Director @ Relationship One (where he carries a $3M quota)Creator of the Linkedin Sales Stars 100 list======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve yo by 30 Minutes to President's Club | No-Nonsense Sales

29 min listen

22: Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint): Alex Bruschi has some moderately hilarious and disarmingly blunt tactics for handling objections and prospecting.Four Actionable TakeawaysUse as few words as possible when answering a questionDon’t be afraid to walk away from a deal and tell a customer it might not make senseStop tip toeing around your discovery and ask the biggest DQ questions first“It’s okay to say no and I don’t wanna make these calls anyway”Alex Bruschi’s Path to President’s Club:Director of Acquisitions, Towerpoint130% to quota and winner of one of the largest transactions at TowerPoint======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www by 30 Minutes to President's Club | No-Nonsense Sales

26 min listen

34: Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting): Jason talks about working with gatekeepers/assistants to book the meeting, handling objections, and formulas for emails to maximize opens.Four Actionable Takeaways:Utilize the gatekeeper to book the meeting or get insider informationUse simple voicemails to point the prospect to your email: “Voicemail from X”12-15 touches over 3-4 weeks for your sequences. Doesn’t sink in until 7 views.Build snippets for every single buyer trigger - 120 words max on the entire emailJason Bay’s Path to President’s Club:Chief Prospecting Officer, Blissful ProspectingOwner, Jason Bay Consulting======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Record by 30 Minutes to President's Club | No-Nonsense Sales

31 min listen

19: Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting): Marcus Chan brings huge energy to 30MPC and takes us through LinkedIn 101. Everything from using 3 star Amazon views to having a nice photo.Four Actionable Takeaways:Make your value prop simple - stop over complicating thingsUse 3-star Amazon reviews to figure out what granular problems your buyers haveOptimize your LinkedIn page with what your buyers care about, not youDon’t pitch right away on LI - show gratitude, chat them up, then ask 10 days laterMarcus Chan: Path to President’s Club:President of Venli ConsultingCreator of the 6-Figure Sales AcademyFounding member at RevGenius======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording a by 30 Minutes to President's Club | No-Nonsense Sales

20 min listen

24: Let your customers out of the deal and get to the truth without your smelly commission breath (Josh Braun, Founder at Josh Braun Sales Training): Josh Braun takes us through crispy value propositions, Chris Voss-style objection handling, and helps us find the truth in sales.Four Actionable TakeawaysDetach from the outcome and just focus on finding the truthUse an accusation audit when asking questions: “Would it be ridiculous if…”Use “Have you given up on _____” as your one sentence breakup emailMirror the last three words of an objection, then label it with “sounds like ___”Josh Braun’s Path to President’s Club:Founder, Josh Braun Sales TrainingHead of Sales, BasecampVP of Inside Sales, Jellyvision======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recor by 30 Minutes to President's Club | No-Nonsense Sales

29 min listen

16: The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training): Morgan Ingram is the master of social selling and all things SDR. He breaks down his process for everything prospecting and disco.Four Actionable Takeaways:Check your profile views and ask your prospects “did I do something wrong?”The PLA Phone Opener: Pleasant, laugh, and arms-up.5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps.10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask.Morgan Ingram: Path to President’s Club:Director of Sales Execution and Evolution, JB Sales TrainingHost of the SDR Chronicles Podcast======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video by 30 Minutes to President's Club | No-Nonsense Sales

33 min listen

18: Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong,io): Back to back top Gong sales reps on #30mpc. Adam teaches you how to redirect objections and give prospects perceived control so that they lean in.Four Actionable Takeaways:Mirror the objection, then ask a loaded question for the anaconda squeezeUse slides to give prospects control and choice over what they want to discussAsk your VP / CRO if they’re the type who wants to go really deepTell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum.Adam O’Chart: Path to President’s Club:Top producing AE at Gong.io======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www by 30 Minutes to President's Club | No-Nonsense Sales

27 min listen

45: Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC): Katie talks about how to use awkward silence as a tool and gives a unique perspective on how to sell software like you would a physical product.Four Actionable Takeaways: Ask your prospect “what do you like about X” instead of bashing your competitionUse wedge questions to uncover pain points where your product wins vs competitionPropose a follow up time or figure out the prospect’s buying window and reach out thenSend videos to contacts that have gone dark, or shoot them a tentative calendar inviteKatie’s Path to President’s Club: Director of Sales TrainingGolden Rule of Selling Podcast9 years of medical device sales======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: F by 30 Minutes to President's Club | No-Nonsense Sales

32 min listen

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41 (Sell): Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)

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