30MPC Hall of Fame | 30 Minutes to President's Club

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 :)

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.

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 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 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!