Episodes
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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
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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
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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
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 :) -
Episodes manquant?
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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 :) -
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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! -
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 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 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 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 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 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 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 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 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 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. 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!
