Episodios
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Jordan Chavez shares a proven coaching framework to unlock what motivates your reps, build targeted skill plans, and dig deep with the ‘5 Whys’ to fix what’s really holding them back.
đ ACTIONABLE TAKEAWAYS:
Use the Five Whys in both discovery and coaching to uncover the real root cause behind problems and drive meaningful change.
Ask questions in a way that leads reps on a journey of self-discovery rather than making them feel judged or defensive.
Create a quarterly PDP by having reps rate themselves in core areas, then use that to identify gaps, assign KPIs, and set weekly action steps.
Role play repeatedly to improve discovery skills, and build trust by going first if the rep isn’t comfortable yet.
JORDAN’S PATH TO PRESIDENTS CLUB:
Building the Enterprise GTM at Actively.ai
3x Club - IC & Leader @ Navan
8 promotions in 6 years @ Navn
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
How to Run 1-on-1s
Free Sales Templates, Scripts and Guides -
Struggling to diagnose why your sales rep isn’t converting?
Jordan Chavez (Head of Enterprise GTM @ ActivelyAI) breaks down his “5 Whys” sales coaching framework—a simple, proven method to uncover the real reason behind poor performance.
Instead of jumping to surface-level fixes (like “just sell the value”), we’ll show you how to ask layered “why” questions that reveal what’s actually holding your reps back—whether it’s low confidence, weak discovery, or lack of preparation.
Whether you're a sales manager, team lead, or AE looking to self-diagnose, this framework will help you stop treating symptoms—and start solving the real problem.
RESOURCES DISCUSSED:
â Join our weekly newsletterâ
â Things you can stealâ
â Save $50 on any 30MPC courseâ with code “PODCAST”
â How to Run 1-on-1sâ
â Free Sales Templates, Scripts and Guides -
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Nate’s Business Case Template
Nate Nasralla shares how to craft a one-page business case that your champion can run with. By presenting it early, keeping it simple, and making it feel like an internal doc that earns buy-in from decision-makers.
đ ACTIONABLE TAKEAWAYS:
Share an unfinished draft of your business case early to encourage collaboration and build alignment using Cunningham's Law.
Present your business case in a simple, memo-style format limited to one page without flashy visuals or excessive content.
Structure the one-pager with a priority-driven headline, problem statement, recommended approach, target outcomes, and required investment.
Make the document feel like an internal memo by avoiding company branding and marketing polish.
NATE’S PATH TO PRESIDENTS CLUB:
Co-Founder @ Fluint
Chief Growth Office @ Global Venture Network
RESOURCES DISCUSSED
Nate's One Page Business Case Template
Join our weekly newsletterâ
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts, and Guides -
Nate’s Business Case Template
One of the largest deals Nate (Co-Founder @ Fluint & Chief Growth Office @ Global Venture Network) ever closed—$30M—was won with a single, unbranded page. No logos. No design. Just black text on white paper.
Why? Because it felt internal to the customer—not like a vendor pitch.
The structure? Just 5 parts:
1. Priority-Driven Headline – Use the exec’s own language
2. Problem Statement – Frame the problem in a way that aligns with what you uniquely solve
3. Recommended Approach – Highlight 3 key things only you can do differently
4. Target Outcomes – Flip the problem into clear, metric-driven results
5. Required Investment – Be honest about time, money, and effort—don’t minimize it
The key? Anchor the entire narrative in what the executive already cares about. If it sounds like an internal initiative, it gets bought in like one.
RESOURCES DISCUSSED
â â â Join our weekly newsletterâ â â â
â â â Things you can stealâ â â
Save $50 on any 30MPC courseâ â â with code “PODCAST”
Nate's Business Case -
If your first cold email asks for a meeting—you’re doing it wrong.
In this video, Mark Kosoglow (Co-Founder/CEO @ OperatorChief + Revenue Officer @ Catalyst Software) breaks down a smarter outbound strategy: how to warm up buyers by educating them instead of pitching them.
Whether you're an SDR, AE, or founder doing founder-led sales, this framework will help you increase reply rates and book more qualified meetings.
RESOURCES DISCUSSED:
â Join our weekly newsletterâ
â Things you can stealâ
â Save $50 on any 30MPC courseâ with code “PODCAST” -
Mark Kosoglow reveals why most outbound fails before it even starts and how identifying the pain chain can radically improve your team’s results.
đ ACTIONABLE TAKEAWAYS:
Define your ICP by real problems, not just data, to find the right prospects.
Understand where prospects are in the buyer’s journey before asking for meetings.
Use a “pain chain” of educational messages to move prospects from unaware to aware.
Offer valuable insights or audits instead of just asking for meetings.
MARK’S PATH TO PRESIDENTS CLUB:
Co-Founder/CEO @ Operator
Chief Revenue Officer @ Catalyst Software
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST” -
This is a 30 minute masterclass on the 10 lessons every rep needs to know when it comes to cold calling.
Armand and Nick walk you through five lessons each that will leave you feeling ready to put in the work and pick up the phones!
â Inside this episode:
You learn how to navigate rejection from a single person and find an alternative route through other people in the company to close the deal
How to improve your script when you’re struggling
Handling rude responses and understanding they’re going to happen regardless, you’re doing nothing wrong!
How to get someone’s attention (Hint: It’s not, “How’s your day going?”
You get to say silly things on cold calls, as long as you do it with confidence!
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Benchmark yourself against baseline cold call metrics -
Alex Kremer shares tactical leadership strategies to help sales managers build engaged teams by using breath work for presence, empowering reps, and structuring effective 1:1s that drive results.
đ ACTIONABLE TAKEAWAYS:
Your vision shapes who you become today and guides the actions you take right now.
Regularly asking your reps why they are at the company helps uncover their true motivations and commitment.
Effective team meetings follow a clear structure: start with breathwork, then focus on vision, shoutouts, revenue tracking, and finish with pipeline and KPIs.
Assigning “black belts” to lead skill trainings boosts engagement, helps reps learn better, and frees up leaders to focus on leading.
ALEX’S PATH TO PRESIDENTS CLUB:
Founder & CEO @ Alluviance
Host @ Rising Leader Podcast
Head of Sales @ Catalyst Software
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST” -
Most leaders treat team meetings like a routine checklist, but they’re one of the few moments you have everyone’s full attention each week. Here’s how Alex Kremer (founder & CEO @ Alluviance) keeps his team motivated each time they meet:
Start with Presence
Get Your Team Involved
Connect the Dots to a Bigger Impact
The goal isn’t just to share numbers but to create a culture where your team feels valued and invested. Make your meetings a place for growth, not just updates.
Watch the full episode TOMORROW
ALEX’S PATH TO PRESIDENTS CLUB:
Founder & CEO @ Alluviance
Host @ Rising Leader Podcast
Head of Sales @ Catalyst Software
RESOURCES DISCUSSED:
â Join our weekly newsletterâ
â Things you can stealâ
â Save $50 on any 30MPC courseâ with code “PODCAST” -
Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators.
đ ACTIONABLE TAKEAWAYS:
Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths.
If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline.
Look for pain points or questions about flexibility as triggers to ask for a shadow session where the prospect demos their workflow.
Always balance the give-get in shadow sessions by offering specificity, implementation plans, or business case inputs in return.
MAX’S PATH TO PRESIDENTS CLUB:
Enterprise AE @ MaestroQA
#1 ACV & TCV @ Productiv
#1 SDR @ Zuora
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST” -
Max Licht (Enterprise AE @ MaestroQA) breaks down his shadow-based discovery process. This technique goes beyond typical discovery calls, allowing you to witness firsthand where inefficiencies and bottlenecks are happening.
1. Identify the Painful Process
- Research the customer's current workflow and tools (e.g., Excel, Salesforce) to understand the manual, time-consuming steps involved.
- This reveals where inefficiencies exist, giving you a clear picture of the pain your solution can alleviate. It also helps you identify the "drag them through the glass" moments where the pain is most acute, which is critical for building urgency.
2. Set Up the Shadowing Session
- Frame the shadow as a collaborative step to fully understand their process. Instead of just making claims, say something like, *“Before I make any promises, I want to fully understand your current reporting process to see where we can add the most value.”*
- This approach shifts the focus from selling to problem-solving, making you a trusted partner rather than just a vendor. It also sets the stage for a more meaningful business case.
3. Conduct the Shadow
- Watch the prospect use their current tools and processes. Take notes, capture screenshots, and pay attention to friction points, inefficiencies, and workarounds they rely on.
- Seeing the workflow in action often reveals unspoken pain points and limitations that even the prospect might not articulate in a standard discovery call. This firsthand observation helps you tailor your pitch to the reality of their day-to-day work.
4. Use Shadows to Build a Business Case
- Use the insights gathered to frame your solution as a direct response to the pain points you observed. For example, highlight how your tool eliminates specific inefficiencies, reduces manual steps, or streamlines complex reporting.
- This concrete evidence makes your pitch more credible and aligns your solution directly with their business goals, increasing the likelihood of internal buy-in.
5. Follow Up Strategically
- After the shadow, summarize your findings in a follow-up email or meeting, highlighting specific pain points you observed and how your solution can address them. Use this to drive urgency and move the deal forward.
- This reinforces your credibility as a problem-solver and keeps the conversation anchored in real, observed issues, rather than hypothetical value propositions.
6. Use the Shadow as a Catalyst for Future Conversations
- Reference specific pain points in later stages of the sales cycle, using them to frame your solution as a clear, tangible fix for their current frustrations.
- This approach keeps the focus on solving their problems, reducing friction in the decision-making process and increasing the likelihood of a successful close.
RESOURCES DISCUSSED:
â Join our weekly newsletterâ
â Things you can stealâ
â Save $50 on any 30MPC course with code “PODCAST” -
Mark Nietzel returns with the exact systems he used to lead his team to 110% of quota and earn a President’s Club trip to Barcelona. This episode is a tactical blueprint for pipeline accountability, deal progression, and how leaders can maximize the impact of onsites.
đ ACTIONABLE TAKEAWAYS:
Use the Lightning Pipeline Review to pressure-test deals with binary yes/no answers on key criteria.
Enforce weekly pipeline trackers so reps forecast and explain exactly how they’ll build and progress pipe.
Role play every critical conversation—even if it’s five minutes before the call—to eliminate flubs.
Prioritize onsite visits between discovery and proposal to accelerate cycles or revive stalled deals.
MARK NIETZEL’S PATH TO PRESIDENT’S CLUB:
Commercial Sales Manager @ Procore
Mid-Market Sales Manager @ Procore
Senior Account Executive @ Procore
Account Executive @ Procore
RESOURCES DISCUSSED:
Join our weekly newsletter
Mark Nietzel's Lightning Pipeline Review Format
Things you can steal
Save $50 on any 30MPC course with code “PODCAST” -
Get the official 30MPC Aligned Mutual Action Plan: https://30mpc.teamaligned.com/room/67a4ccb055dca14b5ff5be3a?avk=daf0c1b1e0bc
Quantifying business impact without triggering sales pressure is hard, but Meredith Chandler shows you exactly how to do it. From confident pricing to bulletproof ROI framing, this episode is a tactical masterclass.
đ ACTIONABLE TAKEAWAYS:
Use “Here’s why I’m asking” to frame quantifying questions as helpful, not self-serving
Every 2–3 questions, pause to show empathy and keep buyers emotionally engaged
Quantify time across four levels: direct time, opportunity cost, error cost, and ripple effect
Don’t oversell ROI, ask how much impact would justify the price, and anchor conservatively
MEREDITH’S PATH TO PRESIDENT’S CLUB:
Head of Sales @ Aligned
Head of Sales @ pclub
Sales Director @ CaptivateIQ
Head of Enterprise Sales @ SPIFF
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST” -
Sales leaders—your CRM and dashboards are probably working against you. John Sherer shares tactical ways to clean the clutter, focus on the right metrics, and finally get reports that drive action (not confusion).
đ ACTIONABLE TAKEAWAYS:
Ditch filters—build dashboards with pre-saved reports so your team gets faster, cleaner insights.
Delete CRM fields that aren’t reported on or are full of junk to reduce noise and confusion.
Only analyze win rates on mature pipeline from prior quarters to avoid skewed conclusions.
Focus on four core metrics: intro meetings, late-stage deals, win rate, and inbound vs. outbound pipeline.
JOHN’S PATH TO PRESIDENT’S CLUB:
COO @ Growth Assistant
VP of Sales @ Lattice
Sales Director @ Lattice
VP of Sales @ Appcues
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST” -
FOUR ACTIONABLE TAKEAWAYS:
Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust.
Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate.
Create a lever cheat sheet for your sellers so they know what they can give (discounts, services) and what to ask for in return to protect deal value.
After major changes like a RIF, give the team a week to process, then reset expectations with managers leading the charge into the "new normal."
PATH TO PRESIDENT’S CLUB:
Chief Revenue Officer, Postal
VP of International Sales, Wrike
Senior Director of Sales, Wrike
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST” -
Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning.
đ ACTIONABLE TAKEAWAYS:
Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight.
Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems.
Mirror high-level goals and “before state” language to make case studies resonate more deeply.
Size the “status quo” problem by auditing lost pipeline, then use it to build urgency and buy-in.
JEN’S PATH TO PRESIDENT’S CLUB:
Founder @ Demand Gen
Head of Growth @ Lavender
Chief Evangelist @ Challenger
Enterprise Sales Director @ Challenger
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST” -
đ ACTIONABLE TAKEAWAYS:
Coach reps on storytelling—it’s a foundational skill that improves every sales conversation.
Evaluate rep interview performance based on the questions they ask, not just their answers.
Run mock pitches with target persona info—test prep, not product knowledge.
Benchmark rep candidates one level below your best AEs to fairly assess potential.
ANDREW’S PATH TO PRESIDENT’S CLUB:
Head of Sales @ Superhuman
Sr Director of Sales @ Scale AI
Head of Global Email Sales & GTM @ TwilioManager Enterprise Sales @ Twilio
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST” -
Guestie VP of Sales Jonah Mandel is back—and he’s bringing a battle-tested blueprint for leading a 60-person sales org. From onboarding frameworks to emotional pulse checks, this episode is a masterclass in scalable, high-intent leadership.
đ ACTIONABLE TAKEAWAYS:
Win the first 30 days or lose the next 300—structure onboarding to build lasting habits.
Idiot-proof dashboards so any leader can read them like a story, not a spreadsheet.
Track rep engagement by reverse-sorting Slack conversations and checking in every 6 weeks.
Use low-stakes "training leads" before letting reps handle high-revenue inbound.
JONAH MANDEL’S PATH TO PRESIDENT’S CLUB:
VP of Global Sales @ Guesty
VP of Sales & Customer Success @ Capchase
VP of Sales & Partnerships @ Alibaba
Sales Manager @ ShopKeep
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST” -
FOUR ACTIONABLE TAKEAWAYS:
Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation
Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure
Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real business impact and executive priorities
Drive deal velocity without discounting by pre-scheduling the implementation call. Lock in post-sale steps early to create natural pressure toward closing
PATH TO PRESIDENT’S CLUB:
Head of Sales, Unified GTM
Strategic Accounts, Lattice
Enterprise Account Executive, Lattice
Mid-Market Account Executive, Lattice
Business Development Representative, Lattice
RESOURCES DISCUSSED:
â Join our weekly newsletterâ â
â â Things you can steal -
ACTIONABLE TAKEAWAYS:
Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy.
Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground.
Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals.
Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation.
DAVID'S PATH TO PRESIDENTS CLUB:
Senior Account Executive MM @ LinkedIn
Account Executive SMB @ LinkedIn
Sales Development Representative @ LinkedIn
Creator Manager @ LinkedIn
RESOURCES DISCUSSED:
â Join our weekly newsletterâ
â Things you can stealâ - Mostrar más
