30MPC on Apple Podcasts

Channel • 2 Shows

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6 DAYS AGO

260 (Sell) How To Win Complete Control of Your Deals (Dan Flood, Challenger)

ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged. Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust. Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options. DAN'S PATH TO PRESIDENTS CLUB: Senior Vice President of Global Sales @ Challenger VP of Sales, Account Management @ Challenger VP of Sales, Major Accounts @ Challenger Managing Vice President, Sales & Community @ Evanta RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

6 days ago

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39 min
3 DAYS AGO

We Answer Your Cold Calling Questions (Sell Better)

This is an except from the Daily Sales Show by Sell Better with Will Aitken Check out the full show here: https://sellbetter.xyz/daily-show/how-to-book-more-meetings-with-these-cold-call-strategies

3 days ago · Bonus

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15 min
4 DAYS AGO

261 (Lead) Why Most Sales Reps Fail As Managers (Mark & Armand)

Mark & Armand link up live and in person to discuss the when, how, and who of promoting sales reps to sales managers ACTIONABLE TAKEAWAYS: Efficacy in Sales Management: A sales manager’s primary job is to ensure team efficacy while fostering a supportive environment. Effective managers don’t just oversee but actively build up their teams. Conscious Competence: It’s crucial for managers to understand the "why" behind their actions. Recognizing the reasons behind effective strategies allows managers to drive consistent, purposeful change. “Taste Test” Before Promotion: Before fully promoting someone to a managerial role, conduct a "taste test" over a quarter to assess fit. Evaluate if they enjoy the role, excel at it, and if their team gravitates toward them as a leader. Avoid Common Frictions: Avoiding favoritism, limiting who can apply, or promoting based on performance alone (i.e., “super reps”) can lead to friction. Open opportunities for all and emphasize leadership skills over individual sales metrics. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

4 days ago

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41 min
OCT 28

Hall of Fame: Matthew Mazankowski

Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the emotions they felt If confirming a meeting within one week send a reminder the day before if confirming a meeting more than a week out do a 1 week and day before reminder PATH TO PRESIDENT’S CLUB VP of Sales @ Boomerang Chief Revenue Officer @ Table Needs VP of Fundraising & Business Development @ Table Needs Head of Sales & Business Development @ Table Needs RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Oct 28

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38 min
OCT 22

258 (Sell) How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk)

ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack: Identify key timeline drivers, like contract end dates or business seasonality, to create urgency. Turn Want into Why: During discovery, dig deeper to find the real business problem behind a customer’s desire for change. JOHNNY'S PATH TO PRESIDENTS CLUB Commercial Account Executive @ Talkdesk Enterprise Sales Development Manager @Talkdesk Team Lead, Enterprise Sales Development @ Mimeo Enterprise SDR @ Mimeo RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Oct 22

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42 min
OCT 24

259 (Lead) How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance)

ACTIONABLE TAKEAWAYS Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top reps. Start with one-on-one exercises before group activities: Begin with individual sessions like "Rosebud Thorne" to ease reps in before moving to larger group exercises. Use the 'Four H's' to build deeper connections: Ask reps to share four things—history, a hero, a heartbreak, and hope—to foster trust and authenticity. Gradually share personal insights: Start by setting the example, then have reps journal, share one-on-one, and finally share with the group, building comfort step by step. ALEX'S PATH TO PRESIDENTS CLUB Founder & CEO @ Alluviance Director of Sales Commercial @ Outreach Director of Sales Corporate @ Outreach Territory Account Executive @ Microsoft RESOURCES DISCUSSED Alex's Arise Retreat Join our weekly newsletter Things you can steal

Oct 24

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41 min
OCT 17

257 (Lead) How to Use Intent-Based Selling for Huge Sales Development Success (Florin Tatulea, Common Room)

ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; combine them with company insights to craft personalized, compelling outreach. 80/20 Email Framework: Provide reps with an 80% completed template (signal, company insight, ideal state, light CTA), letting them personalize the final 20%. FLORIN'S PATH TO PRESIDENTS CLUB: Head of Sales Development @ Common Room Director of Sales @ Barley Senior Manager, Sales Development @ Loopio Manager, Sales Development @ Loopio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Oct 17

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36 min
JUL 19

Sell Playbook: The Ultimate Cold Calling Masterclass

To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call. From handling objections to organizing your calendar, this episode has got it all. Pre-order a copy of our cold calling book and get it FIRST when it launches on August 14th, 2024

Jul 19

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1h 1m
OCT 4

Cold Calling Sucks: Full Book Summary

Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)" Order the book

Oct 4 · Bonus

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53 min
OCT 15

256 (Special) Mastering Sales Tonality (Jeremy Miner, 7th Level)

ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to think and respond meaningfully. Master the Five Types of Tone: Use different tones—curious, confused, concerned, challenging, and playful—to guide conversations and elicit the right responses. Challenge Prospects with a Direct Tone: A challenging tone helps push prospects to take action, especially when addressing tough issues like low-quality leads. JEREMY'S PATH TO PRESIDENT'S CLUB: Founder @ 7th Level VP of Sales @ Pinnacle Security RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Oct 15

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39 min

CONGRATS. There’s an easier way to get to President’s Club. Throw your 400-page sales book in the trash and start landing deals today. Zero theory, no nonsense. We cut through the BS and get to the point so you can spend more time learning new skills that make a difference today. Featuring the show that started it all - plus an all new show for exclusive Hall of Fame worthy content. If you wanna talk about meditation, it ain't here. Enter the most tactical sales podcast in the world.

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Top Shows

260 (Sell) How To Win Complete Control of Your Deals (Dan Flood, Challenger)

We Answer Your Cold Calling Questions (Sell Better)

261 (Lead) Why Most Sales Reps Fail As Managers (Mark & Armand)

Hall of Fame: Matthew Mazankowski

258 (Sell) How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk)

259 (Lead) How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance)

257 (Lead) How to Use Intent-Based Selling for Huge Sales Development Success (Florin Tatulea, Common Room)

Sell Playbook: The Ultimate Cold Calling Masterclass

Cold Calling Sucks: Full Book Summary

256 (Special) Mastering Sales Tonality (Jeremy Miner, 7th Level)

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