144 episodes

30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDR's. Together they break down sales strategies you can use to start winning more deals today.

30 Minutes to President's Club | No-Nonsense Sales 30MPC

    • Business
    • 5.0 • 26 Ratings

30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDR's. Together they break down sales strategies you can use to start winning more deals today.

    124: Using "client voice" with your prospects (Rod Baptista, Account Executive I @ ZoomInfo)

    124: Using "client voice" with your prospects (Rod Baptista, Account Executive I @ ZoomInfo)

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    FOUR ACTIONABLE TAKEAWAYS

    Use the line “in order to be conscious of your time…” to lead into your post-opener statement.

    Jump into your research and follow up with a light question to earn another one.

    Use “client voice” to describe common challenges from your customers. Leverage those stories into open-ended questions to gauge fit.

    Demonstrate your understanding of their problem and use it to present a tailored pitch of your solution (we were made to solve this exact problem).


    PATH TO PRESIDENT’S CLUB

    Account Executive I @ ZoomInfo

    Sales Development Representative @ SalesIntel.io

    Business Development Executive @ Alliance Executive Search

    Manager of Sales & Client Development @ Vorsight


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    • 32 min
    123: Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)

    123: Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)

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    FOUR ACTIONABLE TAKEAWAYS

    Ask your inbound leads what prompted them to take the call.

    Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. 

    Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language.

    Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions)


    PATH TO PRESIDENT’S CLUB

    Co-Founder & CEO @ Stealth Startup

    Director of Sales & Go-To-Market @ Gong

    Co-Founder & CEO @ Conversature

    Regional Sales Manager - New Business @ InsideSales.com 


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    • 33 min
    122: Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)

    122: Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)

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    FOUR ACTIONABLE TAKEAWAYS

    Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects.

    Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing.

    Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions.

    Play the negotiation table with ALL of your asks. If you get an ask on pricing, decline it, but in return give a non-monetary ask.


    PATH TO PRESIDENT’S CLUB

    Regional Director Majors-West & Central @ ThoughtSpot

    Regional Sales Manager @ Expanse Inc.

    Enterprise Account Executive @ AppDynamics

    Sr. Enterprise Account Executive @ ClearSlide


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    • 37 min
    121: Creating and accelerating your emails (Kyle Coleman, SVP, Marketing @ Clari)

    121: Creating and accelerating your emails (Kyle Coleman, SVP, Marketing @ Clari)

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    Grab our latest 30MPC sales guide here (it's free, don't worry)


    FOUR ACTIONABLE TAKEAWAYS

    Read your emails out loud before you send them. Use contractions and shorter sentences to sound less robotic.

    Speak the language of your target persona. Tie the problems of that persona to the company priorities.

    Use the 3x3 recap email: List the top 3 takeaways from the meeting, followed by the top 3 next steps. 

    When phrasing the top takeaways, make it SHORT and focus most of your summary on the problem.


    PATH TO PRESIDENT’S CLUB

    SVP, Marketing @ Clari

    Co-founder @ SDRDefenders

    Sr. Director, Sales Development & Optimization @ Looker

    Account Executive @ gyro


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    • 35 min
    Playbook 12: Cold Calling Playbook Part 2

    Playbook 12: Cold Calling Playbook Part 2

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    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!


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    • 32 min
    120: The Don't Get Ghosted Playbook

    120: The Don't Get Ghosted Playbook

    Section I: Preventing yourself from getting ghosted
    Pre-Meeting

    Confirm the calendar invite

    Set the placeholder

    Create a pre-meeting agenda

    Never leave a cancellation without a meeting, always punt the invite


    In the discovery call

    Upfront contract

    Labeling questions “sounds like”

    Question behind the question


    At the end of a discovery call:

    5-minute drill

    Use a JEP / align on next next steps

    Benign note


    Section II: So you got ghosted, what do you do?
    Channels

    Communications: Call, LinkedIn, send something

    Targets: Call other prospects in the deal. Call the front line

    Change the voice: Use an exec-to-exec touch


    Messaging - Key is pitch-light / pushing away

    Did I mess something up?

    Did I lose you?

    If going above their head


    When to give it up?

    No bilateral communication within 30 days — it’s done

    From there… Charly’s value add / warming drip 1x / month

    Go prospect other people. X Company didn’t reject you, just that one person did

    Keep reminders on for new hires/events at the company


    Danger zone tactics

    Cold invite

    Going over their head

    Door knocking

    Weekly donut


    RESOURCES DISCUSSED:

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    HELP US OUT!
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    • 38 min

Customer Reviews

5.0 out of 5
26 Ratings

26 Ratings

Tony from T.O ,

Actionable - that is all

They say it right in their description, but it’s the most important take-away for me. This is a No Fluff sales podcast!

Listened to my first episode today based on a post from Jason Bay on LinkedIn and I’m pumped to go back and listen to past episodes and collect all the tactile tips in these archives.

Thanks for cutting through the B.S and just getting to the point.

RichCodd ,

Real value

I moved into tech sales from an operations manager style role. A drop in base salary and a scary move. In prep I listened to this podcast and now I sound like the smartest sales person on my team and have been asked to run some training. It’s crazy how little effort ppl are putting in. Listen to 1 episode a week and you will be ahead of most of your colleagues.

Thanks Nick and Armond.

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