112 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
    • 4.9 • 264 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.

    99: Becoming a consultant in your sales cycle (Tonito De Leon, Senior Manager of Business Development @ Reprise)

    99: Becoming a consultant in your sales cycle (Tonito De Leon, Senior Manager of Business Development @ Reprise)

    FOUR ACTIONABLE TAKEAWAYSWhiteboard out the vision state once you’ve identified the pain.Link their current state with how far off they are from their vision state.Bring new members back up to speed before jumping right into the demo.Use self deprecation on your cold calls - put it on yourself to lower the guard.


    PATH TO PRESIDENT’S CLUBSenior Manager of Business Development @ RepriseFounding Account Executive @ AmplemarketFormer Account Executive @ Mixmax


    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!

    See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    • 22 min
    98: Writing better emails with data-backed optimization (Will Allred, Co-Founder & COO @ Lavender)

    98: Writing better emails with data-backed optimization (Will Allred, Co-Founder & COO @ Lavender)

    FOUR ACTIONABLE TAKEAWAYSAvoid using first names or commands in your subject lines.Use unsure tones (e.g. typically, usually) instead of informative tones in your emails.Never ask more than one question in an email.Sending 50 word emails yields better results than 125 word emails.


    PATH TO PRESIDENT’S CLUBCo-Founder & COO @ Lavender


    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!

    See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    • 26 min
    97: Handling the tough objections (Tom Alaimo, Growth Account Executive @ Gong)

    97: Handling the tough objections (Tom Alaimo, Growth Account Executive @ Gong)

    FOUR ACTIONABLE TAKEAWAYSPrep your champion when re-engaging an opportunity so they aren’t blindsided.Keep your emails light. Fewer links, attachments, etc. tend to work better.Stop overcomplicating your CTAs with word games or aggressive asks.Try to unpack all the possible underlying causes in a vague objection.


    PATH TO PRESIDENT’S CLUBGrowth Account Executive @ Gong


    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!

    See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    • 27 min
    96: Finding success by adding structure to your prospecting Outreach (Anthony Natoli, Commercial AE @ Outreach)

    96: Finding success by adding structure to your prospecting Outreach (Anthony Natoli, Commercial AE @ Outreach)

    FOUR ACTIONABLE TAKEAWAYSSend three touches on your first outreach - personalized email, call, LinkedIn connect.Keep your subject lines at 1-3 words with a clear value prop segue in the body.Avoid process related problems when prospecting above the line.Re-visit your research before refreshing your outreach on a cold account.


    PATH TO PRESIDENT’S CLUBCommercial AE @ OutreachFormer Mid-Mkt Growth Account Director @ Demandbase


    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!

    See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    • 28 min
    95: Prospecting at scale without compromising personalization (Alan Shen, Data Account Executive @ Pave)

    95: Prospecting at scale without compromising personalization (Alan Shen, Data Account Executive @ Pave)

    FOUR ACTIONABLE TAKEAWAYSSplit your prospecting in 3 buckets (find 25 accounts, research 25, sequence 25).Run a report for any accounts with “[in]” activity when pulling prospects.Look for the same 3-4 key triggers every time you’re researching prospects.Build snippets for each of those triggers to personalize at scale.


    PATH TO PRESIDENT’S CLUBData Account Executive @ Pave


    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!

    See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    • 26 min
    Hall of Fame 2: Kyle Coleman Ep. 4 & 47

    Hall of Fame 2: Kyle Coleman Ep. 4 & 47

    We're running it back! Here's one of our all-time favorite episodes on 30MPC.




    FOUR ACTIONABLE TAKEAWAYS (EP 4)5x5x5: 5 minutes of research. Find 5 insights on the person/account. Write your message in 5 minutes.Use whitespace in your emails and have 1 idea per line. Make the structure and the tone conversationalKeep your emails short. If you have to scroll more than once or if an email is over 125 words, fix it.Have your voicemails reference your emails and vice-versa. It boosts your reply rates.


    FOUR ACTIONABLE TAKEAWAYS (EP 47)Format your emails with 4 paragraphs: Tailoring, Problem, Value, AskAsk for interest instead of time in your CTA paragraphAvoid over-using images, GIF’s, and links to minimize getting blacklisted by email serversPersonalize at scale with problem-based bucket tailoring for your C tier accounts


    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!

    See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    • 50 min

Customer Reviews

4.9 out of 5
264 Ratings

264 Ratings

Lakersmyt24 ,

Awesome!

We salute you! Thank you guys for all your hard work and valuable insights!

TFORBIZZLE ,

These guys are the real deal!

Great content for sales people. Engaging and straight to the point tips on how to be a better salesperson.

sculpiin ,

Excellent, and…

30MPC excels in almost every aspect. The structure, content, and variety mark it as one of the best sales podcasts available. From conceptual 30,000ft approaches, to tactical nitty-gritty, every episode delivers actionable ideas sales pros will welcome. The well-organized show notes package up each episode into a useful resource.

Now, take episode 86: Nailing the tone of your discovery. The conversation was enlightening and useful, but the barrier was, ironically, the tone. Both Nick and Armand dip into vocal fry regularly. People do this for a variety of reasons: to sound more authoritative, to mask a high natural voice, or to convey a relaxed mood. We may want to sound like Barry White chilling with a cognac, charming a date, but what the audience hears is a bored teenager who would rather be playing Fortnite after bong rips. Use your voices!

The guest, Marcus Chan, was full of good advice. But I want to skip back to reinforce a good idea, not because letters, syllables, or entire words were dropped in a rush.

A final request: upgrade the audio. Coming up on 100 episodes, it’s time to leave the bathroom acoustic behind. You have a great product here that deserves the investment.

Wishing you continued success!

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