All Episodes

#242 - Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)

#241 - Club Playbook: Three Steps to Using LinkedIn to Find More Prospects (ft. Charlotte Johnson of Salesloft)

#240 - How to Run Team Deal Reviews to Find the Blindspots (D’Arcy Doyle @ Productboard)

#239 - 30MPC’s 2023 Awards

#238 - Playbook Special: Cold Calling

Product Roadmap: Q1 2024

#237 - How to Make your Team Prospect with Operating Rhythms and Calendar Invites (Shay Keeler @ CaptivateIQ)

#236 - Land Your Dream Sales Job With These Killer Interview Tactics (Adam Ochart @ Gong)

#235 - How to Bulletproof your Team's Pipeline with the So-What Train and Win Strategy Docs with Rebecca Feiten @6sense

#234 - Sales Playbook: Nick and Armand Teach You How To Forecast

#233 - Steal Kyle Asay’s Sales Competency Framework to Produce World-Class Sellers

#232 - Close More Deals with Ninja-Like Operational Efficiency (Grace Presnick @ Outreach)

#231 - Incentivizing Your Team to Dominate Q4 (Doug Landis @ Emergence Capital)

#230 - Jen Puts Nick in the Hot Seat to Learn His Secrets to the Perfect Sales Call (Nick Cegelski @ 30 Minutes to President’s Club)

#229 - Build a Better Sales Call with this Foolproof Framework (Jen Allen-Knuth @ DemandJen)

#228 - Lessons From A Renowned CRO: Evolving Your Sales Team Through Process And Accountability (Stevie Case @ Vanta)

#227 - Utilize Discounts and Timelines to Never Let a Deal Slip (Harry Lort-Phillips @ Pave)

#226 - Club Playbook: Three Steps to Cold Calling Success (ft. Jason Bay of Outbound Squad)

#225 - The Formula For Coaching Your Reps To President's Club (Patricia DuChene @ Postal)

#224 - Mastering the Bookends: How Your Open Dictates Your Close (Joe Diliberto @ Sandler Training)

#223 - 30MPC Live at Unleash 2023: The Golden Path to Closing Deals at Power

#222 - Leadership Playbook: Armand and Mark Teach You How to Run Pipeline Reviews That Don't Suck

#221 - Your Blueprint To Nail EVERY In-Person Meeting

#220 - How Jeb Blount Smashes In-Person Meetings (Jeb Blount @ Sales Gravy)

#219 - Close Your First $1M ARR With Your Laptop CLOSED (Joe Caprio, Partner @ Glasswing Ventures)

#218 - The Secret To Nailing The Day Of The Event

#217 - Your Path to President's Club Starts With "No" (Taylor Corr, Head of SMB & Mid Market Sales @ Quantcast)

#216 - How to Cover 100 Deals Without Being On Every Single Call (Holly Procter, CRO @ Incredible Health)

#215 - I Never Go To A Conference Without Doing THIS First

#214 - Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance)

#213 - Build a Winning Sales Team With Commitment to Practice (Kevin "KD" Dorsey, SVP of Sales and Partnerships @ Bench Accounting)

#212 - 5 Ways To Negotiate Your Sales Job Offer

#211 - Maintain momentum in your sales conversations (Brian LaManna, Senior Mid-Market Account Executive @ Gong)

#210 - Stop cold applying for sales jobs and do THIS instead

#209 - Identifying decision-makers early (Brandon Sedloff, SVP of Sales @ Juniper Square)

#208 - NEVER Answer A Question Before Doing This

#207 - Crushing your cold call objections (Will Padilla, Sr. Account Executive @ GRIN)

#206 - Stop Selling For Crappy Companies (Look For THIS)

#205 - BEFORE You Get Into Tech Sales, Here’s How It Works

#204 - Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)

#203 - How I Kickoff Every Sales Call

Product Roadmap: Q4 2023

#202 - Crafting success with creative deals (Mark Kosoglow, Chief Revenue Office @ Catalyst Software)

#201 - 4 Ways To NOT Sound Like A Telemarketer

#200 - Push Your Prospects Away To Sell More Deals

#199 - Playbook: Crushing your competitors

#198 - Club Playbook: Do the opposite (ft. Nick Cegelski)

#197 - Making meaningful intros to move competitive deals (Shay Keeler, Sr. Director of Global Commercial NL Sales @ Outreach)

#196 - How Much Money Can You Make in Tech Sales? (Real Data)

#195 - Leveraging your team to secure strategic deals (Brantley Berryhill, Head of Strategic Sales @ Atlan)

#194 - How To Build Rapport In Sales (NO WEATHER TALK!)

#193 - How To Prep For Your Next Sales Call

#192 - Conquering the chaos at the end of your deals (Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon)

#191 - Triple Your Email Replies With The 3x3 Cold Email

#190 - Riding rising stars on the way to enterprise deals (Chris Surdi, Strategic Account Manager @ Ascend)

#189 - I Book 1 In 3 Cold Calls with This Opener

#188 - Got Hung Up On? Use This Cold Call Script (Youtube Opening Week)

#187 - 7 Ways To Get Your Prospects Talking (Youtube Opening Week)

#186 - Amplifying authenticity to soft close across the sales cycle (JC Pollard, Mid-Market Account Executive @ Gong)

#185 - The Permission-Based Cold Call Opener, With A Twist (Youtube Opening Week)

#184 - I Handle EVERY Cold Call Objection like Mr Miyagi (Youtube Opening Week)

#183 - Leveraging enterprise executives to expand your deals (Brandon Wagoner, Founding Team-GTM Lead @ Superblocks)

#182 - Hall of Fame: Kevin “KD” Dorsey

#181 - Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner)

#180 - Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)

#179 - Mastering momentum and winning 1:1's as an SDR (Zach Landres-Schnur, Head of Sales Development @ LiveRamp)

#178 - Club Playbook: Get to power every time (ft. Jason Bay)

#177 - Mastering every moment at your next conference (+ never lose at musical chairs) (Christine Nolan, Global VP of Sales @ Starburst)

Product Roadmap: Q3 2023

#176 - Playbook: Top 10 moments that change the way we sell

#175 - Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari )

#174 - Selling with ChatGPT (Sonny Round, Director of Global Sales Development @ Panopto)

#173 - Club Playbook: How to cold call (ft. Morgan J Ingram)

#172 - Sealing the deal with executives (Lynn Powers, Enterprise Sales Director,@ Clari)

#171 - Negotiate like a pro during a savings showdown (Hunter Swanson, Enterprise Regional VP @ DocuSign)

#170 - Winning over the CEO by turning their team into champions (Henry Schuck, CEO & Founder @ ZoomInfo)

#169 - Getting to power for executive level discovery (Kyle Asay, Regional VP @ MongoDB)

#168 - Hall of Fame: Keenan

#167 - Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender)

#166 - Club Playbook: Run discovery with a point-of-view (ft. Sarah Brazier)

#165 - Part 2: Weaving showmanship into your sales process (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)

#164 - Part 1: Energize your prospecting with multi-channel mastery (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)

#163 - Mapping the path to close and navigating to your destination (Justin Solis, Enterprise Account Executive @ Pave)

#162 - Playbook: The Multithreading Playbook

#161 - Club Playbook: Scaling email personalization (Charly Johnson)

Product Roadmap: Q2 2023

#160 - Optimizing your time-consuming sequences (Sam Nelson, Founder @ SDRLeader.com)

#159 - Building trust when selling at early-stage companies (Miles Kane, VP, Sales @ Tenderly)

#158 - Building your sales process step by step (Luke Floyd, Sr. Account Executive @ Deel)

#157 - Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)

#156 - Adding discipline into your sales process (Anthony Natoli, Enterprise Account Executive @ Lattice)

#155 - Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)

#154 - Hall of Fame: Joe Caprio

#153 - Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)

#152 - Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)

#151 - Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)

#150 - Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)

#149 - Playbook: The Negotiation Playbook

#148 - Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)

#147 - Using pushes to handle objections (Will Padilla, Sr. Account Executive @ GRIN)