Mark Kosoglow has spent the last 10+ years building out sales teams. He highlights how to think outside-of-the-box when navigating your sales process.======================Four Actionable Takeaways: * Send a quick video after a big team demo instead of the 17 page deck.* Mark-up your case study with key takeaways before sending to the prospect.* Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z.* Avoid the massive 8 person exec demo and opt to multi-thread instead.======================Marks’s Path to President’s Club: * VP of Sales at Outreach======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Process

Vin knows prospecting. He shares nuggets on how to sell with highly effective emails + covers the right and wrong ways to leverage an AE/BDR relationship.======================Four Actionable Takeaways: * Remove all templates when reaching out to your AE Top 30 and AE Top 5. * Look in your CRM for a prospect’s historical interactions, copy exact language for new outreach.* Recycle your highly personalized email with a new subject line if it didn’t get opened.* Switch your outreach frequently to increase the chances of breaking through.======================Vin’s Path to President’s Club: * Mid-Market AE at Demandbase* President’s Club FY20* SDR of the Year (Demandbase)* BEAST Award: The Best in Sales Development (Tenbound) - Responsible for sourcing over $6M in closed deals in 2019. Averaged 144% of New Business Opportunities each month.======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Prospecting

Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.EPISODES MENTIONED:Episode 6 w/ Ryan ReisertEpisodes 4 & 47 w/ Kyle ColemanEpisode 17 w/ Sarah BrazierEpisodes 16 & 29 w/ Morgan IngramEpisode 1 & 35 w/ Joe CaprioEpisode 7 w/ KeenanEpisode 8 w/ Kevin “KD” DorseyEpisodes 25 & 46 w/ Charles MuhlbaurEpisodes 18 & 40 w/ Adam O’ChartEpisode 9 w/ Belal BatrawyRESOURCES 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.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to 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. Click to access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Click to 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!

Florin has figured out some unique subject lines and sequence structures that will help you get more opens, replies, and meetings.======================Four Actionable Takeaways: * Backload your sequences (3 calls in one day then 3 emails in one day) to bump up replies. * Use subject lines that will elicit an emotional response to drive more opens. * Get a guaranteed response by sending the “I’m calling you tomorrow” email. * Cover current state, negative consequences, ideal state, and business outcomes.======================Florin’s Path to President’s Club: * Leads a team of 15+ SDR’s at Loopio* Career coach at SDR Nation======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Prospecting

Anthony shares innovative new ways to run discovery meetings. He also talks about when you shouldn’t be talking about business outcomes/vision. ======================Four Actionable Takeaways: * Send a pre-meeting agenda to set expectations and get feedback. * Start meetings with three big-picture takeaways you want them to walk away with. * Ask questions one level up on the value pyramid to drive your convo and next steps. * Validate your value by speaking to the specific pain point of each person.======================Anthony’s Path to President’s Club: * VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari* RVP of Enterprise Sales @ Oracle======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Process, Discovery

Anthony walks through the toughest points of negotiation and how you can win more competitive deals. He shares how to apply the same mindset of selling commodities (where every product is essentially the same thing) to a typical SaaS sale. Four Actionable Takeaways: Reverse anchor on pricing with exaggerated deal terms. Sell the model vs the features when in a competitive deal negotiation. Focus on the outcomes in order to justify the price. You are the value proposition. Educate the customer on why getting higher level buy-in is in their best interest. Anthony’s Path to President’s Club: Over 30 years of sales experience in staffing & B2B Creator of Iannarino Sales Accelerator Founder of B2B Sales Coach & Consultancy ======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Negotiation

Kyle Coleman returns to the show for round 2 of email prospecting 101. He shares some of the biggest tactical mistakes in cold emailing, and how to fix them. Four Actionable Takeaways: 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 accountsKyle’s Path to President’s ClubVP, Revenue Growth & Enablement @ ClariSr Director, Sales Development & Optimization @ LookerA massive LinkedIn following with killer content======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Email Prospecting

Charles Muhlbauer takes us through humbling disclaimers, reverse psychology, and getting to the truth in your discovery calls.Four Actionable Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”.Lean on humbling disclaimers before asking the tough questions. Bring the future to the present: let’s pretend you love what you see...what happens next?Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback.Charles’ Path to President’s Club: Sr Biz Dev Training Manager at CB InsightsFounder at SalesShare======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Discovery

Katie talks about how to use awkward silence as a tool and gives a unique perspective on how to sell software like you would a physical product.Four Actionable Takeaways: Ask your prospect “what do you like about X” instead of bashing your competitionUse wedge questions to uncover pain points where your product wins vs competitionPropose a follow up time or figure out the prospect’s buying window and reach out thenSend videos to contacts that have gone dark, or shoot them a tentative calendar inviteKatie’s Path to President’s Club: Director of Sales TrainingGolden Rule of Selling Podcast9 years of medical device sales======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Cold Calls

Tara provides insights on how to prospect through social media by sounding like a human. Four Actionable Takeaways: Write a hand written note to your prospect, snap a photo, and message it to themSend Instagram/LI dm, follow with an email, then do a voice note, then video (mix it up)Get proper lighting, clean up the room, smile, and slow it downRead your notes out-loud and don’t be afraid to show some personalityTara’s Path to President’s Club: Gravy OG (Content + SDR Manager)Founding Managing Editor: RevGenius MagLinkedIn Top 100 Sales Star======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Discovery

Ian is a sales master and shares process frameworks that can be applied to any deal size from Enterprise to SMB. Four Actionable Takeaways: Talking to execs: figure out their pain points and do the digging in the weeds for themStart high, work down the chain, then bubble back up in one business case (Yo-Yo Selling)Leverage your executive champion to make intros and walk them through the process Lean on your technical resources for a better buyer AND seller experience Ian’s Path to President’s Club:Strategic Account Director @ Salesforce.com#1 Account Executive in the Enterprise Select Division of Salesforce.com42 consecutive months over quotaFounder of Ian Koniak sales training/consulting======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Discovery

Todd shares tips to remove friction from your sales process to make it easier for both you and your buyer. Four Actionable Takeaways:Remove all the bs from the journeyGet price out early, and use it to disqualifyAcknowledge your competitors’ strengths + highlight where your features match needsKeep negotiation simple by anchoring pricing and trading value for dollarsTodd’s Path to President’s Club:Founder of Sales MelonAuthor of The Transparency SaleFormer sales leader @ ExactTarge/SalesForceFormer VP of Worldwide Sales & Field Operations @ SAP======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Proces

Colin takes us through best practices for the very first discovery call - all the way through dealing with competitors, showing a killer demo, and negotiating with customers.Four Actionable Takeaways:Always get in front of the pro’s and con’s of your competitorsStart asking questions to handle those objects to eliminate the con’sYou must always be the vendor of choice before beginning negotiationsBuild a list of non-monetary “gives” and the things you want to “get”Colin’s Path to President’s Club:VP of Field & Inside Sales @ OrumSales trainer, team builder and pipeline generator======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Process

Every 10th episode, we tear down one topic. This is how to structure your sales process.FOUR ACTIONABLE TAKEAWAYSBefore: shared agenda, get your “checklist” questions out the way, know your audienceDuring: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next stepsAfter: Recap email/call, multi-thread follow-upsAfter 7 touches with no reply, you have your answerRESOURCES 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.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to 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. Click to access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Click to 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!

Adam teaches a masterclass on how to convert a POC/trial into a closed-won deal.Four Actionable Takeaways:Set up your exit criteria before you even touch the POCLet the prospect set the expectations for the pilot firstFocus on your power users (champions) and your non-users (the converts)Get everyone on the pilot into a shared Slack channel for multi-threadingAdam O’Chart’s Path to President’s Club:Top producing AE at Gong.io======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Prospecting, Sales Process

Jeremey talks about data-driven actionables related to email format, cadences, and more.Four Actionable Takeaways:Use under 100 words for your emails, one word for the subject line.Get away from slightly positive or neutral email sentiment. Different leads to Better.Only using one communication channel will land you with an 85% lower response rate.Do some “secret shopping” based on the problem you solve, and put it in the email.Jeremey’s Path to President’s Club:SVP Sales Strategy at SalesLoftAuthor of five books including the international bestseller - "How to Deliver a TED Talk."======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Process, Prospecting

Jeff does a deep-dive into discovery and asking the hard questions to get prospect buy-in.Four Actionable Takeaways:Focus on prospects that are either accessible AND growable or just growableIf price is the only objection, you are in a great position to close the dealFind 3 major differentiators and lead your prospects to that spaceEstablish yourself as a consultant by asking questions that get the prospects thinkingJeff’s Path to President’s Club:Consultant at Parabola ConsultingAuthor: When it Goes Sideways, The Five Forgotten Fundamentals of Prospecting, and Rethinking the Way you SellHost of The Why and The Buy Podcast======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Prospecting

Chris shares effective strategies to book meetings over the phone that will resonate with both novice and expert dialers.Four Actionable Takeaways:Build trust in the first 7 seconds of the call by acknowledging you’re an interruptionCut out the yogi language (“I realize...”)Gain curiosity with “the breakthrough” instead of spewing product categorizationEstablish the 3 reasons why someone will gain value from taking the meetingChris’ Path to President’s Club:CEO at ConnectAndSellHost of Market Dominance Guys======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Focus Areas: Prospecting

Tyler provides the ultimate guide to using video in sales.Four Actionable Takeaways:Use “video for you” in your subject line and say how long the video is in your bodyUse voicemails, LinkedIn, and emails to drive prospects to the videoUse videos to keep your prospect’s attention through the dealExpand your reach with a video any time another decision maker might need the infoTyler’s Path to President’s Club:VP Marketing and Chief Video Strategist, VidyardAuthor of The Visual SaleFearless 50 Marketer & Telly Award Winner======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Process, Prospecting

Joe flips your perspective on classic sales rules like discovery call before the demo call and price gating.Four Actionable Takeaways:Stop withholding the demo from your prospects, ask how they want to run it.5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat.Don’t force yourself to power. Enable your champion to have the conversations.If you need power, ask your champion questions they need power to answer.Joe's Path to President’s Club:Co-Founder, RepriseFormer VP Sales, ChorusFormer VP Sales, InsightSquared======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Demo, Sales Process

Jason talks about working with gatekeepers/assistants to book the meeting, handling objections, and formulas for emails to maximize opens.Four Actionable Takeaways:Utilize the gatekeeper to book the meeting or get insider informationUse simple voicemails to point the prospect to your email: “Voicemail from X”12-15 touches over 3-4 weeks for your sequences. Doesn’t sink in until 7 views.Build snippets for every single buyer trigger - 120 words max on the entire emailJason Bay’s Path to President’s Club:Chief Prospecting Officer, Blissful ProspectingOwner, Jason Bay Consulting======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Prospecting, Sales Process

Kayla Cytron-Thaler books 85% of her meetings off video. She runs a clinic on personalization at scale and gives raw actionable video tactics.Four Actionable Takeaways:Zoom the camera into their Linkedin profile at the beginning of your videoNo notes in the connection request (Morgan Ingram also shared this one)Time block your research. No more than 3 minutes of time leading up to a video.Use the native LinkedIn videos instead of the cold email videos.Kayla Cytron-Thaler’s Path to President’s Club:ENT BDR, Domino Data LabENT BDR, Looker======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: ProspectingNick and Armand are almost above-average sales reps. They are horrible technicians.Which is why 30MPC’s go-to podcast editors are Resonate Recordings - reach out to caleb@resonaterecordings.com and mention 30MPC if you wanna edit your own podcast.

Phil Gerbyshak is the master of the give to get. He breaks down everything from storytelling to pushing prospects away to other vendors.Four Actionable Takeaways:Identify the boundaries to your customers being on your product and refer them outThen, now, how. Before it was this, now it’s this, here’s how you do it.Use typically language when prospects feel they’re the only one with their problemPrep for a few minutes for one persona. Then only dial into 1 persona for an hour.Phil Gerbyshak’s Path to President’s Club:Speaker and Sales Trainer at Digital Selling Strategies======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: DiscoveryNick and Armand are almost above-average sales reps. They are horrible technicians.Which is why 30MPC’s go-to podcast editors are Resonate Recordings - reach out to caleb@resonaterecordings.com and mention 30MPC if you wanna edit your own podcast.

Becc talks about hooking personalization to a value prop, sequence structure best practice, and has some killer advice when dealing with competitive situations.Four Actionable Takeaways:Your first email should have 4 lines: Premise, Hook, CTA, Push/Pull - that's it16 multi-channel touches over 30 days for a successful sequenceKeep your second email simple with: "Any thoughts?" + a little personalizationAsk why they chose the competitor and how they have helped to achieve business goalsBecc’s Path to President’s Club:CEO & Founder @ Flip the ScriptFormer sales leader at Chorus AND Gong======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: ProspectingNick and Armand are almost above-average sales reps. They are horrible technicians.Which is why 30MPC’s go-to podcast editors are Resonate Recordings - reach out to caleb@resonaterecordings.com and mention 30MPC if you wanna edit your own podcast.

Every 10th episode, we tear down one topic. This is how to master negotiation.FOUR ACTIONABLE TAKEAWAYSSet expectations with the Upfront Contract - pricing should be determined after your discovery, not beforePrice is based on internal (timeline, pain points) and external factors (competitve landscape)Explain how price is structured BEFORE you give it, then shut upSeek first to understand - get them to sell themselves first. Discounts need to have a give for get.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.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics (in the link).Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. Click to 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. Click to access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Click to 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!