Tonima Khan is a student of her customer’s business. It’s what allows her to multi-thread enterprise deals to maximize pipeline with only 5-7 accounts. ======================Four Actionable Takeaways: * Segment your cadences based on industry / persona to further personalize.* Target multiple departments of your prospect’s business. Don’t just stop when you reach one.* Always be prepared to “give” with an initial theory on the prospect’s pains based on the market.* Avoid going right to the demo without getting some discovery in return.======================Tonima’s Path to President’s Club:* Senior AE @ Slack* Former Sales Manager @ 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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Prospecting

Anthony delivers a 30 minute map of how to get to President's Club. Which is the name of our show.======================Four Actionable Takeaways: * Ask your customer how they build business cases instead of just sending over your ROI sheet.* Give an intentionally large range when asked about pricing to gauge where they stand.* Get as many referrals as you can, from as many teammates as you can - “Shark Week”* After the pricing “give”, you should always ask for the budgeting process as a “get”======================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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Sales Process

The king of enterprise sales is back again with stories and tips from the enterprise sales world.======================Four Actionable Takeaways: * Explain why any step would be better than the status-quo. Next, explain why your solution fits best.* Utilize your champion (until proven guilty) at which time it is okay to go over their head.* Never bash your champion, they will likely get reintroduced later on in the cycle. * Share your thesis when speaking with an executive, then jump into the gravity in their eyes.======================Ian’s Path to President’s Club:* Founder of Ian Koniak sales training/consulting* Strategic Account Director @ Salesforce.com* #1 Account Executive in the Enterprise Select Division of Salesforce.com* 42+ consecutive months over quota======================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: Get Armand's Prospecting Prep Template: https://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Sales Process

Lydia talks about holding the prospect accountable, speeding up your deal cycle, and foundational negotiation principles.======================Four Actionable Takeaways: * De-prioritize prospects that aren’t willing to commit to a re-connect call.* Always have the meeting scheduled by the end of your current one.* Have your boss send you an email to forward to your prospect.* Ask for internal emails in your negotiations to get prospects to commit.======================Lydia’s Path to President’s Club:* Over 300% of quota achiever @ CB Insights* Irelands’ 30 under 30======================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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Prospecting

Andy Paul has hosted 900+ sales podcast episodes and knows a thing or two about driving the sales process.======================Four Actionable Takeaways: * Avoid no-decisions by focusing on the impact of inaction to drive a business case.* Always know the next steps (value) for every deal in your pipe + the result once you provide it.* Establish the agenda for your next meeting at the end of your current meeting.* Double down on the high priority items in an RFP and put the other questions on the backburner.======================Andy’s Path to President’s Club:* Host of Sales Enablement Podcast* Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales".* Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts.======================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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Sales Process

Josh Braun talks about how poking bears (?!?) can help you create more conversations with your ideal prospects. He also covers handling common objections and where most reps mess up when prospecting. ======================Four Actionable Takeaways: * Figure out the cost of inaction when a prospect says “this isn’t a priority right now”.* Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product.* Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time).* A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you.======================Josh’s Path to President’s Club:* Founder, Josh Braun Sales Training* Former Head of Sales @ Basecamp* Former VP of Inside Sales @ Jellyvision======================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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Prospecting

Chris walks you through his Transformation Plan to help bridge the gap from initial demo to final sign-off. ======================Four Actionable Takeaways: * Ask each person for their personal top 3 goals to get out of the demo.* Always flow from champion discovery, to boss demo, to squad demo.* Capture the sales process with a Transformation Plan (Mutual action plan + MEDDIC).* Multithread your deal by running comercial term negotiations along with your POC.======================Chris’s Path to President’s Club: * Sales Director @ Prodigal* Founding Associate @ Revenue Collective* Top 3 AE at Xerox======================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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Sales Process

Scott breaks down how he utilizes referrals and references to close deals. He also shares how to build a personal brand to lean on when calling on a network of potential customers/references.======================Four Actionable Takeaways: * Make your ask as specific as possible (person, company, etc.) when asking for referrals.* Film a video with your pitch for your contact to pass along to the referral.* Prep your reference with exact talking points and potential objections.* Display insights to establish credibility - don’t just ask questions.======================Scott’s Path to President’s Club: * Host of The Sales Success Stories Podcast* Account Director @ Relationship One (where he carries a $3M quota)* Creator of the Linkedin Sales Stars 100 list======================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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Sales Process

Every 10th episode, we tear down one topic. This is how to structure your discovery.FOUR ACTIONABLE TAKEAWAYSMAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt.Set the agenda by building rapport, establishing expectations, and anchoring them to next steps.Utilize humbling disclaimers and stories to ask better questions.Schedule next steps for at least 70% of your opps to ensure you know their buying process.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!

======================Sign up for our moderately entertaining newsletter: https://bit.ly/3vpTtRL======================Sarah brings a wealth of knowledge on how to run a better sales process. She also covers how to apply those same skill sets to getting a promotion from BDR to AE.======================Four Actionable Takeaways: * Break-down pricing objections to better understand whether it’s a timing, budgeting, or other issue.* Dive into why the customer is evaluating a solution in the first place. Avoid the feature vs feature battle.* Get ahead of potential objections by bringing them up preemptively.* Treat your promotion plan like a sales cycle - multithread, figure out the buying process, etc. ======================Sarah’s Path to President’s Club: * SDR turned AE at Gong* One of the biggest LinkedIn influencers out there* Founding coach @ 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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Process, Hiring

Parker drops some new tips for those of us who depend on cold calls/emails to book meetings.======================Four Actionable Takeaways: * Break the mold by leveling with your prospect and recognizing that you’re a sales rep.* Find your top 3 buying triggers, in 3 minutes or less before you hit the phones.* Use email interactions as MQL triggers and prioritize those leads first.* Ask for a second chance when your opening pitch doesn’t go as well as you wanted.======================Parker’s Path to President’s Club: * SDR Manager @ Gong* 2018 SaaSy Sales Management Impact 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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Process

======================Sign up for our moderately entertaining newsletter: https://bit.ly/3vpTtRL======================David walks us through the nuances of tone, order, and priming when asking questions. He also shares simple ways to handle objections.======================Four Actionable Takeaways: * “Cut” your prospect before showing them the band-aid - solidify the enemy.* Utilize stories when you hear a clear prospect pain-point.* Ask related questions before the big questions. Start small before going big.* Plant landmines with credibility and aligning yourself with the features your prospect cares about.======================David’s Path to President’s Club: * Founder of Cerebral Selling* Lecturer at Smith School of Business at Queen's University & London Business School======================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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Process

Josh Kirkham sells video recording software primarily made for sales professionals. So naturally, he has some pro-tips for how to utilize video in creative ways from prospecting to case study highlighting.======================Four Actionable Takeaways: * Aim to be a one-take-wonder. It’s the only way you’ll be able to efficiently video prospect in bulk.* Get your pleasantries/introductions out before the meeting with a quick video covering the agenda.* Send micro-demos after the call by recording yourself highlighting key points and next steps.* Don’t be afraid to call up your prospect for feedback after you see they’ve watched the video.======================Josh’s Path to President’s Club: * Manger, Emerging Sales @ Vidyard* 255% of Direct Quarterly Quota Attainment* Led sales team to achieve 125% of Team Quarterly Target======================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

======================Sign up for our moderately entertaining newsletter: https://bit.ly/3vpTtRL======================Devin gives some simple tactics for getting better certainty on your deal forecasting. He covers how to get to the truth in your customers’ buying process and jumping the hurdle of procurement.======================Four Actionable Takeaways: * Understand every step it will take to get a deal done so you can move from a soft yes to commit.* Ask multiple people how the buying process goes so you can better triangulate the truth.* Get ahead of objections by figuring out what has gone right and wrong in past deals.* Beat procurement with multiple champions and multi-threading your negotiations.======================Devin’s Path to President’s Club: * Head of Content Strategy @ Gong* B2B Marketing & Sales advisor @ TheReeder.co======================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

Most salespeople are trained to hide pricing until they get to power. Or to force discovery before a demo. Belal breaks through traditional sales dogma by teaching you how to unexpectedly delight your buyer - and win the deal.======================Four Actionable Takeaways: * Don’t be afraid to insert some humor when being confronted on a cold call.* Trade your cleverness with bewilderment to get the prospect to expand on the uncovered problem. * Delight your buyer by offering up competitive analysis and pricing off the bat.* Use mic-drop questions to show you’ve done your research and eliminate “not interested” objections.======================Belal’s Path to President’s Club: * Community Leader of #Death2Fluff* 7x Startup Seller and Sales Advisor======================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

If you’ve been sending emails that start with “Armand, I noticed that…”. You might want to give this one a listen. Charlotte walks through how she books more meetings by leveling with her prospects and jumping right to their challenges.======================Four Actionable Takeaways: * Cut out all the useless fluff from your emails and get right into your research. * Start the video on your research - the whiteboard intros aren’t getting the job done.* Get creative with your email by screenshotting your research and including it in the body.* Lead with context when cold calling to establish credibility and generate more conversation.======================Charlotte’s Path to President’s Club: * SDR @ SalesLoft* Host of Sales Development Sounbites======================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

If you’ve been struggling to land your next sales job, this episode may be for you. Blake brings years of experience training individuals looking to get into the sales industry. ======================Four Actionable Takeaways: * Answer the question you WISHED you were asked to drive your narrative. * Give your pitch in “story” form (background, journey, aha moment) insead of reciting your CV.* Embrace your “biggest weakness” and highlight the ways you deal with it.* Explain the pull towards your new job, instead of pushing away from your old one.======================Blake’s Path to President’s Club: * Director of Sales Enablement @ re:work training* Former AE/Brand Manager @ Victory Lap======================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

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