You control your buying process, your prospects don't control it.

Leverage up by reaching out to ICs, then getting referrals to the VPs

Define success criteria before going into a pilot so you don’t waste your time.

Before agreeing to a give, ask what they’re willing to bring to the table.

Don’t just set the next steps. Set the next next steps

Incept interest early by citing articles, years at role, X times they’ve had role, etc.

Every 10th episode, we tear down one topic.

Challenge your prospect on fit early and often to test buy-in.

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 @ MixmaxRESOURCES 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!

Avoid using first names or commands in your subject lines.

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 @ GongRESOURCES 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!

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 @ DemandbaseRESOURCES 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!

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 @ PaveRESOURCES 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!

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 accountsHELP 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!

FOUR ACTIONABLE TAKEAWAYSAlways provide context before asking for access to power.Start your JEP with critical events and work backwards from there.Mitigate risk by establishing and aligning on the next three steps of the buying cycle.Request specific names to key stakeholders early in the process to make the ask easier.PATH TO PRESIDENT’S CLUBEnterprise Account Manager @ TripActionsRESOURCES 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.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.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!

FOUR ACTIONABLE TAKEAWAYSLook at LinkedIn activity and reverse engineer prospecting messaging from there.Join relevant, public Slack groups and build a reputation before engaging.Record valuable information like teammates, vacations, and cell numbers in OOO replies.Work accounts above the line, and below (AEs above, SDRs below).PATH TO PRESIDENT’S CLUBSDR Manager @ Copilot.cxCo-founder @ The SDR NewsletterRESOURCES 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.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.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!

FOUR ACTIONABLE TAKEAWAYSAlways confirm that you have the right people and processes mapped out.Drive velocity with critical events like renewal date or company initiative.Lean on your manager to ask the hard questions once you get to power.Leverage mutual action plans to hold prospects accountable.PATH TO PRESIDENT’S CLUBHead of Mid-Market and Sales Dev @ ThriveFormer Senior Director, Commercial Sales @ Five9RESOURCES 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.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.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!

FOUR ACTIONABLE TAKEAWAYSLabel and agree with objections to lower the zone of resistance.Create an opening by asking “what’s your take on [something they can’t do]”.Highlight business impacts by asking “are you aware of [relevant insight]”.Stop reacting and pitching. Instead, lean on humor and interest.PATH TO PRESIDENT’S CLUBFounder, Josh Braun Sales TrainingFormer Head of Sales @ BasecampFormer VP of Inside Sales @ JellyvisionRESOURCES DISCUSSED:Check out Josh’s Tongue Tied flashcards.Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.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!

Every 10th episode, we tear down one topic. This is how to land a killer sales job.FOUR ACTIONABLE TAKEAWAYSBuild a top 25 accounts list that meet your criteria on space, prestige, size, etc.Have a non-hideous resume with short, punchy sentences and specific numbers.Prep for your interview by developing a point of view from the company’s perspective.Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never 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!

WHAT YOU’LL HEARTone, prep, and cold calling fundamentalsOpeners & value popsHandling objectionsRESOURCES DISCUSSED:Cold Calling Clinic Part OneCold Calling Clinic Part TwoTime 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!

FOUR ACTIONABLE TAKEAWAYSStart your calls with a point of view on how you can help your prospect.Kill the deck in the first meeting with the executive, focus on listening.Sell the discovery process and yo-yo sell without fatiguing your executive.Target new executives - they’re usually brought in to solve problems.PATH TO PRESIDENT’S CLUBFounder of Ian Koniak sales training/consultingFormer Strategic Account Director @ Salesforce.comRESOURCES 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.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.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!

FOUR ACTIONABLE TAKEAWAYSStart your demo with a round of intros + what each person wants to get out of the call.Recap stories and pain points from your disco before showing a related feature.Validate whether or not the feature you showed actually solves their problem.Justify the questions you ask to help lower the customer’s guard.PATH TO PRESIDENT’S CLUBFounder of FDTC (From Demo To Close) Former VP of Sales @ OkendoRESOURCES 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.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.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!

FOUR ACTIONABLE TAKEAWAYSAsk about the last time they bought something before asking for buying process.Don’t be afraid to call out when a deal doesn’t appear to be a top priority anymore.Get your execs involved when dealing with the buyer’s executive team.Demonstrate the research you’ve done EARLY in the sales cycle.PATH TO PRESIDENT’S CLUBFounder MEDDICC™RESOURCES DISCUSSED:Andy’s YouTube channelTime is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.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!

FOUR ACTIONABLE TAKEAWAYSRoleplay the worst case scenario over and over again until you feel confidence.Reference a similar company that you work with in early-stage voicemails.Keep it cool when you jump on a call with an executive. Over-structure is the enemy.Use why questions to understand the intent behind the priorities.PATH TO PRESIDENT’S CLUBPresident of Venli ConsultingCreator of the 6-Figure Sales AcademyFounding member at RevGeniusMember of the Forbes Business CouncilSalesforce Top Sales Influencer to FollowRESOURCES 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.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.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!

FOUR ACTIONABLE TAKEAWAYSStrive to get 3/3 criteria before give price: technical validation, budget, power.Go exec-to-exec when you’re below the line. Never sell alone.Before you talk at the CXO, start by asking why you’re in the room at all today.Attach your product to key initiatives surrounding making money or saving money.PATH TO PRESIDENT’S CLUBHead of Enterprise Sales @ thepowersthatbeFormer Sr. Director of North America Salse @ ParticleFormer Director of Strategic Accounts @ BoxRESOURCES 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.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.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!