Every 10th episode, we tear down one topic. The first 30MPC Playbook Episode covers everything cold calling.TOP ACTIONABLE TAKEAWAYSPreparation - Get all your research done before, 40 dials over 60 minutesTone - Kill all your uptones and slow the conversation down like an executiveOpener - ‘Heard our name tossed around’ or ‘ask for permission.’ Not ‘how’s it going.’Value - Lead with typically language and problems. Then, solve the problem.Objections - Calibrate the objection first. Ask disarmingly blunt questions.Go in for the Kill - Suggest some times. If the calendar’s gone, send the placeholderRESOURCES 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!

John Barrows is known for prospecting. But today, we go thru all the things that happen in the white space to manage perceptions in a sales cycle.Four Actionable Takeaways:Send a meeting efficiency survey prior to your calls to get qualification out of the waySetup feeds for all of your top target accounts as the backbone for your discoAsk specific impact ?’s like “what happens to rep attainment if you don’t do this?”Use the subject line ‘Did I lose you?’ with a blank reply email for gone-dark oppsJohn Barrow’s Path to President’s Club:CEO of JBarrows ConsultingHost of Make it Happen Mondays======================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

Belal drops some mindblowing tactics on “decoy pricing” and asking questions that get prospects sitting up in a cold call. Fire episode.Four Actionable Takeaways:Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need)First 15 seconds explain why you called, say it’s a cold call, then ask a peer questionIn the agenda, tell the customer you’re gonna give price before they get off the callUse what they want as the rows in your pricing instead of what you want (seats)Belal Batrawy’s Path to President’s Club:Community Leader of #Death2Fluff7x 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: Prospecting, Negotiation

Kevin “KD” Dorsey teaches us to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human.Four Actionable Takeaways:Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice.Use a slight downtone when hearing the response to get prospects to lean inUse bucket questions to get your prospect to agree to 1 of 2 problems they’re havingUse “I think this might make sense” before coming in hot with your value propKD’s Path to President’s ClubVP of Inside Sales @ PatientPopHead of Sales Development & Enablement @ ServiceTitanInsideSales Top 10 Sales Leader + Sales Development Executive of the Year======================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, Prospecting

Keenan wakes up the mediocre sales rep who focuses too much on minutiae and technical details. No nonsense, actionable advice on getting customers to reveal their real problems.Four Actionable Takeaways:Align on the problem and impact first, then start brainstorming root causes and solutionsBuild a problem identification chart with the problems, impacts, root causes of your ICPTalk to customers, become an expert. Why did they buy? What problems did you have?You need customers to agree to the problem they have and be willing to solve it with you.Keenan’s Path to President’s ClubAuthor of Gap SellingCEO @ A Sales Guy 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

Ryan Reisert is a complete savage on the phones, hitting 5000 dials a month. This one includes a complete cold call teardown with strategies we’ve never seen before. Four Actionable Takeaways:Open every conversation with “Hey it’s Ryan Reisert”, then stop.When they answer, ask if you can get 27 seconds to tell them why you’re calling?Work in buckets for everything - finding accounts, researching contacts, making dials.Document the path. Every time you hit a phone tree, write the dial path down.Ryan Reisert’s Path to President’s Club:Sales Director, ConnectAndSellAuthor, Outbound Sales, No FluffFounder, The Sales Developers======================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

Richard Harris puts on a clinic on using push-pull and respect contracts to get to the truth faster in your deals.Four Actionable Takeaways:Use the respect contract as your agenda to give the prospect the right to say no throughout the callSet a timer 5 minutes before the end of your call to drive next steps every timeUse “commercial terms” instead of “price” when negotiating your dealsWhen you give price, don’t just go silent. Ask “how does that feel?”Richard Harris’ Path to President’s Club:Founder, Harris ConsultingDirector of Sales Training, Sales HackerHost, Surf & Sales 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: Discovery, Negotiation

Kyle Coleman is the VP of Revenue Growth & Enablement at Clari and has one of the biggest LinkedIn followings out there. His tips on prospecting and email writing are unreal.Four Actionable Takeaways: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.Kyle Coleman’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: Prospecting

James Bawden is one of the most notorious prospectors in the sales community. We cover it all, from phone to video.Four Actionable Takeaways:Avoid the double intro on the phone if they ask “wait, who’s this?” Just get on with it.Close the cold call with “here’s what happens next” instead of leaving it in their handsDisarm with “I’m not delusional enough to think I’m calling you at the right moment.”Lead your value prop with your customer’s problems instead of the features in your solutionJames Bawden’s Path to President’s Club:Host, Lunch Break PodcastDirector, OutboundViewAnd a damn well-known Linkedin personality======================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 Raffan has negotiated against the best and has trained the likes of Chris Voss. A must-listen if you’ve ever found yourself in a cutthroat deal cycle.Four Actionable Takeaways:Before a negotiation, know YOUR needs / wants + THEIR needs / wantsSet expectations upfront that we don’t do end of month discounts before you need toSay the price and shut-up. Don’t try to justify it, it shows insecurityWhen they ask for discounts, ask probing questions to discover the truth behind the ask.Mark Raffan’s Path to President’s Club:Host, Negotiations Ninja PodcastPresident, Content CalloutNegotiation Master Class, Harvard University======================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

Joe Caprio lays down the line - stop building fluffy rapport and set a proper agenda. Know your sale and use your past customers to back out your discovery questionsFour Actionable Takeaways:Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chatFirst is best. Rank your top buying signals. The moment you find one, use it and move on.Use situational questions to narrow down the key problem areas in a discovery.Stop finishing sentences for prospects to placate your own insecurities. Let the silence sit.Joe Caprio's Path to President’s Club:Co-Founder, Reprise (today)VP Sales, ChorusVP 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: Discovery

Why in the world would you listen to 30MPC?Four Reasons to Listen:* WHAT WE’RE NOT: Not stuck in 1975. Not stuck on fluffy mindset. Only actionable sales tactics.* PREPARATION: Recorded for 45 minutes, cut to 30. Some episodes don’t make it. That’s okay.* POLAR OPPOSITES: Nick is an Enterprise AE. Armand is a MM Sales Leader.* SHOW STRUCTURE: Three actionable tactics at the beginning. The recap email at the end.Four Actionable Tactics* How to avoid being forced to demo early* Open on the phones by leading with context* How to handle the “not interested” email* The 3x3 cold emailNick Cegelski’s Path To President’s Club* #1 AE at every company he’s worked for.* Selling in the enterprise ERP big deal world.Armand Farrokh’s Path to President’s Club* Director of Sales at Carta running a team of 40* 225% of quota as an AE