FOUR ACTIONABLE TAKEAWAYSSet the ground rules for your prospect’s competitive evaluation (sell the model)Lean on your winning zones & the prospect’s priorities, then identify where competitors fall short.Gain traction against incumbents by explaining why market leaders are playing the game wrong.Tell relatable, crispy customer stories by painting the specific people and their journeys.PATH TO PRESIDENT’S CLUBDirector of Sales @ SendosoFirst Sendoso Sales hire and employee #3Former SDR & AE @ TalkdeskRESOURCES 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 TAKEAWAYSUse humbling disclaimers to level with the prospect to establish next steps.Ask about the buying process AFTER you get to the “aha” moment in discovery.Figure out the “why” when a signing deadline is missed - then determine next steps.Avoid leading questions which do the opposite of building rapport.PATH TO PRESIDENT’S CLUBVP of Revenue @ DoolyRESOURCES 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!

Every 10th episode, we tear down one topic. This is how to run a killer demo.FOUR ACTIONABLE TAKEAWAYSShow the 20% of your features that solve 80% of the problems.Always prep for who is in the room, what they want to see, and the objective of the call.Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions.Control the room by setting expectations upfront and directing excessive questions to future calls.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!

If you're the salesperson showing up to your discovery call with questions like “Tell me about your process” or “What’s keeping you up at night”, you might want to hear Cory share some more effective strategies.Time is running out to register for our upcoming 30MPC Live webinar.======================Four Actionable Takeaways: * Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions.* Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility.* Keep your demo’s interactive by asking the prospect what jumps out to them right away.* Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions)======================Cory’s Path to President’s Club:* Managing Director @ ClozeLoop* Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit======================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: Discovery, Demo

Ho ho ho…hold onto your pipelines. It’s a very special Christmas / Holiday episode of 30MPC.======================30MPC Gifts:30MPC LiveHall of Fame Episodes30MPC Newsletter + Cold Calling cheat sheet: 30mpc.com/#subscribe-form======================12 Days of Tactics:Prospecting - cold call openers & value propsDisco - humbling disclaimers & selling the model/business caseNegotiation & sales process - concessions, pricing, and multi-threading======================Focus Areas: Santa’s Cookie

Most salespeople know they have to ask questions to move the deal cycle. Ryan has put a framework to what questions to ask, and when to ask them.Time is running out to register for our upcoming 30MPC Live webinar.======================Four Actionable Takeaways: * Learn from the 5 biggest deals you have lost and replace them with the 5 fastest deals you have won.* Ask questions to determine where you stand in the process before wasting months on a sale cycle.* Don’t shy away from the buyer’s conversations with competitors - use it to your advantage.* Fully understand every outstanding step to get a deal done to avoid surprises.======================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: Discovery

Nick used to take pride in being a “helpful” salesperson - offering to circle back in 2 months, sending over a deck instead of having a meeting. Belal teaches us why that’s not such a good idea.Time is running out to register for our upcoming 30MPC Live webinar.======================Four Actionable Takeaways: * Disclose “often withheld” information around pricing, competition, weakness, and implementation.* Social bid often to get your prospects to share valuable insights that you wouldn’t get otherwise.* Pressure test how your champion’s willingness to change, which will help them sell to the committee.* Utilize emotionally charged messaging to attach with a deeper need than just product features.======================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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Negotiation

Anthony teaches us how to win competitive deals by leading with insights to guide the prospect through the buyer journey.Time is running out to register for our upcoming 30MPC Live webinar.======================Four Actionable Takeaways: * Lead with insights to show the prospect that you know their business.* Don’t assume the customer deeply understands their world, be prepared to share learnings.* Show the buyer what they should be considering during their evaluation.* Sell the model, not the features, of your business.======================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://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

Aside from the wonderful imagery of Armand licking stamps and packing boxes, Kris shares really creative tactics around selling when it comes to above-the-line executives.Time is running out to register for our upcoming 30MPC Live webinar.======================Four Actionable Takeaways: * Bring your executives early to accelerate the deal instead of at the end when it’s too late.* Sell the vision of your deal (as the executive) before justifying the product with logic.* Avoid asking for meetings too far above the line. Instead as for a referral to the appropriate person.* Utilize the “Sent from my iPhone” subject to give a genuine feel to emails.======================Kris’ Path to President’s Club:* CEO and Co-Founder @ Sendoso* Writer for Forbes Technology Council======================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

Contrary to popular belief, Nick isn’t a PERFECT seller. In this episode, Keenan and Nick workshop a discovery call using Nick’s company as an example.======================Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first.* Condense the problem you solve into a single sentence - stop overcomplicating things.* Lean on their desired future state instead of talking about the past.* Get to the question/reason behind those unexpected/general questions.======================Keenan’s Path to President’s Club:* Author of Gap Selling* CEO @ 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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc======================Focus Areas: Demo, Discovery

Will shares innovative ways to run demo and discovery calls. He explains why you might want to pitch on a discovery, and how to handle that one attendee that asks 438 different questions on the demo.======================Four Actionable Takeaways: * Tie each feature you demo to the discovery, then an example, then a use case so it really sticks.* Give examples of how existing customers with similar pain points are using your tool.* Avoid the deep-cut discovery with outbound prospects, present your thesis and let them react.* Once you get to power, immediately leverage them into a demo with the entire team for credibility.======================Will’s Path to President’s Club:* CRO @ Pairsoft* Former Director of Strategy and Operations @ Adobe Workfront======================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: Demo, Discovery

Zach can’t possibly know every little feature of his software to do his own demos. It’s Salesforce. Instead, he needs to leverage his team of Solution Consultants to build out a discovery and demo process that resonates with the customer. This episode covers how to quarterback deals with 2hr+ demos and multiple solutions.======================Four Actionable Takeaways: * Lean on your champion to schedule large meetings with multiple functional groups.* Stay active during the demo by linking discovery to features (instead of trolling through Facebook).* Take at least 15min before a large demo to review discovery notes with your Sales Engineer.* Send individualized recap emails highlighting points that hit well with that functional group.======================Zach’s Path to President’s Club:* AE/Magician @ Salesforce* Forme AE @ Loopio======================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: Demo

According to Eric, good sales reps are using text messages to prospect and close deals. Great ones have systematized the process.======================Four Actionable Takeaways: * Don’t try to sell over text, your goal is to get a response, meeting, or call.* Keep your texts short and sweet to encourage a quick response.* Bump your thread back to the top with a “bubble-up” text.* Use a pulse check text to get informal context/feedback during your deal cycle.======================Eric’s Path to President’s Club:* President @ Skipio======================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

You’ve heard us mention frameworks like Up-Front Contract and Problem, Reason, Impact Q. Most of these were established and perfected through Sandler Training. Joe Diliberto comes on the show to give us the goods, straight from the source.======================Four Actionable Takeaways: * Use an UFC at the beginning of your meeting to anchor customers to next steps at the end.* Use an UFC at the end of your meeting to anchor to outcomes of the following meeting.* Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth.* When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed.======================Joe’s Path to President’s Club:* President/Owner @ Sandler Training SF======================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 send cold emails that actually work.FOUR ACTIONABLE TAKEAWAYSStop trying to sell everything under the sun. Keep it to one pain point per email.Start your sequence with an email, and move to 10 touches over 30 days with a mix of calls and emails.Use the 3x3 rule with a crispy problem, what you do, and a quick ask for interest.Avoid over formalities/news headlines so that your message actually resonates with the reader.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!

Morgan takes us through laughing when somebody asks for a discount, levers to maximize your commission, and how to structure your discovery calls so the negotiation is a breeze.======================Four Actionable Takeaways: * Use “typically” questions to demonstrate your credibility. Avoid the generic, open-ended q’s.* Lean on your relationship with the champion to be confident you have the deal BEFORE negotiation.* Figure out all of the non-ARR related gives in your toolbelt and leverage those first.* Laugh when you get a ridiculous ask on pricing if you’ve gotten agreement on the value.======================Morgan’s Path to President’s Club:* Sales @ Pave* Former AE @ Carta* Client Strategist @ PwC======================Interested in working with Armand and Morgan? Pave is hiring and you can reach the team at Armand@pave.com - send the best cold email you’ve got ======================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

Collin takes us through some really interesting frameworks on how to prospect in a new age of buyers. He also uncovers the secret to setting up a successful partnership network to keep the pipeline full.======================Four Actionable Takeaways: * Optimize your voicemail for transcription - keep it simple and skip the feature dump.* Get your golden nugget and turn it into a Next Step - don’t keep digging.* Keep your prospecting short and sweet to avoid rabbit holes.* Find different people/partners you can exchange leads with to keep our pipeline full.======================Collion’s Path to President’s Club:* Founder @ CollinCadmus.com* Former VP Sales @ Aircall======================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

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