Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90 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. Prospecting Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing! Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort Discovery Episode 110 Doug Landis: PPO Episode...

WHAT YOU'LL HEAR The Golden Path Top Down Selling Bottom-Up Selling THE LATEST FROM 30MPC Catch the next 30MPC Live Steal the latest sales templates here THINGS YOU CAN STEAL Prospecting: Email Templates UserGems: Job Change Sequence Gong: Hyper-Persuasive Email Templates Lavender: Sales Email Frameworks Prospecting: Guides Woodpecker: Email Substance & Deliverability Guide Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting...

WANT MORE FROM 30MPC? Click here to get our free goodies (playbooks, templates, battlecards, etc.) Time is running out to register for our upcoming 30MPC Live Grab our latest exclusive sales template / guide here Part 1: The Playbook Revisited Use a permission-based or ‘heard the name tossed around’ opener Describe an excruciatingly painful problem prop Suggest times or send a placeholder invite Part 2: The Next Chapters Handle objections with the Mr. Miyagi framework Leverage...

FOUR ACTIONABLE TAKEAWAYS Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”. Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards. Seek out referrals by finding tangential partners to trade leads with. Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically. RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC...

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. 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. 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...

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...

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...

We're running it back! Here's one of our all-time favorite episodes on 30MPC. FOUR ACTIONABLE TAKEAWAYSEat the frog by committing to prospecting first thing in the morning.Handle objections differently with a ledge (ledge > disrupt statement > ask).Handle ‘existing solution’ objections by offering value to keep the other guys honest.Get past gatekeepers with respect, giving specific value, and providing social proof. HELP US OUT! What do you love about our podcast? Please...

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...

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...

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...

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...

Every 10th episode, we tear down one topic. This is how to structure your sales process. FOUR ACTIONABLE TAKEAWAYSBefore: shared agenda, get your “checklist” questions out the way, know your audienceDuring: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next stepsAfter: Recap email/call, multi-thread follow-upsAfter 7 touches with no reply, you have your answer RESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our...

Every 10th episode, we tear down one topic. This is how to master negotiation. FOUR ACTIONABLE TAKEAWAYSSet expectations with the Upfront Contract - pricing should be determined after your discovery, not beforePrice is based on internal (timeline, pain points) and external factors (competitve landscape)Explain how price is structured BEFORE you give it, then shut upSeek first to understand - get them to sell themselves first. Discounts need to have a give for get. RESOURCES...