Mar 2023

Playbook 14: The Multithreading Playbook

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 Lavende ... Show More

37m 49s

Jan 2023

Playbook 13: The Negotiation Playbook

FOUR ACTIONABLE TAKEAWAYS When giving price: explain how it works first, then give price and stop talking. When the customer asks for a discount, act surprised and push away to encourage them to come back to the table. Lock in access to power before negotiating. Confirm the perso ... Show More

24m 40s

Oct 2022

Playbook 12: Cold Calling Playbook Part 2

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 ... Show More

26m 56s

Oct 2021

#77 - Playbook: Cold Emails

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to send cold emails that actually work. FOUR ACTIONABLE TAKEAWAYS Stop trying to sell everything under the sun. Keep it to one pain point per em ... Show More

29m 13s

Apr 2020

#0 (Sell): Five minutes to figure out if this show is worth your time

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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, ... Show More

5m 54s

Nov 2021

#82 - Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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 thi ... Show More

32m 24s

Aug 2020

#17 - The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Check your profile views and ask your prospects “did I do something wrong?” The PLA Phone Opener: Pleasant, laugh, and arms-up. 5/20/5 Disco: Build rapport and set the agend ... Show More

32m 37s

Dec 2022

#142 - Hall of Fame: Morgan Ingram

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Check your profile views and ask your prospects “did I do something wrong?” The PLA Phone Opener: Pleasant, laugh, and arms-up. 5/20/5 Disco: Build rapport and set the agenda ... Show More

32m 37s

Feb 2023

#155 - Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS After the demo, get a sense of what they liked and use it to justify your ask to power. Avoid getting stuck below the line with “yes ... Show More

28m 19s

Jan 2023

#148 - Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larger ... Show More

32m 35s

Jul 2023

#180 - Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start with the lay of the land questions > heaven and hell questions > typically questions. If they don’t know the metric they’re trying to improve, it’s your job to educate ... Show More

35m 8s

Aug 2023

#195 - Leveraging your team to secure strategic deals (Brantley Berryhill, Head of Strategic Sales @ Atlan)

Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90 FOUR ACTIONABLE TAKEAWAYS Use the team Slack channel to keep your internal resources selling for you, alongside you, at every step of a big deal. Use your leaders to ask questions at different altitud ... Show More

28m 12s

Jul 2023

#179 - Mastering momentum and winning 1:1's as an SDR (Zach Landres-Schnur, Head of Sales Development @ LiveRamp)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When prioritizing accounts, try to find the low-hanging internal research (CL Opps, Past Conversations), then move to external research (10-K, New Contact) In weekly 1:1s, do ... Show More

28m 35s

Playbook 15: Top 10 moments that change ...