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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, st ... Show More
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
Aug 2020
16 (Sell): The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)
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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
May 2020
1 (Sell): Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)
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Four Actionable Takeaways:
Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chat
First is best. Rank your top buying signals. The moment you find one, use it and move on. ... Show More
33m 7s
Sep 2020
21 (Sell): Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)
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Four Actionable Takeaways:
Send Nick a coffee so he can feel important too
100 activities per day - mix up phone, email, LinkedIn, and Sendoso
Multiple dials per day - don’t hesitate to hit one contac ... Show More
26m 55s
Oct 2023
168 (Lead): How to Cover 100 Deals Without Being On Every Single Call (Holly Procter, CRO @ Incredible Health)
THREE ACTIONABLE LEADERSHIP TAKEAWAYS
Streamline pipeline reviews with Sequence of Events (SOE).
"Prospecting in a Box" campaigns focus on quality over quantity, leveraging successful tactics within the team to re-engage with closed or lost opportunities.
Use clear communication ... Show More
38m 58s
Oct 2023
166 (Lead): Build a Winning Sales Team With Commitment to Practice (Kevin "KD" Dorsey, SVP of Sales and Partnerships @ Bench Accounting)
THREE ACTIONABLE LEADERSHIP TAKEAWAYS
Document the What Good Looks Like (WGLL): It's best if it's defined, documented, and demonstrated.
Practice should be built into everyone’s week: You get good in practice, You don't get good in the game.
Follow leadership methodologies: Behav ... Show More
37m 44s