#462 - The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht
Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators. 🎙 AC...
20 Touko 202531min
Why Your Discovery Call Isn’t Finding Real Problems | Bite-Sized Tactics
Max Licht (Enterprise AE @ MaestroQA) breaks down his shadow-based discovery process. This technique goes beyond typical discovery calls, allowing you to witness firsthand where inefficiencies and bot...
19 Touko 20257min
#461 - How to Run a Lightning-Fast Pipeline Review That Actually Works | Mark Nietzel
Mark Nietzel returns with the exact systems he used to lead his team to 110% of quota and earn a President’s Club trip to Barcelona. This episode is a tactical blueprint for pipeline accountability, d...
15 Touko 202537min
#460 - How to Quantify Business Pain Without Feeling Salesy | Meredith Chandler
Get the official 30MPC Aligned Mutual Action Plan: https://30mpc.teamaligned.com/room/67a4ccb055dca14b5ff5be3a?avk=daf0c1b1e0bc Quantifying business impact without triggering sales pressure is hard...
13 Touko 202536min
#459 - The One Dashboard Every Sales Leader Should Build | John Sherer | 30MPC Hall of Fame
Sales leaders—your CRM and dashboards are probably working against you. John Sherer shares tactical ways to clean the clutter, focus on the right metrics, and finally get reports that drive action (no...
12 Touko 202536min
#458 - How to Deliver Hard News and Lead Through Tough Times | Patricia DuChene
FOUR ACTIONABLE TAKEAWAYS: Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust. Don't sugarcoat bad news—...
8 Touko 202535min
#457 - Say This to Start Discovery Calls with Instant Credibility | Jen Allen-Knuth
Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with bet...
6 Touko 202535min
#456 - How to Hire Reps Who Actually Know How to Sell | Andrew Johnston | 30MPC Hall of Fame
🎙 ACTIONABLE TAKEAWAYS: Coach reps on storytelling—it’s a foundational skill that improves every sales conversation. Evaluate rep interview performance based on the questions they ask, not...
5 Touko 202536min
