#389 - How to Lead a Sales Team From $0 to $100M in 8-Years

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course What you need to know: A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect. That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes. Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry. If you don’t have a system, cold email becomes a grind with diminishing returns. If you do, it becomes your most consistent pipeline lever. — Tired of sending cold emails and getting ghosted? This sneak peak module of our Cold Email Course: The Reply Method for Double Digit Replies gives you 20+ proven cold email templates that reps use to turn replies into meetings. You’ll learn: What to do immediately after a “not interested” reply How to follow up after someone says “sure” but never books A subtle framework for beating the competition without pitching The exact message to revive cold or closed-lost opportunities Low-friction calendar strategies that boost show rates Download the cold email course template pack: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack 🚨Get $50 off the full Cold Email Course: The Reply Method for Double Digit Replies Built with data from 85M+ emails. Trusted by reps at Gong, Zoom, and Shopify. 👉 https://www.30mpc.com/course/cold-email-course

23 Heinä 202511min

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course What you need to know: A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect. That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes. Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry. If you don’t have a system, cold email becomes a grind with diminishing returns. If you do, it becomes your most consistent pipeline lever. — We analyzed 85 million cold emails with Gong to find what actually gets replies in 2025. In this episode, Nick and Jason break down the exact cold email structure, CTAs, and personalization tactics top reps are using to book more meetings. 🎙️ ACTIONABLE TAKEAWAYS: Use The Reply Method framework: 4-sentence emails under 100 words outperform longer messages—make it skimmable, mobile-first, and frictionless to reply. Avoid pitch language: Buzzwords and product-first copy reduce replies by up to 57%. Lead with problems your buyer already cares about, then layer in social proof. Personalize to the company or activity: Personalization = 5x replies, but not all types are equal—company and activity-based personalization outperform personal trivia. Offer something valuable in your CTA: Replace “Are you free?” with a compelling offer—benchmarking, expert insights, or 1:1 value that justifies a meeting even if they don’t buy. RESOURCES DISCUSSED ChatGPT Prompts + Cold Email Course $50 off (discount auto applied at checkout) Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

22 Heinä 202544min

Cold email used to be a reliable way to fill your pipeline. But today? You send 1,000 emails and get 2 replies—if you’re lucky. So does cold email still work? The harsh truth is that top reps are still booking 8x more meeting with cold email. And this course shows you how. 📬 The Cold Email Course: The Reply Method for Double Digit Replies Built with data from 85M+ emails and used by top reps at Gong, Zoom, Shopify, and more, this course breaks down the new rules of outbound. You’ll learn how to: Stop wasting time on personalization that doesn’t get seen Write cold emails that actually get replies Build offers your prospects want to meet about Design sequences that drive double-digit contact rates This is the playbook top reps are running right now. Get $50 off the course until 7/25: https://www.30mpc.com/course/cold-email-course

21 Heinä 20258min

4 Steps To Run A Pipeline Review (That Doesn't Suck) Connect With Maryana on LinkedIn Maryana Kessel shares a masterclass on how elite sales leaders drive revenue by staying deal-close, asking hard questions, and building trust across every stage of the enterprise sales cycle. 🎙️ ACTIONABLE TAKEAWAYS: Lead from the Front: Maryana emphasizes being present in deals, not as a “super rep,” but as a strategic leader who earns respect by staying close to customers and reps. When in Doubt, Get on a Plane: Big deals get unstuck in person. Face-to-face time with buyers breaks down barriers and uncovers the real story behind stalled negotiations. Forecast with Evidence, Not Hope: Deals don’t hit the forecast without executive alignment, a redline back, and a clear go-live timeline. Anything else is just noise. Build a weekly report of key meetings, and proactively ask reps critical questions about their biggest deals. Use this to decide where to engage directly and ensure rep readiness. MARYANA’S PATH TO PRESIDENT’S CLUB: VP of Sales and Partnerships @ Latent Enterprise Sales Director @ Modern Health Enterprise Sales Director @ Flexport RESOURCES DISCUSSED 4 Steps To Run A Pipeline Review (That Doesn't Suck) Connect With Maryana on LinkedIn Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

17 Heinä 202537min

Let’s be honest, sales is hard and leadership makes or breaks the culture on your team. Maryana Kessel (VP of Sales @ Latent) shares how she leads with transparency, energy, and impact—without turning into a “super rep” who takes over deals. You’ll learn: How to turn tough moments into team-wide teaching opportunities The right way to stay close to deals without disempowering your reps Why maintaining “good vibes” is a leadership skill (especially when things get hard) Want your team to book more, close more, and feel more supported? This is your blueprint. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

16 Heinä 20254min

Cold Email Course Waitlist Grab the Cold Email Template Pack Cold email isn’t dead—but your current strategy might be. In this episode, Nick and Jason trade brutal truths from the front lines of outbound to help you write emails that actually get replies. 🎙️ ACTIONABLE TAKEAWAYS AI Isn’t the Problem—You Are: Learn how to feed AI the right intel to craft emails that outperform humans. Pattern = Ignored, Bursts = Attention: Why rhythmic prospecting sounds like noise and what to do instead. Don’t Ask for Time: Asking for a meeting in your first email? That’s killing your reply rate by 44%. Your Subject Line Sucks: Lowercase, problem-based, and NOT about you—fix this or lose the open. RESOURCES DISCUSSED Cold Email Course Waitlist Grab the Cold Email Template Pack Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

15 Heinä 202530min

Reply rates drop by 44% if you ask for this in cold emails…You want your buyers time, but its the worst thing to ask for if you want to get the meeting… The key to getting replies and winning deals—even from buyers who aren’t actively looking—is to make the conversation worth their time regardless of whether they buy by offering value instead of asking or time. When you lead with insight or ideas tailored to their priorities, you earn trust and avoid being seen as just another vendor. These 3 offers actually convert: Pitch The Blind Date 1:Many Offer 1:1 Offers. Cold emails that give, get replies. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

14 Heinä 20255min

Forget endless product certifications. Kyle Asay shows you how to get reps talking to buyers (and generating pipeline) in two weeks — so you can crush quota with a team that stands on its own. 🎙 ACTIONABLE TAKEAWAYS: Know your territory: Teach reps to tier accounts simply (A, B, C) so they focus only on the right targets first. Know your personas: Use real personas (e.g., actual engineers or CFOs) to train reps directly, not just persona cards. Know your stories: Equip reps with customer stories that match problem, size, and industry — start with problem first if you can’t get all three. One thing to do: Update your win announcements (Slack, email, etc.) to include how the win happened (language used, objections handled, insights), not just celebrate it. KYLE’S PATH TO PRESIDENT’S CLUB: VP of Sales @ LaunchDarkly Sales Leader @ LaunchDarkly Global VP @ LaunchDarkly RESOURCES DISCUSSED Kyle’s LinkedIn Kyle Asay’s Sales Coaching Competencies Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

10 Heinä 202536min