#6 - A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting)

There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing. 🛑 Bad: Never setting next steps 🟡 Okay: Setting steps on every deal 🟢 Good: Setting...

10 Mar 20253min

ACTIONABLE TAKEAWAYS: No Last-Minute Coaching: Avoid changing a rep’s game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome. Stick ...

6 Mar 202537min

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- ACTIONABLE TAKEAWAYS: Deflect Product Questions Early: Whe...

4 Mar 202535min

ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps: Use questions...

3 Mar 202534min

PLAYBOOK TAKEAWAYS: Aim for 70% attainment and 70% participation to create a winning culture. Avoid feast-or-famine environments where only a few reps succeed. Use historical data to set quotas bas...

27 Feb 202537min

FOUR ACTIONABLE TAKEAWAYS Create a Not-To-Do List: Identify low-value tasks to eliminate instead of just adding more effort. Free up time for strategic activities like prospecting and closing. Pri...

25 Feb 202537min

ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-b...

24 Feb 202535min

ACTIONABLE TAKEAWAYS: Understand Rep Motivation: Identify what drives each rep—money, career growth, or exploration—then get their permission to push them toward that goal, laying the foundation for...

20 Feb 202537min