#415 - Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS: In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champio...
20 Jan 202536min
#414 - The Sales Leader SKO Survival Guide | JD Miller
FOUR ACTIONABLE TAKEAWAYS: Name Badge Optimization: Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge f...
16 Jan 202536min
#413 - How to Reframe Objections as Strengths | David Rosenstein
ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overl...
14 Jan 202536min
#412 - How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame
Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your...
13 Jan 202535min
#411 - The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman
ACTIONABLE TAKEAWAYS: SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdo...
9 Jan 202538min
#410 - The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2
The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways The biggest mistake in The Problem Propositio...
8 Jan 202513min
#409 - The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1
The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways No Value Propositions. Buzzwords make you soun...
8 Jan 202517min
#408 - Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel
ACTIONABLE TAKEAWAYS: Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome. D...
7 Jan 202536min
