#433 - Challenger Sales Mistakes | Dan Flood | 30MPC Hall of Fame
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
#432 - The Art & Science of Quota Setting: Get It Right or Lose Your Team | 30MPC Playbook (Lead)
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
#431 - How to Close $10M+ Deals & Make $1M W-2 | Ian Koniak
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
#430 - Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of Fame
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
#429 - How to Push Top Performers Without Losing Them | Alex Kremer
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
#428 - Why Buyers HATE Your Sales Process | Jake Dunlap
FOUR ACTIONABLE TAKEAWAYS Understand the VEX Scale: Classify prospects as Vetted (using a competitor), Educated (familiar but undecided), Cold (new to the space), or Self-Service. Tailor your approa...
18 Feb 202535min
#427 - How to Use AI For Prospecting | Kyle Coleman | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS: Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions. Double Personalize ...
17 Feb 202536min
#426 - Stop Hiring the Wrong People, Use This Interview Structure Instead | Kevin "KD" Dorsey
FOUR ACTIONABLE TAKEAWAYS Interview Kits for Prep: Send candidates an interview kit outlining expectations, key questions, and details on interviewers. Poor answers indicate lack of prep or poor fit...
13 Feb 202536min
