#422 - How to Open & Close More Deals With Key Accounts | Maddy Jackson
ACTIONABLE TAKEAWAYS: Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about. Funding In...
4 Feb 202537min
#421 - How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach: When price ma...
3 Feb 202537min
#420 - How to Build the Perfect Sales Team, Role by Role | Mark, Nick, & Armand
Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows. ACTIONABLE TAKEAWAYS: Hire Builders First: Early sales hires should create ...
30 Jan 202551min
#419 - No Champion, No Deal: How to Find and Develop Champions | Krysten Conner
ACTIONABLE TAKEAWAYS: Align Messaging to Roles: End users want simplicity, managers focus on team metrics, and execs care about goals and risk. Match your message accordingly. Use Credible Content...
28 Jan 202536min
#418 - Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosit...
27 Jan 202536min
#417 - How to Train Teams on Discovery That Digs Deeper and Closes Bigger | Eleanor Dorfman
ACTIONABLE TAKEAWAYS: Ban Product-Specific Language: Prohibit product-focused terms like "roles-based access" in deal reviews. Instead, prompt reps to explore the customer’s "why" behind their needs,...
23 Jan 202535min
#416 - The Ultimate 5 Stage Sales Process to Speed Up Your Deals | 30MPC Playbook (Sell)
Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast. Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward. St...
21 Jan 202550min
#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
