#424 - Using Intent Signals in Cold Outreach | Florin Tatulea | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitz...
10 Feb 202531min
#423 - How to Fix a Broken Sales Org in 90 Days | Kevin "KD" Dorsey
FOUR ACTIONABLE TAKEAWAYS Focus on High-Impact Problems: Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues....
6 Feb 202537min
#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
