#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
#425 - The AI Playbook for Sales: How to Book More Meetings & Close More Deals With AI | Jake Dunlap
FOUR ACTIONABLE TAKEAWAYS ChatGPT Research Triangle: Before outreach, prompt ChatGPT with the industry (including sub-industry), job title, and your product’s value. This ensures messaging aligns wi...
11 Feb 202538min
#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
