#530 - Negotiation Masterclass: Your Sales Commission Savior

Kam Germany breaks down how elite sellers win complex deals by uncovering the true decision makers, sparking internal alignment, and turning every stakeholder into a champion that sells for you when you’re not in the room. 🎙️ ACTIONABLE TAKEAWAYS: Find the Shadow Decision Maker: Don’t assume the highest title holds the most influence—watch who answers impact questions to uncover who truly drives decisions. Incite the Riot: Use one-on-one breakout meetings with every stakeholder to surface real pain points and build internal advocates who keep your deal alive. Connect the Dots in the Demo: Tie each person’s problem to the larger business objective and show how your solution solves all of them together. One Thing to Do: Pre-plan questions in your presentations that invite conversation instead of asking, “Any questions?”—this keeps buyers engaged and drives real dialogue. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

13 Nov 34min

Full YouTube Video HERE (https://hubs.li/Q03SzGnP0) Alex Murphy (Founding AE @ 30MPC) reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after month. By breaking big life goals—like buying a house or having a baby—into simple math, he shows how to turn financial dreams into measurable activity targets. Learn how to calculate your dollars per meeting, prospects per booking, and the exact outreach volume needed to transform consistency into life-changing income. RESOURCES DISCUSSED ⁠Join our weekly newsletter⁠ Things you can steal⁠ ⁠Save $50 on any 30MPC course⁠ with code “PODCAST” ⁠Free Sales Templates, Scripts and Guides

11 Nov 50s

Todd Caponi, bestselling author of The Transparency Sale and The Four Levers of Negotiation, breaks down the 7 Deadly Negotiation Sins that cost salespeople deals, margins, and trust. If you think discounting accelerates deals, holding price until you “build value” is smart, or trading discounts for case studies is harmless, Todd’s about to rewire your negotiation mindset. Learn how to close faster, discount less, and build buyer trust using the same transparent negotiation tactics that world-class sellers use to win more and protect their price integrity. THE 7 DEADLY NEGOTIATION SINS: Waiting to set a price range or expectation: Delaying price discussions kills trust and confuses buyers. Set clear pricing expectations early to establish credibility and value. Believing discounts accelerate deals: Discounts often slow deals by signaling hidden flexibility. Instead, pay customers for mutually valuable timing commitments. Giving away free stuff because you think it doesn’t matter: Every concession tells buyers your price isn’t final. Align every trade to something meaningful using the Four Levers framework. Paying for case studies with discounts: Buying advocacy erodes authenticity. Earn your case studies through real customer success, not transactional discounts. Creating false certainty when clients ask you to “hold pricing”: Avoid rigid yes/no responses. Use transparent negotiation levers to guide timing and reinforce the value behind each date commitment. Talking about value at the goal line: If you’re re-selling value during negotiation, it’s too late. Communicate and reinforce value throughout the sales process before the proposal stage. Anchoring high instead of anchoring to truth: In today’s transparent market, inflated anchors destroy trust. Stick to honest, consistent pricing—because if the truth won’t sell it, don’t sell it. RESOURCES DISCUSSED: Masterclass w/ Todd Caponi Signup Buy 'Four Levers Negotiating Here Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

6 Nov 28min

Cold Email Course: http://bit.ly/44K6jy3 Cold Call Course: https://bit.ly/4jqQ4w2 -- Handle every objection in the world like Mr. Miyagi. Plus 4 more talk tracks you can steal for your favorite objections out there. Watch in full vibrant color: https://bit.ly/44KFn02 RESOURCES DISCUSSED ⁠18 Objections and Scripts for Each⁠ ⁠Join our weekly newsletter⁠ Save $50 on any 30MPC course⁠ with code “PODCAST” ⁠Free Sales Templates, Scripts and Guides

4 Nov 7min

Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action. 🎙️ ACTIONABLE TAKEAWAYS: Calibrate before next steps: Always ask prospects where they stand before suggesting next steps — uncover what’s really going on in their head. Think like a buyer, not a seller: Map out the five key questions buyers must answer before deciding — problem, priority, evaluation, value, and commercial agreement. Game-plan every call: Before a meeting, ask your rep: (1) What’s the goal? (2) What could go sideways? (3) What will success look like and lead to next? Run a “next step workshop”: Block four weekly one-hour sessions, review recorded calls’ final 10 minutes, and score how effectively reps set, calibrate, and confirm next steps. ROY’S PATH TO PRESIDENT’S CLUB: Top 3 revenue producer globally over 4 years @ Airtable across 150+ sellers Went from 1st closing role to VP of Sales in ~6 years @ Re:currency Surpassed quota for 12 straight quarters @ Airtable RESOURCES DISCUSSED Join our weekly newsletter Mark’s 5-Stage Sales Process Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

3 Nov 34min

This Halloween, the 30 Minutes to President’s Club crew takes you inside the haunted house of sales — where deals disappear, demos die, and negotiations bleed revenue. Nick, Armand, and Steve break down five sales ghosts that secretly destroy your pipeline and show you exactly how to exorcise them using elite B2B sales tactics, closing frameworks, and storytelling mastery. If you’re serious about hitting quota, closing complex deals, and running world-class discovery and demos, this spooky special is your sales survival guide. The 5 Sales Ghosts (and How to Defeat Them): The Surface-Level Spirit: Your deal vanishes because you’re only finding small annoyances, not six-figure business problems that matter to executives. The Hypnosis Demo: Feature-dumping kills attention — learn how to demo through stories that emotionally hook buyers and make them see their future state. The Single-Threaded Specter: Depending on one champion is a death sentence. Multithread your deals and get power involved early. The Negotiation of a Thousand Cuts: Every tiny discount, seat, or billing term slices your margin. Follow Armand’s 6-step framework to negotiate once and win big. The Vendor Review Pit of Despair: IT and Legal can bury your deal alive. Run parallel reviews, set “redline deadlines,” and use mutual action plans to hit close dates. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

30 Okt 32min

⁠18 Objections and Scripts for Each⁠ Nick Cegelski shares how to turn quick rejections into real sales conversations using his Mr. Miyagi Method for dismissive objections. He explains why most brush-offs aren’t about your product at all but about the interruption, and how to agree with objections, lower resistance, and reintroduce your pitch naturally. You’ll learn how to replace pressure with curiosity, keep prospects talking, and book more meetings with confidence. For more scripts and examples, grab the free objection handling guide linked in the description. RESOURCES DISCUSSED 18 Objections and Scripts for Each Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

28 Okt 15min

Chad Prezlomski reveals how elite sellers separate themselves from the pack by delivering a world-class buyer experience. Download the Guide: How to Get Your to Reply in 90 Seconds (Without Sending an Email) 🎙️ ACTIONABLE TAKEAWAYS: Before the meeting: Send pre-meeting nurture emails showing similar customers to build trust and credibility fast. During the meeting: Use a hypothesis slide to prove preparation and lead informed discovery. After the meeting: Use ChatGPT to identify the top three problems you can solve and send a recap video or email. One thing to do: Add a hypothesis slide to every deck to make your prep visible and elevate the buyer’s experience. CHAD’S PATH TO PRESIDENT’S CLUB: Top-Tier Enterprise AE @ Blackbaud & Amplify Sales Leader @ Schoology & Splash (10+ Years Building Teams) VP of Sales @ Splash — Scaled Org to Cvent Acquisition (2024) RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

27 Okt 34min