#398 - The Science of Sales Training & What Top Teams Do Differently | 30MPC Playbook
Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team. ACTIONABLE TAKEAWAYS Use a capability & cognitive load matrix to decide what to focus your tra...
12 Dec 202429min
#397 - How I Went From Flat Broke to Closing 7-figure Deals | Johnny Larson
ACTIONABLE TAKEAWAYS Ask for Competitor Proposals: If a prospect cites competitor pricing, request their proposal to directly compare offerings and address discrepancies. Rank Negotiation Prioriti...
10 Dec 202437min
#396 - Finding Business Level Pain Execs will ACTUALLY Care About | Maddy Jackson | 30MPC Hall of Fame
FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals a...
9 Dec 202435min
#395 - No BS Advice to Build Company Culture in 2025 | Steph Jenkins
ACTIONABLE TAKEAWAYS: Uncover what’s not working: Use varied questions in one-on-ones, like “If you had a magic wand, what would you change?” or “Where have we let you down in the sales cycle?” to s...
5 Dec 202435min
#394 - How to Close 90% of Leads Without a Single Cold Call | Vin Matano
ACTIONABLE TAKEAWAYS: Leverage Twitter for Outreach: Use X (formerly Twitter) creatively to direct prospects to your personalized email. Vin records and tweets videos at CMOs to grab their attention...
3 Dec 202433min
#393 - Master Parallel Selling Strategies to Speed Up Every Deal | Samantha McKenna | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on e...
2 Dec 202434min
#392 - How To Run a "Land & Expand" The Right Way (Eleanor Dorfman, ReTool)
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-...
28 Nov 202435min
#391 - How to Use AI for Prospecting Executives (Kyle Coleman, Copy.ai)
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...
26 Nov 202436min
