#59 - Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)

In this episode, Adam Ochart, #1 sales rep from Gong breaks down the exact demo framework that helped him earn 8 promotions, consistently win enterprise deals, and maintain a 30%+ win rate. He walks t...

23 Dec 20251min

Melanie Smith, Head of Sales Development at Nooks, breaks down the exact systems, metrics, and coaching frameworks she uses to run one of the highest-performing SDR teams in outbound. In this episode,...

18 Dec 202534min

In this special holiday episode, Santa and his elf break down the 12 most impactful sales tactics of 2025, covering negotiation, discovery, cold calling, prospecting, leadership, demo strategy, hiring...

16 Dec 202536min

Discover how Vidyard’s #1 AE, Mike D'Aloisio, uses video to humanize every stage of the sales cycle — from first touch to pricing delivery to re-engagement when prospects ghost. In this 30MPC sell int...

11 Dec 202525min

December deals are different. Negotiations drag. Legal stalls. Procurement kicks it to January. And your EOQ slips away. In this Masterclass, Todd Caponi joins Nick and Armand to share strategies fr...

9 Dec 202540min

Luke’s CE Hypothesis Template Luke Floyd breaks down how he stopped “spraying and praying” and started winning large enterprise deals by tracking where urgency already exists. Instead of chasing logo...

4 Dec 202537min

Jason hits the phones to prospect into sales and enablement leaders, sharing his live approach between each call. With a 30% connect rate (thanks to Titan X) and 11% conversion, you'll see how Jason ...

2 Dec 202533min

Get the full playbook (60 minute video masterclass) 100% free right here: https://www.pipedrive.com/en/30mpc-masterclass --- Deal velocity is a huge driver of win rates, which is why Armand and I part...

27 Nov 202521min