Hall of Fame: Henry Schuck Ep. 146

Leadership in sales isn’t just about hitting quota — it’s about building standards, setting culture, and developing people. In this episode, the hosts share 8 hard-earned sales leadership lessons that shaped how they hire, coach, and manage winning sales teams. 🎙️ ACTIONABLE TAKEAWAYS If it’s not a “hell yes,” it’s a no — never settle for average hires. Proof of performance over theory — test real execution, not hypotheticals. Follow the 2–2 rule — flip two reps, hire two culture-setters, cut two misfits. Let reps fire themselves — set clear standards early so underperformers opt out. More reps ≠ more revenue — don’t over-hire if your lead pool doesn’t grow. Protect focus time — stop expecting instant Slack replies; create deep work blocks. Use the 20/80 rule in training — 20% teach, 80% reinforce until it sticks. Give grace on first mistakes — support reps when they slip, then enforce standards. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: My 4-Step Account Executive Interview Process: https://www.30mpc.com/newsletter/my-4-step-account-executive-interview-process-2 My Ultimate 4-Week Sales Onboarding Program: https://www.30mpc.com/newsletter/my-ultimate-4-week-sales-onboarding-program Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

2 Sep 25min

Armand covers the 3 steps to handling any objection using the Mr. Miyagi Method. Here’s the magic framework: Agree with the objection to remove the pressure of the sale. Incentivize conversation to get them sharing more about the objection. Sell the test drive. What will they get out of meeting with you (or in this case, allowing the name drop) even if they don’t buy? RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “YOUTUBE” Free Sales Templates, Scripts and Guides

1 Sep 7min

Too many sellers give discounts before securing commitments, leaving deals vulnerable and dragging negotiations on for weeks. In this episode of 30 Minutes to President’s Club, we show you how to execute negotiations in three simple steps: confirm you’re the vendor of choice, lock down your customer’s timeline, and only then and only then, execute the give-get. 🎙️ ACTIONABLE TAKEAWAYS Confirm Vendor of Choice: Before negotiating, make sure your prospect would choose you over competitors if pricing were equal. Lock Down the Timeline: Secure a firm commitment on when the deal will close before offering any concessions. Flip the Give-Get Paradigm: Always get something in return (budget clarity, contract terms, faster close) before giving discounts or changes. Force Trade-Offs: Every concession has a cost—package pricing, terms, and conditions together so your customer makes real choices instead of endless asks. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: How to finish a negotiation in One Cut (PT 2) How to Win the Negotiation Before it Starts (Pt 1) Cold calling course Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

28 Aug 13min

Sales pros spend too much time on admin instead of selling. In this episode, Yoni Tserruya, CEO of Lusha, reveals six high-impact ways to automate your sales process so you can spend more time building trust with customers and less time stuck in busywork. 🎙️ ACTIONABLE TAKEAWAYS Automate List Building: Use AI to analyze your last 20+ closed deals and generate highly targeted prospect lists with parameters you might never have considered. Leverage Buying Signals: Track events like new hires, funding rounds, product launches, or office openings to prioritize outreach to in-market accounts. Streamline Call Prep: Deploy AI agents to compile company news, decision-maker profiles, and account usage data hours before each meeting. Personalize Icebreakers: Have AI scan LinkedIn posts, press releases, and work history to craft relevant, personalized openers for calls and emails. Automate Recap Emails: Upload call transcripts to AI for clean, concise summaries that highlight pains, solutions, and next steps and automatically update your CRM. AI-Powered Coaching: Train a custom AI on top-performing sales calls to score conversations, give targeted feedback, and onboard new reps faster. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Recap Email Template Free Toolkit: Build high-impact lists and target the right prospects at the right time Cold calling course Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

26 Aug 42min

70% of replies happen after email #1. Here’s a simple, repeatable multi-channel sequence (email + phone + social) that drives double-digit contact rates without spamming. Jason Bay's KISS (Keep It Simple Sequencing) framework covers 6 calls, 6 emails, and 3 social touches over 3 weeks. Grab the templates and full structure behind a great sequence along with the best ways to follow up after your first email: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template 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

25 Aug 12min

Learn the simple but powerful voicemail script that directs prospects straight to your email — boosting reply rates without chasing callbacks. This counterintuitive tactic adds a guaranteed touchpoint to your outreach sequence. 🎙️ ACTIONABLE TAKEAWAYS Make the voicemail about the email, don’t ask for a call back, direct them to look for your email instead State your name, company, and subject line so it’s easy for them to spot your email in their inbox. Keep it under 20 seconds to avoid sounding like a sales pitch. Pair with a strong, relevant email so once they open it, you maximize your chance of getting a reply. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Should you leave voicemails when cold calling? Cold calling course Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

21 Aug 13min

Sales leadership expert Marcus Chan reveals the exact systems and rhythms that turn average reps into Presidents Club winners. From personal success blueprints to “Real Play Fridays,” you’ll learn how to build trust, reduce turnover, and create a culture of consistent high performance. 🎙️ ACTIONABLE TAKEAWAYS: Winning Wednesdays — Lock in a one-hour training every Wednesday, led by you, a top rep, or a manager (not just enablement). Real Play Fridays — Two hours of live, intense practice scenarios with real buyer personas (e.g., your CFO if you sell to CFOs). Monthly War Rooms — Four hours focused on moving stalled deals forward or closing them out, with live calls and strategy in the room. Action Item — Find your company’s buyer persona, buy them lunch, and role play how they’d buy your product to sharpen your team’s approach. MARCUS’ PATH TO PRESIDENT’S CLUB: Sales Leader @ Multiple Orgs (3–110 reps) - Hit President’s Club 9/10 years, drove $190M new business, ran $195M P&L. Corporate Sales Professional @ 2 Fortune 500 Companies - Promoted 12x in 8 years, #1 in every role. Author & Thought Leader - WSJ Best-Selling Author, featured in Forbes, Yahoo! Finance, Salesforce. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: How To Bulid A Winning Sales Team With Commitment To Practice (Lead Episode) How to Run 1-on-1s and Practice Roleplays in Sales (Newsletter) Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

19 Aug 38min

Discover the exact time-blocking strategy top sales reps use to crush quota, maximize prospecting hours, and keep pipeline full, without burning out. This episode walks you through proven calendar management principles, the green/yellow/red hours system, and the four-step framework that guarantees consistent prospecting and closing success. 🎙️ ACTIONABLE TAKEAWAYS: Front-Load Your Most Difficult Sales Activities: Complete your hardest, most energy-draining tasks, like cold calling, first thing in your “green hours” (8–12) to ensure you hit your daily prospecting goals before distractions hit. Use Parkinson’s Law to Time-Block for Efficiency: Assign strict, realistic time blocks for each task to prevent work from expanding and eating into prime selling hours. Stack Similar Sales Activities to Maintain Momentum: Group calls, research, emails, and admin into dedicated blocks to avoid costly context-switching and keep your energy focused. Follow the Green/Yellow/Red Hour System: Green hours (prospecting), yellow hours (customer calls), and red hours (admin) keep your day optimized for revenue-generating activities and prevent pipeline starvation. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: How to time block in sales Cold calling course Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

14 Aug 21min