#399 - 30 Minutes of Advanced Negotiation Strategies | Spencer Ivey | 30MPC Hall of Fame
FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions...
16 Dec 202435min
#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
