The Real Reason Reps Miss Quota | Bite Sized Tactics

Alex Kane brings elite demo mastery to this episode, teaching sellers how to turn every walkthrough into a high-impact, story-driven buying experience that stands out from every other vendor in the cycle. 🎙️ ACTIONABLE TAKEAWAYS: Lead With the Approach: Frame the top problems and outcomes before showing anything. Present → Future → Past: Ask how they do it now, show the future state, then compare it back. Run a Reverse Demo: Make them demo their current workflow to expose real pain. Use a Big Team Demo Deck: Align early on what they want to see and why it matters. ALEX'S PATH TO PRESIDENT'S CLUB: 9× Presidents Club Winner @ Multiple Companies 200%+ To Quarterly Quota 25× and 500%+ 5× @ Multiple Companies 6× Pitch Olympics Champion @ 3 Companies Founding Enterprise AE @ Giga These Courses Will Get You to President’s Club 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

15 Jan 32min

Welcome to the most chaotic cold call competition you’ve ever seen. Two elite sales teams go head-to-head in a live 3v3 battle to see who can book the most meetings. Watch as the top sales minds from 30 Minutes to President's Club (and a special celeb dialer) bring their best cold call tactics to life. From permission-based openers to clever objection handling, you’ll witness what makes a cold call *land* versus *crash*. ✅ Expires this Friday, get $60 off the #1 Cold Calling Course with code "3v3": https://shop.30mpc.com/30mpc-cold-calls-to-presidents-club-course/?coupon=3v3 🎯 Start a TitanX pilot and we'll match your credits up to 5,000: https://titanx.io/?fpr=30mpc Cold calling sucks: https://www.30mpc.com/course/cold-calls-to-presidents-club

13 Jan 37min

Christine Nolan, four-time President’s Club enterprise sales leader at Asana, shares tactical frameworks for multithreading complex enterprise deals by mapping real power, navigating internal politics, and turning champions into organization-wide access. A practical playbook for winning, expanding, and controlling high-stakes, multi-stakeholder sales cycles. 🎙️ ACTIONABLE TAKEAWAYS: Build a real power map with your champion using a whiteboard or live org chart, not LinkedIn assumptions. Identify political influence and personal motivations, not just titles, to tailor your approach to each stakeholder. Leverage your full network to break into key accounts by systematically uncovering warm paths to executives. Action item: Review the last quarter of meetings, connect with every contact on LinkedIn, and seed your personal CRM with context you can reuse later. CHRISTINE’S PATH TO PRESIDENT’S CLUB: President’s Club Winner (4x) @ Multiple Enterprise Sales Teams Closed $100M+ Strategic Enterprise Deal @ Asana Head of Strategic Accounts (Top 100 Customers, 7–8 Figure Deals) @ Asana Built & Scaled Global Enterprise Sales Orgs (2nd Line Leader) @ HackerOne Built & Scaled Global Enterprise Sales Orgs (2nd Line Leader) @ Starburst THESE COURSES WILL GET YOU TO PRESIDENT’S CLUB: 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 GET MORE TACTICS: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

8 Jan 36min

We put Evan Greek (Commercial AE at Gong) and Florin Tatulea (Head of Sales Development at Common Room) in a cold email cage match: 10 minutes per round, weird prompts, and you have to write something that would actually get a reply. Jason Bay (CEO at Outbound Squad) judges based on [The Reply Method](https://www.30mpc.com/course/cold-email-course) framework.  Evan and Florin show how they use AI in real time to research accounts and draft highly personalized emails in minutes (not hours), then do the human edits for finishing touches. These Courses Will Get You to President’s Club 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

6 Jan 40min

In this episode, Nate Nasralla breaks down the one-page business case framework he used to help close a $30M enterprise deal and multiple seven-figure contracts. He walks through how to structure a one-page document that aligns executives, arms champions to sell internally, exposes deal gaps early, and drives consensus in complex buying groups. Using a real-world IKEA example, Nate shows how to translate problems into executive language, quantify outcomes, and position investment so deals actually move forward. These Courses Will Get You to President’s Club 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

30 Dec 202514min

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 through how to prep demos, align with buyers before clicking anything, run discovery during the demo, and frame every feature using a why-before-what approach so prospects experience a true “test drive.” This is a tactical, repeatable demo playbook for sellers who want higher conversion rates and faster promotions. These Courses Will Get You to President’s Club 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube Get More Tactics

23 Dec 20259min

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, she shares KPI structures, call-block strategy, cold-call skill development, and how leaders can scale connect rates, conversation rates, and meeting production without burning out their reps. 🎙️ ACTIONABLE TAKEAWAYS: Weekly SDR readouts: Reps review KPIs and explain every meeting they booked to surface repeatable plays. Use AI for call pattern analysis: Analyze winning call transcripts to find coaching themes and enablement topics. Own rep career paths: Align with other departments and give SDRs projects that build promotion-ready skills. One thing — Call for Intel & Intros: Run an “I&I” block where reps call below-the-line users to gather insights and get warm introductions. MELANIE’S PATH TO PRESIDENT’S CLUB: Scaled team from 10→50 @ Klue, then 4→33 @ Nooks in 18 months Top 2 performer @ Klue during 1.5-year tenure before moving into SDR leadership These Courses Will Get You to President’s Club 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

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, business cases, team management, and more. Each tactic is pulled from interviews with top 1% sellers and elite sales leaders, giving reps a fast, practical, and highly actionable playbook to win deals, build pipeline, lead teams, and hit President’s Club in 2026. These Courses Will Get You to President’s Club👥 Leadership Course: https://bit.ly/4o8KtMT📧 Cold Email Course: http://bit.ly/44K6jy3☎️ Cold Call Course: https://bit.ly/4jqQ4w2🔮 Discovery Course: https://bit.ly/4cQYaM8🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

16 Dec 202536min