Playbook 15: Top 10 moments that change the way we sell

Playbook 15: Top 10 moments that change the way we sell

Author: Nick Cegelski & Armand Farrokh June 21, 2023 Duration: 29:18
Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90 Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. Prospecting Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing! Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort Discovery Episode 110 Doug Landis: PPO Episode 137 Krysten Conner: The Menu of Pain Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it. Episode 113 Armand Farrokh: The 5-minute drill + big demo deck Process Episode 130 Morgan Melo: How are you gonna justify this internally? Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum. Episode 103 Miles Kane: What are you willing to offer in return? Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale. The NUMBER ONE TACTIC! Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem. THE LATEST FROM 30MPC Tactic TV Toolkits & Templates Twitter YouTube THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick’s Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Boomerang: Tactics for Peak Productivity Discovery & Demo Clari: How to Sell to the CFO Sales Process Demandbase: 6 Templates to Accelerate Deals Gong: Master Class Qwilr: Multithreading Power Plays Outreach: 1 Sequence to Create and 5 Templates to Close Accord: Business Case Template Prolifiq: Relationship Mapping Playbook ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :)

Curated from the flagship show 30 Minutes to President's Club, this 30MPC Hall of Fame podcast is a distilled collection of peak performance insights for sales professionals and business leaders. Hosts Nick Cegelski and Armand Farrokh sift through their extensive library to present only the most impactful strategies, conversations, and breakthrough moments that define elite achievement. Here, you’ll find the essential episodes that listeners return to again and again, alongside exclusive new commentary and reflections from Nick and Armand that you won’t hear anywhere else. It’s more than a highlight reel; it’s a masterclass in what works, focusing on practical tactics, mental frameworks, and the nuanced realities of building a legendary career in sales. Each entry into this hall of fame is chosen for its lasting value and transformative potential, offering concentrated wisdom for those committed to operating at the highest level. Tune in for a focused, no-fluff archive of the best ideas from the journey to the president’s club.
Author: Language: English Episodes: 15

30MPC Hall of Fame | 30 Minutes to President's Club
Podcast Episodes
Playbook 14: The Multithreading Playbook [not-audio_url] [/not-audio_url]

Duration: 37:49
WHAT YOU'LL HEAR The Golden Path Top Down Selling Bottom-Up Selling THE LATEST FROM 30MPC Catch the next 30MPC Live Steal the latest sales templates here THINGS YOU CAN STEAL Prospecting: Email Templates UserGems: Job Ch…
Playbook 13: The Negotiation Playbook [not-audio_url] [/not-audio_url]

Duration: 24:40
FOUR ACTIONABLE TAKEAWAYS When giving price: explain how it works first, then give price and stop talking. When the customer asks for a discount, act surprised and push away to encourage them to come back to the table. L…
Playbook 12: Cold Calling Playbook Part 2 [not-audio_url] [/not-audio_url]

Duration: 26:56
WANT MORE FROM 30MPC? Click here to get our free goodies (playbooks, templates, battlecards, etc.) Time is running out to register for our upcoming 30MPC Live Grab our latest exclusive sales template / guide here Part 1:…
Playbook 11: Everything prospecting that isn't email or phone [not-audio_url] [/not-audio_url]

Duration: 34:05
Every 10th episode, we tear down one topic. This is how to land a killer sales job. FOUR ACTIONABLE TAKEAWAYS Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”. Use…
Playbook 10: Top 10 moments that change the way we sell [not-audio_url] [/not-audio_url]

Duration: 26:42
Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. RESOURCES DISCUSSED: Time is running out to register for…
Playbook 9: How to land a killer sales job [not-audio_url] [/not-audio_url]

Duration: 31:32
Every 10th episode, we tear down one topic. This is how to land a killer sales job. FOUR ACTIONABLE TAKEAWAYS Build a top 25 accounts list that meet your criteria on space, prestige, size, etc. Have a non-hideous resume…
Playbook 8: Running a Killer Demo [not-audio_url] [/not-audio_url]

Duration: 35:18
Every 10th episode, we tear down one topic. This is how to run a killer demo. FOUR ACTIONABLE TAKEAWAYS Show the 20% of your features that solve 80% of the problems. Always prep for who is in the room, what they want to…
Playbook 7: Cold Emails [not-audio_url] [/not-audio_url]

Duration: 26:43
Every 10th episode, we tear down one topic. This is how to send cold emails that actually work. FOUR ACTIONABLE TAKEAWAYS Stop trying to sell everything under the sun. Keep it to one pain point per email. Start your sequ…
Playbook 6: Discovery Teardown [not-audio_url] [/not-audio_url]

Duration: 25:54
Every 10th episode, we tear down one topic. This is how to structure your discovery. FOUR ACTIONABLE TAKEAWAYS MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt. Set the agenda…
Playbook 5: Top 10 moments that change the way we sell [not-audio_url] [/not-audio_url]

Duration: 29:43
Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell. EPISODES MENTIONED: Episode 6 w/ Ryan Reisert Episodes 4…