Once we know what we are trying to do, you will know too!
…
continue reading
The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual. 30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, includ ...
…
continue reading
The official Comedy Club 4 Kids podcast where the very best children's comedians discuss all of your important questions. Suitable for everyone aged 6-99 years old (no 100 year olds allowed). Featuring different guest comedians every week and hosted by Tiernan Douieb. ‘A highlight for children.‘ – The Guardian Nominated for Best Children's Podcast at the Independent Podcast Awards 2023. If you enjoy Radio Nonsense and would like to support it, while also avoiding all the adverts that are nev ...
…
continue reading
1
Lead Playbook: How & When To Promote Reps To Managers
41:02
41:02
Mais Tarde
Mais Tarde
Listas
Like
Curtido
41:02
Mark & Armand link up live and in person to discuss the when, how, and who of promoting sales reps to sales managers ACTIONABLE TAKEAWAYS: Efficacy in Sales Management: A sales manager’s primary job is to ensure team efficacy while fostering a supportive environment. Effective managers don’t just oversee but actively build up their teams. Conscious…
…
continue reading
1
Do bananas poo because of the disgusting brown bits on them? With Sam See
47:37
47:37
Mais Tarde
Mais Tarde
Listas
Like
Curtido
47:37
A not very Halloween Halloween episode, as Sam See joins Tiernan to answer Theo's question about bananas. And at CC4K HQ, BlarBla returns! JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR …
…
continue reading
1
260 (Sell) How To Win Complete Control of Your Deals (Dan Flood, Challenger)
38:43
38:43
Mais Tarde
Mais Tarde
Listas
Like
Curtido
38:43
ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged. Teach Process Over Just Problems: Beyond identifying issues, recommend processes …
…
continue reading
Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time When telling…
…
continue reading
1
259 (Lead) How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance)
41:04
41:04
Mais Tarde
Mais Tarde
Listas
Like
Curtido
41:04
ACTIONABLE TAKEAWAYS Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top reps. Start with one-on-one exercises before group activities: Begin with individual sessions like "Rosebud Thorne" to ease reps in before moving to large…
…
continue reading
1
Do dinosaurs get lice? With Liz Sellen Bankes
47:33
47:33
Mais Tarde
Mais Tarde
Listas
Like
Curtido
47:33
Liz Sellen Bankes manages to escape her duvet cover long enough to help Tiernan answer Ethan's important question about dinosaur lice. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUES…
…
continue reading
1
258 (Sell) How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk)
41:48
41:48
Mais Tarde
Mais Tarde
Listas
Like
Curtido
41:48
ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack: Identify key timeline drivers, like contrac…
…
continue reading
TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, …
…
continue reading
1
257 (Lead) How to Use Intent-Based Selling for Huge Sales Development Success (Florin Tatulea, Common Room)
35:34
35:34
Mais Tarde
Mais Tarde
Listas
Like
Curtido
35:34
ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; comb…
…
continue reading
1
Why, when barbers cut your hair, it doesn’t hurt? But when my sister pulls it, it does? With Alasdair Beckett King
54:02
54:02
Mais Tarde
Mais Tarde
Listas
Like
Curtido
54:02
Alasdair Beckett King joins Tiernan this week to help answer Liam's important question about hair, and he talks about his new Montgomery BonBon book 'Mystery At The Manor'. Get Mongomery BonBon - Mystery At The Manor here: https://www.walker.co.uk/Montgomery-Bonbon-Mystery-at-the-Manor-9781529518290.aspx JOIN THE ADVERT FREE LINDA EDITION OF THE SH…
…
continue reading
1
256 (Special) Mastering Sales Tonality (Jeremy Miner, 7th Level)
39:20
39:20
Mais Tarde
Mais Tarde
Listas
Like
Curtido
39:20
ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to thin…
…
continue reading
FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal. To determine the n…
…
continue reading
1
Why You Should Still Cold Call (Make It Happen Mondays Podcast)
10:40
10:40
Mais Tarde
Mais Tarde
Listas
Like
Curtido
10:40
This is an except from the Make It Happen Mondays podcast with John Barrows Check out John's weekly sales podcast here: https://podcasts.apple.com/us/podcast/make-it-happen-mondays-b2b-sales-talk-with-john-barrows/id1265697819Por Armand Farrokh & Nick Cegelski
…
continue reading
1
255 (Lead) How to Align Sales & Marketing for Predictable Pipeline Growth (Sonny Round, Panopto)
40:27
40:27
Mais Tarde
Mais Tarde
Listas
Like
Curtido
40:27
ACTIONABLE TAKEAWAYS: 80/20 Rule for Experimentation: Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos. Track MQL to Reply Rates: Use the MQL to reply rate metric to gauge how well your messaging engages prospects. Key Metrics for Pipeline Meetings: Focus on leads by source, conversion rates, me…
…
continue reading
1
Why was school mayd why!!!!!!!!!!!!!!!!!!!!!!!!!!!!!! With Bec Hill
57:03
57:03
Mais Tarde
Mais Tarde
Listas
Like
Curtido
57:03
The mighty Bec Hill returns to talk about being part gecko and of course to answer cowmoo7's question about school. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND NO…
…
continue reading
1
254 (Sell) How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned)
39:50
39:50
Mais Tarde
Mais Tarde
Listas
Like
Curtido
39:50
Get our Aligned Mutual Action Plan: https://my.teamaligned.com/room/66b4e7890a28d88fac3b89ef/overview?avk=a9c030cf FOUR ACTIONABLE TAKEAWAYS: Know Your Solution – Understand the problems you solve, their root causes, and the demo paths before your discovery call. Model Multiple Scenarios – Present "worst," "average," and "best" cases to appear more…
…
continue reading
FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait …
…
continue reading
Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)" Order the bookPor Armand Farrokh & Nick Cegelski
…
continue reading
1
253 (Lead) The Ultimate Guide to Effective Sales Call Reviews (Armand Farrokh)
39:47
39:47
Mais Tarde
Mais Tarde
Listas
Like
Curtido
39:47
TOP ACTIONABLE SALES TAKEAWAYS: Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team. Keep it punchy and efficient: Drive the screen share, skip small talk, and use the…
…
continue reading
1
Why are shower heads called shower heads if they don’t have a body? With Stuart Heritage
55:42
55:42
Mais Tarde
Mais Tarde
Listas
Like
Curtido
55:42
Stuart Heritage returns to the podcast to answer Repose Ocelots question about shower heads and shower bodies, and also talk ODD Squad Book 2: Attack of Aunty Enchanty. GRAB ODD SQUAD: ATTACK OF AUNTY ENCHANTY HERE: https://www.penguin.co.uk/books/448240/the-odd-squad-attack-of-aunty-enchanty-by-heritage-stuart/9780241572283 JOIN THE ADVERT FREE LI…
…
continue reading
1
252 (Sell) Own the Sales Cycle: How to Take Command from Call One (John Barrows)
39:00
39:00
Mais Tarde
Mais Tarde
Listas
Like
Curtido
39:00
Por Armand Farrokh & Nick Cegelski
…
continue reading
FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" a…
…
continue reading
1
251 (Lead) Find Top 1% Sellers with Proven Outbound Recruiting Tactics (Armand Farrokh, 30MPC)
43:57
43:57
Mais Tarde
Mais Tarde
Listas
Like
Curtido
43:57
TOP ACTIONABLE SALES TAKEAWAYS: Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections. Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested. Mini-pitch framework: Pitch by …
…
continue reading
1
What is the answer to my question? With Beth Jones
40:26
40:26
Mais Tarde
Mais Tarde
Listas
Like
Curtido
40:26
Top estate agent for hermit crabs Beth Jones joins Tiernan this week to answer Olivia's question about her question. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND N…
…
continue reading
1
250 (Sell) Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus)
39:40
39:40
Mais Tarde
Mais Tarde
Listas
Like
Curtido
39:40
Get our free Account Research toolkit FOUR ACTIONABLE TAKEAWAYS Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest. Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights. …
…
continue reading
1
Product Roadmap: Q4 2024 (Course, Community, Content)
13:55
13:55
Mais Tarde
Mais Tarde
Listas
Like
Curtido
13:55
Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club. Sales Course & Community ➥ Get on the waitlist: https://30mpc.com/course ➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy ❏ More 30MPC ❏ ➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh…
…
continue reading
1
Lead Playbook: The Perfect 5-Stage Sales Process
49:53
49:53
Mais Tarde
Mais Tarde
Listas
Like
Curtido
49:53
Mark walks Armand through his step by step B2B sales process MARK'S PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of Global Sales @ Outreach Regional Sales Director @ School Specialty Planning & Student Development Sr. Account Management @ Great American Opportunities RESOURCES DISCUSSED The Sales Process Doc…
…
continue reading
1
Who is da duck from quacker? With Rob Kemp
57:38
57:38
Mais Tarde
Mais Tarde
Listas
Like
Curtido
57:38
Inventor of the anti-spa Rob Kemp joins Tiernan this week to answer just who is 'da duck from quacker?' JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND NONSENSE TOO. …
…
continue reading
1
249 (Sell) How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong)
39:57
39:57
Mais Tarde
Mais Tarde
Listas
Like
Curtido
39:57
FOUR ACTIONABLE TAKEAWAYS Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact. Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, mai…
…
continue reading
FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make …
…
continue reading
1
How to Ask For The Meeting and Make Sure They Show Up (Tenbound Podcast)
8:58
8:58
Mais Tarde
Mais Tarde
Listas
Like
Curtido
8:58
This is an except from the Tenbound podcast with David Dulany Check out the GTM podcast here: https://tenbound.com/podcasts/ Join our weekly newsletter Things you can stealPor Armand Farrokh & Nick Cegelski
…
continue reading
1
248 (Lead) Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room)
36:26
36:26
Mais Tarde
Mais Tarde
Listas
Like
Curtido
36:26
ACTIONABLE TAKEAWAYS Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals. Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where y…
…
continue reading
1
Are zebras spicy horses? With Adam Kay and Henry Paker
49:12
49:12
Mais Tarde
Mais Tarde
Listas
Like
Curtido
49:12
Adam Kay and Henry Paker join Tiernan to answer Marce's amazing question about zebras, and also talk about their new book Dexter Proctor - The 10 Year Old Doctor. Plus a competition to win a copy of the book! ORDER DEXTER PROCTOR HERE: https://www.penguin.co.uk/books/458753/dexter-procter-the-10-year-old-doctor-by-kay-adam/9780241668597 JOIN THE AD…
…
continue reading
1
247 (Sell) Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)
40:04
40:04
Mais Tarde
Mais Tarde
Listas
Like
Curtido
40:04
ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to shar…
…
continue reading
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers. Do not do the things that you're horrible at. Hire for the things that are not your strengths. Invest your time in enablement. You and your reps shoul…
…
continue reading
1
The Future of Outbound Sales (Topline Podcast)
15:14
15:14
Mais Tarde
Mais Tarde
Listas
Like
Curtido
15:14
This is an except from the Topline podcast with Sam, AJ, and Asad Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast Join our weekly newsletter Things you can stealPor Armand Farrokh & Nick Cegelski
…
continue reading
1
246 (Lead) Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend)
36:56
36:56
Mais Tarde
Mais Tarde
Listas
Like
Curtido
36:56
FOUR ACTIONABLE TAKEAWAYS Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue. When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a spec…
…
continue reading
1
Why can we not eat grass but be able to eat spinach because they are both plants? With Lizzie Daykin
54:40
54:40
Mais Tarde
Mais Tarde
Listas
Like
Curtido
54:40
Lizzie Daykin, pickle defender, joins Tiernan this week to answer Mollie's important question about grass vs spinach. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND …
…
continue reading
1
245 (Sell) How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad)
40:28
40:28
Mais Tarde
Mais Tarde
Listas
Like
Curtido
40:28
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competito…
…
continue reading
FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by understanding lookalike conversations your team has had in the past. Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just …
…
continue reading
1
244 (Lead) How to Navigate Firing, Hiring, and PIPs as a Leader (Ken Amar, Agoge Prospecting School)
38:26
38:26
Mais Tarde
Mais Tarde
Listas
Like
Curtido
38:26
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission. When turning ar…
…
continue reading