Siste episoder av 30 Minutes to President's Club | No-Nonsense Sales podcast

1. #523 - How Top Sellers Find the Real Decision Makers in Deals | Kam Germany13.11.2025 (00:34:55)

   Kam Germany breaks down how elite sellers win complex deals by uncovering the true decision makers, sparking internal alignment, and turning every stakeholder into a champion that sells for you when you’re not in the room. 🎙️ ACTIONABLE TAKEAWAYS: Find the Shadow Decision Maker: Don’t assume the highest title holds the most influence—watch who answers impact questions to uncover who truly drives decisions. Incite the Riot: Use one-on-one breakout meetings with every stakeholder to surface real pain points and build internal advocates who keep your deal alive. Connect the Dots in the Demo: Tie each person’s problem to the larger business objective and show how your solution solves all of them together. One Thing to Do: Pre-plan questions in your presentations that invite conversation instead of asking, “Any questions?”—this keeps buyers engaged and drives real dialogue. 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

2. #522 - How Many Cold Calls Does It Take To Afford a Baby? (A Youtube Special)11.11.2025 (00:00:50)

   Full YouTube Video HERE (https://hubs.li/Q03SzGnP0) Alex Murphy (Founding AE @ 30MPC) reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after month. By breaking big life goals—like buying a house or having a baby—into simple math, he shows how to turn financial dreams into measurable activity targets. Learn how to calculate your dollars per meeting, prospects per booking, and the exact outreach volume needed to transform consistency into life-changing income. 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

3. #521 - The 7 Deadly Sales Negotiation Sins | Todd Caponi06.11.2025 (00:28:41)

   Todd Caponi, bestselling author of The Transparency Sale and The Four Levers of Negotiation, breaks down the 7 Deadly Negotiation Sins that cost salespeople deals, margins, and trust. If you think discounting accelerates deals, holding price until you “build value” is smart, or trading discounts for case studies is harmless, Todd’s about to rewire your negotiation mindset. Learn how to close faster, discount less, and build buyer trust using the same transparent negotiation tactics that world-class sellers use to win more and protect their price integrity. THE 7 DEADLY NEGOTIATION SINS: Waiting to set a price range or expectation: Delaying price discussions kills trust and confuses buyers. Set clear pricing expectations early to establish credibility and value. Believing discounts accelerate deals: Discounts often slow deals by signaling hidden flexibility. Instead, pay customers for mutually valuable timing commitments. Giving away free stuff because you think it doesn’t matter: Every concession tells buyers your price isn’t final. Align every trade to something meaningful using the Four Levers framework. Paying for case studies with discounts: Buying advocacy erodes authenticity. Earn your case studies through real customer success, not transactional discounts. Creating false certainty when clients ask you to “hold pricing”: Avoid rigid yes/no responses. Use transparent negotiation levers to guide timing and reinforce the value behind each date commitment. Talking about value at the goal line: If you’re re-selling value during negotiation, it’s too late. Communicate and reinforce value throughout the sales process before the proposal stage. Anchoring high instead of anchoring to truth: In today’s transparent market, inflated anchors destroy trust. Stick to honest, consistent pricing—because if the truth won’t sell it, don’t sell it. RESOURCES DISCUSSED: Masterclass w/ Todd Caponi Signup Buy 'Four Levers Negotiating Here Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

4. #520 - I Handle EVERY Cold Call Objection like Mr Miyagi04.11.2025 (00:07:25)

   Cold Email Course: http://bit.ly/44K6jy3 Cold Call Course: https://bit.ly/4jqQ4w2 -- Handle every objection in the world like Mr. Miyagi. Plus 4 more talk tracks you can steal for your favorite objections out there. Watch in full vibrant color: https://bit.ly/44KFn02 RESOURCES DISCUSSED ⁠18 Objections and Scripts for Each⁠ ⁠Join our weekly newsletter⁠ Save $50 on any 30MPC course⁠ with code “PODCAST” ⁠Free Sales Templates, Scripts and Guides

5. #519 - Set Next Steps That Actually Close Deals | Roy Mathew03.11.2025 (00:34:58)

   Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action. 🎙️ ACTIONABLE TAKEAWAYS: Calibrate before next steps: Always ask prospects where they stand before suggesting next steps — uncover what’s really going on in their head. Think like a buyer, not a seller: Map out the five key questions buyers must answer before deciding — problem, priority, evaluation, value, and commercial agreement. Game-plan every call: Before a meeting, ask your rep: (1) What’s the goal? (2) What could go sideways? (3) What will success look like and lead to next? Run a “next step workshop”: Block four weekly one-hour sessions, review recorded calls’ final 10 minutes, and score how effectively reps set, calibrate, and confirm next steps. ROY’S PATH TO PRESIDENT’S CLUB: Top 3 revenue producer globally over 4 years @ Airtable across 150+ sellers Went from 1st closing role to VP of Sales in ~6 years @ Re:currency Surpassed quota for 12 straight quarters @ Airtable RESOURCES DISCUSSED Join our weekly newsletter Mark’s 5-Stage Sales Process Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

6. #518 - 5 Terrifying Sales Ghosts That Will Haunt Your Quota | Halloween Special30.10.2025 (00:32:55)

   This Halloween, the 30 Minutes to President’s Club crew takes you inside the haunted house of sales — where deals disappear, demos die, and negotiations bleed revenue. Nick, Armand, and Steve break down five sales ghosts that secretly destroy your pipeline and show you exactly how to exorcise them using elite B2B sales tactics, closing frameworks, and storytelling mastery. If you’re serious about hitting quota, closing complex deals, and running world-class discovery and demos, this spooky special is your sales survival guide. The 5 Sales Ghosts (and How to Defeat Them): The Surface-Level Spirit: Your deal vanishes because you’re only finding small annoyances, not six-figure business problems that matter to executives. The Hypnosis Demo: Feature-dumping kills attention — learn how to demo through stories that emotionally hook buyers and make them see their future state. The Single-Threaded Specter: Depending on one champion is a death sentence. Multithread your deals and get power involved early. The Negotiation of a Thousand Cuts: Every tiny discount, seat, or billing term slices your margin. Follow Armand’s 6-step framework to negotiate once and win big. The Vendor Review Pit of Despair: IT and Legal can bury your deal alive. Run parallel reviews, set “redline deadlines,” and use mutual action plans to hit close dates. 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

7. #517 - The Secret to Handling Nasty Cold Call Objections28.10.2025 (00:15:33)

   ⁠18 Objections and Scripts for Each⁠ Nick Cegelski shares how to turn quick rejections into real sales conversations using his Mr. Miyagi Method for dismissive objections. He explains why most brush-offs aren’t about your product at all but about the interruption, and how to agree with objections, lower resistance, and reintroduce your pitch naturally. You’ll learn how to replace pressure with curiosity, keep prospects talking, and book more meetings with confidence. For more scripts and examples, grab the free objection handling guide linked in the description. RESOURCES DISCUSSED 18 Objections and Scripts for Each Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

8. #516 - How to Differentiate Yourself in Every Sales Cycle | Chad Prezlomski27.10.2025 (00:34:50)

   Chad Prezlomski reveals how elite sellers separate themselves from the pack by delivering a world-class buyer experience. Download the Guide: How to Get Your to Reply in 90 Seconds (Without Sending an Email) 🎙️ ACTIONABLE TAKEAWAYS: Before the meeting: Send pre-meeting nurture emails showing similar customers to build trust and credibility fast. During the meeting: Use a hypothesis slide to prove preparation and lead informed discovery. After the meeting: Use ChatGPT to identify the top three problems you can solve and send a recap video or email. One thing to do: Add a hypothesis slide to every deck to make your prep visible and elevate the buyer’s experience. CHAD’S PATH TO PRESIDENT’S CLUB: Top-Tier Enterprise AE @ Blackbaud & Amplify Sales Leader @ Schoology & Splash (10+ Years Building Teams) VP of Sales @ Splash — Scaled Org to Cvent Acquisition (2024) 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

9. #515 - 21 PERFECT Sales Discovery Questions to Ask Your Prospect (Part 1)23.10.2025 (00:16:24)

   Get your prospect to spill their guts on the very FIRST discovery call! In this first episode of a three-part 30 Minutes to President’s Club series, host Nick Cegelski reveals the 10 best discovery questions top-performing sales reps use to get prospects to open up from the very first call. These early-stage discovery questions are designed to uncover true motivation, business pain, and urgency — not just surface-level interest. You’ll learn exactly how to guide your conversations with questions that make prospects tell stories, reveal priorities, and show you how to win the deal. This is Part 1 of Nick’s Discovery Series, covering early-stage sales discovery — with Parts 2 and 3 diving into mid-stage and late-stage deal questions. Whether you’re a new AE or a veteran seller, this episode will sharpen your discovery skills, help you qualify faster, and teach you how to use the Discovery Tree to direct conversations like a pro. Subscribe so you don’t miss the next episodes and start mastering the art of discovery today. 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

10. #514 - I Ran a Sales Call For A Product I Never Sold21.10.2025 (00:24:50)

    In this episode, Armand Farrokh breaks down exactly how to run a discovery call for any product, even one you’ve never sold before. Using a background check software as an example, he shows how to identify real business problems, craft targeted questions, and connect day-to-day pains to executive-level impact that drives urgency. You’ll learn how to build and navigate a Discovery Tree—a structured path from situation to operational problem to executive impact, using Armand’s proven framework. He also shares “typically” and “magic moment” questions that uncover high-value pain points, helping SDRs, AEs, and sales leaders turn every discovery call into a winning deal. 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

11. #513 - How to Coach Sales Reps Using Metrics That Matter | Shaun Crimmins 20.10.2025 (00:39:34)

    Shaun Crimmins reveals how elite sales leaders simplify the math, build winning rhythms, and coach reps with data-driven precision. 🎙️ ACTIONABLE TAKEAWAYS: Reverse engineer revenue goals into weekly sales behaviors your reps can control. Create an operating rhythm—consistent meetings, deal reviews, and cadences to eliminate chaos. Coach with metrics, not gut feel—identify data gaps, validate behaviors, and build coaching plans. Prepare like a pro—leaders must prep for every 1:1 just as reps prep for customer calls. SHAUN’S PATH TO PRESIDENT’S CLUB: HubSpot: Helped scale revenue from $60M → $300M, Series D → IPO. Vanta: Scaled revenue from $10M → $100M+, led North America sales team and doubled win rates. Gong: Leads Commercial Business in the East. RESOURCES DISCUSSED Metrics Dashboard Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

12. #512 - Leadership Masterclass: The Sales Management Operating System16.10.2025 (01:00:20)

    🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT Sales managers: No one ever teaches you how to do your job. If you've ever wondered... Why are my pipeline reviews useless? Should I actually hire this person or am I gonna have to fire them in three months? Guess what? You're probably a little bit like me and you had to figure out this stuff from scratch. Well, fortunately, I've partnered up with the best sales leader in the game today, Mark Kosoglow. He led Outreach from $0-250M ARR and has turned 8 managers into VPs of Sales. All through his sales management operating system. It is the gold standard for how to be a sales leader in three steps: 1. The Operating System: Everything from how you forecast, to how you drive a deal through your pipeline, to how your AE should prospect. 2. The Operating Rhythm: How do you make sure your reps are actually doing the system through deal reviews? Team meetings and one-on-ones. 3. The Talent System: How do you hire people who are so good that they literally make you look like you don't have to do anything for your job? That is what we cover in the Sales Management Operating System course. I guarantee it will be the best sales management resource you've ever used in your life. 🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT 🛠️ The 15 Page Sales Management Operating System Toolkit: https://www.30mpc.com/blog/the-ultimate-sales-management-operating-system-guide #salesmanagementtraining#salesleadership#managertotrainer#forecasting#dealreviews#salescoach#B2Bsales#salesmanagers#salesoperatingrhythm#prospectingstrategies#salestrainingtips#revenuegrowth#leadershipdevelopment#salesenablement#onboardingmanagers

13. #511 - $3k vs $30k vs $300k Sales Close14.10.2025 (00:27:03)

    Mark's Kosoglow's Sales Leadership Course Armand Farrokh reveals how to close a $3K, $30K, and $300K sales deal — and why each one needs a different approach. He breaks down the five buyer agreements that drive every close and shows how to spot deal momentum to accelerate your cycle. Whether you’re closing SMB, mid-market, or enterprise deals, this video gives you real-world B2B sales tactics, SaaS closing strategies, and deal frameworks to help you sell faster, smarter, and bigger. 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

14. #510 - Here’s my $250M ARR Sales Management System13.10.2025 (00:18:40)

    🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT Sales managers: No one ever teaches you how to do your job. If you've ever wondered... Why are my pipeline reviews useless? Should I actually hire this person or am I gonna have to fire them in three months? Guess what? You're probably a little bit like me and you had to figure out this stuff from scratch. Well, fortunately, I've partnered up with the best sales leader in the game today, Mark Kosoglow. He led Outreach from $0-250M ARR and has turned 8 managers into VPs of Sales. All through his sales management operating system. It is the gold standard for how to be a sales leader in three steps: The Operating System: Everything from how you forecast, to how you drive a deal through your pipeline, to how your AE should prospect. The Operating Rhythm: How do you make sure your reps are actually doing the system through deal reviews? Team meetings and one-on-ones. The Talent System: How do you hire people who are so good that they literally make you look like you don't have to do anything for your job? That is what we cover in the Sales Management Operating System course. I guarantee it will be the best sales management resource you've ever used in your life.

15. #509 - Sales Hiring Secrets No One Talks About09.10.2025 (00:30:04)

    Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- Sales hiring is broken—and here's how to fix it. If you've ever felt like your pipeline reviews are useless or your forecast is just a wild guess, you're not alone. Most sales managers are never taught how to actually hire great reps—until now. In this game-changing video, we break down a bulletproof 4-step hiring system used by Mark Kosoglow, former VP of Sales at Outreach, who scaled it from $0 to $250M+ ARR and developed 8 sales managers into full-fledged VPs. We reveal why most sales hiring strategies over-index on experience instead of traits, and how you can flip your process to uncover high-performing reps who thrive in ambiguity, have coachability, grit, passion, and more. Learn the nine essential traits that actually drive results and discover the interview playbook that uncovers them all. Whether you’re building your first team or trying to fix a broken one, this video will reshape how you think about hiring in sales—forever. The Sales Recruiting Playbook (Sales Interview + Sourcing Guide): https://www.30mpc.com/blog/the-sales-recruiting-playbook

16. #508 - I Got Promoted to VP of Sales at 29. Here’s how.07.10.2025 (00:22:44)

    This Is Why Everyone Else Is Getting Promoted Faster Wondering why you’re stuck while your peers keep getting promoted? It’s not about tenure or luck—it’s about strategy. In this video, we break down the hard truth behind why others are getting promoted faster than you. Based on the career journey of a former VP of Sales who jumped multiple levels by age 29, you’ll get a clear 4-step framework that helps you outperform, gain leverage, and control your own promotion path. If you’re tired of waiting your turn, or feel like your hard work isn’t being recognized, this is your wake-up call. Learn how to become undeniable, run your own promotion “sales cycle,” and make it impossible for leadership to overlook you. Perfect for SDRs, AEs, and any high-performer in a competitive sales org. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQmg0 Things you can steal - https://linktr.ee/30mpc Save $50 on any 30MPC course - https://www.30mpc.com/courses with code “PODCAST” Free Sales Templates, Scripts and Guides - https://www.30mpc.com/toolkit

17. #507 - Creative deal structure that buyers can't resist | Mark Kosoglow06.10.2025 (00:31:13)

    Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- To celebrate the launch of Mark's new leadership course, please enjoy a throwback to his SECOND EVER episode on 30MPC from all the way in 2023. Four Actionable Takeaways:  B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW. When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging. Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years. When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?”

18. #506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)02.10.2025 (00:20:20)

    Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- Sales training that doesn't suck is rare—but it doesn't have to be. In this module, you'll learn how to design a sales training program that actually drives behavior change and delivers results. We break down the difference between training and coaching, how to reinforce skills using your existing rhythms, and how to track if your sales training is actually working. You'll learn how to avoid the trap of 48-hour death-by-PowerPoint kickoffs, and instead create training that reps engage with, remember, and use. We cover the sales enablement matrix, cognitive load, and how to build mastery-level programs that fit your quarter without overwhelming your team. Whether you're a VP of Sales, frontline manager, or enablement pro—this video will give you the blueprint for training that transforms performance. → Learn the coaching rhythms that drive rep accountability → Discover how to dose enablement without overload → Build documentation that makes you a legendary leader How to Train Your Reps to President’s Club: https://www.30mpc.com/blog/how-to-train-your-reps-to-presidents-club

19. #505 - The Most Confusing Objection in Sales30.09.2025 (00:13:49)

    Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- The most confusing objection in cold calling isn’t loud — it’s subtle, sneaky, and deadly to your deal. If you’ve ever had a prospect say “we already have something for that,” but it turns out they don’t… this is for you. In this video, I break down the exact 3-step framework I use to handle confusing objections like a pro — without pitching too soon or losing control of the call. You'll learn how to agree, ask the right trap question, and sell the test drive — turning confusion into clarity. I also share real talk tracks and breakdowns from my time leading teams at Pave, where this objection came up every single day. If you're in sales, you must know how to handle this. 🎯 Download 18+ sales objection scripts: https://tactics.30mpc.com/18-cold-call-objections-and-how-to-handle-them 💬 Comment your worst objection experience below 🔥 Like & Subscribe for weekly cold call breakdowns #confusingobjection#coldcalling#salesobjections#objectionhandling#salesstrategy#coldcalltips#salestraining#overcomingobjections#coldcallobjection#salescallbreakdown#bookmoremeetings#salesframework#b2bsales#salespsychology#coldcallobjectionhandling

20. #504 - Directing your sales process like a movie | Mark Kosoglow29.09.2025 (00:30:37)

    Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- To celebrate the launch of Mark's new leadership course, please enjoy a throwback to his FIRST EVER episode from May 2021. Four Actionable Takeaways:  Send a quick video after a big team demo instead of the 17 page deck. Mark-up your case study with key takeaways before sending to the prospect. Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z. Avoid the massive 8 person exec demo and opt to multi-thread instead.

21. #503 - After Closing $250M in Deals, I Found a Faster Way to Sell26.09.2025 (00:37:32)

    Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. 🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0 Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be. Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. What You Need To Know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs: → The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Register FREE → https://hubs.li/Q03L52Mc0 --- What if you could plug into the same sales system that helped scale from $0 to $250M ARR? In this video, I reveal the $250M ARR Operating System — a proven, stage-based framework to close deals faster, shorten sales cycles, and turn your team into a revenue machine. Most sales teams run meetings. Elite teams drive decisions. This framework flips the traditional sales process on its head — from "demo, proposal, close" to a strategic, decision-based system that accelerates buying. You'll learn: ✅ Why meeting-based sales processes fail ✅ The 5 core sales stages behind $250M in closed revenue ✅ How to reduce calls, compress time, and forecast accurately ✅ A framework your reps will actually follow Whether you're a founder, sales leader, or rep — this system is battle-tested and built to scale. 📥 Get the free sales stage template here → https://www.30mpc.com/blog/the-250m-arr-5-stage-sales-process 📈 Subscribe for more sales frameworks that actually close deals.

22. #502 - Software Demo Secrets That Instantly Close Deals23.09.2025 (00:09:50)

    Struggling to move deals forward after group demos? In this video, sales expert Nick Cegelski reveals a proven software demo process that keeps prospects engaged and drives real buying conversations. Discover what elite sellers do before and after a demo to build trust, personalize the experience, and win over every key stakeholder. You’ll learn why cold demos fail, how to warm up the room with pre-calls, and how post-demo follow-up can unlock true multithreading. Whether you're in SaaS sales, B2B tech, or enterprise deals, these software demo tips will help you close faster and more consistently. Perfect for AEs, SDRs, and anyone leading complex sales cycles. Stop winging your demos. Start winning them. 🎙️ ACTIONABLE TAKEAWAYS: Call attendees before the demo – Don’t walk into a cold room. Reach out 1:1 to every person on the invite list to get their agenda and run mini discovery. Build personal connections – Use those pre-demo calls to create rapport and uncover hot-button issues you’d never get in a big group setting. Get immediate post-demo feedback – Call your champion and key stakeholders right after the demo to capture real reactions and uncover next steps while it’s fresh. Follow up individually, not just with a group recap – Send a tailored 1:1 follow-up email to each stakeholder to spark deeper conversations, create new champions, and drive true multithreading. 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: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

23. huge announcement22.09.2025 (00:05:46)

    Huge Announcement 👉 Our next course is here: The Sales Management Operating System 🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. Pre-Order Discount: If you sign up for the event, you’ll get early access and the lowest price this course will ever be. Exclusive Playbook: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. 🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system What you need to know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 → $250M ARR and coach 8 managers into VPs: →The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Learn More: https://www.30mpc.com/course/leadership-course

24. #501 - We Already Have A Vendor for that Objection18.09.2025 (00:19:24)

    Learn how to expose weaknesses in your competitor’s solution, position your product as the smarter choice, and win more meetings on cold calls. 🎙️ ACTIONABLE TAKEAWAYS: Expose the competitor’s gap: Highlight the pain points your prospect might not have noticed in their current solution to create urgency. Leverage social proof: Use customer stories where others switched from a competitor to validate your claims without sounding pushy. Reframe the ask: Instead of forcing a hard sell, invite prospects to simply “take a look” at what’s out there—low pressure, high impact. Balance empathy with confidence: Acknowledge that they might not switch today, but confidently plant the seed that your solution solves a problem their current vendor doesn’t. 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: 18 Cold Call Objections Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

25. #500 - Inside a 4 Billion Dollar Company Using AI to Supercharge Sales | w/ Stevie Case 16.09.2025 (00:41:15)

    Stevie Case breaks down how she’s building one of the most advanced outbound sales machines in SaaS—balancing AI-driven efficiency with human-first selling to achieve conversion rates that beat inbound. 🎙️ ACTIONABLE TAKEAWAYS: Reverse-engineer ICP using AI and enrichment to find signals and stack-rank leads Keep outreach human-first by using AI for prep but letting reps drive conversations Build feedback loops with AI scoring while managers set coaching standards Continuously refine by feeding win/loss data back into the prospecting engine 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 STEVE’S PATH TO PRESIDENT’S CLUB: CRO @ Vanta Vice President of Sales @ Twilio Vice President of Sales and Growth @ Layer RESOURCES DISCUSSED: Jason Bay’s Cold Email ChatGPT Prompts Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides