30 Minutes to President's Club | No-Nonsense Sales
By Armand Farrokh & Nick Cegelski
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Episodes: 569
Description
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, including:
Prospecting: How to open conversations to triple your pipeline
Discovery: How to ask questions that uncover massive pain
Process: How to get big contracts over the line
Leadership: How to hire and train world class teams.
Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).
Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
| Episode | Date |
|---|---|
|
#531 - How to Scale Personalized Prospecting with Video (Even in SMB)
|
Dec 11, 2025 |
|
#530 - Negotiation Masterclass: Your Sales Commission Savior
|
Dec 09, 2025 |
|
#529 - How to Win Enterprise Deals with Compelling Events (Not Volume) | Luke Floyd
|
Dec 04, 2025 |
|
#528 - Live Cold Calls: How Many Meetings Can The #1 Sales Trainer Book?
|
Dec 02, 2025 |
|
#527 - The Sales Process Elite Reps Use (And You Don’t)
|
Nov 27, 2025 |
|
#526 - The Ultimate Cold Calling Q&A: 16 Questions to Book Your Next Meeting
|
Nov 25, 2025 |
|
#525 - Why Executives Ignore Your Sales Pitch (And How to Fix It Fast) | Nate Nasralla
|
Nov 20, 2025 |
|
#524 - Outbound Prospecting Masterclass: Everything You Need to Book Meetings in 2026
|
Nov 18, 2025 |
|
#523 - How Top Sellers Find the Real Decision Makers in Deals | Kam Germany
|
Nov 13, 2025 |
|
#522 - How Many Cold Calls Does It Take To Afford a Baby? (A Youtube Special)
|
Nov 11, 2025 |
|
#521 - The 7 Deadly Sales Negotiation Sins | Todd Caponi
|
Nov 06, 2025 |
|
#520 - I Handle EVERY Cold Call Objection like Mr Miyagi
|
Nov 04, 2025 |
|
#519 - Set Next Steps That Actually Close Deals | Roy Mathew
|
Nov 03, 2025 |
|
#518 - 5 Terrifying Sales Ghosts That Will Haunt Your Quota | Halloween Special
|
Oct 30, 2025 |
|
#517 - The Secret to Handling Nasty Cold Call Objections
|
Oct 28, 2025 |
|
#516 - How to Differentiate Yourself in Every Sales Cycle | Chad Prezlomski
|
Oct 27, 2025 |
|
#515 - 21 PERFECT Sales Discovery Questions to Ask Your Prospect (Part 1)
|
Oct 23, 2025 |
|
#514 - I Ran a Sales Call For A Product I Never Sold
|
Oct 21, 2025 |
|
#513 - How to Coach Sales Reps Using Metrics That Matter | Shaun Crimmins
|
Oct 20, 2025 |
|
#512 - Leadership Masterclass: The Sales Management Operating System
|
Oct 16, 2025 |
|
#511 - $3k vs $30k vs $300k Sales Close
|
Oct 14, 2025 |
|
#510 - Here’s my $250M ARR Sales Management System
|
Oct 13, 2025 |
|
#509 - Sales Hiring Secrets No One Talks About
|
Oct 09, 2025 |
|
#508 - I Got Promoted to VP of Sales at 29. Here’s how.
|
Oct 07, 2025 |
|
#507 - Creative deal structure that buyers can't resist | Mark Kosoglow
|
Oct 06, 2025 |
|
#506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)
|
Oct 02, 2025 |
|
#505 - The Most Confusing Objection in Sales
|
Sep 30, 2025 |
|
#504 - Directing your sales process like a movie | Mark Kosoglow
|
Sep 29, 2025 |
|
#503 - After Closing $250M in Deals, I Found a Faster Way to Sell
|
Sep 26, 2025 |
|
#502 - Software Demo Secrets That Instantly Close Deals
|
Sep 23, 2025 |
|
huge announcement
|
Sep 22, 2025 |
|
#501 - We Already Have A Vendor for that Objection
|
Sep 18, 2025 |
|
#500 - Inside a 4 Billion Dollar Company Using AI to Supercharge Sales | w/ Stevie Case
|
Sep 16, 2025 |
|
#499 - 7 Tactical Ways to Close Your Deals Faster (Without Being Pushy)
|
Sep 11, 2025 |
|
#498 - My Honest Career Advice for Aspiring Tech Sales Reps
|
Sep 09, 2025 |
|
This Cold Call Opener Has a 50% Success Rate | Bite-Sized Tactics
|
Sep 08, 2025 |
|
#497 - Get Past ANY Gatekeeper with This Proven Cold Call Script
|
Sep 04, 2025 |
|
#496 - 8 Powerful Lessons That Separate Good Sales Leaders from ELITE Ones
|
Sep 02, 2025 |
|
How To Handle ANY Objection On A Cold Call: 3 Steps | Bite-Sized Tactics
|
Sep 01, 2025 |
|
#495 - The #1 Negotiation Principle That Makes Your Buyer Commit FIRST
|
Aug 28, 2025 |
|
#494 - 6 PROVEN AI Sales Automations That Feel Like MAGIC | Yoni Tserruya
|
Aug 26, 2025 |
|
Use This Cold Email Sequence to 3x Your Replies in 2025 | Bite-sized Tactics
|
Aug 25, 2025 |
|
#493 - Use This Sales VOICEMAIL Trick to Double Your Email Replies
|
Aug 21, 2025 |
|
#492 - Build a Sales Team That Hits President’s Club Every Year | Marcus Chan
|
Aug 19, 2025 |
|
#491 - How ELITE Sales Reps Structure Their Day to WIN Productivity
|
Aug 14, 2025 |
|
#490 - Try Giulio Segantini’s INSANE Openers on Your Next Sales Call (Shock your prospect!) | Giulio Segantini
|
Aug 12, 2025 |
|
Beginners Guide To Cold Calling (In 5 Minutes) | Bite-Sized Tactics
|
Aug 11, 2025 |
|
#489 - How to Turn 3 Cold Calls into 1 Meeting Every Time (Steal this script!)
|
Aug 07, 2025 |
|
#488 - How to Close Bigger Deals by Doing LESS in the First Call | Steven Bryerton
|
Aug 05, 2025 |
|
Use This Brutal Negotiation Tactic To Outsmart Tough Buyers | Bite-sized Tactics
|
Aug 04, 2025 |
|
#487 - 8 INSANE Sales Negotiation Stories You Won’t Believe Are True
|
Jul 31, 2025 |
|
#486 - 8 BRUTAL Discovery Lessons That Will SAVE Your Next Deal
|
Jul 30, 2025 |
|
a message from armand
|
Jul 28, 2025 |
|
#485 - How to Write Cold Emails That Get Replies | Cold Email Problem + Value Framework
|
Jul 25, 2025 |
|
#484 - Your Reps Fail at Cold Email Because YOU Don’t Teach THIS | Leadership Special
|
Jul 24, 2025 |
|
#483 - 20+ Cold Email Templates That Actually Get Meetings | Objections, Follow-Ups, Re-Engagement
|
Jul 23, 2025 |
|
#482 - We Analyzed 85 Million Cold Emails: This is How You GUARANTEE Replies | Sell Playbook
|
Jul 22, 2025 |
|
#481 - Cold Email Strategy That Books 8x More Meetings (Even in 2025): The Reply Method
|
Jul 21, 2025 |
|
#480 - How Top Sales Leaders OWN Negotiations Without Owning the Deal | Maryana Kessel
|
Jul 17, 2025 |
|
How Great Sales Leaders Drive Deals (Without Micromanaging) | Bite-sized Tactics
|
Jul 16, 2025 |
|
#479 - 8 Brutal Cold Email Truths That Guarantee Higher Open Rates
|
Jul 15, 2025 |
|
#478 - How to Get Replies from Cold Prospects? Stop Pitching. Use These 3 Offers Instead.
|
Jul 14, 2025 |
|
#477 - How He Gets His Reps on The Sales Floor 2x Faster Than You | Kyle Asay
|
Jul 10, 2025 |
|
Sales Onboarding Strategy That Cut Time To First Sale by 49% | Bite-sized Tactics
|
Jul 09, 2025 |
|
#476 - The Secret to Writing Better Cold Emails in Half the Time with AI | Sean O’Brien
|
Jul 08, 2025 |
|
How I Use AI to Write Better Cold Emails (Without Losing Personalization) | Bite-sized Tactics
|
Jul 07, 2025 |
|
#475 - Why Sales Leaders Get Fired: A Sales Metrics Masterclass | Lead Playbook
|
Jul 03, 2025 |
|
The Recurring Revenue Blueprint (6 Stages Every Team Needs) | Bite-sized Tactics
|
Jul 02, 2025 |
|
#474 - The Cold Email Strategy That Actually Books Meetings in 2025 | Jason Bay
|
Jul 01, 2025 |
|
The 3 Sales Offers Elite Reps Use to Get Prospects To Say Yes | Bite-sized Tactics
|
Jun 30, 2025 |
|
Q3 Roadmap: The 30MPC Cold Email Course Drops July 21
|
Jun 30, 2025 |
|
#473 - Why Most Sales Processes Fail (How to Elite Sales Leaders Fix Them Fast) | Nathan Broome
|
Jun 26, 2025 |
|
Forget Perfect Sales Calls: Here’s the Only Outcome That Matters | Bite-sized Tactics
|
Jun 25, 2025 |
|
#472 - Why You’re Losing Deals by Not Picking Up the Phone | Michelle Cecil
|
Jun 24, 2025 |
|
Never Negotiate Over Email (Do This Instead) | Bite-sized Tactics
|
Jun 23, 2025 |
|
#471 - Show The Product on The First Call: The GENIUS High Velocity Sales Blueprint | Mallika Sahay
|
Jun 19, 2025 |
|
How to Nail Discovery with a 1-Minute Product Tour (NOT a Demo) | Bite-sized Tactics
|
Jun 18, 2025 |
|
#470 - How Top Sales Reps Handle Objections Before They Even Happen | Bryan Charlton
|
Jun 17, 2025 |
|
Where Sales Reps Lose Deals Without Even Realizing It | Bite-sized Tactics
|
Jun 16, 2025 |
|
#469 - Everything You’ve Wanted to Learn From a Sales Leader in 30 Minutes | Leadership Q&A
|
Jun 12, 2025 |
|
How to Get Hired as an SDR in 2025 (Even Without Experience) | Bite Sized Tactics
|
Jun 11, 2025 |
|
#468 - How to Close Deals FASTER with This SAME DAY Follow-Up Pitch | Anthony Firenzi
|
Jun 10, 2025 |
|
Drive Deal Velocity with This Stupid Simple Tactic | Bite Sized Tactics
|
Jun 09, 2025 |
|
#467 - The “5 Whys” That Will TRANSFORM The Way You Coach Your Sales Reps | Jordan Chavez
|
Jun 05, 2025 |
|
The Real Reason Reps Miss Quota | Bite Sized Tactics
|
Jun 04, 2025 |
|
#466 - The One-Page Business Case That Closes 7-Figure Deals Like Clockwork | Nate Nasralla
|
Jun 03, 2025 |
|
The $30M One-Pager: How Top Reps Build Business Cases That Actually Close | Bite-Sized Tactics
|
Jun 02, 2025 |
|
Stop Asking for Meetings in Cold Emails: How to Warm Up Buyers with Value | Bite-Sized Tactics
|
May 30, 2025 |
|
#465 - What Great Sales Teams DO DIFFERENTLY: Pain Chain First, Outbound Second | Mark Kosoglow
|
May 29, 2025 |
|
#464 - The 10 Brutal Cold Calling Lessons You NEED to Learn Today | 30MPC Playbook (Sell)
|
May 27, 2025 |
|
#463 - Steal Alex Kremer’s 1-Minute Routine to TRANSFORM Your Sales Meetings | Alex Kremer
|
May 22, 2025 |
|
How to Run Team Meetings That Actually Motivate Your Sales Team | Bite-Sized Tactics
|
May 21, 2025 |
|
#462 - The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht
|
May 20, 2025 |
|
Why Your Discovery Call Isn’t Finding Real Problems | Bite-Sized Tactics
|
May 19, 2025 |
|
#461 - How to Run a Lightning-Fast Pipeline Review That Actually Works | Mark Nietzel
|
May 15, 2025 |
|
#460 - How to Quantify Business Pain Without Feeling Salesy | Meredith Chandler
|
May 13, 2025 |
|
#459 - The One Dashboard Every Sales Leader Should Build | John Sherer | 30MPC Hall of Fame
|
May 12, 2025 |
|
#458 - How to Deliver Hard News and Lead Through Tough Times | Patricia DuChene
|
May 08, 2025 |
|
#457 - Say This to Start Discovery Calls with Instant Credibility | Jen Allen-Knuth
|
May 06, 2025 |
|
#456 - How to Hire Reps Who Actually Know How to Sell | Andrew Johnston | 30MPC Hall of Fame
|
May 05, 2025 |
|
#455 - How to Build Rep Onboarding That Actually Sticks | Jonah Mandel
|
May 01, 2025 |
|
#454 - How to Control the Sale Without Sounding Pushy | Anthony Firenzi
|
Apr 29, 2025 |
|
#453 - How to Nail Large Sales Meetings | David Rosenstein | 30MPC Hall of Fame
|
Apr 28, 2025 |
|
#452 - How to Build a Cold Calling Culture | Colin Specter
|
Apr 24, 2025 |
|
#451 - The Demo Framework That Actually Closes Deals | Robert Friedland
|
Apr 22, 2025 |
|
#450 - Be Upfront With Discovery | Mark Nietzel | 30MPC Hall of Fame
|
Apr 21, 2025 |
|
#449 - When and How Sales Leaders Should Get Involved in Rep's Deals | Rex Galbraith
|
Apr 17, 2025 |
|
#448 - The Top 15 Tips EVER From The 30MPC Podcast | 300 Episode Special
|
Apr 15, 2025 |
|
#447 - How to Fully Measure Your Sales Reps | Eleanor Dorfman | 30MPC Hall of Fame
|
Apr 14, 2025 |
|
#446 - How to Teach Discovery Without Confusing the Hell Out of Your Sales Team | 30MPC Playbook (Lead)
|
Apr 10, 2025 |
|
#445 - The Ultimate Discovery Call Framework Used by Top 1% Sellers | 30MPC Playbook (Sell)
|
Apr 08, 2025 |
|
Product Roadmap: Q2 2025 (The 30MPC Discovery Course is Here)
|
Apr 07, 2025 |
|
#444 - Reignite Your Remote Sales Team With This One Tactic | Todd Caponi
|
Apr 03, 2025 |
|
#443 - How to Keep it Simple When Selling to Execs | Morgan Melo
|
Apr 01, 2025 |
|
#442 - How to Sell Without Sounding Like a Salesperson | Courtany Williams
|
Mar 27, 2025 |
|
#441 - The #1 Mistake Reps Make When Moving from Disco to Demo | Kevin "KD" Dorsey
|
Mar 25, 2025 |
|
#440 - How to Help Your Team Find & Leverage Warm Referrals | Kelvin Sims
|
Mar 20, 2025 |
|
#439 - Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey
|
Mar 18, 2025 |
|
#438 - Delivering Pricing Like a Pro | Belal Batrawy | 30MPC Hall of Fame
|
Mar 17, 2025 |
|
#437 - The Coaching Blueprint: How to Develop Reps Like a Pro Leader | Adam Carroll
|
Mar 13, 2025 |
|
#436 - How to Make Prospects Open Up Without Feeling Pressured | Charles Muhlbauer
|
Mar 11, 2025 |
|
How To Set Next Steps In Sales With The 5 Minute Drill
|
Mar 10, 2025 |
|
#435 - How to Coach Your Reps Like a Top 1% Sales Leader | Alex Kremer
|
Mar 06, 2025 |
|
#434 - Fancy Discovery Questions Don’t Work (Ask These Qs Instead) | Keenan
|
Mar 04, 2025 |
|
#433 - Challenger Sales Mistakes | Dan Flood | 30MPC Hall of Fame
|
Mar 03, 2025 |
|
#432 - The Art & Science of Quota Setting: Get It Right or Lose Your Team | 30MPC Playbook (Lead)
|
Feb 27, 2025 |
|
#431 - How to Close $10M+ Deals & Make $1M W-2 | Ian Koniak
|
Feb 25, 2025 |
|
#430 - Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of Fame
|
Feb 24, 2025 |
|
#429 - How to Push Top Performers Without Losing Them | Alex Kremer
|
Feb 20, 2025 |
|
#428 - Why Buyers HATE Your Sales Process | Jake Dunlap
|
Feb 18, 2025 |
|
#427 - How to Use AI For Prospecting | Kyle Coleman | 30MPC Hall of Fame
|
Feb 17, 2025 |
|
#426 - Stop Hiring the Wrong People, Use This Interview Structure Instead | Kevin "KD" Dorsey
|
Feb 13, 2025 |
|
#425 - The AI Playbook for Sales: How to Book More Meetings & Close More Deals With AI | Jake Dunlap
|
Feb 11, 2025 |
|
#424 - Using Intent Signals in Cold Outreach | Florin Tatulea | 30MPC Hall of Fame
|
Feb 10, 2025 |
|
#423 - How to Fix a Broken Sales Org in 90 Days | Kevin "KD" Dorsey
|
Feb 06, 2025 |
|
#422 - How to Open & Close More Deals With Key Accounts | Maddy Jackson
|
Feb 04, 2025 |
|
#421 - How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame
|
Feb 03, 2025 |
|
#420 - How to Build the Perfect Sales Team, Role by Role | Mark, Nick, & Armand
|
Jan 30, 2025 |
|
#419 - No Champion, No Deal: How to Find and Develop Champions | Krysten Conner
|
Jan 28, 2025 |
|
#418 - Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame
|
Jan 27, 2025 |
|
#417 - How to Train Teams on Discovery That Digs Deeper and Closes Bigger | Eleanor Dorfman
|
Jan 23, 2025 |
|
#416 - The Ultimate 5 Stage Sales Process to Speed Up Your Deals | 30MPC Playbook (Sell)
|
Jan 21, 2025 |
|
#415 - Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame
|
Jan 20, 2025 |
|
#414 - The Sales Leader SKO Survival Guide | JD Miller
|
Jan 16, 2025 |
|
#413 - How to Reframe Objections as Strengths | David Rosenstein
|
Jan 14, 2025 |
|
#412 - How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame
|
Jan 13, 2025 |
|
#411 - The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman
|
Jan 09, 2025 |
|
#410 - The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2
|
Jan 08, 2025 |
|
#409 - The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1
|
Jan 08, 2025 |
|
#408 - Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel
|
Jan 07, 2025 |
|
Product Roadmap: Q1 2025 (Club Pass, New Club Member, Pipe Gen Teardowns)
|
Jan 06, 2025 |
|
#407 - How to Measure Sales Team Metrics Without Micromanaging | John Sherer
|
Jan 02, 2025 |
|
#406 - The Top 15 Tactics from 2024
|
Dec 31, 2024 |
|
#405 - How to Ask BETTER Sales Questions | Charles Muhlbauer | 30MPC Hall of Fame
|
Dec 30, 2024 |
|
#404 - Key Traits to Look for in Elite Sales Reps | Andrew Johnston
|
Dec 26, 2024 |
|
#403 - How to Run a Perfect Proof of Concept | Deren Rehr-Davis
|
Dec 24, 2024 |
|
#402 - The Ultimate Multichannel Sales Framework | Sara Uy | 30MPC Hall of Fame
|
Dec 23, 2024 |
|
#401 - Building a Bulletproof Sales Forecast | Taylor Wilding
|
Dec 19, 2024 |
|
#400 - How to Spot Deals You’ll Actually Close | Johnny Larson
|
Dec 17, 2024 |
|
#399 - 30 Minutes of Advanced Negotiation Strategies | Spencer Ivey | 30MPC Hall of Fame
|
Dec 16, 2024 |
|
#398 - The Science of Sales Training & What Top Teams Do Differently | 30MPC Playbook
|
Dec 12, 2024 |
|
#397 - How I Went From Flat Broke to Closing 7-figure Deals | Johnny Larson
|
Dec 10, 2024 |
|
#396 - Finding Business Level Pain Execs will ACTUALLY Care About | Maddy Jackson | 30MPC Hall of Fame
|
Dec 09, 2024 |
|
#395 - No BS Advice to Build Company Culture in 2025 | Steph Jenkins
|
Dec 05, 2024 |
|
#394 - How to Close 90% of Leads Without a Single Cold Call | Vin Matano
|
Dec 03, 2024 |
|
#393 - Master Parallel Selling Strategies to Speed Up Every Deal | Samantha McKenna | 30MPC Hall of Fame
|
Dec 02, 2024 |
|
#392 - How To Run a "Land & Expand" The Right Way (Eleanor Dorfman, ReTool)
|
Nov 28, 2024 |
|
#391 - How to Use AI for Prospecting Executives (Kyle Coleman, Copy.ai)
|
Nov 26, 2024 |
|
#390 - Hall of Fame: Steven Bryerton
|
Nov 25, 2024 |
|
#389 - How to Lead a Sales Team From $0 to $100M in 8-Years
|
Nov 21, 2024 |
|
#388 - How to Present HIGHER prices w/o Losing Sales (Belal Batrawy, Death To Fluff)
|
Nov 19, 2024 |
|
#387 - Hall of Fame: Josh Braun
|
Nov 18, 2024 |
|
#386 - How to Cut New Hire Ramp Time in Half (John Sherer, Growth Assistant)
|
Nov 14, 2024 |
|
#385 - The Secret to Uncovering True Buyer Motivation in Seconds (Garrett Palmer, Pipedrive)
|
Nov 12, 2024 |
|
#384 - Hall of Fame: Joe McNeill
|
Nov 11, 2024 |
|
#383 - How Gong's CRO Hires Top Talent: Mastering Interview Tactics (Shane Evans, Gong)
|
Nov 07, 2024 |
|
#382 - Why Your Cold Call Value Prop Isn't Working | Sales Playbook
|
Nov 05, 2024 |
|
#381 - Hall of Fame: Robin De Vries
|
Nov 04, 2024 |
|
#380 - We Answer Your Cold Calling Questions (Sell Better)
|
Nov 01, 2024 |
|
#379 - Why Most Sales Reps Fail As Managers (Mark & Armand)
|
Oct 31, 2024 |
|
#378 - How To Win Complete Control of Your Deals (Dan Flood, Challenger)
|
Oct 29, 2024 |
|
#377 - Hall of Fame: Matthew Mazankowski
|
Oct 28, 2024 |
|
#376 - How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance)
|
Oct 24, 2024 |
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#375 - How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk)
|
Oct 22, 2024 |
|
#374 - Hall of Fame: Lylle Ryals
|
Oct 21, 2024 |
|
#373 - How to Use Intent-Based Selling for Huge Sales Development Success (Florin Tatulea, Common Room)
|
Oct 17, 2024 |
|
#372 - (Special) Mastering Sales Tonality (Jeremy Miner, 7th Level)
|
Oct 15, 2024 |
|
#371 - Hall of Fame: Shelby Ferson
|
Oct 14, 2024 |
|
#370 - Why You Should Still Cold Call (Make It Happen Mondays Podcast)
|
Oct 11, 2024 |
|
#369 - How to Align Sales & Marketing for Predictable Pipeline Growth (Sonny Round, Panopto)
|
Oct 10, 2024 |
|
#368 - How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned)
|
Oct 08, 2024 |
|
#367 - Hall of Fame: Chip Wooten
|
Oct 07, 2024 |
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#366 - Cold Calling Sucks: Full Book Summary
|
Oct 04, 2024 |
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#365 - The Ultimate Guide to Effective Sales Call Reviews (Armand Farrokh)
|
Oct 03, 2024 |
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#364 - Own the Sales Cycle: How to Take Command from Call One (John Barrows)
|
Oct 01, 2024 |
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#363 - Hall of Fame: Michelle Cecil
|
Sep 30, 2024 |
|
#362 - Find Top 1% Sellers with Proven Outbound Recruiting Tactics (Armand Farrokh, 30MPC)
|
Sep 26, 2024 |
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#361 - Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus)
|
Sep 24, 2024 |
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Product Roadmap: Q4 2024 (Course, Community, Content)
|
Sep 23, 2024 |
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#360 - Lead Playbook: The Perfect 5-Stage Sales Process
|
Sep 19, 2024 |
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#359 - How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong)
|
Sep 17, 2024 |
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#358 - Hall of Fame: Maddy Jackson
|
Sep 16, 2024 |
|
#357 - How to Ask For The Meeting and Make Sure They Show Up (Tenbound Podcast)
|
Sep 13, 2024 |
|
#356 - Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room)
|
Sep 12, 2024 |
|
#355 - Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)
|
Sep 10, 2024 |
|
#354 - Hall of Fame: Miles Kane
|
Sep 09, 2024 |
|
#353 - The Future of Outbound Sales (Topline Podcast)
|
Sep 06, 2024 |
|
#352 - Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend)
|
Sep 05, 2024 |
|
#351 - How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad)
|
Sep 03, 2024 |
|
#350 - Hall of Fame: Nick Casale
|
Sep 02, 2024 |
|
#349 - How to Navigate Firing, Hiring, and PIPs as a Leader (Ken Amar, Agoge Prospecting School)
|
Aug 29, 2024 |
|
#348 - Mastering Multichannel Sales: How to Combine Cold Calls with Other Outreach (Sara Uy, Pareto)
|
Aug 27, 2024 |
|
#347 - Hall of Fame: Charles Muhlbauer
|
Aug 26, 2024 |
|
#346 - 5 Steps to Become the Sales Leader That Inspires Your Team (David Priemer, Cerebral Selling)
|
Aug 22, 2024 |
|
#345 - Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad)
|
Aug 20, 2024 |
|
#344 - Hall of Fame: Chase Macaione
|
Aug 19, 2024 |
|
#343 - Sell Playbook: The 5 Most Common Cold Call Objections
|
Aug 16, 2024 |
|
#342 - Proven Methods for Coaching AEs to Master Discovery and Close More Deals (Sean Gentry, WebFlow) (Sean Gentry, WebFlow)
|
Aug 15, 2024 |
|
#341 - Live Book Summary: Cold Calling Sucks (And That’s Why It Works)
|
Aug 14, 2024 |
|
#340 - Master Parallel Selling Strategies to Speed Up Every Deal (Samantha McKenna, #samsales Consulting)
|
Aug 13, 2024 |
|
#339 - Hall of Fame: Will Padilla
|
Aug 12, 2024 |
|
#338 - Sell Playbook: Value Propositions on Cold Calls
|
Aug 09, 2024 |
|
#337 - How to Avoid Hiring the Wrong Sales Reps and Build a Winning Team (John Sherer, Growth Assistant)
|
Aug 08, 2024 |
|
#336 - Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
|
Aug 06, 2024 |
|
#335 - Hall of Fame: Sara Plowman
|
Aug 05, 2024 |
|
#334 - Sell Playbook: Cold Call Openers
|
Aug 02, 2024 |
|
#333 - Founder-Led Sales: Taking Your Startup to Market (Peter Kazanjy, Atrium)
|
Aug 01, 2024 |
|
#332 - Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo)
|
Jul 30, 2024 |
|
#331 - Hall of Fame: Ryan Reisert
|
Jul 29, 2024 |
|
#330 - The Daily Habits That Set Top Sales Leaders Apart (Jordan Chavez, Navan)
|
Jul 25, 2024 |
|
#329 - Unlocking Buyer Pain Points While Engaging Key Stakeholders (Maddy Jackson, Webflow)
|
Jul 23, 2024 |
|
#328 - Hall of Fame: Talha Husayn
|
Jul 22, 2024 |
|
#327 - Sell Playbook: The Ultimate Cold Calling Masterclass
|
Jul 19, 2024 |
|
#326 - Interview Smarter: Using Roleplays to Identify Top Sales Talent (Brooke Freedman, Chameleon)
|
Jul 18, 2024 |
|
#325 - The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC)
|
Jul 16, 2024 |
|
#324 - Hall of Fame: Will Padilla
|
Jul 15, 2024 |
|
#323 - Lead Playbook: Fixing Your Pipeline Problem
|
Jul 11, 2024 |
|
#322 - Set Yourself Up for Negotiation Success by Crafting Your Business Case Early (Spencer Ivey, Webflow)
|
Jul 09, 2024 |
|
#321 - Hall of Fame: Stevie Case
|
Jul 08, 2024 |
|
#320 - Driving Accountability and Empowering Sales Teams for Peak Performance (Jason Bay, Outbound Squad)
|
Jul 04, 2024 |
|
#319 - Nail Your Cold Calls by Handling Objections and Following Up Like a Pro (Lylle Ryals, RocketReach)
|
Jul 02, 2024 |
|
#318 - Hall of Fame: Shay Keeler
|
Jul 01, 2024 |
|
#317 - How to Lead Sales Managers and Address Underperformance (JD Miller, Kantata)
|
Jun 27, 2024 |
|
#316 - Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
|
Jun 25, 2024 |
|
#315 - Hall of Fame: Vin Matano
|
Jun 24, 2024 |
|
Product Roadmap: Q3 2024 (Book launch, care package, 5 weeks of phones, host change)
|
Jun 21, 2024 |
|
#314 - Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ)
|
Jun 20, 2024 |
|
#313 - Prospecting Technical Buyer Personas and LinkedIn Outreach (Robin De Vries, MongoDB)
|
Jun 18, 2024 |
|
#312 - Hall of Fame: Discovery
|
Jun 17, 2024 |
|
#311 - Running Sales Team Meetings That Actually Move The Needle (Armand Farrokh, 30MPC)
|
Jun 13, 2024 |
|
#310 - Unconventional Approaches to Cold Calling (Matthew Mazankowski, Boomerang
|
Jun 11, 2024 |
|
#309 - Hall of Fame: Kevin "KD" Dorsey
|
Jun 10, 2024 |
|
#308 - Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage)
|
Jun 06, 2024 |
|
#307 - Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)
|
Jun 04, 2024 |
|
#306 - Hall of Fame: Ryan Reisert
|
Jun 03, 2024 |
|
#305 - Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey)
|
May 30, 2024 |
|
#304 - Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
|
May 28, 2024 |
|
#303 - Hall of Fame: Chris Orlob
|
May 27, 2024 |
|
#302 - Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)
|
May 23, 2024 |
|
#301 - Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)
|
May 21, 2024 |
|
#300 - Hall of Fame: Henry Schuck
|
May 20, 2024 |
|
#299 - How To Move Indecisive Customers With The JOLT Effect
|
May 17, 2024 |
|
#298 - Rep Shadowing & Ridealongs Done Right (Paul Canty, Pulley)
|
May 16, 2024 |
|
#297 - May Special: Negotiation ft. Chris Voss (part 2)
|
May 14, 2024 |
|
#296 - Hall of Fame: Miles Kane
|
May 13, 2024 |
|
#295 - Enterprise Pipeline Reviews & Deal Planning (Greg Baumann, Outreach)
|
May 09, 2024 |
|
#294 - May Special: Negotiation ft. Chris Voss (Part 1)
|
May 07, 2024 |
|
#293 - Hall of Fame: Charles Muhlbauer
|
May 06, 2024 |
|
#292 - Overcoming Team Call Reluctance and Setting Activity Benchmarks (Ken Amar, Agoge Prospecting School)
|
May 02, 2024 |
|
#291 - Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive)
|
Apr 30, 2024 |
|
#290 - Hall of Fame: Morgan Melo
|
Apr 29, 2024 |
|
#289 - Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent
|
Apr 25, 2024 |
|
#288 - Testing Champions and Getting to Power (Maddy Jackson, Webflow)
|
Apr 23, 2024 |
|
#287 - Hall of Fame: Krysten Conner
|
Apr 22, 2024 |
|
#286 - Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent
|
Apr 18, 2024 |
|
#285 - Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
|
Apr 16, 2024 |
|
#284 - Hall of Fame: Charly Johnson
|
Apr 15, 2024 |
|
#283 - Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)
|
Apr 11, 2024 |
|
#282 - Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
|
Apr 09, 2024 |
|
#281 - Hall of Fame: Stephen Guerguy
|
Apr 08, 2024 |
|
#280 - Why Your SDR Team Should Be Pipe Gen Forecasting (Maya Connet, Clari)
|
Apr 04, 2024 |
|
#279 - Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
|
Apr 02, 2024 |
|
#278 - April Special: The Future of Sales AI ft. Corporate Bro
|
Apr 01, 2024 |
|
#277 - Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
|
Mar 28, 2024 |
|
#276 - How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)
|
Mar 26, 2024 |
|
#275 - Hall of Fame: Cory Bray
|
Mar 25, 2024 |
|
Product Roadmap: Q2 2024
|
Mar 22, 2024 |
|
#274 - Tactics for Tackling Team Promotions and Behavior Changes (Jonah Mandel, Guesty)
|
Mar 21, 2024 |
|
#273 - Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
|
Mar 19, 2024 |
|
#272 - Hall of Fame: Doug Landis
|
Mar 18, 2024 |
|
#271 - How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
|
Mar 14, 2024 |
|
#270 - Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection
|
Mar 12, 2024 |
|
#269 - Hall of Fame: Keenan
|
Mar 11, 2024 |
|
#268 - How to Build an Early Stage Sales Team Beyond the First Five Reps (Miles Kane, Tenderly)
|
Mar 07, 2024 |
|
#267 - Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
|
Mar 05, 2024 |
|
#266 - Hall of Fame: Jeb Blount
|
Mar 04, 2024 |
|
#265 - Video Playbook: Book 1 In 3 Cold Calls With This Opener
|
Mar 01, 2024 |
|
#264 - Why You Should Practice Breathwork Before Starting Team Meetings (Alex Kremer, Alluviance)
|
Feb 29, 2024 |
|
#263 - Why You Should Never Mention AI in Your Sales Calls (Nick Casale, Handoffs)
|
Feb 27, 2024 |
|
#262 - Hall of Fame: Josh Braun
|
Feb 26, 2024 |
|
#261 - Steal the new model for the anti-bloated, recession-proof sales team
|
Feb 23, 2024 |
|
#260 - Communication Hacks to Unleash Your Sales Team’s Full Potential (Jake Dunlap, Skaled Consulting)
|
Feb 22, 2024 |
|
#259 - How to Roll with ANY Objection in a Cold Call (Sara Plowman, Pareto)
|
Feb 20, 2024 |
|
#258 - Hall of Fame: Joe Diliberto
|
Feb 19, 2024 |
|
#257 - Club Playbook: How Gong's Top Rep Makes A Cold Call (ft. Jc Pollard)
|
Feb 16, 2024 |
|
#256 - How To Prep Reps Pre-Call And When To Jump In Yourself (Pleasant Middelhof, Convertr)
|
Feb 15, 2024 |
|
#255 - NOT Personalizing Your Emails to Get More Deals (Julia Carter, Marpipe)
|
Feb 13, 2024 |
|
#254 - Hall of Fame: Adam Ochart
|
Feb 12, 2024 |
|
#253 - How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
|
Feb 08, 2024 |
|
#252 - Secrets to Break Into Top-Tier Accounts with Product-Led Growth (Andrew Johnston, Superhuman)
|
Feb 06, 2024 |
|
#251 - Hall of Fame: Belal Batrawy
|
Feb 05, 2024 |
|
#250 - Lead Playbook: Armand and Mark Teach You How to Train Your Team
|
Feb 01, 2024 |
|
#249 - Best Pre-Call Prep Tactics That Will Help You Nail Your Opening Sales Call (Taylor Lemke @ Zapier)
|
Jan 30, 2024 |
|
#248 - Hall of Fame: Charles Muhlbauer
|
Jan 29, 2024 |
|
#247 - How to Rip Through 10 Calls in a 30 Minute Sales Coaching Session (Sean Gentry @ Webflow)
|
Jan 25, 2024 |
|
#246 - Q&A: JBay and Armand Teach you to Write a Cold Outbound Sequence
|
Jan 23, 2024 |
|
#245 - Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews)
|
Jan 18, 2024 |
|
#244 - How to Tear Up Your Territory to Kickoff 2024 (Luke Floyd @ Deel)
|
Jan 16, 2024 |
|
#243 - The Ultimate Guide to Interview and Train High-Performing SDRs (Kyle Coleman @ Copy.ai)
|
Jan 11, 2024 |
|
#242 - Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
|
Jan 09, 2024 |
|
#241 - Club Playbook: Three Steps to Using LinkedIn to Find More Prospects (ft. Charlotte Johnson of Salesloft)
|
Jan 08, 2024 |
|
#240 - How to Run Team Deal Reviews to Find the Blindspots (D’Arcy Doyle @ Productboard)
|
Jan 04, 2024 |
|
#239 - 30MPC’s 2023 Awards
|
Jan 02, 2024 |
|
#238 - Playbook Special: Cold Calling
|
Jan 01, 2024 |
|
Product Roadmap: Q1 2024
|
Dec 22, 2023 |
|
#237 - How to Make your Team Prospect with Operating Rhythms and Calendar Invites (Shay Keeler @ CaptivateIQ)
|
Dec 21, 2023 |
|
#236 - Land Your Dream Sales Job With These Killer Interview Tactics (Adam Ochart @ Gong)
|
Dec 19, 2023 |
|
#235 - How to Bulletproof your Team's Pipeline with the So-What Train and Win Strategy Docs with Rebecca Feiten @6sense
|
Dec 14, 2023 |
|
#234 - Sales Playbook: Nick and Armand Teach You How To Forecast
|
Dec 12, 2023 |
|
#233 - Steal Kyle Asay’s Sales Competency Framework to Produce World-Class Sellers
|
Dec 07, 2023 |
|
#232 - Close More Deals with Ninja-Like Operational Efficiency (Grace Presnick @ Outreach)
|
Dec 05, 2023 |
|
#231 - Incentivizing Your Team to Dominate Q4 (Doug Landis @ Emergence Capital)
|
Nov 30, 2023 |
|
#230 - Jen Puts Nick in the Hot Seat to Learn His Secrets to the Perfect Sales Call (Nick Cegelski @ 30 Minutes to President’s Club)
|
Nov 28, 2023 |
|
#229 - Build a Better Sales Call with this Foolproof Framework (Jen Allen-Knuth @ DemandJen)
|
Nov 21, 2023 |
|
#228 - Lessons From A Renowned CRO: Evolving Your Sales Team Through Process And Accountability (Stevie Case @ Vanta)
|
Nov 16, 2023 |
|
#227 - Utilize Discounts and Timelines to Never Let a Deal Slip (Harry Lort-Phillips @ Pave)
|
Nov 14, 2023 |
|
#226 - Club Playbook: Three Steps to Cold Calling Success (ft. Jason Bay of Outbound Squad)
|
Nov 13, 2023 |
|
#225 - The Formula For Coaching Your Reps To President's Club (Patricia DuChene @ Postal)
|
Nov 09, 2023 |
|
#224 - Mastering the Bookends: How Your Open Dictates Your Close (Joe Diliberto @ Sandler Training)
|
Nov 07, 2023 |
|
#223 - 30MPC Live at Unleash 2023: The Golden Path to Closing Deals at Power
|
Nov 06, 2023 |
|
#222 - Leadership Playbook: Armand and Mark Teach You How to Run Pipeline Reviews That Don't Suck
|
Nov 02, 2023 |
|
#221 - Your Blueprint To Nail EVERY In-Person Meeting
|
Nov 01, 2023 |
|
#220 - How Jeb Blount Smashes In-Person Meetings (Jeb Blount @ Sales Gravy)
|
Oct 31, 2023 |
|
#219 - Close Your First $1M ARR With Your Laptop CLOSED (Joe Caprio, Partner @ Glasswing Ventures)
|
Oct 26, 2023 |
|
#218 - The Secret To Nailing The Day Of The Event
|
Oct 25, 2023 |
|
#217 - Your Path to President's Club Starts With "No" (Taylor Corr, Head of SMB & Mid Market Sales @ Quantcast)
|
Oct 24, 2023 |
|
#216 - How to Cover 100 Deals Without Being On Every Single Call (Holly Procter, CRO @ Incredible Health)
|
Oct 19, 2023 |
|
#215 - I Never Go To A Conference Without Doing THIS First
|
Oct 18, 2023 |
|
#214 - Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance)
|
Oct 17, 2023 |
|
#213 - Build a Winning Sales Team With Commitment to Practice (Kevin "KD" Dorsey, SVP of Sales and Partnerships @ Bench Accounting)
|
Oct 12, 2023 |
|
#212 - 5 Ways To Negotiate Your Sales Job Offer
|
Oct 11, 2023 |
|
#211 - Maintain momentum in your sales conversations (Brian LaManna, Senior Mid-Market Account Executive @ Gong)
|
Oct 10, 2023 |
|
#210 - Stop cold applying for sales jobs and do THIS instead
|
Oct 05, 2023 |
|
#209 - Identifying decision-makers early (Brandon Sedloff, SVP of Sales @ Juniper Square)
|
Oct 04, 2023 |
|
#208 - NEVER Answer A Question Before Doing This
|
Sep 29, 2023 |
|
#207 - Crushing your cold call objections (Will Padilla, Sr. Account Executive @ GRIN)
|
Sep 27, 2023 |
|
#206 - Stop Selling For Crappy Companies (Look For THIS)
|
Sep 26, 2023 |
|
#205 - BEFORE You Get Into Tech Sales, Here’s How It Works
|
Sep 22, 2023 |
|
#204 - Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)
|
Sep 20, 2023 |
|
#203 - How I Kickoff Every Sales Call
|
Sep 19, 2023 |
|
Product Roadmap: Q4 2023
|
Sep 18, 2023 |
|
#202 - Crafting success with creative deals (Mark Kosoglow, Chief Revenue Office @ Catalyst Software)
|
Sep 13, 2023 |
|
#201 - 4 Ways To NOT Sound Like A Telemarketer
|
Sep 12, 2023 |
|
#200 - Push Your Prospects Away To Sell More Deals
|
Sep 08, 2023 |
|
#199 - Playbook: Crushing your competitors
|
Sep 06, 2023 |
|
#198 - Club Playbook: Do the opposite (ft. Nick Cegelski)
|
Sep 04, 2023 |
|
#197 - Making meaningful intros to move competitive deals (Shay Keeler, Sr. Director of Global Commercial NL Sales @ Outreach)
|
Aug 30, 2023 |
|
#196 - How Much Money Can You Make in Tech Sales? (Real Data)
|
Aug 29, 2023 |
|
#195 - Leveraging your team to secure strategic deals (Brantley Berryhill, Head of Strategic Sales @ Atlan)
|
Aug 23, 2023 |
|
#194 - How To Build Rapport In Sales (NO WEATHER TALK!)
|
Aug 22, 2023 |
|
#193 - How To Prep For Your Next Sales Call
|
Aug 18, 2023 |
|
#192 - Conquering the chaos at the end of your deals (Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon)
|
Aug 16, 2023 |
|
#191 - Triple Your Email Replies With The 3x3 Cold Email
|
Aug 15, 2023 |
|
#190 - Riding rising stars on the way to enterprise deals (Chris Surdi, Strategic Account Manager @ Ascend)
|
Aug 09, 2023 |
|
#189 - I Book 1 In 3 Cold Calls with This Opener
|
Aug 08, 2023 |
|
#188 - Got Hung Up On? Use This Cold Call Script (Youtube Opening Week)
|
Aug 04, 2023 |
|
#187 - 7 Ways To Get Your Prospects Talking (Youtube Opening Week)
|
Aug 03, 2023 |
|
#186 - Amplifying authenticity to soft close across the sales cycle (JC Pollard, Mid-Market Account Executive @ Gong)
|
Aug 02, 2023 |
|
#185 - The Permission-Based Cold Call Opener, With A Twist (Youtube Opening Week)
|
Aug 01, 2023 |
|
#184 - I Handle EVERY Cold Call Objection like Mr Miyagi (Youtube Opening Week)
|
Jul 31, 2023 |
|
#183 - Leveraging enterprise executives to expand your deals (Brandon Wagoner, Founding Team-GTM Lead @ Superblocks)
|
Jul 26, 2023 |
|
#182 - Hall of Fame: Kevin “KD” Dorsey
|
Jul 24, 2023 |
|
#181 - Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner)
|
Jul 19, 2023 |
|
#180 - Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)
|
Jul 12, 2023 |
|
#179 - Mastering momentum and winning 1:1's as an SDR (Zach Landres-Schnur, Head of Sales Development @ LiveRamp)
|
Jul 05, 2023 |
|
#178 - Club Playbook: Get to power every time (ft. Jason Bay)
|
Jul 03, 2023 |
|
#177 - Mastering every moment at your next conference (+ never lose at musical chairs) (Christine Nolan, Global VP of Sales @ Starburst)
|
Jun 28, 2023 |
|
Product Roadmap: Q3 2023
|
Jun 26, 2023 |
|
#176 - Playbook: Top 10 moments that change the way we sell
|
Jun 21, 2023 |
|
#175 - Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari )
|
Jun 14, 2023 |
|
#174 - Selling with ChatGPT (Sonny Round, Director of Global Sales Development @ Panopto)
|
Jun 07, 2023 |
|
#173 - Club Playbook: How to cold call (ft. Morgan J Ingram)
|
Jun 05, 2023 |
|
#172 - Sealing the deal with executives (Lynn Powers, Enterprise Sales Director,@ Clari)
|
May 31, 2023 |
|
#171 - Negotiate like a pro during a savings showdown (Hunter Swanson, Enterprise Regional VP @ DocuSign)
|
May 24, 2023 |
|
#170 - Winning over the CEO by turning their team into champions (Henry Schuck, CEO & Founder @ ZoomInfo)
|
May 17, 2023 |
|
#169 - Getting to power for executive level discovery (Kyle Asay, Regional VP @ MongoDB)
|
May 10, 2023 |
|
#168 - Hall of Fame: Keenan
|
May 08, 2023 |
|
#167 - Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender)
|
May 03, 2023 |
|
#166 - Club Playbook: Run discovery with a point-of-view (ft. Sarah Brazier)
|
May 01, 2023 |
|
#165 - Part 2: Weaving showmanship into your sales process (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)
|
Apr 26, 2023 |
|
#164 - Part 1: Energize your prospecting with multi-channel mastery (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)
|
Apr 19, 2023 |
|
#163 - Mapping the path to close and navigating to your destination (Justin Solis, Enterprise Account Executive @ Pave)
|
Apr 12, 2023 |
|
#162 - Playbook: The Multithreading Playbook
|
Apr 05, 2023 |
|
#161 - Club Playbook: Scaling email personalization (Charly Johnson)
|
Apr 04, 2023 |
|
Product Roadmap: Q2 2023
|
Apr 03, 2023 |
|
#160 - Optimizing your time-consuming sequences (Sam Nelson, Founder @ SDRLeader.com)
|
Mar 29, 2023 |
|
#159 - Building trust when selling at early-stage companies (Miles Kane, VP, Sales @ Tenderly)
|
Mar 22, 2023 |
|
#158 - Building your sales process step by step (Luke Floyd, Sr. Account Executive @ Deel)
|
Mar 15, 2023 |
|
#157 - Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)
|
Mar 08, 2023 |
|
#156 - Adding discipline into your sales process (Anthony Natoli, Enterprise Account Executive @ Lattice)
|
Mar 01, 2023 |
|
#155 - Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
|
Feb 22, 2023 |
|
#154 - Hall of Fame: Joe Caprio
|
Feb 20, 2023 |
|
#153 - Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)
|
Feb 15, 2023 |
|
#152 - Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
|
Feb 08, 2023 |
|
#151 - Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)
|
Feb 01, 2023 |
|
#150 - Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)
|
Jan 25, 2023 |
|
#149 - Playbook: The Negotiation Playbook
|
Jan 18, 2023 |
|
#148 - Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
|
Jan 11, 2023 |
|
#147 - Using pushes to handle objections (Will Padilla, Sr. Account Executive @ GRIN)
|
Jan 04, 2023 |
|
#146 - Booking more outbound meetings with slapping (Florin Tatulea, Director of Sales @ Barley)
|
Dec 28, 2022 |
|
#145 - 6 Ways to Get Coal in Your Stocking from Sales Santa (and what to do instead)
|
Dec 21, 2022 |
|
Product Roadmap: Q1 2023
|
Dec 19, 2022 |
|
#144 - Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)
|
Dec 14, 2022 |
|
#143 - Active listening to loosen up your discovery calls and first dates (Samantha McKenna, Founder @ #samsales Consulting)
|
Dec 07, 2022 |
|
#142 - Hall of Fame: Morgan Ingram
|
Dec 05, 2022 |
|
#141 - Using "client voice" with your prospects (Rod Baptista, Account Executive I @ ZoomInfo)
|
Nov 30, 2022 |
|
#140 - Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
|
Nov 23, 2022 |
|
#139 - Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)
|
Nov 16, 2022 |
|
#138 - Creating and accelerating your emails (Kyle Coleman, SVP, Marketing @ Clari)
|
Nov 09, 2022 |
|
#137 - Playbook: Cold Calling Playbook Part 2
|
Nov 02, 2022 |
|
#136 - The Don't Get Ghosted Playbook
|
Oct 26, 2022 |
|
#135 - Using social proof tactics in your cold call (Terry Husayn, VP of Sales Development @ Orum)
|
Oct 19, 2022 |
|
#134 - Optimizing for connections and completions in your cold calls (Ryan Reisert, Student of Sales, Principal @ Reisert Consulting)
|
Oct 12, 2022 |
|
#133 - Building a business case with your champion (Nate Nasralla, Founder @ Fluint)
|
Oct 05, 2022 |
|
#132 - Setting the steps of your Mutual Action Plan (MAP) (Ross Rich, CEO @ Accord)
|
Sep 28, 2022 |
|
Product Roadmap: Q4 2022
|
Sep 22, 2022 |
|
#131 - Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)
|
Sep 21, 2022 |
|
#130 - Hall of Fame: How to land a killer sales job
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Sep 19, 2022 |
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#129 - Prospecting with a proper human touch (Charly Johnson, Account Executive @ Salesloft)
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Sep 14, 2022 |
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#128 - Storytelling to show prospects you can solve their problem (Armand Farrokh, VP of Sales @ Pave)
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Sep 07, 2022 |
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#127 - Uncovering the buying process with your customer (Marisa Sarabia, Principal Account Executive @ Dialpad)
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Aug 31, 2022 |
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#126 - Creating close plans for every step of the sales process (Jeremey Donovan, EVP, Sales & Customer Success, Insight Partners)
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Aug 24, 2022 |
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#125 - Playbook: Everything prospecting that isn't email or phone
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Aug 17, 2022 |
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#124 - Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital)
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Aug 10, 2022 |
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#123 - Prospecting into your customer's new company (Todd Busler, Co-founder & CEO @ Champify)
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Aug 03, 2022 |
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#122 - Managing expansion sales and executive teams (Evan Cassidy, Sr. Director, Mid-Market & Growth Expansion Sales @ Drift)
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Jul 27, 2022 |
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#121 - Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)
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Jul 20, 2022 |
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#120 - Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)
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Jul 13, 2022 |
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Product Roadmap: Q3 2022
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Jul 07, 2022 |
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#119 - Taking control of the buying process (Lauren Bishop, Sr. Commercial Account Executive @ Gong)
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Jul 06, 2022 |
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#118 - Hall of Fame: Sarah Brazier
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Jul 04, 2022 |
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#117 - Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum)
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Jun 29, 2022 |
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#116 - Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)
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Jun 22, 2022 |
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#115 - Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting)
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Jun 15, 2022 |
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#114 - Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)
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Jun 08, 2022 |
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#113 - Playbook: Top 10 moments that change the way we sell
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Jun 01, 2022 |
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#112 - Challenging your customer to ensure the best mutual fit (Stephen Guerguy, Enterprise Sales Leader @ Monte Carlo)
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May 25, 2022 |
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#111 - Becoming a consultant in your sales cycle (Tonito De Leon, Senior Manager of Business Development @ Reprise)
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May 18, 2022 |
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#110 - Writing better emails with data-backed optimization (Will Allred, Co-Founder & COO @ Lavender)
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May 11, 2022 |
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#109 - Handling the tough objections (Tom Alaimo, Growth Account Executive @ Gong)
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May 04, 2022 |
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#108 - Finding success by adding structure to your prospecting Outreach (Anthony Natoli, Commercial AE @ Outreach)
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Apr 27, 2022 |
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#107 - Prospecting at scale without compromising personalization (Alan Shen, Data Account Executive @ Pave)
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Apr 20, 2022 |
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#106 - Hall of Fame: Kyle Coleman
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Apr 18, 2022 |
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#105 - Utilizing a JEP to drive multithreading and upsells (Anna Romeka, Enterprise Account Manager @ TripActions)
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Apr 13, 2022 |
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#104 - Prospecting in unconventional ways (Jimmy Comodeca, SDR Manager @ Copilot.cx)
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Apr 06, 2022 |
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#103 - Mutually establishing the buying process by being more direct (Tom Hemmingsen, Head of Mid-Market and Sales Dev @ Thrive)
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Mar 30, 2022 |
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#102 - Joining the resistance to create openings (Josh Braun, Founder @ Josh Braun Sales Training)
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Mar 23, 2022 |
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#101 - Playbook: How to land a killer sales job
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Mar 16, 2022 |
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#100 - Your questions answered on how to be a cold calling machine
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Mar 09, 2022 |
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#99 - Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
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Mar 02, 2022 |
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#98 - Injecting your demos with discovery (Mor Assouline, Founder of FDTC)
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Feb 23, 2022 |
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#97 - Staying ahead with MEDDICC (Andy Whyte, Founder MEDDICC™)
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Feb 16, 2022 |
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#96 - Nailing the tone of your discovery (Marcus Chan, Venli Consulting)
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Feb 09, 2022 |
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#95 - Selling the partnership instead of the widget (Dan Cutler, Head of Sales)
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Feb 02, 2022 |
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#94 - Hall of Fame: Ryan Reisert
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Jan 31, 2022 |
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#93 - Trading items of unequal value (David Priemer, Founder @ Cerebral Selling)
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Jan 26, 2022 |
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#92 - Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)
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Jan 19, 2022 |
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#91 - Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)
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Jan 12, 2022 |
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#90 - Mastering conversational discovery to drive your sales process (Michelle Pietsch, VP of Revenue @ Dooly)
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Jan 05, 2022 |
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#89 - Playbook: Running a Killer Demo
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Dec 29, 2021 |
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#88 - How to keep your demos interactive to navigate directly into your winning zones (Cory Bray, Managing Director @ ClozeLoop)
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Dec 22, 2021 |
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#87 - The Xmas Special (click for gifts)
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Dec 21, 2021 |
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#86 - Embracing competitors and asking the right questions at the right time (Ryan Staley, Founder & CEO @ Whale Boss)
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Dec 15, 2021 |
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#85 - Death of the helpful seller: Use proven psychology to stop losing deals (Belal Batrawy, DeathtoFluff)
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Dec 08, 2021 |
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#84 - Leading with data in your sales process and why traditional sales is broken (Anthony Iannarino, President @ SOLUTIONS Staffing)
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Dec 01, 2021 |
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#83 - Selling to executives, selling with them, and everything in between (Kris Rudeegraap, CEO @ Sendoso)
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Nov 24, 2021 |
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#82 - Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)
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Nov 17, 2021 |
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#81 - Mapping out your demo during the discovery call to drive the ‘aha’ moment (Will Lui, CRO @ Pairsoft)
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Nov 10, 2021 |
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#80 - Working with your Sales Engineer to run effective discovery and demos (Zach Farber, AE @ Salesforce)
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Nov 03, 2021 |
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#79 - Systematizing the way you use text messages in a deal cycle (Eric Buckley, President @ Skipio)
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Oct 27, 2021 |
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#78 - Perfecting the Up-Front Contract...straight from the source (Joe Diliberto, President/Owner @ Sandler Training)
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Oct 20, 2021 |
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#77 - Playbook: Cold Emails
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Oct 13, 2021 |
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#76 - Breaking down negotiation tactics against every type of buyer persona (Morgan Melo, Sales @ Pave)
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Oct 06, 2021 |
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#75 - Adapting to the future of sales and prospecting into the millennial customer base (Collin Cadmus, Founder @ CollinCadmus.com)
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Sep 29, 2021 |
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#74 - Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack)
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Sep 22, 2021 |
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#73 - Becoming the CEO of your territory in your path to President’s Club (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
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Sep 15, 2021 |
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#72 - Getting to power with the right deals, at the right time (Ian Koniak, Founder of Ian Koniak Sales Training)
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Sep 08, 2021 |
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#71 - Speed up your deal cycle with Second Voice and hitting the phones (Lydia Rahill, Director of Strategic Expansion @ CB Insights)
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Sep 01, 2021 |
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#70 - Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
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Aug 25, 2021 |
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#69 - Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training)
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Aug 18, 2021 |
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#68 - Driving deal velocity with a Transformation Plan (Chris Von Huene, Sales Director @ Prodigal)
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Aug 11, 2021 |
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#67 - Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media)
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Aug 04, 2021 |
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#66 - Playbook: Discovery Teardown
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Jul 28, 2021 |
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#65 - Getting a promotion using quality discovery tactics (Sarah Brazier, AE @ Gong)
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Jul 21, 2021 |
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#64 - Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)
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Jul 14, 2021 |
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#63 - The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)
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Jul 07, 2021 |
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#62 - Taking your video selling game to the next level (Josh Kirkham, Manager, Emerging Sales @ Vidyard)
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Jun 30, 2021 |
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#61 - Triangulating the truth to forecast better and drive timelines (Devin Reed, Head of Content Strategy @ Gong)
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Jun 23, 2021 |
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#60 - Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff)
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Jun 16, 2021 |
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#59 - Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft)
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Jun 09, 2021 |
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#58 - Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training)
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Jun 02, 2021 |
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#57 - Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach)
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May 26, 2021 |
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#56 - Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase)
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May 19, 2021 |
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#55 - Playbook: Top 10 moments that change the way we sell
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May 12, 2021 |
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#54 - Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)
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May 05, 2021 |
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#53 - Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)
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Apr 28, 2021 |
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#52 - Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
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Apr 21, 2021 |
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#51 - How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)
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Apr 14, 2021 |
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#50 - Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
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Apr 07, 2021 |
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#49 - Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)
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Mar 31, 2021 |
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#48 - Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)
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Mar 24, 2021 |
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#47 - Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)
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Mar 17, 2021 |
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#46 - Removing the friction from your sales cycle (Todd Caponi, Sales Melon)
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Mar 10, 2021 |
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#45 - Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)
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Mar 03, 2021 |
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#44 - Playbook: How to run a sales process
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Feb 24, 2021 |
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#43 - Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io)
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Feb 17, 2021 |
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#42 - Data proven ways to transform the way you engage with customers (Jeremey Donovan, SVP Sales Strategy @ SalesLoft)
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Feb 10, 2021 |
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#41 - Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)
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Feb 03, 2021 |
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#40 - Leading with trust and curiosity to book more meetings over the phone (Chris Beall, CEO @ ConnectAndSell)
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Jan 27, 2021 |
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#39 - Leveraging video to take your sales process to the next level (Tyler Lessard, Vidyard)
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Jan 20, 2021 |
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#38 - Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
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Jan 13, 2021 |
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#37 - Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)
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Jan 06, 2021 |
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#36 - Lifting weights and booking 85% of your meetings through video (Kayla Cytron-Thaler, Domino Data Lab x Barbells & Biz Dev)
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Dec 30, 2020 |
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#35 - Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)
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Dec 23, 2020 |
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#34 - Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)
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Dec 16, 2020 |
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#33 - Playbook: Mastering negotiation
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Dec 09, 2020 |
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#32 - Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)
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Dec 02, 2020 |
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#31 - Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)
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Nov 25, 2020 |
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#30 - Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)
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Nov 18, 2020 |
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#29 - Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)
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Nov 11, 2020 |
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#28 - Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)
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Nov 04, 2020 |
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#27 - Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)
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Oct 28, 2020 |
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#26 - Let your customers out of the deal and get to the truth without your smelly commission breath (Josh Braun, Founder at Josh Braun Sales Training)
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Oct 21, 2020 |
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#25 - Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
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Oct 14, 2020 |
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#24 - Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)
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Oct 07, 2020 |
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#23 - Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)
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Sep 30, 2020 |
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#22 - Playbook: How to be a machine
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Sep 23, 2020 |
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#21 - Selling pizzas and tearing down sequences with the blue-haired legend (Sam Nelson, SDR Leader at Outreach.io)
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Sep 16, 2020 |
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#20 - Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)
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Sep 09, 2020 |
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#19 - Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)
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Sep 02, 2020 |
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#18 - Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)
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Aug 26, 2020 |
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#17 - The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)
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Aug 19, 2020 |
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#16 - Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)
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Aug 12, 2020 |
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#15 - Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)
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Aug 05, 2020 |
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#14 - Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io)
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Jul 29, 2020 |
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#13 - Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group)
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Jul 22, 2020 |
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#12 - Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories)
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Jul 15, 2020 |
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#11 - Playbook: Nick and Armand teach you how to cold call
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Jul 08, 2020 |
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#10 - Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)
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Jul 01, 2020 |
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#9 - Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff)
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Jun 24, 2020 |
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#8 - Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)
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Jun 17, 2020 |
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#7 - Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
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Jun 10, 2020 |
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#6 - A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting)
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Jun 03, 2020 |
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#5 - Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)
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May 27, 2020 |
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#4 - Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari)
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May 20, 2020 |
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#3 - Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView)
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May 12, 2020 |
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#2 - Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)
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May 12, 2020 |
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#1 - Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)
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May 12, 2020 |
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#0 (Sell): Five minutes to figure out if this show is worth your time
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Apr 30, 2020 |