The 10 Brutal Cold Calling Lessons You NEED to Learn Today | 30MPC Playbook (Sell)
This is a 30 minute masterclass on the 10 lessons every rep needs to know when it comes to cold calling.
Armand and Nick walk you through five lessons each that will leave you feeling ready to put in the work and pick up the phones!
✅ Inside this episode:
You learn how to navigate rejection from a single person and find an alternative route through other people in the company to close the deal
How to improve your script when you’re struggling
Handling rude responses and understanding they’re going to happen regardless, you’re doing nothing wrong!
How to get someone’s attention (Hint: It’s not, “How’s your day going?”
You get to say silly things on cold calls, as long as you do it with confidence!
RESOURCES DISCUSSED:
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Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
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40:53
Steal Alex Kremer’s 1-Minute Routine to TRANSFORM Your Sales Meetings | Alex Kremer | Ep. 311
Alex Kremer shares tactical leadership strategies to help sales managers build engaged teams by using breath work for presence, empowering reps, and structuring effective 1:1s that drive results.
🎙 ACTIONABLE TAKEAWAYS:
Your vision shapes who you become today and guides the actions you take right now.
Regularly asking your reps why they are at the company helps uncover their true motivations and commitment.
Effective team meetings follow a clear structure: start with breathwork, then focus on vision, shoutouts, revenue tracking, and finish with pipeline and KPIs.
Assigning “black belts” to lead skill trainings boosts engagement, helps reps learn better, and frees up leaders to focus on leading.
ALEX’S PATH TO PRESIDENTS CLUB:
Founder & CEO @ Alluviance
Host @ Rising Leader Podcast
Head of Sales @ Catalyst Software
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
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38:02
How to Run Team Meetings That Actually Motivate Your Sales Team
Most leaders treat team meetings like a routine checklist, but they’re one of the few moments you have everyone’s full attention each week. Here’s how Alex Kremer (founder & CEO @ Alluviance) keeps his team motivated each time they meet:
Start with Presence
Get Your Team Involved
Connect the Dots to a Bigger Impact
The goal isn’t just to share numbers but to create a culture where your team feels valued and invested. Make your meetings a place for growth, not just updates.
Watch the full episode TOMORROW
ALEX’S PATH TO PRESIDENTS CLUB:
Founder & CEO @ Alluviance
Host @ Rising Leader Podcast
Head of Sales @ Catalyst Software
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
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5:46
The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht | Ep. 310
Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators.
🎙 ACTIONABLE TAKEAWAYS:
Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths.
If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline.
Look for pain points or questions about flexibility as triggers to ask for a shadow session where the prospect demos their workflow.
Always balance the give-get in shadow sessions by offering specificity, implementation plans, or business case inputs in return.
MAX’S PATH TO PRESIDENTS CLUB:
Enterprise AE @ MaestroQA
#1 ACV & TCV @ Productiv
#1 SDR @ Zuora
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
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35:59
Why your discovery call isn’t finding real problems
Max Licht (Enterprise AE @ MaestroQA) breaks down his shadow-based discovery process. This technique goes beyond typical discovery calls, allowing you to witness firsthand where inefficiencies and bottlenecks are happening.
1. Identify the Painful Process
- Research the customer's current workflow and tools (e.g., Excel, Salesforce) to understand the manual, time-consuming steps involved.
- This reveals where inefficiencies exist, giving you a clear picture of the pain your solution can alleviate. It also helps you identify the "drag them through the glass" moments where the pain is most acute, which is critical for building urgency.
2. Set Up the Shadowing Session
- Frame the shadow as a collaborative step to fully understand their process. Instead of just making claims, say something like, *“Before I make any promises, I want to fully understand your current reporting process to see where we can add the most value.”*
- This approach shifts the focus from selling to problem-solving, making you a trusted partner rather than just a vendor. It also sets the stage for a more meaningful business case.
3. Conduct the Shadow
- Watch the prospect use their current tools and processes. Take notes, capture screenshots, and pay attention to friction points, inefficiencies, and workarounds they rely on.
- Seeing the workflow in action often reveals unspoken pain points and limitations that even the prospect might not articulate in a standard discovery call. This firsthand observation helps you tailor your pitch to the reality of their day-to-day work.
4. Use Shadows to Build a Business Case
- Use the insights gathered to frame your solution as a direct response to the pain points you observed. For example, highlight how your tool eliminates specific inefficiencies, reduces manual steps, or streamlines complex reporting.
- This concrete evidence makes your pitch more credible and aligns your solution directly with their business goals, increasing the likelihood of internal buy-in.
5. Follow Up Strategically
- After the shadow, summarize your findings in a follow-up email or meeting, highlighting specific pain points you observed and how your solution can address them. Use this to drive urgency and move the deal forward.
- This reinforces your credibility as a problem-solver and keeps the conversation anchored in real, observed issues, rather than hypothetical value propositions.
6. Use the Shadow as a Catalyst for Future Conversations
- Reference specific pain points in later stages of the sales cycle, using them to frame your solution as a clear, tangible fix for their current frustrations.
- This approach keeps the focus on solving their problems, reducing friction in the decision-making process and increasing the likelihood of a successful close.
RESOURCES DISCUSSED:
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
About 30 Minutes to President's Club | No-Nonsense Sales
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.
Listen to 30 Minutes to President's Club | No-Nonsense Sales, Working Hard with Grace Beverley and many other podcasts from around the world with the radio.net app
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