Playbook 15: Top 10 moments that change the way we sell
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Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.
Prospecting
Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing!
Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort
Discovery
Episode 110 Doug Landis: PPO
Episode 137 Krysten Conner: The Menu of Pain
Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it.
Episode 113 Armand Farrokh: The 5-minute drill + big demo deck
Process
Episode 130 Morgan Melo: How are you gonna justify this internally?
Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum.
Episode 103 Miles Kane: What are you willing to offer in return?
Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale.
The NUMBER ONE TACTIC!
Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem.
THE LATEST FROM 30MPC
Tactic TV
Toolkits & Templates
Twitter
YouTube
THINGS YOU CAN STEAL
Prospecting
Lavender: Sales Email Frameworks
ZoomInfo: 5 Plays, 30MPC Style
Woodpecker: Nick’s Sales Cadence
Orum: 5 Cold Call Objection Talk Tracks
Owler: 4 Multi-Channel Prospecting Touchpoints
Boomerang: Tactics for Peak Productivity
Discovery & Demo
Clari: How to Sell to the CFO
Sales Process
Demandbase: 6 Templates to Accelerate Deals
Gong: Master Class
Qwilr: Multithreading Power Plays
Outreach: 1 Sequence to Create and 5 Templates to Close
Accord: Business Case Template
Prolifiq: Relationship Mapping Playbook
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29:18
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29:18
Playbook 14: The Multithreading Playbook
WHAT YOU'LL HEAR
The Golden Path
Top Down Selling
Bottom-Up Selling
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems: Job Change Sequence
Gong: Hyper-Persuasive Email Templates
Lavender: Sales Email Frameworks
Prospecting: Guides
Woodpecker: Email Substance & Deliverability Guide
Orum: 5 Cold Call Objection Talk Tracks
Owler: 4 Multi-Channel Prospecting Touchpoints
Discovery
Wingman: In-App Objection Handling Battlecards
Sales Process
Outreach: Templates to Create Pipeline and Close Deals
ZoomInfo: 5 Plays, 30MPC Style
Accord: Mutual Action Plan Template
Dooly: Pre-Meeting Prep Template
Prolifiq: Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
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Playbook 13: The Negotiation Playbook
FOUR ACTIONABLE TAKEAWAYS
When giving price: explain how it works first, then give price and stop talking.
When the customer asks for a discount, act surprised and push away to encourage them to come back to the table.
Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved.
Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”.
THE LATEST FROM 30MPC
Catch the next 30MPC Live
Steal the latest sales templates here
THINGS YOU CAN STEAL
Prospecting: Email Templates
UserGems: Job Change Sequence
Gong: Hyper-Persuasive Email Templates
Lavender: Sales Email Frameworks
Prospecting: Guides
Woodpecker: Email Substance & Deliverability Guide
Orum: 5 Cold Call Objection Talk Tracks
Owler: 4 Multi-Channel Prospecting Touchpoints
Discovery
Wingman: In-App Objection Handling Battlecards
Sales Process
Outreach: Templates to Create Pipeline and Close Deals
ZoomInfo: 5 Plays, 30MPC Style
Accord: Mutual Action Plan Template
Dooly: Pre-Meeting Prep Template
Prolifiq: Multithreading Playbook
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
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24:40
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24:40
Playbook 12: Cold Calling Playbook Part 2
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Part 1: The Playbook Revisited
Use a permission-based or ‘heard the name tossed around’ opener
Describe an excruciatingly painful problem prop
Suggest times or send a placeholder invite
Part 2: The Next Chapters
Handle objections with the Mr. Miyagi framework
Leverage 1-2 punch voicemails leading with context and redirecting to email
Treat your call blocks like a workout and get dialing!
HELP US OUT!
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Playbook 11: Everything prospecting that isn't email or phone
Every 10th episode, we tear down one topic. This is how to land a killer sales job.
FOUR ACTIONABLE TAKEAWAYS
Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”.
Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards.
Seek out referrals by finding tangential partners to trade leads with.
Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically.
RESOURCES DISCUSSED:
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Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Ireland