30 Minutes to President's Club | No-Nonsense Sales
The #1 sales podcast in the world, offering hyper-actionable sales tactics from top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, and Northwestern Mutual. It cuts through fluffy mindset stories and sales academia to provide step-by-step breakdowns in prospecting, discovery, process, and leadership. Each episode is a supercharged 30 minutes hosted by Nick Cegelski, Armand Farrokh, and Mark Kosoglow.
Episodes
#609 - How to Hire SDRs Who Are Actually Built for the Job | Sam Nelson
Sam Nelson breaks down how elite SDR leaders hire, onboard, and motivate reps to build consistently high-performing teams. Learn the interview signals that predict top performers, how to structure a 90-day SDR ramp, and the incentives that actually keep reps motivated.
🏆 Hire for proven competitiveness: Look for candidates who have done hard things, achieved at a high level, and genuinely want
#608 - How Mapping the "Shadow" Org Chart Got Me to 305% of Quota
Laura McDonald breaks down the enterprise multithreading strategy that helped her hit 305% of quota by mapping the hidden power base inside her accounts. Learn how to uncover real influence, neutralize blockers, get access to key stakeholders, and activate your entire company to help you win.
🕸️ Map the “shadow” org chart to uncover who actually influences the decision
🚧 Identify blockers, und
#607 - How to Turn Every Sales Pilot Into a Closed Deal | Shaun Crimmins
Shaun Crimmins breaks down how to run pilots and POCs that prove measurable value and actually convert into paid contracts. Learn how to define success upfront, build the right champions, and engineer value throughout the entire pilot.
📈 Pick metrics you can move: Start with measurable upstream metrics you can impact during the pilot, then connect them to larger business outcomes.
🤝 Build two
#606 - How To Build An Elite Outbound Sales Team (Get Reps Dialing Fast)
Armand Farrokh breaks down the system he used to build a high-performing SDR organization, fixing culture, installing operating rhythms, sharpening targeting, and creating repeatable hiring and messaging processes.
⚡ Fix the energy first: Create buy-in, make tough personnel decisions fast, and build visible momentum.
📅 Install five weekly rhythms: Use Monday commitments, Tuesday and Thursday t
#605 - How to Build a Cleaner Sales Pipeline in the Age of AI | Stevie Case
Stevie Case breaks down how modern sales leaders can use AI, clean CRM data, and human judgment to inspect pipeline, improve sales forecasting, and rethink outbound strategy.
Learn how to separate real pipeline from automated outreach “slop,” uncover what your best reps are doing differently, and build practical AI sales workflows without waiting on engineering.
🧱 Clean your data before laye
#604 - Upsell & Expansion Masterclass: 7 Lever to Grow Any Account
Most account managers wait for upsell opportunities. Mark Kosoglow and Armand Farrokh break down how great AMs create expansion pipeline by proving value, owning executive relationships, and systematically finding whitespace across their accounts.
🎯 Create expansion pipeline through value: Treat value delivery like prospecting: identify the executive outcome, deliver the proof, communicate it b
#603 - How to Partner with Exec Assistants to Tilt Enterprise Deals in Your Favor | Laura McDonald
Laura McDonald breaks down how to multithread enterprise deals, reach the C-suite, and build buying committee consensus without getting trapped with one champion. Learn how to leverage executive assistants, map the real power base, and neutralize blockers before they kill your deal.
🎙️ ACTIONABLE TAKEAWAYS:
🪑 Build the three-legged stool: Get every critical stakeholder group to “green” inste
#602 - My Exact Prospecting Process That Got Me To President's Club 3X (Live Screenshare)
Three-time President’s Club winner Charlotte Johnson breaks down the exact prospecting process she uses to work her territory, prioritize the right accounts, and consistently build pipeline. She shares how she segments accounts, researches Tier 1 prospects, leverages signals and partners, writes messaging, and organizes her calendar so prospecting actually gets done.
🎯 Segment your territory by
#601 - How to Build a Sales Team That Manages Itself | Tara DiCristo-Schmitt
Tara DiCristo-Schmitt breaks down the tactical sales leadership systems she uses to build predictable pipeline, coach reps, and create a culture of accountability. Learn how to inspect rep calendars, run better pipeline reviews, and catch performance problems before they hit quota.
📅 Eliminate calendar white space: Review reps’ calendars weekly and build two weeks ahead with net-new meetings, r
#600 - Prospect Says “We’re Doing This In-House” You’ll Say…
Jen Allen-Knuth and Nick Cegelski break down exactly what to do when a prospect tells you, “We’re going to build this in-house.” Instead of immediately defending your solution, you’ll learn how to build trust, uncover the beliefs behind their decision, and guide them toward seeing the risks of DIY for themselves.
You’ll learn to:
🔎 Seek to understand before you sell: Uncover why they want to b
#599 - How to Make a 10x Impact as a New Sales Leader | Sean Gentry
Sean Gentry breaks down how new sales managers can prioritize high-impact changes, build team trust, and use AI to make smarter leadership decisions. Learn how to drive behavior change, improve sales performance, and build a stronger sales culture without micromanaging.
🎯 Find the 10x change: Prioritize the one change that improves performance across the entire sales team instead of fixing doze
#598 - How I Use Claude to Book 4-6 Meetings Every Week (Live Walkthrough)
Stop letting raw CRM data gather dust while you scramble to find high-intent prospects.
In this episode, Alex Murphy breaks down their exact playbook, including:
🧠 How to construct an AI "Intelligence Layer" using custom markdown documents ad CRM exports.
🎯 The step-by-step workflow to surface hot accounts with rich first-party signals.
🔄 How to build a continuous flywheel that gets your AI
#597 - How to Sell the Way Buyers Want to Buy | Lindsay Dougherty ft. Consensus
Lindsay Dougherty shares how async selling helps enterprise reps create buyer momentum, speed up deals, and improve forecasting with short, strategic videos.
Lindsay teaches us:
🎥 Send demo videos early. Stop hiding your product behind meetings.
⚡ Use async content to speed up deals. Share quick videos buyers can watch anytime.
📊 Follow buyer engagement. Video views are stronger buying signa
#596 - This Cold Email Formula Gets +20% Replies (Exact Templates)
Introducing: The 30MPC Sales Enablement Program → https://www.30mpc.com/enablement
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Stop sending generic cold emails that rot in your prospect's spam folder.
In this episode, Sam McKenna breaks down their exact playbook, including:
✉️ Engineering "Show Me You Know Me" subject lines that guarantee opens
🎯 Preempting objections inside the body copy to sell the meeting
📅 Executing weekend f
Introducing: The 30MPC Enablement Program
Introducing: The 30MPC Sales Enablement Program → https://www.30mpc.com/enablement
Most sales training programs are an absolute waste of time.
A trainer shows up, sprays a bunch of theoretical nonsense telling you to "sell the value", and then disappears. 48 hours later your team hasn't changed a damn thing.
That's why we built the 30MPC Enablement Program: Your Team’s Step-By
#595 - 6 Ways You're Killing Your Own Discovery Calls
You're losing deals before minute 10 because your discovery call feels like an interrogation or a demo.
In this episode, Jen Allen-Knuth breaks down her exact playbook, including:
📉 The 6 lethal discovery mistakes that make buyers lose respect for you—and how to fix them. 🎯 How to anchor your discovery to top-down CEO objectives instead of low-level pain points. 📋 The 7-step discovery flow tha
#594 - The Perfect Outbound Sequence: Scripts, Templates, Messaging
Most sellers burn great accounts by spamming the exact same pitch 14 times.
In this episode, Nick Cegelski and Armand Farrokh break down their exact playbook, including:
🔥The 10-to-14 touch multi-channel sequence that drives double-digit reply rates
🎯How to write 4-sentence cold emails using a single piece of research
📞The cold call opener and voicemail script that triples email repl
#593 - EXACTLY How to Build an Unstoppable Sales Team in 60 days
Burning through 20 meetings a week with zero revenue to show for it?
In this episode, Armand Farrokh breaks down their exact playbook, including:
🎯 How to define "The Slot" and purge low-intent deals from your pipeline.
🐉 The 3-Headed Hydra strategy to multi-thread directly to decision-makers.
🚗 How to run "Pimp My Ride" demos that show only what solves their specific pain.
You're one ste
#592 - The Sales Process That Took Outreach From $0 To $250M
Most sales processes are completely backward because they track what the seller does, not how the buyer actually makes decisions.
In this episode, Mark Kosoglow breaks down their exact playbook, including:
🚀Shifting from traditional meeting-based stages to a 5-stage psychological agreement framework that prevents late-stage deal stalls.
💡Deploying a "Problem Hypothesis" led discovery call tha
#591 - $250M CRO Teaches: How to Master Sales Metrics
Nobody ever shows first-time sales leaders how to actually know their numbers.
In this episode, Mark Kosoglow breaks down their exact playbook, including:
📉 How to isolate L1 lagging metrics like qualified pipeline and use L2 conversion rates to pinpoint exact process gaps.
⚙️ The operational framework to instantly determine if a drop in your revenue chain is a team skill issue or
#590 - The Complete Discovery Call Playbook (Build It From Scratch)
Most reps trap themselves in the red sea of crappy discovery by stopping at basic operational problems that CFOs refuse to fund.
In this episode, Armand and Nick break down their exact playbook, including:
🚀 Flipping the script on your agenda using the Purpose, Plan, and Outcome framework to disarm prospects in the first 90 seconds.
🌲 Dialing in your Discovery Tree to systematically force cha
#589 - How to Build a World-Class SDR Team (Complete Playbook)
We've all felt the heavy silence of a sales floor trying to find its rhythm.
Armand Farrokh breaks down his playbook to turn an underperforming SDR team into an outbound machine.
Armand’s playbook includes:
🚀 The "Between You, Me, and the Wall" tactic to win over individuals privately before you ever address the group publicly.
📉 The 5 core weekly meetings you need to bookend your team's a
#588 - The Perfect 30 Day Onboarding Program
Most sales onboarding plans are slow, academic, and completely distract sellers from actually selling.
In this episode, Armand and Nick break down their exact playbook, including:
🚀 How to get reps into the game safely using simulated mocks and SMB discovery loops.
📚 The exact 4-week calendar breakdown to balance industry, product, and sales execution training.
🔄 The 4 team rhythms you must
The 30MPC Sales Summer Camp!
In the month of July you can expect:
🔥 Four weeks of free sales training across prospecting, discovery, leadership, and executive selling.
🎒 Step-by-step playbooks for sellers and leaders, straight from 30MPC Enablement.
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You're one step closer to President's Club!
⛺ Summer Sales Camp
🏋 30MPC Training
🛠 Weekly Tactical Breakdowns
📚 Things you can steal and use today
#587 - Why Most Sales Teams Approach RFPs Wrong (Stop Wasting Time!) | Konnor Martin
Stop surrendering your team's time and resources to blind RFPs that are already rigged for your competitors.
In this episode, Konnor Martin breaks down his exact playbook, including:
🎯 Hijacking the clarification period to ask deep discovery questions instead of just defining basic requirements.
🛡️ Supplementing boring text spreadsheets with videos and hyperlinks to sell your differentiated v
#586 - Sales Masterclass: 40 Minutes to Go From Cold Call To Close
Tired of prospects hanging up on your cold calls or ghosting after discovery?
In this episode, Nick breaks down their exact playbook, including:
☎️ The "Mr. Miyagi" method to flip objections by agreeing and selling the test drive.
🌳 How to use a Discovery Tree to map operational annoyances to executive-level impact.
🎯 Moving away from meeting-based sales stages to verifiable buye
#585 - Conquering the end-of-deal chaos | 30MPC Hall of Fame
🛒 Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0
📢 Declare your levers early. There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal.
🤝 Trade discounts for predictability. Explain upfront that there is tremendous value in your ability to predict, and you are willing to pay for that predictability in the form of a discount.
⚖️ Paint
#584 - Negotiation Masterclass: 32 Minutes of Proven Negotiation Tactics (B2B Sales)
Stop surrendering your commission to buyers demanding unearned discounts at the goal line.
In this episode, Todd Caponi breaks down his exact playbook, including:
🎯 Scrambling the buyer's leverage when they demand a massive 40% discount
🛡️ Defending your payment terms and commitments without eroding trust
⚔️ Blocking the dreaded end-of-quarter deal slip to close on your terms
You're one s
#583 - The 7 Deadly Sales Negotiation Sins | 30MPC Hall of Fame
🛒 Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0
THE 7 DEADLY NEGOTIATION SINS:
⏳ Hiding the price. Delaying the price discussion kills trust. Set clear expectations early
🏎️ Discounts speed things up. They actually stall deals by signaling hidden flexibility.
🎁 Giving away freebies. Every unearned concession screams your price is fake. Always get something in return.
🗣️ Buying case
#582 - The Secret To Make Prospects Negotiate Against Themselves
We've all watched massive deals shrink when buyers chip away at your pricing. Todd Caponi live role plays negotiation tactics with Armand Farrokh to give no more than a 15% discount.
In this episode, Todd Caponi breaks down:
🛑 Buyers respect through leveraging your “willingness to walk away”
🛡️ Defending your pricing structure without hurting trust
🎯 Proving you’re already the winning
#581 - The Negotiation Playbook | 30MPC Hall of Fame
🛒Pre-Order Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0
Actionable Takeaways:
🤐 Context, price, shut up. Explain the mechanics, drop the number, and let them fill the silence.
👑 Lock down power. Don't talk numbers until you confirm they have the juice to actually sign.
🛑 Flinch & Trade. Act surprised at discount asks and never concede without a "give for get."
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You're one step
#580 - How To Become Dangerously Good At Negotiation
We've all watched a massive deal slip away because a buyer played games. Nick Cegelski interviews Armand Farrokh and drops his playbook to help you negotiate better terms.
In this episode, Arman Farrokh breaks down his exact playbook, including:
🎯 Forcing a strict cost for every concession to kill endless buyer requests
🛡️ Executing a “fake walkaway” when a prospect demands an absurd 70% disc
#579 - Removing the friction from your sales cycle | Todd Caponi | 30MPC Hall of Fame
In this episode, you can takeaway:
🎯 Acknowledging your competitors’ strengths + highlight where your features match needs
🤖 Getting price out early, and use it to disqualify
👔 Keep negotiation simple by anchoring pricing and trading value for dollars
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You're one step closer to President's Club!
📈 Negotiation Course: https://hubs.li/Q04k0BGj0
🏋 30MPC Training: 30mpc.com/trainin
#578 - Watch Me Cold Call For A Product I’ve Never Sold
Getting hung up on by any leader hurts, but it's the grind. Jason Bay flips the script and shows you how to bounce back and book meetings.
In this episode you’ll learn:
🎯 How to force a 20% conversion rate and lock high-ICP meetings on the books.
🤖 How to maintain high intent when buyers scramble your pitch
👔 Why analyzing 85 million cold emails will entirely transform your outbound strategy.
How to Win Deals Without Discounting Away Your Commission
Todd Caponi’s Four Levers Negotiating™ Course is now available for pre-order (early bird pricing until June 22): https://hubs.li/Q04jryL50
And to celebrate, we’re sharing four weeks of free content drops, new resources, and tactical sessions to help you on your sales negotiation journey.
Folks, we’re pumped for this one. Here's what to expect:
Four Levers Negotiating Course: https://hu
#577 - Why Your AI Cold Emails Are Failing (And How to Fix Them) | Jason Bay
Your cold outreach reply rates are completely flatlining because of AI slop.
In this episode, Jason Bay breaks down how to:
🎯 Flip your sales funnel into a "martini glass" to go deep on fewer accounts.
🤖 Break through the AI noise by prioritizing messaging precision over mindless volume.
👔 Disqualify 90% of your weak pipeline so you only target high-intent prospects.
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You're one ste
#576 (Trailer) - I Ranked 5 Cold Emails And Rewrote The Best One
Full episode here
Most reps fire off bloated cold emails that bury the lead and pitch features instead of attacking real business problems.
In this episode, Jason Bay breaks down:
👔 Shrunk intros and hyper-targeted problem statements that expose competitor flaws.
🎯 Differentiated, "no-brainer" offers that flip a mediocre touchpoint into an undeniable booked meeting.
🤖 Lean, problem-centri
#575 - How Parallel Dialing Makes You Better at Cold Calling | Suji Goetzke
Stop burning your territory by blindly calling massive lists of leads.
In this episode, Suji breaks down their exact playbook, including:
🎯 Forcing your focus into tight, 100-person lists built around clear pain points
🤖 Scrambling for fast research in under 30 seconds using past notes, LinkedIn, and AI
🛡️ Flipping the 18 most common objections using simple talk tracks pulled from 300M calls
#574 - How To Be An ELITE Sales Leader (Copy This Playbook)
Sales is the only job where you can grind for 10 hours and still end the day feeling behind due to CRM chaos and internal fire drills.
In this episode, Mark Kosoglow breaks down his exact productivity playbook, including:
👔 The Executive Routine: How to structure your day for closing, not just scrambling.
🤖 AI Workflows: The 2 exact AI workflows saving top revenue pros the most time right now
#573 - Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey | 30MPC Hall of Fame
Stop losing deals to "skeptical prospects" and lukewarm discovery calls. Master the art of the B2B sales conversation by aligning your tonality with your intent and asking the right questions to the right stakeholders.
In this video, Kevin Dorsey breaks down a high-impact sales discovery framework to help you uncover pain points, quantify impact, and build immediate trust with decision-makers.
#572 - 9 Psychological Sales Tactics to Instantly Raise Your Status | Jeremy Miner
Tired of begging for meetings and feeling like you have zero control over your buyer interactions? Jeremy Miner reveals how flipping your mindset to high intent and low attachment forces prospects to actually qualify themselves to you.
In this sales training breakdown, you will learn 9 actionable psychological tactics to instantly raise your status, including exactly how to handle a late prospect
#571 - How to Use AI to Identify the Perfect Time to Prospect | Brendan Short
Your AI Email Guide: https://www.30mpc.com/course/cold-email-course
Most reps use the same signals and get ignored. Brendan Short shows how to find timing signals no one else can see and turn them into outbound that actually gets responses.
🎙️ ACTIONABLE TAKEAWAYS:
1. Use hyper-specific signals tied to real pain, not generic triggers like funding or new hires.
2. Timing beats messaging,
#570 - Cold Email Masterclass: Everything You Need To Book Meetings in 2026
Your AI Email Guide: https://www.30mpc.com/course/cold-email-course
Jason Bay gives a cold email masterclass on what actually gets replies in a market where most reps are ignored.
Stop pitching your product and start with a specific company problem that creates urgency and shows you did your homework.
Use relevant social proof and short, skimmable emails to build trust fast and make it easy t
#569 - How Leaders Can Clarify the Pitch, Stop Paraphrasing, and Actually Add Value | Allison Bouchard ft. Outreach
Get more from Outreach x 30MPC
Cut the fluff and win executive buy-in faster by turning complex sales messaging into clear, high-impact ideas your buyer can understand in under three minutes.
🎙️ ACTIONABLE TAKEAWAYS:
Shrink your message until it hurts → Draft your content, cut it in half, then cut it again until only the core idea remains.
Separate decks from docs → Use slides to
#568 (Trailer) - Elite Sales Trainer Critiques BRUTAL Cold Call Objection Gauntlets
Full Video Here
Jason Bay breaks down 3 real cold calls and shows exactly where reps lose the meeting and how to fix it
Stop pitching your product. Start in the buyer’s world with problems they are measured on and stressed about
Handle objections by acknowledging emotion first, not pushing harder or repeating your pitch
Use reverse pitches and social proof to create pull instead of forcing i
#567 - How to Turn Cold Outreach Into Real Conversations | Adia Toll
In this episode we take how Adia Toll engineered a 72% reply rate by shifting from pitch-first selling to conversation-first prospecting and the exact systems behind it. ACTIONABLE TAKEAWAYS:
Grind → optimize → automate (GOAT framework): Manually run your entire outbound motion first, then optimize each step before automating so you scale what actually works.
Focus on one metric at a time
#566 - 3 Brutal Sales Leadership Lessons (Avoid These Mistakes)
The sales leadership lessons that changed how Mark Kosoglow leads and scales teams.
Mark Kosoglow shares 3 moments that reshaped how he coaches, manages, and hires.
Stop creating busywork. Protect rep selling time.
Use PIPs to coach, not to quietly fire.
Hire for traits, not past success. Train the skills.
Great leaders win with clarity, intent, and strong systems.
Timestamps:
00:00 Intro
00
#565 - How to Master Social Selling on LinkedIn to Book Meetings | Kade Hinkle
Kade Hinkle breaks down a repeatable LinkedIn outbound system that turns cold prospects into warm conversations before you ever send the pitch.
🎙️ ACTIONABLE TAKEAWAYS:
Use video follow-ups instead of long text: Short, personalized videos cut through inbox noise and make your outreach feel human, leading to higher reply rates from senior buyers.
Run the 30 connection rule daily: Send
#564 (Trailer) - I Cold Called For 60 Minutes (And Went Slightly Unhinged)
Full video here
Alex Murphy cold calls for 60 straight minutes to see how many meetings he can book in real time.
No script no safety net just raw dials real objections and live pipeline building.
Watch how Alex turns cold calls into real conversations using sharp positioning and tonality.
Real pressure real stats and a behind the scenes look at what it actually takes to book meetings.
Time
#563 - How to Build Reps Who Don’t Need You on Every Deal | Jason Miller ft. Unify
Great sales leaders don’t solve problems, they build reps who can. Jason Miller breaks down how to drive focus, coach real skill gaps, and force critical thinking so your team performs without you in the room.
🎙️ ACTIONABLE TAKEAWAYS:
Use “poster vs post-it” to drive focus: Set one team-wide priority (poster) and one hyper-specific behavior per rep (post-it) to avoid overwhelm and actually
#562 - Sales Leadership Masterclass: Win Every Deal In Your Pipeline
Turn your most dreaded meeting into your biggest revenue weapon, this deal review framework drives cleaner data, sharper reps, and near-perfect forecast accuracy.
In this 30MPC Masterclass, Mark Kosoglow breaks down a repeatable, no-BS system for running deal reviews that actually move deals forward, not just talk about them. He walks through the exact sales stages, forecast methodology, and coac
#561 - How to Coach Sales Reps Using “Based On What” Thinking | Cameron Shahabedin
Turn reps into self-sufficient closers with structured call coaching, “based on what” thinking, and problem-solving leadership systems
🎙️ ACTIONABLE TAKEAWAYS:
Reinforce pillars everywhere, not just on callsBake core behaviors (like upfront contracts) into coaching, decks, and workflows so reps can’t skip them.
Model the behavior you expectLeaders should demonstrate the same frameworks
#560 - Inside a $3.6M Sale: From 40-Person Demo to Brutal Negotiation
They almost got shut out of the deal, then closed $3.6M anyway.
Johnny Larson breaks down the full sales cycle behind a $3.6M enterprise win, from forcing his way into an RFP he wasn’t invited to, to running a 50-person demo, to surviving a brutal pricing negotiation that nearly killed the deal.
This is a real, unfiltered look at how enterprise deals actually get done at the highest level.Y
#559 - Sell The Problem Before You Sell The Product | Keenan
The Perfect Outbound Sequence Template
Keenan (author of Gap Selling) breaks down a step-by-step framework for prospecting that actually gets responses, focused on leading with problems—not products. Learn how to create intrigue and interest in your outreach, diagnose real buyer pain using problem → root cause → impact, and structure cold emails and calls that force prospects to reflect instead
#558 - The 5 Data-Backed Cold Call Scripts to Overcome Any Objection
Most sales reps try to memorize dozens of objection responses. That’s a mistake.
Just 5 objections make up roughly 74% of what you’ll hear on cold calls.
This episode breaks down those 5 objections and gives you simple, repeatable cold call scripts to handle each one without overthinking it.
The goal isn’t to close on the cold call. The goal is to earn the next step.
Master these 5 obj
#557 - How to Run a Perfect Discovery Call (Start to Finish) | Jacob Fleisher
In this episode of 30 Minutes to President’s Club, Jacob Flesher (Head of Sales at Attention) breaks down a full discovery call framework from start to finish, including how to challenge prospects without killing rapport, uncover true priorities, and run consultative sales conversations that actually convert. You’ll learn how top sellers avoid assumptions, diagnose real problems (not surface-level
#556 (Trailer) - I Taught A Standup Comedian To Cold Call (Real Dials)
Full video HERE
What happens when you give a stand-up comedian a sales script and tell him to start cold calling?
Alex Murphy sits down with his brother Andrew (a comedian in Austin) and gives him a crash course in cold calling.
The goal: sell comedy show tickets… using real B2B sales tactics.
First, Alex teaches Andrew the classic AIDA framework — Attention, Interest, Decision, Action
#555 - Discovery Masterclass: Everything You Need to Run a Perfect Discovery Call
Learn more: https://www.30mpc.com/course/discovery-course
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ACTIONABLE TAKEAWAYS:
Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run your Five
#554 (Trailer) - Don't Sell to Your Champion. Sell THROUGH Them. (2 Real Emails)
Full video HERE'
The fastest way to reach the executive who can green-light your deal: write the email they’ll actually read.
Nate Nasralla breaks down two real examples of emails you can draft for your champion to forward directly to their boss.
Instead of selling to your champion, write the message so they can sell through them.
Open with a priority the executive already cares about so the
#553 - How to Run Discovery Without Obsessing Over Questions | Gal Aga ft. Aligned
Most sellers obsess over asking the perfect discovery question. In this episode, Gal Aga breaks down why great discovery has nothing to do with memorized questions and everything to do with understanding the problem, finding the root cause, and guiding the buying process.
🎙️ ACTIONABLE TAKEAWAYS:
Focus on the problem, root cause, and impact you need to uncover, not memorizing discovery ques
#552 - Live Cold Calling: Can This Grouchy Old CRO Even Book A Meeting?
Full video HERE
A seasoned CRO grabs the phone, goes undercover as “Bob Smith,” and makes live cold calls trying to book five connects as fast as possible. No script reading. No brand flex. Just real dials, real objections, and real pressure.
You’ll hear the exact opener that gets people talking, the provocative question that instantly hooks sales leaders, and the “Green Turkey” move that turn
#551 - How to Ramp Sales Reps to President’s Club Faster | Marcus Chan
In this sales leadership masterclass, Marcus Chan breaks down a week-by-week ramp plan, real-play coaching system, and time management framework that turns new hires into consistent revenue producers fast.
🎙️ ACTIONABLE TAKEAWAYS:
Tee reps up instead of taking over calls: Guide them toward the next talk track rather than jumping in and owning the conversation.
Create a parking lot for
#550 - How Many Meetings Can I Book Off 6,474 Personalized Cold Emails?
Full Video HERE
We did the one thing you’re never supposed to do: We tried to blast our entire contact list of 224,000 people.
But instead of sending generic spam, we built a workflow in Clay to automate the deep research usually reserved for one-off emails. The goal? To find sales leaders whose *own reps* were already watching our content, and use that data to send 6,000+ hyper-personalized m
#549 - The World's Weirdest Sales Trainer Does Cold Call Objection Roleplay | Giulio Segantini
Giulio Segantini is back and this time it’s pure objection-handling firepower.
If you sell anything over the phone, this is a tactical breakdown of how to handle “send me an email,” “we’re already working with someone,” “too expensive,” “not interested,” and every other cold call objection without sounding scripted or desperate.
Built around Giulio’s 'ACE Framework' (Accept → Consent → Explore),
#548 - Executive Sales Masterclass: Close Big Deals At Power (Step-by-Step)
Close Complex Enterprise Deals by Selling the Problem, Not the Product
Jen Allen-Knuth breaks down how to win executive deals by anchoring every conversation to a strategic objective and building urgency around cost of inaction.
Prospect into the C-suite with a 4-step structure: objective → problem hypothesis → status quo → insight (not a pitch).
Run discovery around objectives, obstacles, curr
#547 - Running The Big Team Meeting: 7 Steps to Group Problem Consensus | Jen Allen-Knuth
Over the last 12 to 16 weeks, we’ve been sitting down with the one and only Jen Allen-Knuth (2–3 hours per week, plus an entire week of shooting) to build her course: Selling to the C-Suite. This is everything you could possibly need to close a 6–7 figure deal at power. Backed by Gong data of and 1M+ executive-level sales cycles.
https://www.30mpc.com/course/multithreading-exec-selling-course-sel
#546 - Fixing the WORST Cold Call Pitches Known to Man
Nick Cegelski breaks down why most cold call pitches fail—and how to fix them. Nick explains why generic value propositions packed with buzzwords like optimize, streamline, and AI-powered sound nice but mean nothing to buyers. Instead, he introduces the problem proposition framework: leading with a vivid, emotionally charged problem your buyer actually feels, then briefly showing how you solve it.
#545 - How to Build 11 High-Reply Prospecting Plays You Can Run Today | Prabhav Jain ft. 11x
AI isn’t replacing sales reps—it’s turning them into force multipliers. Prabhav Jain, CEO of 11x, breaks down how modern sales teams use AI-driven personalization, signal-based outreach, and smarter sequences to book more meetings while spending less time on manual prospecting.
Download the Guide: The Ultimate Three Part Outbound System to accelerate your path to President’s Club
🎙️ ACTIONAB
#544 - Sales Roleplay: How To Earn an Executive’s Respect in 30 Minutes
Armand Farrokh and Jen Allen‑Knuth walk through a realistic, unscripted discovery conversation with a senior university security leader. Jen demonstrates a 7-step executive discovery framework, from establishing credibility and anchoring to strategic objectives, to reframing the status quo and closing for next steps, while Armand plays a skeptical, budget-constrained prospect. The video pauses aft
#543 - How to Build a Deal Closing Machine With Screenshot References | Krysten Conner
How top sellers use customer proof to reduce risk, accelerate deals, and close with confidence featuring Krysten Conner’s real world framework for social proof, references, and late stage deal momentum.
🎙️ ACTIONABLE TAKEAWAYS:
Screenshots beat polished proof: Raw texts, DMs, and unpolished customer messages feel real and instantly lower buyer risk. Use them in prospecting and late stage de
#542 - Sales Email Elimination: 5 Cold Emails. 1 Winner.
Full YouTube Episode Here
Jen Allen-Knuth puts five real cold emails head-to-head to see which ones actually earn executive attention and which get instantly deleted. Watch as she breaks down subject lines, openers, tone, and CTA mistakes, crowns a single winning email, then rewrites it live using her Problem Prompter framework to show how sellers can stop pitching and start booking meetings wi
everything you could possibly need to close a 6–7 figure deal at power
Learn more: https://www.30mpc.com/newsletter/multi-threading-and-executive-selling-course-selling-to-the-c-suite
#541 - The $1M Negotiations That Changed the Way I Sell Forever
Watch Todd’s Free Negotiation Masterclass
Buy 'Four Levers Negotiating' Here
Todd Caponi is a multi time CRO, award winning author, and one of the leading voices on transparency in sales. And these are the three negotiation moments that changed how he sells forever.
From a used car purchase that went completely sideways, to a seven figure software deal saved at the last second, to a hea
#540 - Cold Call Masterclass: The Perfect Script (With LIVE Calls to Prove It)
We break down the exact cold call script that’s helped book meetings on 1 out of every 3 connects then prove it by making live cold calls on camera.
Armand Farrokh and Nick Cegelski walk through the full cold call framework they’ve used as operators, leaders, and authors of *Cold Calling Sucks (And That’s Why It Works) from opener, to pitch, to objection handling with real examples and zero th
#539 - How to Run Demos That Actually Convert | Alex Kane
Alex Kane brings elite demo mastery to this episode, teaching sellers how to turn every walkthrough into a high-impact, story-driven buying experience that stands out from every other vendor in the cycle.
🎙️ ACTIONABLE TAKEAWAYS:
Lead With the Approach: Frame the top problems and outcomes before showing anything.
Present → Future → Past: Ask how they do it now, show the future state, t
#538 - Cold Call 3v3: Six Sales Reps Dial in a 92 Degree Room
Welcome to the most chaotic cold call competition you’ve ever seen. Two elite sales teams go head-to-head in a live 3v3 battle to see who can book the most meetings.
Watch as the top sales minds from 30 Minutes to President's Club (and a special celeb dialer) bring their best cold call tactics to life.
From permission-based openers to clever objection handling, you’ll witness what makes a cold
#537 - How to Get Executive Intros Through Your Champion | Christine Nolan
Christine Nolan, four-time President’s Club enterprise sales leader at Asana, shares tactical frameworks for multithreading complex enterprise deals by mapping real power, navigating internal politics, and turning champions into organization-wide access. A practical playbook for winning, expanding, and controlling high-stakes, multi-stakeholder sales cycles.
🎙️ ACTIONABLE TAKEAWAYS:
Build a
#536 - Cold Email Showdown: Rookie Sales Rep vs 10-Year Director
We put Evan Greek (Commercial AE at Gong) and Florin Tatulea (Head of Sales Development at Common Room) in a cold email cage match: 10 minutes per round, weird prompts, and you have to write something that would actually get a reply. Jason Bay (CEO at Outbound Squad) judges based on [The Reply Method](https://www.30mpc.com/course/cold-email-course) framework.
Evan and Florin show how they use AI
#535 - He Sold A $30M Deal With One Page
In this episode, Nate Nasralla breaks down the one-page business case framework he used to help close a $30M enterprise deal and multiple seven-figure contracts. He walks through how to structure a one-page document that aligns executives, arms champions to sell internally, exposes deal gaps early, and drives consensus in complex buying groups. Using a real-world IKEA example, Nate shows how to tr
#534 - #1 Sales Rep Runs The Exact Demo That Got Him Promoted 8x
In this episode, Adam Ochart, #1 sales rep from Gong breaks down the exact demo framework that helped him earn 8 promotions, consistently win enterprise deals, and maintain a 30%+ win rate. He walks through how to prep demos, align with buyers before clicking anything, run discovery during the demo, and frame every feature using a why-before-what approach so prospects experience a true “test drive
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