Download Kyle's Executive Multithreading & Agenda Email Templates FOUR ACTIONABLE TAKEAWAYS Prepare targeted questions during pre-call prep to validate your research Repackage information in exec summaries by highlighting solutions and needed resources (don't just regurgitate the champion-level business case) When an exec is impatient, share your POV and ask for their input When asking for power, show how their involvement will benefit the project PATH TO PRESIDENT’S CLUB Regional VP @ MongoDB Regional VP of Sales @ Qualtrics 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’s Hyper-Persuasive Email Templates Lavender’s Sales Email Frameworks Prospecting: Guides Woodpecker’s Email Substance & Deliverability Guide Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Discovery Wingman’s In-App Objection Handling Battlecards Sales Process Outreach: Templates to Create Pipeline and Close Deals ZoomInfo: 5 Plays, 30MPC Style Accord’s Mutual Action Plan Template Dooly’s Pre-Meeting Prep Template Prolifiq’s 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 :)

30 Minutes to President's Club | No-Nonsense Sales

145: Getting to power for executive level discovery (Kyle Asay, Regional VP @ MongoDB)

FOUR ACTIONABLE TAKEAWAYS Align on the problem and impact first, then start brainstorming root causes and solutions Build a problem identification chart with the problems, impacts, root causes of your ICP Talk to customers, become an expert. Why did they buy? What problems did you have? You need customers to agree to the problem they have and be willing to solve it with you. PATH TO PRESIDENT’S CLUB Author of Gap Selling CEO @ Noted Analytics 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 :)

Hall of Fame 7: Keenan Ep. 7

FOUR ACTIONABLE TAKEAWAYS Start by aligning on the problem in the big team meeting and sell your champion on why it’s important. At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you. In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems. Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation. PATH TO PRESIDENT’S CLUB Community Growth @ Lavender Chief Evangelist @ Challenger Player/Coach-Large Enterprise Sales @ CEB, now Gartner 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’s Hyper-Persuasive Email Templates Lavender’s Sales Email Frameworks Prospecting: Guides Woodpecker’s Email Substance & Deliverability Guide Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Discovery Wingman’s In-App Objection Handling Battlecards Sales Process Outreach: Templates to Create Pipeline and Close Deals ZoomInfo: 5 Plays, 30MPC Style Accord’s Mutual Action Plan Template Dooly’s Pre-Meeting Prep Template Prolifiq’s 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 :)

144: Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender)

ACTIONABLE TAKEAWAYS Section 1 - Agenda: Have a plan & share it. Call out surprises before they, ya know, surprise you. Section 2 - Set the Table: Teach your customer something they don’t know, and you’ll gain credibility in their eyes. Section 3 - Dig In: Don’t just ask qualification questions. Understand their challenges today and the impact those are having on their business. Ask questions about areas the prospect might not have considered, but you know you can add extra value too. Section 4 - Dessert: Tell them what’s good and recommend they give it a try: i.e. tell them what the next step is and secure it at the end of the call. PATH TO PRESIDENT'S CLUB Account Executive @ Gong Advisor @ Aligned, Chili Piper, and Ramped Instructor @ Sales Impact Academy 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’s Hyper-Persuasive Email Templates Lavender’s Sales Email Frameworks Prospecting: Guides Woodpecker’s Email Substance & Deliverability Guide Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Discovery Wingman’s In-App Objection Handling Battlecards Sales Process Outreach: Templates to Create Pipeline and Close Deals ZoomInfo: 5 Plays, 30MPC Style Accord’s Mutual Action Plan Template Dooly’s Pre-Meeting Prep Template Prolifiq’s 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 :)

May Club Playbook: Sarah Brazier teaches you to run discovery with a point-of-view in 10 minutes

Download Vin's 5 Emails from Prospecting to Close FOUR ACTIONABLE TAKEAWAYS Keep your multithreading separate to first establish direct lines of communication, and then weave them together later.  Once you have the group threaded together, separate out the master recap email from individual recap emails.  Put on a show! Vin used the number 282 to start a presentation, which was the number of LMS providers on G2 crowd, and the person who guessed the number correctly received a bottle of wine.  Attach discount percentages to levers so prospects have control over how they can buy themselves a discount. PATH TO PRESIDENT’S CLUB Sr. Account Executive IC-5 @ Demandbase Strategic Advisor @ Aligned Strategic Partner @ Outplay 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’s Hyper-Persuasive Email Templates Lavender’s Sales Email Frameworks Prospecting: Guides Woodpecker’s Email Substance & Deliverability Guide Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Discovery Wingman’s In-App Objection Handling Battlecards Sales Process Outreach: Templates to Create Pipeline and Close Deals ZoomInfo: 5 Plays, 30MPC Style Accord’s Mutual Action Plan Template Dooly’s Pre-Meeting Prep Template Prolifiq’s 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 :)

143: Part 2: Weaving showmanship into your sales process (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)

Download Vin's 5 Emails from Prospecting to Close FOUR ACTIONABLE TAKEAWAYS Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday. Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email. The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot. Use email to keep threading throughout your sales cycle. One way to do this is through direct mail. PATH TO PRESIDENT’S CLUB Sr. Account Executive IC-5 @ Demandbase Strategic Advisor @ Aligned Strategic Partner @ Outplay 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’s Hyper-Persuasive Email Templates Lavender’s Sales Email Frameworks Prospecting: Guides Woodpecker’s Email Substance & Deliverability Guide Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Discovery Wingman’s In-App Objection Handling Battlecards Sales Process Outreach: Templates to Create Pipeline and Close Deals ZoomInfo: 5 Plays, 30MPC Style Accord’s Mutual Action Plan Template Dooly’s Pre-Meeting Prep Template Prolifiq’s 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 :)

142: Part 1: Energize your prospecting with multi-channel mastery (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)

FOUR ACTIONABLE TAKEAWAYS Start your demos by setting the scene. Orient your buyer as to who they are in the demo and what they are doing in their day. If you get a mild “yes” at the end of the demo (e.g. “it could be interesting, I want to debrief internally”), use timeline and sales process steps to see if they’re willing to work to take a step forward. When asking for power, make it us vs. them. Align the timeline to close with their best interest in mind, not yours (e.g. Get them excited about more time to implement means a much better customer experience for them). PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Pave Sales Trainer @ Flockjay Head of Revenue @ Whistle Enterprise Account Executive @ Chili Piper 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 :)

141: Mapping the path to close and navigating to your destination (Justin Solis, Enterprise Account Executive @ Pave)

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 :)

Playbook 14: The Multithreading Playbook

ACTIONABLE TAKEAWAYS Section 1 - Research: Have the top 5 things you look for ready to go and jot down the templates you’ll use for each. Section 2 - Trigger Templates: Create scalable templates for each trigger - do it with your team to create a pool of common templates you can pop in. Section 3 - Deposits: Apply the same concepts above to create ‘deposit’ templates that don’t always take value, they give it back. PATH TO PRESIDENT’S CLUB Account Executive @ Salesloft Team Lead, Sales Development @ Integrate SDR @ Akkroo, an Integrate company Enterprise SDR @ PatSnap 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 :)

April Club Playbook: Charly Johnson teaches you email personalization at scale in 10 minutes

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 :)

17 minute product roadmap jam (Q2 2023)

Download Sam's Agoge Sequence FOUR ACTIONABLE TAKEAWAYS Analyze a low performer's time allocation to identify areas for improvement. Filter time-consuming sequences in your SEP and review the people included. Categorize your sequences to prioritize opportunities effectively. Segment people into immediate opportunities, helpful but not immediate, and irrelevant. Standardize your value proposition based on persona to streamline your process. Use templates and snippets for personalization triggers while keeping the core sequence consistent. Keeping a healthy population of overdue tasks is good for prospecting momentum. Avoid letting tasks get more than 2-3 days overdue, but embrace the benefits of always having something to do. PATH TO PRESIDENT’S CLUB Founder @ Agoge Founder @ SDRLeader.com SDR Leader @ Outreach Co-founder @ Emberall 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 :)

140: Optimizing your time-consuming sequences (Sam Nelson, Founder @ SDRLeader.com)

FOUR ACTIONABLE TAKEAWAYS Grow your existing pipeline 50% by asking for referrals. Use these 3 common PLG (product-led growth) triggers to engage freemium users: sign-ups, increased usages, and multiple users on one account. Don’t immediately sell your roadmap. Instead, find customers who are 80% aligned with the vision and use the roadmap to bridge the 20%. If you’re selling early-stage, focus on the early adopters / innovative buyers. PATH TO PRESIDENT’S CLUB VP, Sales @ Tenderly Director, Enterprise Sales @ Drift VP, Sales @ Altocloud | Acquired by Genesys Director, Sales @ SmartBear 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 :)

139: Building trust when selling at early-stage companies (Miles Kane, VP, Sales @ Tenderly)

Download Luke's Recap Email Templates FOUR ACTIONABLE TAKEAWAYS Build your sales process out step by step. This will fuel how you ask for next actions. Build templates for every part of your sales process. Ex: discovery recap email, group demo recap email, lost deal email. Once you finish your first discovery call, continue to recap the top 3 priorities in terms of the business problem.  Include a context guide with your MSA to speed up legal and help them understand terms that are unique to your business.  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 :)

138: Building your sales process step by step (Luke Floyd, Sr. Account Executive @ Deel)

UserGems’ Job Change Sequence FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s prompting that need?”. You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem). Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ UserGems Enterprise+ Account Executive @ Outreach Enterprise Accounts, Financial Services @ Tableau Software Strategic Accounts @ PowerSchool 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 :)

137: Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)

Download Anthony's 3-Step Email Framework FOUR ACTIONABLE TAKEAWAYS On a cold call: Get permission, lead with a problem statement and its negative consequences, then ask how they’re addressing it today. Once you have validation, book the meeting. On a normal discovery call: Ask why they took the call, why change at all, and lastly why change now. On a competitive discovery call: Start with why they bought their original solution and move to how their experience / goals have changed since then. Figure out where you stack on their priority list by asking: “When you’re on an all-hands, is this something people are talking about?”. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Lattice Commercial Account Executive @ Outreach Growth Account Direct, Mid-Market @ Demandbase Sr. Account Executive @ Ethos Lending LLC 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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30 Minutes to President's Club | No-Nonsense Sales

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