Podcast episode
The Top 15 Tips EVER From The 30MPC Podcast | 300 Episode Special
30 Minutes to President's Club15 Apr 202539 min
Description
Here are our 15 favorite tips from all 300 episodes of the 30 Minutes to Presidents Club Podcast Top 3 Cold Calling Tips Use "The Ledge" to buy yourself a second after objections with a preset line like “This one's totally on me.” Chunk up problems by translating tactical pain into executive-level consequences to earn senior interest. Watch the full ep A Tailored Permission Opener earns attention by referencing a relevant trigger and owning that it’s a cold call. Top 3 Cold Email Tips Run the triple by stacking a call, email, and LinkedIn touch to show you're a real human and boost response rates. Use relevant personalization by connecting a specific trigger to a problem you can solve. Trigger templates let you templatize personalization at scale while keeping it relevant and problem-focused. Top 3 Discovery Tips PPO (Purpose, Plan, Outcome) sets clear call expectations and avoids meandering discovery. Bucket questions steer conversations toward known problem areas while establishing credibility. Humbling disclaimers help you ask hard or sensitive questions without putting the prospect on the defensive. Top 3 Deal Process Tips The champion sandwich uses a prep call, exec meeting, and debrief to drive alignment and control. Test champions by asking how they'll justify the deal internally to reveal their true influence. Popcorn pricing anchors buyers toward larger packages with outsized perceived value. Top 3 Leadership Tips Document the wiggle (WGLL) by showing reps what great looks like with real examples and proof. Practice forward by role-playing for upcoming meetings instead of only reviewing past ones. Invert the hiring funnel by selling top candidates early, then opting them into deeper interviews and testing. 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
to a senior executive. They think, I don't need to get super technical or tactical on the problem. I need to get big picture high level. But then they end up saying really generic things like most CROs really care about hitting their revenue targets. And while “that's true, you could literally be selling any solution in the world if you just talk” about generic problems or generic outcomes. So chunking up is when you have a very, very specific triggering problem at the champion level, and then you chunk it up and you explain what it means at the executive level. So I'll give you an example of a problem that I would
And the goal here is you want them to be like, whoa, like this is actually a person. Here's a face to a name. And when you email right after the call or LinkedIn right after the call, it makes it easier for them to respond to you. Because the reality is most people are not going to pick up the phone and call you back. So run the triple. You mostly do this on your first touch “where you email, call LinkedIn in very tight succession, but even the later stages of your” sequence, you're likely going to be stacking email and LinkedIn touches with your calls to the point of being clothed, not making a naked dial. Number two, Kyle Coleman, the master of cold email himself has personally taught me a lot that influenced my own cold email framework around a
email himself has personally taught me a lot that influenced my own cold email framework around a term called resonance or the art of what we call the segue. So a lot of times sellers will use random personalization. So they'll say things like, Oh, Nick, I noticed you wrestled at USC. “I want you to buy my billing software. And it has nothing to do with the problem that” they solve. And don't get me wrong. You should put that stuff somewhere in the email, but you should not think that just because you happen to look at this person's alma mater, that that means that they have a problem your business can solve. So the framework for resonance or relevant personalization is you want to identify something that you know about them
that that means that they have a problem your business can solve. So the framework for resonance or relevant personalization is you want to identify something that you know about them and attach it to a problem that you can solve. And those are the first two paragraphs of every “cold email, something I see about you, what that problem means for your business.” So a couple of examples, if I was selling legal billing software, if I knew you just want a big case, that would mean that I knew you were about to have to deal with collecting a bunch of money, which I could help with. If I was selling a 30 MPC sponsorship, and I saw that you just launched a parallel dialer, that means you're probably competing with all the other parallel dialers