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
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And then I can handle the objection. When they tell me, hey, call me in six months. My response is, shoot, this one's totally on me. I guess I've got a knack for calling people a couple months before they're ready for stuff like this. If they tell me they already have a vendor in place, my response is, shoot, this one's totally on me. I should “have figured you'd be using something already. And so that's not where I stop, but that gives” me a second to buffer against that emotional turbulence that I get hit with when I get hit with an objection. So that's called the ledge. It's from Jeb Blunt. Number two, this actually made it into our cold calling book. And we learned this from Jason Bay. It's called
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
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
do a demo, and that's actually not true. The purpose of the call is not to do a demo. Plan for the call is that we're gonna do a demo. The purpose of us doing a demo is for us to figure out whether or not our solution is actually gonna solve a problem for you. “The plan is, this is how we're gonna spend time to make sure that we can actually prove” out the purpose. And the outcome is that at the end of this call, you and I can have a frank discussion around whether or not it even makes sense for us to take a next step, which might look like a POC. But that should only happen if you really like what you see in the demo today. You do that to start every discovery call, you do that to start every demo call, you do it to start every single executive call, purpose, plan, outcome.
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