Quit memorizing BS lines, fumbling through LinkedIn and groveling for deals that never are going to close. Dramatically accelerate your career and earning potential by mastering your tech stack, stealing tactics from the best and clearing garbage from your calendar. Zero theory or mindset discussions here; just actionable sales tactics that will win you deals today.
I'm hiring an Assistant Director of Sales Content for my team at 30MPC!
Interested? Read on:
The last 12 months at 30MPC have been really fun.
1. Doubled revenue YoY
2. Launched world-class training courses with folks like Jen Allen-Knuth, Jason Bay, Mark Kosoglow and Todd Caponi.
3. Had a lot of FUN, including our first team trip to Costa Rica!
The next 12 months look even more fun :)
I'm hiring an Assistant Director to help grow our YouTube, Podcast, Blog and Newsletter.
In this role, you’ll work with the BEST sellers and sales trainers on the planet helping them turn their President’s Club stories into tactical 30MPC breakdowns that actually make learning how to sell FUN.
I'm looking for a SELLER who wants to be a marketer for this role (will also consider folks from Sales Enablement!)
Full JD here on my profile (must be LA/NYC based).
If you wanna dip your toes in, we usually start with a 30 day (paid) trial period to de-risk it for both of us before going FT!
Getting ghosted when you’re 5 yards from the finish line isn't a fluke.
It's a process failure.
You crushed discovery, nailed the demo, and sent the proposal. But the second it hit their inbox, you lost control of the deal cycle.
"Just checking in" won't save it.
We’re dropping tactical gems in our Thursday Weekly Rollup.
Stop hoping they reply. Start controlling the close.
Most reps think they lose deals at the finish line.
They don't.
They lose them in the middle - when the warning signs were already there and nobody caught them.
Jacob Fleisher went on the 30 Minutes to President's Club podcast to talk about finding the real problems.
The three deal killers that show up long before a deal goes dark and that most reps miss all three until it's too late.
We partnered with 30MPC to build a free toolkit that breaks each one down - what it looks like in the wild, how to assess where you stand, and the exact plays to flip a red deal green before it stalls.
Jacob's episode teaches you how to run better discovery - the toolkit is what comes next.
Download in the comments (feel free to comment TOOLKIT if you want though).
ps. Attention catches all three of these risks automatically across your calls and CRM - no new fields, no manual notes, no chasing reps for updates.
3 minutes is all you get with an executive. Are your reps ready?
Allison Bouchard (VP of Global Sales at Outreach) recently joined the 30 Minutes to President's Club to talk about how to cut the fluff and win executive buy-in faster.
Her advice? Draft your content, cut it in half, then cut it again.
Keep 2-3 big ideas in the pitch, move everything else to the appendix, and always separate your decks from your docs.
Your next executive meeting just got a whole lot easier. Link below.
Your sales stages might be lying to you. 👀
Most teams build seller-centric stages around what the rep has done—sent a proposal, completed a demo, scheduled a follow-up.
The problem?
Activity doesn't tell you whether the buyer is ready to move forward. A completed demo with zero alignment on the problem isn't progress. It's noise.
30 Minutes to President's Club recommends five buyer-centric stages based on the agreements a buyer has to reach—not the tasks a rep has checked off:
1️⃣ Problem Agreement: Do they have a problem you can solve?
2️⃣ Priority Agreement: Is it big enough to act on?
3️⃣ Evaluation Agreement: Have they agreed on how they'll buy?
4️⃣ Value Agreement: Do they agree on the value of the solution?
5️⃣ Commercial Agreement: Are they aligned on pricing and process?
When stages are centered around the buyer, you stop forecasting based on rep confidence and start forecasting based on buyer proof.
That's the foundation of an effective deal review.
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Download the 30MPC pipeline review toolkit now to access the downloadable playbook and on-demand masterclass with Mark Kosoglow: https://bit.ly/3OPNjKF
Disqualification: The single most important (and underrated) strategy for outbound
One prediction I can make with 100% certainty: Outbound will be harder next year than it was this year.
Right now, it takes an average of 12-15 outbound touches across email, phone, & social to make contact with a buyer.
With that amount of effort, you should be disqualifying the majority of your accounts. They don’t deserve any of your effort.
A client of ours sells a cybersecurity solution. Tons of potential use cases, industry verticals, and personas.
When we started working with their SDR team, they were:
- Going after over a nearly a dozen industry verticals
- Trying to outbound into 4-5 personas across those industries
And I was thinking, “How the hell do you wrap your head around all of the different talk tracks?”
We asked the client to look at their data:
- Top two industries reps create the most qualified opps
- Top two personas those conversations start with
Here’s what they found:
- The majority of their pipeline come from manufacturers and healthcare
- The majority of meetings are with heads/directors of security and plant managers
Then we told the SDRs to focus only on those accounts. That simple fix—narrowing their focus on the lowest-hanging fruit—increased qualified meetings by 22% during the 90‑day period we worked together.
Here's how to put this into action:
✅ Pull closed/won & closed/lost data
- SMB rep: Pull the last 50-100 deals you worked
- Mid-market or small enterprise rep: Pull the last 25-50 deals you worked
- Strategic rep: Pull the last 10 deals you worked
- Sales, ops, or enablement leaders: Pull the last 6-12 months of deals your team has worked
✅ Identify patterns
Who’s the easiest to sell to?
- Highest win rates
- Largest deal sizes
- Shortest sales cycles
Who gets the best results from our solution?
- Case studies
- Testimonials
- Reviews
What characteristics do these clients share?
- Industry, sub-industry, or niche
- Company size or headcount growth
- Revenue band
- Tech stack
- Number of locations
- Department size or growth
- Geography
- Funding status
- Triggers
✅ Narrow down your segmentation
Options:
- By Niche/Industry: Find similar companies selling in the same niche (e.g. fitness supplement)
- Size: Find similar-sized companies (e.g. <50 employees, small marketing teams)
- Trigger: Find companies experiencing similar problems (e.g. lacking cart functionality, upsells, express checkout)
- Combination: Layer in multiple segments (fitness supplements, <50 employees, low cart functionality)
Now look at how targeted your outbound approach will be.
~~~
Disqualification is an ATTITUDE.
Don't allow yourself to waste time, effort, and attention on poor-fit accounts.
This should be obvious by now...use AI to help with this exercise.
I talked about this and MUCH more in the cold email masterclass with 30 Minutes to President's Club.
Check it out here: https://lnkd.in/g3GGu_ar
Are you are rep that wants to be a sales leader?
Are you a sales leader that wants to be a CRO?
Get ready for the only job where you can get slammed for 10 hours straight and still go to bed feeling behind...100 hours as a CRO.
Slack pings. Forecast interrogations. Rep fire drills. Back-to-back internal meetings.
Early on in my career, I realized a hard truth: If you don’t build a system to handle your day, you will have no control, you will miss at least 50% of what you get paid not to miss, and you will fail.
Herding cats? No. Herding 🐅 tigers in a river filled with 🐊 alligators while 🐕 hyenas watch from the river banks.
And it sucks the entire time.
To fix this, I’m teaming up with the 30 Minutes to President's Club crew on May 7th for a live Sales Leader Productivity Masterclass to break down the exact playbook I use to run high-performing orgs.
I’m ditching the high-level theory.
We are getting into the weeds on exactly how to manage the chaos:
🌅 The Morning Routine & Inbox:
How to actually process the noise without getting stuck in it.
🗓️ The Meeting Cadence:
Exactly how to structure your week and run the floor.
🤖 The AI Workflows:
The 2 specific AI use cases saving me the most time right now.
Whether you're running a massive team or you're an IC trying to run your territory like a CEO, you can steal this playbook.
Let's stop being busy and start being effective.
Register here → https://hubs.li/Q04cgHcH0
You don't need to more time to close your deals, you just need better questions (and some help from us).
30 Minutes to President's Club dropped an all-new toolkit full of game- changing questions that can help you build trust, qualify leads and get closing.
Download it now (or watch your competitors win instead): https://lnkd.in/eCJxW6ci
