Once we know what we are trying to do, you will know too!
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The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual. 30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, includ ...
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The official Comedy Club 4 Kids podcast where the very best children's comedians discuss all of your important questions. Suitable for everyone aged 6-99 years old (no 100 year olds allowed). Featuring different guest comedians every week and hosted by Tiernan Douieb. ‘A highlight for children.‘ – The Guardian Nominated for Best Children's Podcast at the Independent Podcast Awards 2023. If you enjoy Radio Nonsense and would like to support it, while also avoiding all the adverts that are nev ...
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Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company. When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway. Sell early,…
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Why are banana’s slippery? With Andrew Barnett Jones
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Andrew Barnett Jones takes a break from making his anti-anti-perspirant and writing on all the TV shows (Mr Bean, Lloyd of the Flies, Boy Girl Dog Cat Mouse, Numberblocks and more) to help Tiernan answer Ave's important question about bananas. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com…
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212 (Sell) Testing Champions and Getting to Power (Maddy Jackson, Webflow)
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FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make …
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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 th…
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Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Name and define your competencies Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic. Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Indust…
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Hooray hooray Ada Campe is back on the show today! And she brings with her some very odd crab facts and an answer for Oscar's banana question. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED Y…
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211 (Sell) Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
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FOUR ACTIONABLE TAKEAWAYS Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them. Avoid name-dropping obscure customers. When you…
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FOUR ACTIONABLE TAKEAWAYS Start your email with research personalization to stand out in the inbox (vs generic greeting). Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements). Use a more humanized approach when prospecting. Sharing something you both have in common…
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210 (Lead) Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS The best reps never ask the same question twice. Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out of our reps. Ask your reps, “I look forward to seeing how you answer that question.” Listen early, join late. Pre-prep and game planning will save you so…
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James Nokise joins Radio Nonsense this week to discuss sad rocks, all of his famous cousins and answer Thomas's strange, strange question. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR …
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209 (Sell) Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
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FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal. To determine the n…
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Hall of Fame: Stephen Guerguy Ep. 100
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FOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitors during the requirement-gathering phase. Require an exec-level bridge with your CEO instead of spending hours on an RFP. Use carrots to drive close when internal compelling events are lacking. PATH TO PRESIDENT’S CLUB Head of Strate…
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208 (Lead) Why Your SDR Team Should Be Pipe Gen Forecasting (Maya Connet, Clari)
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs. There's a top-down financial plan and a bottoms-up forecast. Use that to calibrate the SDR team on exactly what they need to attack to hit their number but ensure we don't put pressure on the AE team when they walk …
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Why donuts have holes in them? With Katie Mitchell
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Governor of nits Katie Mitchell kindly helps Tiernan answer a question all about donuts. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND NONSENSE TOO. SEND THEM IN TO…
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207 (Sell) Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
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FOUR ACTIONABLE TAKEAWAYS If you don’t have enough pain, ask for some documentation prior to the demo. The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call. Link the demo portions specifically back to WHO SAID they had the problem. Give your champion an email sequence to share with people during the PoC. PATH TO PRESI…
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April Special: The Future of Sales AI ft. Corporate Bro
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ACTIONABLE TAKEAWAYS Do the opposite of every single thing Corporate Bro Says Listen to Corporate Bro on his podcast Demoted Follow Corporate Bro on social: Instagram and YouTube RESOURCES DISCUSSED Join our weekly newsletter Things you can stealBởi Nick Cegelski & Armand Farrokh
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206 (Lead) Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize. Tuning Your Discount Matrix. Look at your current avg. discount, then make the matrix a bit better. Get a little incremental revenue out of improving discounting. The …
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Why do smelly hippos get so much attention from you and me? With Joe Wells
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Joe Wells takes some time out of finding the ends of rainbows to help Tiernan answer Elin's question about smell hippos. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES A…
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205 (Sell) How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)
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Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls FOUR ACTIONABLE TAKEAWAYS Explain things in your customer’s language. Adapt data and demos to how the customer works and thinks. Involve your champion in every customer touchpoint because they will help share context and h…
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FOUR ACTIONABLE TAKEAWAYS: Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility. Keep your demo’s interactive by asking the prospect what jumps out to them right away. Start your demo’s with the exciting ou…
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Q2 ROADMAP We wrote the book on Cold Calling: Preview the Intro Mr. Miyagi Method: 18 Cold Call Objections & How to Handle Twitter: Follow Armand YouTube: Stay Tuned Tactic Teardowns: Register for Q2 Sessions Kevin “KD” Dorsey Joins the Club: Congratulate KD RESOURCES DISCUSSED Join our weekly newsletter Things you can steal…
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204 (Lead) Tactics for Tackling Team Promotions and Behavior Changes (Jonah Mandel, Guesty)
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Increase the surface area of your luck. Sometimes, getting promoted takes luck. So help out as much as possible in all the places you can. Don’t let a slow burn hurt others. If a rep isn’t ready to be promoted, provide feedback early. Don’t create an environment where a toxic attitude spreads. Test drive manager…
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Do snakes fart? With Emily-Jane Clark
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Author of the fantastic Beasts of Knobbly Bottom books Emily-Jane Clark joins Tiernan on this week's show to answer questions about snake and baboon bums. Plus a competition to win a bundle of both of Emily-Jane's books! GET THE BEASTS OF KNOBBLY BOTTOM BOOKS HERE: https://shop.scholastic.co.uk/authors/Emily-Jane-Clark-6171566 OR ENTER OUR COMPETIT…
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203 (Sell) Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
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FOUR ACTIONABLE TAKEAWAYS When you’re doing a POC, you should be surveying the users and participants in that POC about their experience. If you’re working in a fairly technical sale, don’t shy away from answering technical questions with your depth of understanding, but let the customer know that is your depth of understanding. Use a pre-POC quest…
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FOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving into features until you've established “why change?” and “why now?”. Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions. Soften th…
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202 (Lead) How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
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Chase Macaione's Discovery Call Prep Sheet & Guide FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have…
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Who let the cats out? With Lillian Wenker
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Reverse pirate Lillian Wenker takes a break from the high seas to help answer Millie's question about cats. Also, Tiernan announces the winners of the Invisidog competiton! JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon…
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Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection
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Every 10th episode, we tear down one topic. This time, we’re talking about objections. ACTIONABLE TAKEAWAYS Most objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection. The intro to the Mr. Miyagi method - agree with the objection to remove the pressure, incentivize conversation to get them to s…
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Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first. * Condense the problem you solve into a single sentence - stop overcomplicating things. * Lean on their desired future state instead of talking about the past. * Get to the question/reason behind those unexpected/general questions. =…
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201 (Lead) How to Build an Early Stage Sales Team Beyond the First Five Reps (Miles Kane, Tenderly)
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers. Do not do the things that you're horrible at. Hire for the things that are not your strengths. Invest your time in enablement. You and your reps shoul…
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If we have wind socks, why don't we have wind pants? With Ian Billings
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Stinky Jack 2.0 has asked an important question about wind socks and wind pants, so who better to help Tiernan answer it than professional jibberish talker Ian Billings. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.co…
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200 (Sell) Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
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FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest. Don't chase tennis balls. Create equal footing b…
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FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PAT…
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Video Playbook: Book 1 In 3 Cold Calls With This Opener
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The "Heard The Name Tossed Around Opener" - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal TIMESTAMPS (00:00) Intro (01:34) Traditional Openers (02:21) Intro Heard The Name Tossed Around Opener (02:38) Lead…
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199 (Lead) Why You Should Practice Breathwork Before Starting Team Meetings (Alex Kremer, Alluviance)
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Have two one-on-ones in a week. One that talks deals and one focused on your rep as a person. Investing in a person always pays off with better deals. Practice breathwork at the beginning of your team meetings. It will help your team feel relaxed and engaged. Have one rep teach one mini skill builder for 5-10 mi…
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Do noses smell or do they smell? With Ben Van Der Velde
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The very funny monster negotiator Ben Van Der Velde helps Tiernan this week with a question all about noses. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids BUY OUR RADIO NONSENSE T-SHIRTS HERE: https…
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198 (Sell) Why You Should Never Mention AI in Your Sales Calls (Nick Casale, Handoffs)
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FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by understanding lookalike conversations your team has had in the past. Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just …
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Four Actionable Takeaways: Figure out the cost of inaction when a prospect says “this isn’t a priority right now”. Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product. Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time). A/B test cold call opens (Poke …
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Steal the new model for the anti-bloated, recession-proof sales team
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RESOURCES DISCUSSED Join our weekly newsletter Things you can stealBởi Nick Cegelski & Armand Farrokh
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197 (Lead) Communication Hacks to Unleash Your Sales Team’s Full Potential (Jake Dunlap, Skaled Consulting)
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Check out Jake’s new book The Innovative Seller: Keeping Peace in an AI and Consumer-Centric World and order your copy today! FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Allocate your time into now, near future, and far future to identify true priorities. Use two-week blocks to understand where those priorities fall at any given time. When managing promot…
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If school is not a place to sleep why is there homework? With Helen Duff
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Extreme musical chair champion Helen Duff joins Tiernan this week to help answer Yuna's serious question about homework. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids BUY OUR RADIO NONSENSE T-SHIRTS…
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