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Once we know what we are trying to do, you will know too!
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30 Minutes to President's Club | No-Nonsense Sales
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30 Minutes to President's Club | No-Nonsense Sales
Nick Cegelski & Armand Farrokh
30 minutes. No sales academia. Only actionable sales tactics. Nick sells enterprise deals solo. Armand runs a team of 40 SMB AE's and SDR's. Together they break down sales strategies you can use to start winning more deals today.
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Comedy Club 4 Kids Presents: Radio Nonsense
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Comedy Club 4 Kids Presents: Radio Nonsense
Comedy Club 4 Kids Ltd
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 fun, rowdy feel of a proper comedy club.‘ – The Guardian Support this show at http://supporter.acast.com/comedyclub4kids Hosted on Acast. See acast.com/privacy for more information.
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30 Minutes to President's Club | No-Nonsense Sales
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, an…
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Comedy Club 4 Kids Presents: Radio Nonsense
Hooray, The Listies return to Radio Nonsense to answer Micah's question of 'Where can you find Lemons R Us?', as well as talk about cats, slippery dips and unfortunately, Radio Sense. LISTEN TO THE LISTIES MAKE YOU LOLCAST HERE: https://podcasts.apple.com/au/podcast/the-listies-make-you-lolcast/id1488861816 THE LISTIES WEBSITE: https://www.thelisti…
Thank goodness for Monica Gaga because aside from her being an expert in time travel, no one else would be able to join the podcast to answer so many big questions from Matthew, aged 9. Meanwhile back at CC4K HQ, Tiernan has a song stuck in his head. SUBSCRIBE TO 'BUST OR TRUST: A KIDS' MYSTERY PODCAST' RIGHT HERE: https://podcasts.apple.com/gb/pod…
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30 Minutes to President's Club | No-Nonsense Sales
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139: Building trust when selling at early-stage companies (Miles Kane, VP, Sales @ Tenderly)
35:03
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 bridg…
Fresh from the Big Small Pond and Horrible Histories on CBBC, Ethan Lawrence joins Tiernan to help find out just why oh why, as asked by Ben aged 10, glass is see through. Plus an exclusive documentary about stinky hippos from Glavid Smattenburgcake. WATCH ETHAN BE NAPOLEON ON THIS SPECIAL HORRIBLE HISTORIES VID: https://www.bbc.com/ownit/the-basic…
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30 Minutes to President's Club | No-Nonsense Sales
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 prior…
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30 Minutes to President's Club | No-Nonsense Sales
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137: Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)
33:15
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, li…
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Comedy Club 4 Kids Presents: Radio Nonsense
Ruben who is 5 or 6 asks 'how do monkeys and dogs do a wee and poo in space?' and luckily Arielle Souma is on a break from practicing her cough burp sneezing so joins the show to answer. SUBSCRIBE TO 'BUST OR TRUST: A KIDS' MYSTERY PODCAST' RIGHT HERE: https://podcasts.apple.com/gb/podcast/bust-or-trust-a-kids-mystery-podcast/id1675057749 BUY OUR R…
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30 Minutes to President's Club | No-Nonsense Sales
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136: Adding discipline into your sales process (Anthony Natoli, Enterprise Account Executive @ Lattice)
37:06
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. O…
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Comedy Club 4 Kids Presents: Radio Nonsense
The superb fish singing teacher and mole yeller Alasdair Beckett King joins Radio Nonsense to help answer a Royal Pooemoji's question of 'Why????'. Back at CC4K HQ, Tiernan is trying to talk more slowly. Alasdair's fantastic book 'Montgomory Bonbon - Murder at the Museum': https://www.walker.co.uk/Montgomery-Bonbon-Murder-at-the-Museum-978152950104…
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30 Minutes to President's Club | No-Nonsense Sales
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135: Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
31:19
Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS After the demo, get a sense of what they liked and use it to justify your ask to power. Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission. When you get to power, recap the key problems you…
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Comedy Club 4 Kids Presents: Radio Nonsense
Fresh from rediscovering Atlantis, Sharlin Jahan very kindly joins the podcast to answer Archie's important question about slugs and snails. Back at the HQ, Tiernan reads an epically long joke that has been brilliantly sent in by Amy. BUY OUR RADIO NONSENSE T-SHIRTS HERE: https://comedyclub4kids.store/ (Please make sure you get a grown up to do thi…
FOUR ACTIONABLE TAKEAWAYS Stop withholding the demo from your prospects, ask how they want to run it. 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat. Don’t force yourself to power. Enable your champion to have the conversations. If you need power, ask your champion questions they need power to answer. THE LATEST F…
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30 Minutes to President's Club | No-Nonsense Sales
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134: Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)
30:59
Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business. Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions. When someone tells you …
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Comedy Club 4 Kids Presents: Radio Nonsense
While Tiernan tries to explain the Pod Goblin he mentioned last episode, Ed Petrie joins the podcast to help answer Amelie's question about cheesy feet, even though she might be 100 years old. BUY OUR RADIO NONSENSE T-SHIRTS HERE: https://comedyclub4kids.store/ (Please make sure you get a grown up to do this for you) WE NEED YOUR QUESTIONS, JOKES A…
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30 Minutes to President's Club | No-Nonsense Sales
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133: Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
33:30
FOUR ACTIONABLE TAKEAWAYS If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it. Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly. Once you know the key metrics that drive their business …
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Comedy Club 4 Kids Presents: Radio Nonsense
Sooz Kempner kindly takes time out from balancing on her head and controlling her army of ants to help answer Jenny's question about cows and bikers. Back at CC4K, Tiernan reads absolutely everything from the mailbag. BUY OUR RADIO NONSENSE T-SHIRTS HERE: https://comedyclub4kids.store/ (Please make sure you get a grown up to do this for you) WE NEE…
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30 Minutes to President's Club | No-Nonsense Sales
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132: Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)
32:37
Wingman’s In-App Objection Handling Battlecards FOUR ACTIONABLE TAKEAWAYS Use typically language to help guide your buyer into the next steps. When the buyer wants to multithread to someone you’re not familiar with, ask how that person has contributed to purchases in the past. When your champion is proposing to finance, offer to be a “fly on the wa…
Edy Hurst manages to find time away from his complicated horse based court case to come on the podcast and discuss Jared's question 'why is me alive?' Meanwhile, Tiernan is missing a lot of socks. BUY OUR RADIO NONSENSE T-SHIRTS HERE: https://comedyclub4kids.store/ (Please make sure you get a grown up to do this for you) WE NEED YOUR QUESTIONS, JOK…
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30 Minutes to President's Club | No-Nonsense Sales
Download Liam’s Account Planning Sheet FOUR ACTIONABLE TAKEAWAYS Start discovery by asking why they were hired in the first place. It’ll help build rapport and understand the organizational vision. If you suspect someone is going to be a blocker in the deal, bring it up with your champion before it even happens. Don’t stay single-threaded in accoun…
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Comedy Club 4 Kids Presents: Radio Nonsense
Bella Hull joins the podcast to answer an important question from Ella about extraterrestrials and if they poo on our roofs. Meanwhile, Tiernan may or may not be awake. BUY OUR RADIO NONSENSE T-SHIRTS HERE: https://comedyclub4kids.store/ (Please make sure you get a grown up to do this for you) WE NEED YOUR QUESTIONS, JOKES AND NONSENSE TOO. SEND TH…
FOUR ACTIONABLE TAKEAWAYS When giving price: explain how it works first, then give price and stop talking. When the customer asks for a discount, act surprised and push away to encourage them to come back to the table. Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved. Don’t…
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Comedy Club 4 Kids Presents: Radio Nonsense
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What is the opposite of peanut butter? With Adam Courting
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The Radio Nonsense podcast returns for its 5th season. But what is the 5th season? I only know about four? Luckily the very funny Adam Courting is on hand to answer a powerful question indeed. 'What is the opposite of peanut butter?' BUY OUR RADIO NONSENSE T-SHIRTS HERE: https://comedyclub4kids.store/ (Please make sure you get a grown up to do this…
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30 Minutes to President's Club | No-Nonsense Sales
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130: Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
35:35
FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation. Mirror multithreading in the sales cycle. Bring a VP for a CX…
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30 Minutes to President's Club | No-Nonsense Sales
FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on…
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30 Minutes to President's Club | No-Nonsense Sales
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128: Booking more outbound meetings with slapping (Florin Tatulea, Director of Sales @ Barley)
33:03
FOUR ACTIONABLE TAKEAWAYS Segment your sequences between above and below-the-line decision-makers. Permission Slap: Ask for permission to give valuable information. e.g. Can I send you a 90-second video so I can show how you might get a sense of what win rates look like in RFPs? Look for keywords in the investor day transcript or in the 10-K, then …
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Comedy Club 4 Kids Presents: Radio Nonsense
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Radio Nonsense Live - With Athena Kugblenu and Joz Norris
1:01:26
1:01:26
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A very special bonus episode for all you subscribers. This is the Radio Nonsense Live show, recorded in the Purcell Room at the Southbank Centre in London on Oct 26th 2022. Featuring Athena Kugblenu and Joz Norris, and of course hosted by Tiernan Douieb. Radio Nonsense will return in 2023! BUY OUR RADIO NONSENSE T-SHIRTS HERE: https://comedyclub4ki…
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30 Minutes to President's Club | No-Nonsense Sales
FOUR ACTIONABLE TAKEAWAYS Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line. Set agendas like a human being: In the first 4 minutes of any meeting, address the time, the meeting content, & the potential next steps. Understand the intent behind your prospect's questions: If you get asked a …
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Comedy Club 4 Kids Presents: Radio Nonsense
It's our very special Christmas Radio Nonsense to get you in the festive spirit. Joining Tiernan to answer all of your Christmas questions is a very special holiday guest who is definitely not Howard Read so don't even suggest that it might be. BUY OUR RADIO NONSENSE T-SHIRTS HERE: https://comedyclub4kids.store/ (Please make sure you get a grown up…
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 O…
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30 Minutes to President's Club | No-Nonsense Sales
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126: Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)
36:34
FOUR ACTIONABLE TAKEAWAYS 3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams. In a team demo, use Slack/text for live internal communication and strategy. Ideally, establish your executive calls 1:1. You’ll avoid deal fatig…
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Comedy Club 4 Kids Presents: Radio Nonsense
We have a very important question this week from Sir Goose Bagel The Third who urgently asks 'Why did a frog turn me into a goose?' Rob Kemp takes a break from his incredible key beeping to join Tiernan in trying to help Sir Goose. Sir Goose's youtube channel is here: https://youtube.com/@therealdragonbeans BUY OUR RADIO NONSENSE T-SHIRTS HERE: htt…
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30 Minutes to President's Club | No-Nonsense Sales
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125: Active listening to loosen up your discovery calls and first dates (Samantha McKenna, Founder @ #samsales Consulting)
33:03
FOUR ACTIONABLE TAKEAWAYS 3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn. Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call. Use “typically” language when pro…
'Why don't cars fly?' is this week's question from Not Sus. Hatty Ashdown takes a few minutes away from her coughing and wondering what is in her attic, to give us her wisdom on the matter. BUY OUR RADIO NONSENSE T-SHIRTS HERE: https://comedyclub4kids.store/ (Please make sure you get a grown up to do this for you) WE NEED YOUR QUESTIONS, JOKES AND …
FOUR ACTIONABLE TAKEAWAYS Check your profile views and ask your prospects “did I do something wrong?” The PLA Phone Opener: Pleasant, laugh, and arms-up. 5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps. 10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask. THE LATEST FROM 30MPC Catch th…
