Кращі подкасти про Nonsense Club (2024)

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Lead Playbook: Armand and Mark on What to Look for When Hiring Great Sales Talent 22:44

1d ago22:44

22:44

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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bAnAnA? With Ada Campe 56:00

3d ago56:00

56:00

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) 33:28

4d ago33:28

33:28

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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Hall of Fame: Charly Johnson Ep. 114 30:42

5d ago30:42

30:42

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) 31:21

9d ago31:21

31:21

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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Measeg? With James Nokise 46:04

10d ago46:04

46:04

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) 33:30

11d ago33:30

33:30

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 32:06

12d ago32:06

32:06

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) 32:23

16d ago32:23

32:23

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 1:03:07

17d ago1:03:07

1:03:07

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) 29:10

18d ago29:10

29:10

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 21:46

19d ago21:46

21:46

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 stealNick Cegelski & Armand Farrokh

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206 (Lead) Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier) 33:16

23d ago33:16

33:16

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 52:52

24d ago52:52

52:52

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) 32:49

25d ago32:49

32:49

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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Hall of Fame: Cory Bray Ep. 80 29:52

26d ago29:52

29:52

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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Product Roadmap: Q2 2024 14:08

29d ago14:08

14:08

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) 31:26

30d ago31:26

31:26

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 50:47

1M ago50:47

50:47

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) 28:25

1M ago28:25

28:25

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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Hall of Fame: Doug Landis Ep. 110 32:22

1M ago32:22

32:22

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) 33:12

1M ago33:12

33:12

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 43:57

1M ago43:57

43:57

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 32:54

1M ago32:54

32:54

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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Hall of Fame: Keenan Ep. 75 32:24

1M ago32:24

32:24

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) 33:10

1M ago33:10

33:10

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 40:37

1M ago40:37

40:37

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) 29:10

2M ago29:10

29:10

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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Hall of Fame: Jeb Blount Ep. 83 29:53

2M ago29:53

29:53

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 11:16

2M ago11:16

11:16

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) 32:36

2M ago32:36

32:36

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 45:53

2M ago45:53

45:53

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) 33:31

2M ago33:31

33:31

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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Hall of Fame: Josh Braun Ep. 63 30:23

2M ago30:23

30:23

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 58:50

2M ago58:50

58:50

RESOURCES DISCUSSED Join our weekly newsletter Things you can stealNick Cegelski & Armand Farrokh

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197 (Lead) Communication Hacks to Unleash Your Sales Team’s Full Potential (Jake Dunlap, Skaled Consulting) 32:34

2M ago32:34

32:34

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 50:47

2M ago50:47

50:47

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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196 (Sell) How to Roll with ANY Objection in a Cold Call (Sara Plowman, Pareto) 33:04

2M ago33:04

33:04

Register for the Tactic Teardown on how to beat any objection in a cold call. FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those ear…

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Hall of Fame: Joe Diliberto Ep. 71 32:44

2M ago32:44

32:44

Four Actionable Takeaways: * Use an UFC at the beginning of your meeting to anchor customers to next steps at the end. * Use an UFC at the end of your meeting to anchor to outcomes of the following meeting. * Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth. * When surprised by a hard stop...establish…

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Club Playbook: How Gong's Top Rep Makes A Cold Call (ft. Jc Pollard) 8:13

2M ago8:13

8:13

FOUR ACTIONABLE TAKEAWAYS: Pre-research your subject for a more personalized cold call that makes the interaction intentional and human. It tells them you’ve taken the time to get to know them. Use a permission-based opener to make your prospect feel like they are choosing to speak with you. Deliver your opener with conviction, and bring energy and…

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195 (Lead) How To Prep Reps Pre-Call And When To Jump In Yourself (Pleasant Middelhof, Convertr) 32:58

2M ago32:58

32:58

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Prep your reps on both what they should get out of the call and how they plan to get it Pay special attention to how your reps nail the first 7 golden minutes, that’s where discovery is made When you’re on that call, listen for anything that you can quantify. Jump in if your reps don’t catch it. Coach to the con…

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