Discover the exact time-blocking strategy top sales reps use to crush quota, maximize prospecting hours, and keep pipeline full, without burning out. This episode walks you through proven calendar management principles, the green/yellow/red hours system, and the four-step framework that guarantees consistent prospecting and closing success. 🎙️ ACTIONABLE TAKEAWAYS: Front-Load Your Most Difficult Sales Activities: Complete your hardest, most energy-draining tasks, like cold calling, first thing in your “green hours” (8–12) to ensure you hit your daily prospecting goals before distractions hit. Use Parkinson’s Law to Time-Block for Efficiency: Assign strict, realistic time blocks for each task to prevent work from expanding and eating into prime selling hours. Stack Similar Sales Activities to Maintain Momentum: Group calls, research, emails, and admin into dedicated blocks to avoid costly context-switching and keep your energy focused. Follow the Green/Yellow/Red Hour System: Green hours (prospecting), yellow hours (customer calls), and red hours (admin) keep your day optimized for revenue-generating activities and prevent pipeline starvation. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: How to time block in sales Cold calling course Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 — In this episode of 30 Minutes to President’s Club, Giulio Segantini breaks down his eclectic approach to cold calling and the unique openers that grab a prospect’s attention in seconds. Learn how to craft first lines that make your calls impossible to ignore and set you up for sales success. 🎙️ ACTIONABLE TAKEAWAYS Opener: Lead with a hyper-specific, permission-based cold call opener to grab attention. Pitch: Frame your pitch around the prospect’s problems in their own words before offering your solution. Objections: Agree first, ask for permission to challenge, and guide the prospect to change their own mind. Audit your talk tracks and inject your authentic personality, it’s harder to say no to a human than a salesperson. GIULIO’S PATH TO PRESIDENT’S CLUB: Collected over 10,000 cold call rejections One of the most watched cold callers in the globe The Weirdest cold caller in the planet More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Cold calling course Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Steal the minimum viable cold call script that top reps use: a tailored-permission opener that earns 30 seconds, a problem proposition (not a product pitch), and the Mr. Miyagi objection method that keeps defenses low and advances the call. You’ll learn to sell the test drive (the meeting), and leave every call calls with next steps on the books. You’ll learn The 3-part cold calling framework: Opener → Pitch → Objections The Tailored Permission Opener to earn yourself an extra 30 seconds on the phone The Problem Proposition: how to lead with their biggest problem to get your prospect leaning in Mr. Miyagi Method to handle any objection RESOURCES DISCUSSED: 52 Minutes of Proven Cold Calling Tips - https://www.youtube.com/watch?v=gtKZ7fP1HZM Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 — Unlock the cold call script that top reps use to book 1 meeting for every 3 connects. In this episode of 30 Minutes to President’s Club, Armand Farrokh reveals the exact 3-part approach that makes cold calls feel warm and leads to more meetings without sounding like a telemarketer. 🎙️ ACTIONABLE TAKEAWAYS: Use the “Heard the Name Tossed Around” opener to bypass resistance and make cold calls feel like warm intros. Lead with a Problem Proposition focus on the problem your prospect cares about, not your product features. Apply the “Mr. Miyagi” objection method by agreeing first, asking trap questions, and guiding prospects to realize gaps themselves. Sell the Test Drive, not the product—invite prospects to try or explore, not sit through a heavy demo. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Cold Calling Course 18 Cold Call Objections and How to Handle Them Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Steven Breyerton, SVP of Sales at ZoomInfo, reveals how he took his team from transactional closes to enterprise-level deals by rethinking win rates, redefining SDR comp plans, and operationalizing deeper discovery. This episode is a tactical roadmap for sales leaders ready to level up their pipeline and close bigger, higher-quality deals. 🎙️ ACTIONABLE TAKEAWAYS Track win rates by time cohort (T0, T1, etc.) to diagnose deal velocity, rep behavior, and coaching opportunities across segments. Incentivize quality over quantity in SDR comp plans by weighting toward qualified meetings and multi-threading efforts instead of raw meeting volume. Adopt frameworks like MEDDPICC (ICE-first) to strengthen discovery and identify pain, champions, and economic buyers early in the sales cycle. Segment daily metrics by segment type (SMB vs. enterprise) to ensure appropriate pacing, forecasting accuracy, and ASP growth strategies. STEVEN’S PATH TO PRESIDENT’S CLUB: SVP of Sales @ ZoomInfo Vice President of Sales @ DiscoverOrg RESOURCES DISCUSSED: Metrics Playbook Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

If you're constantly getting lowballed or ghosted at the end of the month, you're not alone. In this video, we break down real B2B sales negotiation tactics that helped close a full-price deal—despite a relentless buyer pushing for discounts across five separate calls. Learn: How to handle discount shoppers who negotiate for sport When (and how) to offer a discount without losing leverage The “exploding deadline” strategy that savvy reps use to keep deals moving The “jar” analogy for squeezing the most value in a negotiation WATCH THE FULL EPISODE: https://youtu.be/2G6SFXxE7Ig?si=xRT5oCQbjYfS7lEl RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 In this episode, Armand and Nick break down 8 of the toughest, most painful negotiation battles they’ve ever faced — and the exact moves that helped them win (or lose) those deals. From wild buyer tactics to massive pricing mistakes, you’ll learn how to hold the line and close like a pro. 🎙️ ACTIONABLE TAKEAWAYS Anchor high, then shut up: Start with a bold number and let the buyer be the first to speak — you’ll often land a better deal than if you start discounting yourself. Always get the “full and final ask: Force buyers to put all their requests on the table at once so they can’t chip away at you with 5K here and 10K there. Flip the polarity by walking away: Instead of acting desperate, suggest the buyer take the competitor’s deal — this creates FOMO and often gets them to come back to you. Never give a discount without a deadline: Tie every concession to a firm timeline or commitment — otherwise, you lose all your leverage and the deal drags forever. RESOURCES DISCUSSED: How To Finish A Negotiation Before It Starts (Pt 1) How To Finish A Negotiation in One Cut (Pt 2) Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Armand and Nick share the 8 most painful discovery lessons they had to learn the hard way, so you don’t have to. From broken agendas to botched first impressions, this is the real playbook for leveling up your first call. 🎙️ ACTIONABLE TAKEAWAYS Ditch the interrogation-style discovery. Use each answer to guide your next question and go deeper instead of jumping topics. Lead with respect, not small talk. Top sellers prove they’ve done their homework in the first 90 seconds to earn credibility fast. Set a PPO agenda (Purpose, Plan, Outcome) early. It prevents the prospect from hijacking the call and builds trust through structure. Qualify before you demo. Ask: “Do you want to buy?” and “When do you want to buy?” before setting next steps or booking another call. RESOURCES DISCUSSED: Discovery Framework Recap email template Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Hey folks, we’re shaking things up in here :) Tuesdays will now alternate between sales rep interviews and sales leadership interviews. Thursdays is where it gets fun. We’re dropping tactical, YouTube-style breakdowns →cold calls, deal reviews, whiteboard sessions, the works. That means: 1. More tactics per minute 2. Step-by-step breakdowns 3. New creative formats we’ve never done before 📺 Subscribe so you don’t miss the new drops: https://www.youtube.com/@30MPC 💬 Want us to break something down? Email armand@30mpc.com It all starts August. Let’s ride.

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course What you need to know: A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect. That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes. Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry. If you don’t have a system, cold email becomes a grind with diminishing returns. If you do, it becomes your most consistent pipeline lever. — Most cold emails get ignored because sellers talk about the product—not the prospect’s problem. In this module from the Cold Email Course: The Reply Method for Double Digit Replies, you’ll learn how top reps write cold emails that actually get responses by focusing on problem-first messaging. 📬 Based on data from 85M+ emails and trusted by reps at Gong, Zoom, and Shopify, this lesson walks you through how to: Avoid vague, robotic, or product-heavy language Use the “Problem + Value” framework to connect with buyers fast Write cold emails in minutes using simple plug-and-play formulas Increase reply rates with social proof and human-sounding copy You’ll also learn 3 proven frameworks to follow to make your messaging stick. This is the playbook top reps are running right now. (07/25) Last day to get $50 off the course: https://www.30mpc.com/course/cold-email-course

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course What you need to know: A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect. That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes. Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry. If you don’t have a system, cold email becomes a grind with diminishing returns. If you do, it becomes your most consistent pipeline lever. — Cold email isn't dead—but most sales teams are doing it wrong. In this tactical episode, Jason Bay and Armand Farrokh break down how sales leaders can revive cold email performance with a structured, data-backed approach that actually books meetings. 🎙️ ACTIONABLE TAKEAWAYS Build a Messaging Matrix First: Teach reps to understand personas before writing—cover priorities, current solutions, problems, and aspirations. Implement the “Minimum Viable Framework”: Use a 4-part cold email formula—Reason, Problem, Value/Social Proof, and CTA—and design 2–3 sequences per persona level (above vs. below the power line). Train in Sprints, Reinforce Weekly: Use shuttle-run style onboarding (short lessons + rep practice) and embed weekly cold email reviews in team meetings and 1:1s. Track the “Golden Three” Metrics: Monitor open, reply, and meeting rates—fix subject lines/deliverability before copy, and AB test specific steps instead of restarting entire sequences. RESOURCES DISCUSSED: Sequence Template: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template Email Templates: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack ChatGPT Prompts + Cold Email Course $50 off (discount auto applied at checkout) Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides Example Emails: Email Example #1 (EdTech): Director of Curriculum & Instruction Subject: WCUS achievement gaps Hi Betty, Providing ”multiple tiers of instruction and intervention” was a big priority mentioned in WCUS’s annual report. Eliminating achievement gaps is tough, especially when you need to meet the needs of a diverse learning population. We’re helping school districts in the Pacific Northwest eliminate student inequity and achievement gaps to increase student readiness and graduation rates. Can I share more? Sean Email Example #2 (Automated welding solution) : VP of Operations Subject: Welders Hi Luke, Saw hiring MIG welders and looks like there’s a lot of manual rework and touch up in your welds. Recruiting and retaining top talent likely a top priority, but the lack of skilled welders in the marketplace right now can cause big production bottlenecks. Hitch manufacturers like CURT are using our help to overcome the welder shortage and produce consistent, high-quality welds. Interested in chatting further? Corey

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course What you need to know: A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect. That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes. Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry. If you don’t have a system, cold email becomes a grind with diminishing returns. If you do, it becomes your most consistent pipeline lever. — Tired of sending cold emails and getting ghosted? This sneak peak module of our Cold Email Course: The Reply Method for Double Digit Replies gives you 20+ proven cold email templates that reps use to turn replies into meetings. You’ll learn: What to do immediately after a “not interested” reply How to follow up after someone says “sure” but never books A subtle framework for beating the competition without pitching The exact message to revive cold or closed-lost opportunities Low-friction calendar strategies that boost show rates Download the cold email course template pack: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack 🚨Get $50 off the full Cold Email Course: The Reply Method for Double Digit Replies Built with data from 85M+ emails. Trusted by reps at Gong, Zoom, and Shopify. 👉 https://www.30mpc.com/course/cold-email-course

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course What you need to know: A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect. That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes. Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry. If you don’t have a system, cold email becomes a grind with diminishing returns. If you do, it becomes your most consistent pipeline lever. — We analyzed 85 million cold emails with Gong to find what actually gets replies in 2025. In this episode, Nick and Jason break down the exact cold email structure, CTAs, and personalization tactics top reps are using to book more meetings. 🎙️ ACTIONABLE TAKEAWAYS: Use The Reply Method framework: 4-sentence emails under 100 words outperform longer messages—make it skimmable, mobile-first, and frictionless to reply. Avoid pitch language: Buzzwords and product-first copy reduce replies by up to 57%. Lead with problems your buyer already cares about, then layer in social proof. Personalize to the company or activity: Personalization = 5x replies, but not all types are equal—company and activity-based personalization outperform personal trivia. Offer something valuable in your CTA: Replace “Are you free?” with a compelling offer—benchmarking, expert insights, or 1:1 value that justifies a meeting even if they don’t buy. RESOURCES DISCUSSED ChatGPT Prompts + Cold Email Course $50 off (discount auto applied at checkout) Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Cold email used to be a reliable way to fill your pipeline. But today? You send 1,000 emails and get 2 replies—if you’re lucky. So does cold email still work? The harsh truth is that top reps are still booking 8x more meeting with cold email. And this course shows you how. 📬 The Cold Email Course: The Reply Method for Double Digit Replies Built with data from 85M+ emails and used by top reps at Gong, Zoom, Shopify, and more, this course breaks down the new rules of outbound. You’ll learn how to: Stop wasting time on personalization that doesn’t get seen Write cold emails that actually get replies Build offers your prospects want to meet about Design sequences that drive double-digit contact rates This is the playbook top reps are running right now. Get $50 off the course until 7/25: https://www.30mpc.com/course/cold-email-course

4 Steps To Run A Pipeline Review (That Doesn't Suck) Connect With Maryana on LinkedIn Maryana Kessel shares a masterclass on how elite sales leaders drive revenue by staying deal-close, asking hard questions, and building trust across every stage of the enterprise sales cycle. 🎙️ ACTIONABLE TAKEAWAYS: Lead from the Front: Maryana emphasizes being present in deals, not as a “super rep,” but as a strategic leader who earns respect by staying close to customers and reps. When in Doubt, Get on a Plane: Big deals get unstuck in person. Face-to-face time with buyers breaks down barriers and uncovers the real story behind stalled negotiations. Forecast with Evidence, Not Hope: Deals don’t hit the forecast without executive alignment, a redline back, and a clear go-live timeline. Anything else is just noise. Build a weekly report of key meetings, and proactively ask reps critical questions about their biggest deals. Use this to decide where to engage directly and ensure rep readiness. MARYANA’S PATH TO PRESIDENT’S CLUB: VP of Sales and Partnerships @ Latent Enterprise Sales Director @ Modern Health Enterprise Sales Director @ Flexport RESOURCES DISCUSSED 4 Steps To Run A Pipeline Review (That Doesn't Suck) Connect With Maryana on LinkedIn Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Let’s be honest, sales is hard and leadership makes or breaks the culture on your team. Maryana Kessel (VP of Sales @ Latent) shares how she leads with transparency, energy, and impact—without turning into a “super rep” who takes over deals. You’ll learn: How to turn tough moments into team-wide teaching opportunities The right way to stay close to deals without disempowering your reps Why maintaining “good vibes” is a leadership skill (especially when things get hard) Want your team to book more, close more, and feel more supported? This is your blueprint. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

Cold Email Course Waitlist Grab the Cold Email Template Pack Cold email isn’t dead—but your current strategy might be. In this episode, Nick and Jason trade brutal truths from the front lines of outbound to help you write emails that actually get replies. 🎙️ ACTIONABLE TAKEAWAYS AI Isn’t the Problem—You Are: Learn how to feed AI the right intel to craft emails that outperform humans. Pattern = Ignored, Bursts = Attention: Why rhythmic prospecting sounds like noise and what to do instead. Don’t Ask for Time: Asking for a meeting in your first email? That’s killing your reply rate by 44%. Your Subject Line Sucks: Lowercase, problem-based, and NOT about you—fix this or lose the open. RESOURCES DISCUSSED Cold Email Course Waitlist Grab the Cold Email Template Pack Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Reply rates drop by 44% if you ask for this in cold emails…You want your buyers time, but its the worst thing to ask for if you want to get the meeting… The key to getting replies and winning deals—even from buyers who aren’t actively looking—is to make the conversation worth their time regardless of whether they buy by offering value instead of asking or time. When you lead with insight or ideas tailored to their priorities, you earn trust and avoid being seen as just another vendor. These 3 offers actually convert: Pitch The Blind Date 1:Many Offer 1:1 Offers. Cold emails that give, get replies. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

Forget endless product certifications. Kyle Asay shows you how to get reps talking to buyers (and generating pipeline) in two weeks — so you can crush quota with a team that stands on its own. 🎙 ACTIONABLE TAKEAWAYS: Know your territory: Teach reps to tier accounts simply (A, B, C) so they focus only on the right targets first. Know your personas: Use real personas (e.g., actual engineers or CFOs) to train reps directly, not just persona cards. Know your stories: Equip reps with customer stories that match problem, size, and industry — start with problem first if you can’t get all three. One thing to do: Update your win announcements (Slack, email, etc.) to include how the win happened (language used, objections handled, insights), not just celebrate it. KYLE’S PATH TO PRESIDENT’S CLUB: VP of Sales @ LaunchDarkly Sales Leader @ LaunchDarkly Global VP @ LaunchDarkly RESOURCES DISCUSSED Kyle’s LinkedIn Kyle Asay’s Sales Coaching Competencies Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Most orgs spend weeks training reps on the product… but months later, you’re still stuck with an empty pipeline. What if the key to ramping AEs faster was skipping product training (at first)? Kyle Asay (VP Global Growth Sales @ LaunchDarkly) shares how his team cut time to first deal by 49% by rethinking onboarding. Instead of starting with feature dumps, they focused on: ✅ Account prioritization ✅ Customer problems & personas ✅ Story-based selling If you lead a team or are ramping yourself, don’t miss this one. RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides