Here are our 15 favorite tips from all 300 episodes of the 30 Minutes to Presidents Club Podcast
Top 3 Cold Calling Tips
- Use "The Ledge" to buy yourself a second after objections with a preset line like “This one's totally on me.”
-
Chunk up problems by translating tactical pain into executive-level consequences to earn senior interest. Watch the full ep
- A Tailored Permission Opener earns attention by referencing a relevant trigger and owning that it’s a cold call.
Top 3 Cold Email Tips
-
Run the triple by stacking a call, email, and LinkedIn touch to show you're a real human and boost response rates.
- Use relevant personalization by connecting a specific trigger to a problem you can solve.
-
Trigger templates let you templatize personalization at scale while keeping it relevant and problem-focused.
Top 3 Discovery Tips
-
PPO (Purpose, Plan, Outcome) sets clear call expectations and avoids meandering discovery.
-
Bucket questions steer conversations toward known problem areas while establishing credibility.
-
Humbling disclaimers help you ask hard or sensitive questions without putting the prospect on the defensive.
Top 3 Deal Process Tips
- The champion sandwich uses a prep call, exec meeting, and debrief to drive alignment and control.
-
Test champions by asking how they'll justify the deal internally to reveal their true influence.
-
Popcorn pricing anchors buyers toward larger packages with outsized perceived value.
Top 3 Leadership Tips
-
Document the wiggle (WGLL) by showing reps what great looks like with real examples and proof.
-
Practice forward by role-playing for upcoming meetings instead of only reviewing past ones.
-
Invert the hiring funnel by selling top candidates early, then opting them into deeper interviews and testing.
