30 Minutes to President's Club | No-Nonsense Sales

Feeling stuck while others soar in their careers? Discover a four-step framework to take control of your promotion track. Learn how to work harder and smarter while turning training gaps into opportunities. Specialize in a sales superpower and outperform your future peers before seeking a promotion. Find out how to run your promotion like a sales cycle, get influential mentors on your side, and choose high-growth companies to boost your chances. It’s all about strategy, timing, and making your achievements unignorable!

In this engaging discussion, Mark Kosoglow, a seasoned sales leader and former CRO who scaled Outreach from $0 to $250M ARR, shares invaluable insights on crafting irresistible deal structures. He introduces innovative tactics like meeting swaps to build trust quickly, and emphasizes the importance of flexible deal terms to win over clients. Mark also explores how to apply B2C strategies to B2B, offering creative solutions for procurement challenges. His actionable advice on turning metrics into measurable outcomes will revolutionize any sales approach!

Mark Kosoglow, a seasoned sales leader who helped scale Outreach from zero to $250 million ARR, shares insights on creating engaging and effective sales training. He elaborates on the difference between training and coaching, discussing how to build a structured program that fosters mastery over time. Mark introduces the Enablement Matrix to prioritize initiatives and emphasizes using existing rhythms for reinforcement. His four-step structure makes training memorable by encouraging role play and live demonstrations, ensuring that sales teams are both competent and engaged.

Dive into the ins and outs of one of the sneakiest objections in sales. Learn how a simple misunderstanding can kill your cold call. The Mr. Miyagi three-step framework reveals how to agree, incentivize, and sell the test drive without pushing too hard. Real-world examples illustrate the confusion between different products, demonstrating how to clarify objections. Finally, discover effective strategies to uncover gaps in competitors' solutions and increase your chances of converting prospects into meetings.

Mark Kosoglow, a sales leader who propelled Outreach from $0 to $250M ARR, shares invaluable insights on directing the sales process like a movie. He discusses the importance of structured demos and effective discovery techniques, emphasizing a four-stage approach to unearth real pain points. Mark critiques common mistakes in sales meetings, advocating for personalized interactions over large group demos. He also explains how to engage executives using compelling narratives and targeted product points, transforming sales practices into a cinematic experience.

Mark Kosoglow, an accomplished sales leader who scaled Outreach from $0 to $250M ARR, shares insights on streamlining the sales process. He reveals the five agreements crucial for effectively closing deals. Discussion includes why typical meeting-based processes fail and how a stage-based sales approach aligns seller actions with buyer decisions. Mark emphasizes tools for demonstrating value and urgency, details on hiring effective teams, and strategies for faster sales cycles, all while introducing his new Sales Management Operating System.

Learn how to transform group software demos from cold to captivating! Discover the importance of pre-demo calls to set agendas and build rapport. Find out why immediate post-demo feedback is crucial for capturing reactions and next steps. Uncover the power of personalized follow-up emails to create champions within the buying committee. These actionable tips are essential for anyone in SaaS sales or complex deals, ensuring you close faster and more consistently.

Huge Announcement 👉 Our next course is here: The Sales Management Operating System 🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. Pre-Order Discount: If you sign up for the event, you’ll get early access and the lowest price this course will ever be. Exclusive Playbook: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. 🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system What you need to know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 → $250M ARR and coach 8 managers into VPs: →The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Learn More: https://www.30mpc.com/course/leadership-course

Discover strategies to address competitor objections and secure more cold-call meetings. Learn to identify and highlight gaps in your competitor’s offerings to create urgency. Utilize social proof to strengthen your position without sounding aggressive. Reframe your approach by encouraging prospects to explore new options in a low-pressure way. Balance empathy and confidence to plant the seed for future conversions. Dive into practical examples from compensation software to gym memberships, reinforcing the effectiveness of the discussed techniques.

Stevie Case, CRO at Vanta and former VP at Twilio and Layer, shares her expertise in building a cutting-edge outbound sales machine. She discusses the balance of AI-driven efficiency and human-first selling, revealing how to reverse-engineer ideal customer profiles and utilize AI for lead scoring. Stevie emphasizes the importance of real-time feedback loops for continuous improvement and personalizing outreach strategies, ensuring that technology enhances rather than replaces human interactions in sales.