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

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.

Time is the enemy in sales, and this discussion offers seven tactical ways to speed up the process without being pushy. Setting same-day follow-ups creates urgency, while parallel processing keeps momentum high. Personal connections, like pre-call mini-discoveries, build trust quickly. Innovative strategies like executive outreach and personalized demos help close deals faster. Effective communication, including engaging through texts and collaborative efforts, enhances chances of success. Get ready to close those deals like a pro!

Discover the secrets to succeeding in tech sales with expert advice on standing out in interviews! Learn to network effectively and demonstrate your value without relying on generic applications. Evaluate your career using the four essential pillars: learning, earning, growing, and connection to know when it's time to move on. Avoid common pitfalls like job-hopping for minor pay increases. Finally, equip yourself with self-education and shadow successful peers to accelerate your career trajectory!

Discover a game-changing opener that transforms 'not interested' into an engaging conversation. Learn to use an agree-first tactic that eases resistance and encourages dialogue. The secrets of adapting your approach for different regions and roles are revealed, along with playful and serious nudges to lower defenses. Explore why human connection is crucial in sales and how to signal authenticity quickly. Plus, get practical tips to make your delivery feel natural and boost your cold call success!

Discover how to navigate past gatekeepers with three proven cold call tactics that focus on confidence and authority. Learn the Triple Bypass Method: start with a simple request, provide context without pitching, and lean on social proof. Control the conversation by ending responses with questions to guide the interaction. If you hit a wall, pivot your approach by trying alternative communication methods or timing. Gain actionable strategies that can supercharge your connect rate and help you book more meetings.