Best Sean Yuan Podcasts (2024)

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266 (Lead) How to Lead a Sales Team From $0 to $100M in 8-Years 40:55

7h ago40:55

40:55

Mark Kosoglow walks through the key skills, responsibilities, and attributes for a Sales Leader at each phase of company growth Doer Phase (0 to $1M ARR): The initial stage focused on finding product-market fit. The sales leader handles everything, including cold calls, demos, building sales systems, and refining the sales process. They act as an i…

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265 (Sell) How to Present HIGHER prices w/o Losing Sales (Belal Batrawy, Death To Fluff) 39:45

1d ago39:45

39:45

ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages. Present Pricing with…

1
Hall of Fame: Josh Braun 41:03

2h ago41:03

41:03

FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solutio…

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264 (Lead) How to Cut New Hire Ramp Time in Half (John Sherer, Growth Assistant) 41:33

7h ago41:33

41:33

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Buddy System in Hiring: Involve the new hire’s buddy in the interview process to ensure a strong match. Focused Onboarding Ownership: Assign one person to oversee onboarding, improving retention and team quality. Call Certifications: Require reps to pass intro and demo call certifications to qualify for leads. H…

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263 (Sell) The Secret to Uncovering True Buyer Motivation in Seconds (Garrett Palmer, Pipedrive) 33:14

2d ago33:14

33:14

ACTIONABLE TAKEAWAYS: Start with “Why Did You Take the Call?”: Kick off by understanding the prospect’s motivation. For inbound leads, ask directly, "What prompted you to reach out?" For outbound, ask, "What made you take this meeting with me?" This reveals their needs and priorities. Reserve Time for Next Steps: Set aside five minutes at the end t…

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Hall of Fame: Joe McNeill 37:23

3d ago37:23

37:23

ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect. Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options: Explicitly ask them what conditions need t…

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262 (Lead) How Gong's CRO Hires Top Talent: Mastering Interview Tactics (Shane Evans, Gong) 44:56

12d ago44:56

44:56

ACTIONABLE TAKEAWAYS: Ask About Interview Prep: Ask candidates, “What did you do to prepare?” to gauge their commitment and thoughtfulness. Challenge in Final Interviews: Address yellow flags, past successes, and expected challenges to identify high performers. Empower Experienced Managers in Hiring: Let senior managers make final hiring calls; sta…

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Why Your Cold Call Value Prop Isn't Working | Sales Playbook 26:06

13d ago26:06

26:06

This was a preview from our upcoming course, Cold Calls to President's Club: register for the waitlist here ACTIONABLE TAKEAWAYS: No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem. Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect an…

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Hall of Fame: Robin De Vries 37:35

10d ago37:35

37:35

FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach All personas exist on LinkedIn, don't write it off as a pro…

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We Answer Your Cold Calling Questions (Sell Better) 14:38

13d ago14:38

14:38

This is an except from the Daily Sales Show by Sell Better with Will Aitken Check out the full show here: https://sellbetter.xyz/daily-show/how-to-book-more-meetings-with-these-cold-call-strategiesBy Armand Farrokh & Nick Cegelski

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261 (Lead) Why Most Sales Reps Fail As Managers (Mark & Armand) 41:02

20d ago41:02

41:02

Mark & Armand link up live and in person to discuss the when, how, and who of promoting sales reps to sales managers ACTIONABLE TAKEAWAYS: Efficacy in Sales Management: A sales manager’s primary job is to ensure team efficacy while fostering a supportive environment. Effective managers don’t just oversee but actively build up their teams. Conscious…

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260 (Sell) How To Win Complete Control of Your Deals (Dan Flood, Challenger) 38:43

17d ago38:43

38:43

ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged. Teach Process Over Just Problems: Beyond identifying issues, recommend processes …

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Hall of Fame: Matthew Mazankowski 37:59

17d ago37:59

37:59

Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time When telling…

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259 (Lead) How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance) 41:04

21d ago41:04

41:04

ACTIONABLE TAKEAWAYS Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top reps. Start with one-on-one exercises before group activities: Begin with individual sessions like "Rosebud Thorne" to ease reps in before moving to large…

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258 (Sell) How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk) 41:48

23d ago41:48

41:48

ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack: Identify key timeline drivers, like contrac…

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Hall of Fame: Lylle Ryals 32:56

24d ago32:56

32:56

TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, …

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257 (Lead) How to Use Intent-Based Selling for Huge Sales Development Success (Florin Tatulea, Common Room) 35:34

28d ago35:34

35:34

ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; comb…

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256 (Special) Mastering Sales Tonality (Jeremy Miner, 7th Level) 39:20

1M ago39:20

39:20

ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to thin…

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Hall of Fame: Shelby Ferson 39:34

1M ago39:34

39:34

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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Why You Should Still Cold Call (Make It Happen Mondays Podcast) 10:40

1M ago10:40

10:40

This is an except from the Make It Happen Mondays podcast with John Barrows Check out John's weekly sales podcast here: https://podcasts.apple.com/us/podcast/make-it-happen-mondays-b2b-sales-talk-with-john-barrows/id1265697819By Armand Farrokh & Nick Cegelski

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255 (Lead) How to Align Sales & Marketing for Predictable Pipeline Growth (Sonny Round, Panopto) 40:27

1M ago40:27

40:27

ACTIONABLE TAKEAWAYS: 80/20 Rule for Experimentation: Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos. Track MQL to Reply Rates: Use the MQL to reply rate metric to gauge how well your messaging engages prospects. Key Metrics for Pipeline Meetings: Focus on leads by source, conversion rates, me…

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254 (Sell) How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned) 39:50

1M ago39:50

39:50

Get our Aligned Mutual Action Plan: https://my.teamaligned.com/room/66b4e7890a28d88fac3b89ef/overview?avk=a9c030cf FOUR ACTIONABLE TAKEAWAYS: Know Your Solution – Understand the problems you solve, their root causes, and the demo paths before your discovery call. Model Multiple Scenarios – Present "worst," "average," and "best" cases to appear more…

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Hall of Fame: Chip Wooten 36:35

1M ago36:35

36:35

FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait …

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Cold Calling Sucks: Full Book Summary 52:41

2M ago52:41

52:41

Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)" Order the bookBy Armand Farrokh & Nick Cegelski

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253 (Lead) The Ultimate Guide to Effective Sales Call Reviews (Armand Farrokh) 39:47

1M ago39:47

39:47

TOP ACTIONABLE SALES TAKEAWAYS: Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team. Keep it punchy and efficient: Drive the screen share, skip small talk, and use the…

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252 (Sell) Own the Sales Cycle: How to Take Command from Call One (John Barrows) 39:00

1M ago39:00

39:00

By Armand Farrokh & Nick Cegelski

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Hall of Fame: Michelle Cecil 40:09

2M ago40:09

40:09

FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" a…

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251 (Lead) Find Top 1% Sellers with Proven Outbound Recruiting Tactics (Armand Farrokh, 30MPC) 43:57

2M ago43:57

43:57

TOP ACTIONABLE SALES TAKEAWAYS: Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections. Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested. Mini-pitch framework: Pitch by …

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250 (Sell) Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus) 39:40

2M ago39:40

39:40

Get our free Account Research toolkit FOUR ACTIONABLE TAKEAWAYS Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest. Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights. …

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Product Roadmap: Q4 2024 (Course, Community, Content) 13:55

2M ago13:55

13:55

Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club. Sales Course & Community ➥ Get on the waitlist: https://30mpc.com/course ➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy ❏ More 30MPC ❏ ➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh…

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Lead Playbook: The Perfect 5-Stage Sales Process 49:53

2M ago49:53

49:53

Mark walks Armand through his step by step B2B sales process MARK'S PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of Global Sales @ Outreach Regional Sales Director @ School Specialty Planning & Student Development Sr. Account Management @ Great American Opportunities RESOURCES DISCUSSED The Sales Process Doc…

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249 (Sell) How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong) 39:57

2M ago39:57

39:57

FOUR ACTIONABLE TAKEAWAYS Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact. Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, mai…

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Hall of Fame: Maddy Jackson 32:14

2M ago32:14

32:14

FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make …

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How to Ask For The Meeting and Make Sure They Show Up (Tenbound Podcast) 8:58

2M ago8:58

8:58

This is an except from the Tenbound podcast with David Dulany Check out the GTM podcast here: https://tenbound.com/podcasts/ Join our weekly newsletter Things you can stealBy Armand Farrokh & Nick Cegelski

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248 (Lead) Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room) 36:26

2M ago36:26

36:26

ACTIONABLE TAKEAWAYS Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals. Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where y…

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247 (Sell) Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense) 40:04

3M ago40:04

40:04

ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to shar…

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Hall of Fame: Miles Kane 39:10

2M ago39:10

39:10

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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The Future of Outbound Sales (Topline Podcast) 15:14

3M ago15:14

15:14

This is an except from the Topline podcast with Sam, AJ, and Asad Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast Join our weekly newsletter Things you can stealBy Armand Farrokh & Nick Cegelski

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246 (Lead) Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend) 36:56

3M ago36:56

36:56

FOUR ACTIONABLE TAKEAWAYS Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue. When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a spec…

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245 (Sell) How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad) 40:28

3M ago40:28

40:28

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competito…

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Hall of Fame: Nick Casale 39:31

3M ago39:31

39:31

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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244 (Lead) How to Navigate Firing, Hiring, and PIPs as a Leader (Ken Amar, Agoge Prospecting School) 38:26

3M ago38:26

38:26

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission. When turning ar…

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243 (Sell) Mastering Multichannel Sales: How to Combine Cold Calls with Other Outreach (Sara Uy, Pareto) 35:52

3M ago35:52

35:52

FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. After sending a LinkedIn video, start by ask…

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Hall of Fame: Charles Muhlbauer 35:10

3M ago35:10

35:10

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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242 (Lead) 5 Steps to Become the Sales Leader That Inspires Your Team (David Priemer, Cerebral Selling) 39:50

3M ago39:50

39:50

FOUR ACTIONABLE TAKEAWAYS Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload. When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for. Be transparent with your team a…

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Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad) 51:41

3M ago51:41

51:41

Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call RESOURCES DISCUSSED Join our weekly newsletter Things you can steal The Book on Cold Calling Outbound SquadBy Armand Farrokh & Nick Cegelski

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Hall of Fame: Chase Macaione 39:12

3M ago39:12

39:12

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 coming out of the call. Have reps come in with a h…

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Sell Playbook: The 5 Most Common Cold Call Objections 11:22

3M ago11:22

11:22

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them. Join our weekly newsletter Things you can stealBy Armand Farrokh & Nick Cegelski

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241 (Lead) Proven Methods for Coaching AEs to Master Discovery and Close More Deals (Sean Gentry, WebFlow) (Sean Gentry, WebFlow) 36:38

3M ago36:38

36:38

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused. Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays. Assess early-stage deals by confirming if there…

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Live Book Summary: Cold Calling Sucks (And That’s Why It Works) 58:37

3M ago58:37

58:37

Hey folks, today's the day. The book is officially live and the digital version is only $1 until Friday. You can get the book here :) - From your two favorite 30MPC sales goons, Armand and Nick Join our weekly newsletter Things you can stealBy Armand Farrokh & Nick Cegelski

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Sean Yuan Podcasts

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