#563 - How to Build Reps Who Don’t Need You on Every Deal | Jason Miller ft. Unify

Full video here Alex Murphy cold calls for 60 straight minutes to see how many meetings he can book in real time. No script no safety net just raw dials real objections and live pipeline building. Watch how Alex turns cold calls into real conversations using sharp positioning and tonality. Real pressure real stats and a behind the scenes look at what it actually takes to book meetings. Timestamps: 02:15 Early rejection handling 06:30 First meeting booked 12:00 Mid session strategy adjustments 18:30 Handling longer conversations and disqualifying prospects 24:00 Rapid fire dialing 28:30 Results breakdown These Courses Will Get You to President’s Club: ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Great sales leaders don’t solve problems, they build reps who can. Jason Miller breaks down how to drive focus, coach real skill gaps, and force critical thinking so your team performs without you in the room. 🎙️ ACTIONABLE TAKEAWAYS: Use “poster vs post-it” to drive focus: Set one team-wide priority (poster) and one hyper-specific behavior per rep (post-it) to avoid overwhelm and actually move performance. Don’t tell reps what to do, make them think first: Ask “what would you do?” before coaching. Then reinforce or correct based on your process to build independent decision-making. Force prep through no-AI deal planning: Require reps to manually map out key calls, questions, stakeholders, and outcomes. Critical thinking before the meeting beats post-call coaching. Size problems with extreme ranges to unlock honesty: Frame questions like “are you closer to a 5% or 70% gap?” to make prospects more comfortable revealing the real impact. These Courses Will Get You to President’s Club: ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Turn your most dreaded meeting into your biggest revenue weapon, this deal review framework drives cleaner data, sharper reps, and near-perfect forecast accuracy. In this 30MPC Masterclass, Mark Kosoglow breaks down a repeatable, no-BS system for running deal reviews that actually move deals forward, not just talk about them. He walks through the exact sales stages, forecast methodology, and coaching framework that align reps and managers around real execution. You’ll learn how to eliminate “story time,” identify true deal risk, and create next steps that drive outcomes every single week. These Courses Will Get You to President’s Club: ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Turn reps into self-sufficient closers with structured call coaching, “based on what” thinking, and problem-solving leadership systems 🎙️ ACTIONABLE TAKEAWAYS: Reinforce pillars everywhere, not just on callsBake core behaviors (like upfront contracts) into coaching, decks, and workflows so reps can’t skip them. Model the behavior you expectLeaders should demonstrate the same frameworks (e.g. upfront contracts, structured thinking) in coaching and team meetings. Set “realistic but uncomfortable” goals with proofUse past data + missed opportunities to show exactly how higher targets are achievable. Coach leaders with a consistent scoring rubricStandardize feedback (what worked, what didn’t, next steps quality) so performance is measurable and repeatable. These Courses Will Get You to President’s Club: Cold Call Course: https://bit.ly/4jqQ4w2 Cold Email Course: http://bit.ly/44K6jy3 Discovery Course: https://bit.ly/4cQYaM8   Exec Selling Course: https://bit.ly/4lCtJh7 Leadership Course: https://bit.ly/4o8KtMT Get More Tactics: Free Toolkits: http://bit.ly/4nZwvO5 Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

They almost got shut out of the deal, then closed $3.6M anyway. Johnny Larson breaks down the full sales cycle behind a $3.6M enterprise win, from forcing his way into an RFP he wasn’t invited to, to running a 50-person demo, to surviving a brutal pricing negotiation that nearly killed the deal. This is a real, unfiltered look at how enterprise deals actually get done at the highest level.You’ll learn how to sell your way into closed doors, manage massive buying committees, control complex evaluations, and negotiate when the deal gets ripped out from under you. These Courses Will Get You to President’s Club : Cold Call Course: https://bit.ly/4jqQ4w2 Cold Email Course: http://bit.ly/44K6jy3 Discovery Course: https://bit.ly/4cQYaM8 Exec Selling Course: https://bit.ly/4lCtJh7 Leadership Course: https://bit.ly/4o8KtMT Get More Tactics: Free Toolkits – http://bit.ly/4nZwvO5 Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

The Perfect Outbound Sequence Template Keenan (author of Gap Selling) breaks down a step-by-step framework for prospecting that actually gets responses, focused on leading with problems—not products. Learn how to create intrigue and interest in your outreach, diagnose real buyer pain using problem → root cause → impact, and structure cold emails and calls that force prospects to reflect instead of ignore. If your outreach is getting ghosted, this is the playbook to fix it. 🎙️ ACTIONABLE TAKEAWAYS: Lead with the problem, not your product: If you can’t clearly articulate the exact problem your buyer is experiencing right now, your outreach will get ignored—every time. Create intrigue → then interest (two sales): First, make them stop (“this might be me”), then make them care enough to respond—don’t jump straight into pitching. Use problem → root cause → impact → CTA: Call out the problem, explain why it’s happening, show the business impact, then invite them to solve it. Call out why they haven’t fixed it yet: The real unlock—if you can name the blockers keeping them stuck, you instantly build credibility and get them thinking. These Courses Will Get You to President’s Club ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Most sales reps try to memorize dozens of objection responses. That’s a mistake. Just 5 objections make up roughly 74% of what you’ll hear on cold calls. This episode breaks down those 5 objections and gives you simple, repeatable cold call scripts to handle each one without overthinking it. The goal isn’t to close on the cold call. The goal is to earn the next step. Master these 5 objection handling frameworks and you’ll be prepared for the majority of calls you make. These Courses Will Get You to President’s Club: ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: 18 Cold Call Objections and How to Handle Them Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

In this episode of 30 Minutes to President’s Club, Jacob Flesher (Head of Sales at Attention) breaks down a full discovery call framework from start to finish, including how to challenge prospects without killing rapport, uncover true priorities, and run consultative sales conversations that actually convert. You’ll learn how top sellers avoid assumptions, diagnose real problems (not surface-level ones), and navigate modern objections—especially around AI—while building trust and credibility throughout the deal cycle. 🎙️ ACTIONABLE TAKEAWAYS: Anchor your deal to real priority (not “nice-to-have”): If the problem you solve isn’t in their top 1–2 priorities, you’re wasting time—always zoom out and understand where your solution ranks. Sell like a consultant, not a vendor: Stop thinking “how do I sell this product?” and start thinking “how do I solve this problem?”—the deal follows naturally from there. 3. Use the “slap in the face rule”: Never answer a question without understanding why it’s being asked—clarify first or risk giving the wrong answer and losing trust. 4. Don’t run self-serving discovery: Avoid checklist questions you could’ve researched beforehand—nothing kills a call faster than making the prospect feel like they’re being qualified instead of helped. These Courses Will Get You to President’s Club: ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: 3 Deal Blockers that Kill Pipeline - https://www.attention.com/resources/30mpc-toolkit Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Full video HERE What happens when you give a stand-up comedian a sales script and tell him to start cold calling? Alex Murphy sits down with his brother Andrew (a comedian in Austin) and gives him a crash course in cold calling. The goal: sell comedy show tickets… using real B2B sales tactics. First, Alex teaches Andrew the classic AIDA framework — Attention, Interest, Decision, Action — the same framework popularized in Glengarry Glen Ross. But learning a framework is one thing… Executing it live on cold calls is another. So Andrew has one challenge: Get 5 connects with sales leaders in Austin and try to sell tickets to his comedy show. Buy 5000 TitanX Credits Get 5000 Free (Mention "30MPC"): https://titanx.io?fpr=30mpc These Courses Will Get You to President’s Club: ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube

Learn more: https://www.30mpc.com/course/discovery-course -- ACTIONABLE TAKEAWAYS: Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run your Five Minute Drill and determine if it’s worth setting a next step. Use Discovery Trees to Guide Questions: Map out your prospect’s problems in four layers—situation, operational pain, executive problem, and business impact. Use simple transitions like “so what?” to climb down the tree, and reverse it when execs start with big priorities. Don’t just ask questions—build a roadmap first. Balance Give and Take: If you only ask questions, you’re interrogating. Use playbacks, pile-ons, praise, and parallel stories to add value throughout the call and build trust. Use vertical questions to go deeper on one topic instead of jumping all over the place. Run a Tight Five Minute Drill: In the last five minutes, validate if they want to solve the problem, when they want to solve it, and how they buy. Suggest the timeline and buying process based on what you’ve seen work—not what they think they should do. If they’re serious, schedule the next step while you’re still on the call.