#597 - How to Sell the Way Buyers Want to Buy | Lindsay Dougherty ft. Consensus

Lindsay Dougherty shares how async selling helps enterprise reps create buyer momentum, speed up deals, and improve forecasting with short, strategic videos. Lindsay teaches us: 🎥 Send demo videos early. Stop hiding your product behind meetings. ⚡ Use async content to speed up deals. Share quick videos buyers can watch anytime. 📊 Follow buyer engagement. Video views are stronger buying signals than promises. You're one step closer to President's Club! 6️⃣ 6 Steps to Hitting 72% Close Rates 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today

Introducing: The 30MPC Sales Enablement Program → https://www.30mpc.com/enablement -- Stop sending generic cold emails that rot in your prospect's spam folder. In this episode, Sam McKenna breaks down their exact playbook, including: ✉️ Engineering "Show Me You Know Me" subject lines that guarantee opens 🎯 Preempting objections inside the body copy to sell the meeting 📅 Executing weekend follow-up emails and soft LinkedIn touches that convert – You’re one step closer to President’s Club!: 📧 Cold Email Course:https://hubs.ly/Q04rMw790 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0  📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

Introducing: The 30MPC Sales Enablement Program → https://www.30mpc.com/enablement Most sales training programs are an absolute waste of time.   A trainer shows up, sprays a bunch of theoretical nonsense telling you to "sell the value", and then disappears. 48 hours later your team hasn't changed a damn thing.   That's why we built the 30MPC Enablement Program: Your Team’s Step-By-Step Path to President's Club. Actionable Courses: We teach your reps literally any skill from cold calling to negotiation. Tailored Playbooks: We partner with you to build out all of your company-specific playbooks. Real-World Reinforcement: We provide the tools and management to make sure the training actually sticks. Book your first training sprint → https://www.30mpc.com/course/team-training

You're losing deals before minute 10 because your discovery call feels like an interrogation or a demo. In this episode, Jen Allen-Knuth breaks down her exact playbook, including: 📉 The 6 lethal discovery mistakes that make buyers lose respect for you—and how to fix them. 🎯 How to anchor your discovery to top-down CEO objectives instead of low-level pain points. 📋 The 7-step discovery flow that gets buyers to realize their status quo is too expensive to maintain. You’re one step closer to President’s Club!: 📝 The Ultimate Multi-Threading and Selling to the C-Suite Report: https://hubs.ly/Q04rbRjx0 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0  📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

Most sellers burn great accounts by spamming the exact same pitch 14 times. In this episode, Nick Cegelski and Armand Farrokh break down their exact playbook, including:  🔥The 10-to-14 touch multi-channel sequence that drives double-digit reply rates 🎯How to write 4-sentence cold emails using a single piece of research 📞The cold call opener and voicemail script that triples email reply rates -- You're one step closer to President's Club! 📦 Outbound Care Package: https://hubs.li/Q04qYFdF0 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0  📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

Burning through 20 meetings a week with zero revenue to show for it? In this episode, Armand Farrokh breaks down their exact playbook, including: 🎯 How to define "The Slot" and purge low-intent deals from your pipeline. 🐉 The 3-Headed Hydra strategy to multi-thread directly to decision-makers. 🚗 How to run "Pimp My Ride" demos that show only what solves their specific pain. You're one step closer to President's Club! 📦 Sales Leadership Care Package: https://hubs.li/Q04qnWYp0 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0  📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

Most sales processes are completely backward because they track what the seller does, not how the buyer actually makes decisions. In this episode, Mark Kosoglow breaks down their exact playbook, including: 🚀Shifting from traditional meeting-based stages to a 5-stage psychological agreement framework that prevents late-stage deal stalls. 💡Deploying a "Problem Hypothesis" led discovery call that builds instant executive authority and forces buyers to expose their real gaps. 🔥Using reference calls and deep-dive demos fluidly across any stage to dismantle justification anxiety and consensus paralysis. – You're one step closer to President's Club! 🧱 How to build your own sales process: https://hubs.li/Q04q1XLV0 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0  📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

Nobody ever shows first-time sales leaders how to actually know their numbers. In this episode, Mark Kosoglow breaks down their exact playbook, including:  📉 How to isolate L1 lagging metrics like qualified pipeline and use L2 conversion rates to pinpoint exact process gaps.  ⚙️ The operational framework to instantly determine if a drop in your revenue chain is a team skill issue or a RevOps routing error.  📊 Why relying on simple historical time-based win rates lies to you, and how to transition to cohort tracking for true forecast accuracy. - 🔢 Sales Metrics Pack: https://hubs.li/Q04pGGVv0 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0  📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

Most reps trap themselves in the red sea of crappy discovery by stopping at basic operational problems that CFOs refuse to fund. In this episode, Armand and Nick break down their exact playbook, including: 🚀 Flipping the script on your agenda using the Purpose, Plan, and Outcome framework to disarm prospects in the first 90 seconds. 🌲 Dialing in your Discovery Tree to systematically force champion-level pain down into executive-level business impact. ⏱️ Running the 5-Minute Drill at the tail end of the call to prescribe the buying path, flush out tire kickers, and lock in multi-threaded next steps on the spot. - - You're one step closer to President’s Club! 🎁 The Discovery Care Package: https://www.30mpc.com/blog/the-discovery-care-package 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0  📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube

We've all felt the heavy silence of a sales floor trying to find its rhythm. Armand Farrokh breaks down his playbook to turn an underperforming SDR team into an outbound machine. Armand’s playbook includes: 🚀 The "Between You, Me, and the Wall" tactic to win over individuals privately before you ever address the group publicly. 📉 The 5 core weekly meetings you need to bookend your team's activity with raw energy and continuous coaching. 🔥 How to run a mock cold call filter during interviews to test for a candidate's coachability and execution under pressure. - - You're one step closer to President’s Club! 🚀 The SDR Leader Pack: https://hubs.li/Q04nGgrk0 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0  📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube