#602 - My Exact Prospecting Process That Got Me To President's Club 3X (Live Screenshare)

Three-time President’s Club winner Charlotte Johnson breaks down the exact prospecting process she uses to work her territory, prioritize the right accounts, and consistently build pipeline. She shares how she segments accounts, researches Tier 1 prospects, leverages signals and partners, writes messaging, and organizes her calendar so prospecting actually gets done. 🎯 Segment your territory by effort: Divide accounts into Signals, Tier 1s, and Volume so your time and personalization match the opportunity. 🤝 Use every path into Tier 1 accounts: Combine account research with internal connections, channel partners, previous conversations, and relevant trigger points to create warmer ways in. 📅 Turn prospecting into protected calendar blocks: Decide exactly which accounts you’ll work, link the necessary notes, time-box the activity, and treat prospecting time like a customer meeting. You’re one step closer to President’s Club!: 📓 Charly’s Sales Impact Planner: https://a.co/d/05wjAEhA 🏋 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

Tara DiCristo-Schmitt breaks down the tactical sales leadership systems she uses to build predictable pipeline, coach reps, and create a culture of accountability. Learn how to inspect rep calendars, run better pipeline reviews, and catch performance problems before they hit quota. 📅 Eliminate calendar white space: Review reps’ calendars weekly and build two weeks ahead with net-new meetings, referrals, target accounts, and prospecting blocks so cancellations don't kill pipeline. 📊 Track “Days Without” key activities: Identify the leading indicator that drives revenue, then track how many days reps go without it to trigger coaching before performance slips. 🔍 Make pipeline reviews teach discovery: Ask the same qualification questions every week so reps learn exactly what they need to uncover from buyers and stop filling gaps with assumptions. You're one step closer to President's Club! 📱 Connect with Tara on LinkedIn! 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today

Jen Allen-Knuth and Nick Cegelski break down exactly what to do when a prospect tells you, “We’re going to build this in-house.” Instead of immediately defending your solution, you’ll learn how to build trust, uncover the beliefs behind their decision, and guide them toward seeing the risks of DIY for themselves. You’ll learn to: 🔎 Seek to understand before you sell: Uncover why they want to build, how far along they are, who’s involved, and what they’re already worried about before trying to change their mind. 🤝 Help them succeed with DIY first: Lower their defenses by advising them on resources, technology, success metrics, and even peer introductions before you ever pitch against the in-house option. ⚖️ Make build vs. buy impossible to ignore: Surface the hidden costs, maintenance, employee adoption, and cross-functional buy-in of building internally, then contrast those pitfalls directly with what your solution handles for them. -- You’re one step closer to President’s Club!: 💼 Selling to the C-Suite Course: https://hubs.li/Q04thbhX0 🏋 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

Sean Gentry breaks down how new sales managers can prioritize high-impact changes, build team trust, and use AI to make smarter leadership decisions. Learn how to drive behavior change, improve sales performance, and build a stronger sales culture without micromanaging. 🎯 Find the 10x change: Prioritize the one change that improves performance across the entire sales team instead of fixing dozens of small problems. 📈 Measure behavior before results: In your first 90 days, track whether reps and managers are adopting the right behaviors before expecting lagging revenue results. 🤖 Use AI as a thought partner: Feed AI team feedback and sales data, then ask it to identify patterns, surface risks, and pressure-test your leadership plan. -- You're one step closer to President's Club! 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today

Stop letting raw CRM data gather dust while you scramble to find high-intent prospects. In this episode, Alex Murphy breaks down their exact playbook, including: 🧠 How to construct an AI "Intelligence Layer" using custom markdown documents ad CRM exports. 🎯 The step-by-step workflow to surface hot accounts with rich first-party signals. 🔄 How to build a continuous flywheel that gets your AI seller smarter every single week. – You’re one step closer to President’s Club!: 📧 Jason Bay’s Cold Email ChatGPT Prompts :https://hubs.li/Q04sv-pC0 🏋 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

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