#608 - How Mapping the "Shadow" Org Chart Got Me to 305% of Quota

Sam Nelson breaks down how elite SDR leaders hire, onboard, and motivate reps to build consistently high-performing teams. Learn the interview signals that predict top performers, how to structure a 90-day SDR ramp, and the incentives that actually keep reps motivated. 🏆 Hire for proven competitiveness: Look for candidates who have done hard things, achieved at a high level, and genuinely want a career in sales. 📞 Simplify SDR onboarding: Start with one product, one persona, and one week of training before getting reps into live execution and using their questions to improve your program. 🔥 Stack different motivators: Combine public recognition, smart SPIFFs, executive shoutouts, unique rewards, and travel opportunities to keep competitive reps engaged. You're one step closer to President's Club! 🚀 The SDR Leader Pack: https://hubs.li/Q04nGgrk0 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today

Laura McDonald breaks down the enterprise multithreading strategy that helped her hit 305% of quota by mapping the hidden power base inside her accounts. Learn how to uncover real influence, neutralize blockers, get access to key stakeholders, and activate your entire company to help you win. 🕸️ Map the “shadow” org chart to uncover who actually influences the decision 🚧 Identify blockers, understand competitor support, and build a plan to neutralize resistance 💘 “Play Cupid” by matching your executives and experts with the right customer stakeholders 🏢 “Wire the building” by creating multiple relationships across both organizations You’re one step closer to President’s Club!: 🏋 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

Shaun Crimmins breaks down how to run pilots and POCs that prove measurable value and actually convert into paid contracts. Learn how to define success upfront, build the right champions, and engineer value throughout the entire pilot. 📈 Pick metrics you can move: Start with measurable upstream metrics you can impact during the pilot, then connect them to larger business outcomes. 🤝 Build two champions: Win over both the business champion responsible for the outcome and the technical champion living in the workflow every day. 🎯 Agree on the conversion upfront: Define success criteria before the pilot starts and establish that hitting those outcomes should lead to a paid agreement. You're one step closer to President's Club! 📝 Build vs Buy w/ Jen Allen-Knuth 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today

Armand Farrokh breaks down the system he used to build a high-performing SDR organization, fixing culture, installing operating rhythms, sharpening targeting, and creating repeatable hiring and messaging processes. ⚡ Fix the energy first: Create buy-in, make tough personnel decisions fast, and build visible momentum. 📅 Install five weekly rhythms: Use Monday commitments, Tuesday and Thursday teardowns, Wednesday 1:1s, and Friday team dials to drive accountability, coaching, and culture. 🎯 Fix targeting before activity: Get reps focused on the right accounts and personas before demanding more calls, emails, or better copy. 🧠 Build simple systems that compound: Standardize calls, emails, sequences, and hiring, then improve them through real market feedback. 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

Stevie Case breaks down how modern sales leaders can use AI, clean CRM data, and human judgment to inspect pipeline, improve sales forecasting, and rethink outbound strategy. Learn how to separate real pipeline from automated outreach “slop,” uncover what your best reps are doing differently, and build practical AI sales workflows without waiting on engineering. 🧱 Clean your data before layering on AI. Put governance around accounts, contacts, and opportunities so your AI systems are analyzing reality instead of CRM slop. 🔍 Inspect before you correct. When a rep misses activity benchmarks, figure out what they’re actually doing and whether they’ve discovered a better play before simply demanding more calls or emails. 🤖 Use AI to inspect deals, not replace sales leaders. Pull qualification evidence directly from call transcripts, surface gaps automatically, then use human-led forecasts to investigate the areas that need judgment. 🛠️ Start building instead of waiting for engineering. Block a few hours to create a simple Clay signaling or pipeline workflow yourself. The fastest way for sales leaders to become competent with AI is to actually use it. You're one step closer to President's Club! 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today

Most account managers wait for upsell opportunities. Mark Kosoglow and Armand Farrokh break down how great AMs create expansion pipeline by proving value, owning executive relationships, and systematically finding whitespace across their accounts. 🎯 Create expansion pipeline through value: Treat value delivery like prospecting: identify the executive outcome, deliver the proof, communicate it back, then earn the right to uncover what’s next. 🤝 Own the executive relationship: Partner with your CSM to keep execution on track while you stay above the weeds, connect the work to executive priorities, and turn customer success into expansion opportunities. 📈 Map whitespace with 7 expansion levers: Look for product attachment, scope expansion, and commercial changes, then activate them through new use cases, modernization, consolidation, and M&A or organizational change. You’re one step closer to President’s Club!: 📈 Master Sales Leadership with Mark: https://www.30mpc.com/course/leadership-course 🏋 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

Laura McDonald breaks down how to multithread enterprise deals, reach the C-suite, and build buying committee consensus without getting trapped with one champion. Learn how to leverage executive assistants, map the real power base, and neutralize blockers before they kill your deal. 🎙️ ACTIONABLE TAKEAWAYS: 🪑 Build the three-legged stool: Get every critical stakeholder group to “green” instead of treating enterprise deals like a linear sales process. 🤝 Sell the executive meeting: Broker peer-to-peer introductions between executives instead of asking the C-suite to meet with another salesperson. 🗺️ Map the real power base: Whiteboard the org with your champion to uncover who matters, who has influence, and who you still need to win over. 🚧 Neutralize blockers fast: Find out why they’re blocking, how much influence they have, and either win them over or build enough support around them to overpower their veto. You're one step closer to President's Club! 📝 The Ultimate Multi-Threading and Selling to the C-Suite Report  🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today

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