#523 - How Top Sellers Find the Real Decision Makers in Deals | Kam Germany

Buy "Brief and Brilliant' Here Turn executive meetings into closed deals with Nate Nasralla’s 4-sentence framework, one-page business case, and proven tactics to speak the language of leadership and win buy-in fast. 🎙️ACTIONABLE TAKEAWAYS: • Build a 4-Sentence Soundbite: Use Nate’s formula — Because of [shift], now’s the time to [act], to avoid [risk], and unlock [reward] — to frame every deal in language that resonates with decision-makers. • Create a One-Page Business Case: Summarize the priority, problem, approach, outcome, and investment on a single white page using their metrics and internal language — not your logo or jargon. • Write “Through” Your Champion: Every email should be forwardable. Write so your internal contact can easily share your message up the chain with clarity and confidence. • Run Executive Meetings Like a Pro: Set a clear objective, use soundbites as anchors, get problem agreement first, and drive the meeting toward a single decision or blocker removed. RESOURCES DISCUSSED: One Page Business Case

Outbound is broken, not dead. In this masterclass, Jason Bay breaks down the new outbound playbook for 2025–2026 — how top reps are filling pipeline when cold calls, automated sequences, and mass emails stop working. You’ll learn how to prioritize accounts that actually respond, speak your buyer’s language with offers that earn replies, and sequence outreach across phone, email, and social the right way. Key frameworks include the Martini-Glass Pipeline for targeting high-relevance prospects, the Messaging Matrix for crafting irresistible offers, and the KISS Sequencing System that boosts reply rates 20%+. Jason also shares cold call + cold email frameworks that book meetings today — plus how to use AI the right way with his 10-80-10 Rule to double output without sounding robotic. RESOURCES DISCUSSED: The Ultimate Cold Email Data Report Jason Bay’s Cold Email ChatGPT Prompts The Different Types of Offers Jason Bay’s Outbound Sequence Template The 30MPC Outbound Bundle

Kam Germany breaks down how elite sellers win complex deals by uncovering the true decision makers, sparking internal alignment, and turning every stakeholder into a champion that sells for you when you’re not in the room. 🎙️ ACTIONABLE TAKEAWAYS: Find the Shadow Decision Maker: Don’t assume the highest title holds the most influence—watch who answers impact questions to uncover who truly drives decisions. Incite the Riot: Use one-on-one breakout meetings with every stakeholder to surface real pain points and build internal advocates who keep your deal alive. Connect the Dots in the Demo: Tie each person’s problem to the larger business objective and show how your solution solves all of them together. One Thing to Do: Pre-plan questions in your presentations that invite conversation instead of asking, “Any questions?”—this keeps buyers engaged and drives real dialogue. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

Full YouTube Video HERE (https://hubs.li/Q03SzGnP0) Alex Murphy (Founding AE @ 30MPC) reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after month. By breaking big life goals—like buying a house or having a baby—into simple math, he shows how to turn financial dreams into measurable activity targets. Learn how to calculate your dollars per meeting, prospects per booking, and the exact outreach volume needed to transform consistency into life-changing income. RESOURCES DISCUSSED ⁠Join our weekly newsletter⁠ Things you can steal⁠ ⁠Save $50 on any 30MPC course⁠ with code “PODCAST” ⁠Free Sales Templates, Scripts and Guides

Full YouTube Video HERE: https://bit.ly/47Ktg5J Alex Murphy reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after month. By breaking big life goals—like buying a house or having a baby—into simple math, he shows how to turn financial dreams into measurable activity targets. Learn how to calculate your dollars per meeting, prospects per booking, and the exact outreach volume needed to transform consistency into life-changing income. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

Full YouTube Video HERE Alex Murphy reveals the exact sales prospecting formula that took him from teaching to crushing 200% of quota month after month. By breaking big life goals—like buying a house or having a baby—into simple math, he shows how to turn financial dreams into measurable activity targets. Learn how to calculate your dollars per meeting, prospects per booking, and the exact outreach volume needed to transform consistency into life-changing income. RESOURCES DISCUSSED: Join our weekly newsletter - https://hubs.li/Q02NJQ8p0 Things you can steal - https://linktr.ee/30mpc_youtube Save $50 on any 30MPC course with code “YOUTUBE” - https://www.30mpc.com/courses

Todd Caponi, bestselling author of The Transparency Sale and The Four Levers of Negotiation, breaks down the 7 Deadly Negotiation Sins that cost salespeople deals, margins, and trust. If you think discounting accelerates deals, holding price until you “build value” is smart, or trading discounts for case studies is harmless, Todd’s about to rewire your negotiation mindset. Learn how to close faster, discount less, and build buyer trust using the same transparent negotiation tactics that world-class sellers use to win more and protect their price integrity. THE 7 DEADLY NEGOTIATION SINS: Waiting to set a price range or expectation: Delaying price discussions kills trust and confuses buyers. Set clear pricing expectations early to establish credibility and value. Believing discounts accelerate deals: Discounts often slow deals by signaling hidden flexibility. Instead, pay customers for mutually valuable timing commitments. Giving away free stuff because you think it doesn’t matter: Every concession tells buyers your price isn’t final. Align every trade to something meaningful using the Four Levers framework. Paying for case studies with discounts: Buying advocacy erodes authenticity. Earn your case studies through real customer success, not transactional discounts. Creating false certainty when clients ask you to “hold pricing”: Avoid rigid yes/no responses. Use transparent negotiation levers to guide timing and reinforce the value behind each date commitment. Talking about value at the goal line: If you’re re-selling value during negotiation, it’s too late. Communicate and reinforce value throughout the sales process before the proposal stage. Anchoring high instead of anchoring to truth: In today’s transparent market, inflated anchors destroy trust. Stick to honest, consistent pricing—because if the truth won’t sell it, don’t sell it. RESOURCES DISCUSSED: Masterclass w/ Todd Caponi Signup Buy 'Four Levers Negotiating Here Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”

Cold Email Course: http://bit.ly/44K6jy3 Cold Call Course: https://bit.ly/4jqQ4w2 -- Handle every objection in the world like Mr. Miyagi. Plus 4 more talk tracks you can steal for your favorite objections out there. Watch in full vibrant color: https://bit.ly/44KFn02 RESOURCES DISCUSSED ⁠18 Objections and Scripts for Each⁠ ⁠Join our weekly newsletter⁠ Save $50 on any 30MPC course⁠ with code “PODCAST” ⁠Free Sales Templates, Scripts and Guides

Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action. 🎙️ ACTIONABLE TAKEAWAYS: Calibrate before next steps: Always ask prospects where they stand before suggesting next steps — uncover what’s really going on in their head. Think like a buyer, not a seller: Map out the five key questions buyers must answer before deciding — problem, priority, evaluation, value, and commercial agreement. Game-plan every call: Before a meeting, ask your rep: (1) What’s the goal? (2) What could go sideways? (3) What will success look like and lead to next? Run a “next step workshop”: Block four weekly one-hour sessions, review recorded calls’ final 10 minutes, and score how effectively reps set, calibrate, and confirm next steps. ROY’S PATH TO PRESIDENT’S CLUB: Top 3 revenue producer globally over 4 years @ Airtable across 150+ sellers Went from 1st closing role to VP of Sales in ~6 years @ Re:currency Surpassed quota for 12 straight quarters @ Airtable RESOURCES DISCUSSED Join our weekly newsletter Mark’s 5-Stage Sales Process Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

This Halloween, the 30 Minutes to President’s Club crew takes you inside the haunted house of sales — where deals disappear, demos die, and negotiations bleed revenue. Nick, Armand, and Steve break down five sales ghosts that secretly destroy your pipeline and show you exactly how to exorcise them using elite B2B sales tactics, closing frameworks, and storytelling mastery. If you’re serious about hitting quota, closing complex deals, and running world-class discovery and demos, this spooky special is your sales survival guide. The 5 Sales Ghosts (and How to Defeat Them): The Surface-Level Spirit: Your deal vanishes because you’re only finding small annoyances, not six-figure business problems that matter to executives. The Hypnosis Demo: Feature-dumping kills attention — learn how to demo through stories that emotionally hook buyers and make them see their future state. The Single-Threaded Specter: Depending on one champion is a death sentence. Multithread your deals and get power involved early. The Negotiation of a Thousand Cuts: Every tiny discount, seat, or billing term slices your margin. Follow Armand’s 6-step framework to negotiate once and win big. The Vendor Review Pit of Despair: IT and Legal can bury your deal alive. Run parallel reviews, set “redline deadlines,” and use mutual action plans to hit close dates. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides