30 Minutes to President's Club

Most reps start with their product and try to reverse-engineer a problem. Executives don’t think that way. They’re juggling a dozen priorities, tradeoffs, and levers that compete for their attention. Your real competition isn’t another vendor — it’s the executive’s list of “things that matter more right now.” Top sellers flip the script: They start with what the executive already cares about… and then ladder their solution into an existing priority. When you anchor to something that’s already on the exec’s agenda, you’re not selling a new idea — you’re helping them advance one they’ve committed to. That’s how deals get momentum. 👉 Watch the full episode on Spotify: Why Executives Ignore Your Sales Pitch (And How to Fix It Fast) Nate shares his 4-sentence framework, one-page business case, and tactics to win exec buy-in fast.

These 9 traits predict who’ll be your next top performer: 1️⃣ Coachable – They don’t just hear feedback; they apply it. 2️⃣ Passionate – They can transfer enthusiasm through a screen. 3️⃣ Curious – They poke, prod, and dig until they understand. 4️⃣ Gritty – They push through when things get tough. 5️⃣ Emotionally intelligent – They can read the room and adjust their energy. 6️⃣ Dot-connectors – They link what they know about the product to what the buyer actually cares about. 7️⃣ Teachers – They take complex concepts and make them simple. 8️⃣ Comfortable with ambiguity – When the playbook breaks, they find a path forward. 9️⃣ Hard-working – When it’s 5PM and they’ve made 99 dials… they make the 100th. Resumes show where someone’s been. Traits show where they’re going. For Mark's FULL sales recruiting playbook (including how to spot these traits, a structured interview process to flush out red flags and a sourcing strat that keeps you from scrambling to fill headcount) drop comment below.

We overcomplicate executive conversations. Nate Nasralla once used the word “analogous” in a meeting…and the CRO literally stopped him and said, “I have no idea what you’re saying.” Executives don’t speak in jargon. They get to the point. If your message isn’t immediately clear, it’s not effective. Talk like a human if you want to gain respect.  👉 Watch the full episode to learn Nate’s full executive-ready framework and start running meetings the way leaders actually think.

What's going through your buyers head when they pick up a call from an unknown number and get a salesperson on the other line? The average cold call success rate today is ~5%, and Jason Bay breaks down the uncomfortable truth behind it: When buyers pick up an unknown number, they’re not expecting you. They think it’s the doctor. Their kid’s school. Something urgent. So your first 10 seconds need to earn the right to keep going. Here’s how Jason Bay gets an 80-95% success rate: 1. Get opt-in No pitch until they choose to stay in the conversation. 2. Use a permission-based opener with relevance packed up front “Hey Dave, it’s Jason. I was calling about the new plant you opened in Dallas. Again, Jason with XYZ — got a minute for me to share the reason for my call?” 3. Use the “Have you heard our name tossed around?” opener Great when you want to blend localization + social proof: “We work with several of the largest house painters up in Seattle… It’s Jason with XYZ — have you heard our name tossed around?” If you do this right, Jason says you should be getting past the opener 80–90% of the time. Outbound isn’t dead — but the opener you choose determines whether the call even has a chance. 🎧 Watch the full episode on YouTube: Outbound Prospecting Masterclass Everything You Need to Book Meetings in 2026

You’re 8x more likely to get 👻 if you do this in a cold email. (data from 85M+ emails proves it.) According to Gong’s cold email data: ❌ Pitching slashes reply rates by up to 57% ❌ Subject lines with buzzwords drop open rates by 17.9% ❌ “We help companies…” is the fastest path to the archive button 𝗛𝗲𝗿𝗲’𝘀 𝘁𝗵𝗲 𝗵𝗮𝗿𝗱 𝘁𝗿𝘂𝘁𝗵: 𝗦𝗽𝗿𝗮𝘆 𝗮𝗻𝗱 𝗽𝗿𝗮𝘆 𝗱𝗼𝗲𝘀𝗻’𝘁 𝘄𝗼𝗿𝗸 𝗮𝗻𝘆𝗺𝗼𝗿𝗲. 𝗕𝘂𝘁 𝘁𝗼𝗽 𝗿𝗲𝗽𝘀 𝘀𝘁𝗶𝗹𝗹 𝗯𝗼𝗼𝗸 𝟴𝘅 𝗺𝗼𝗿𝗲 𝗺𝗲𝗲𝘁𝗶𝗻𝗴𝘀 𝘄𝗶𝘁𝗵 𝗰𝗼𝗹𝗱 𝗲𝗺𝗮𝗶𝗹. We partnered with Gong to analyze over 85 million cold emails. Then turned those findings into a tactical playbook with @Jason Bay from Outbound Squad. Here’s a peek at what we found in the best emails: ✅ Subject lines < 4 words Open rates nearly double when you write like an internal email: lowercase, no buzzwords, and straight to the point. ✅ Body = 3–4 sentences, < 100 words Format matters more than flair. Best replies came from short, skimmable emails with 1 idea per line. ✅ CTAs that offer value, not time “15 mins?” isn’t compelling. Offering a free benchmark, audit, or teardown boosts replies by 28%. 𝗜𝗳 𝘆𝗼𝘂 𝘀𝗲𝗻𝗱 𝟭,𝟬𝟬𝟬 𝗲𝗺𝗮𝗶𝗹𝘀... 𝗧𝗵𝗲 𝗮𝘃𝗲𝗿𝗮𝗴𝗲 𝗿𝗲𝗽 𝗯𝗼𝗼𝗸𝘀 𝟮.𝟵 𝗺𝗲𝗲𝘁𝗶𝗻𝗴𝘀 𝘄𝗵𝗶𝗹𝗲 𝘁𝗼𝗽 𝗿𝗲𝗽 𝗯𝗼𝗼𝗸𝘀 𝟮𝟯.𝟰.

Outbound isn’t dead, you are just using the wrong offers. Here are 3 types of cold email offers to double your reply rates: 1. Easy Offers (The Blind Date) Perfect when you don’t have deep personalization yet. “Hey, I wanted to put you in touch with Dave — he’s helped VPs of Manufacturing at X, Y, Z automate labor workflows. You’ll walk away with real insights on the welder labor market and how teams are using automation right now.” 2. Medium Offers (One-to-Many Insight) Reusable insight that still feels personalized. “I noticed your email response time is 2x slower than your competitor’s. It might be impacting site conversions — want to walk through what we’re seeing across the market?” 3. Hard Offers (True 1:1 Value) High effort, high upside. “Let’s hop on a call for a full cold-call audit — we’ll listen to calls and break down talk tracks together.” 🎧 Watch the full Outbound Prospecting Masterclass on @30MPC on YouTube.

This buyer asked for a discount 5 days in a row. And still signed at full price. Savvy buyers know no one gets paid to sign early. They’ll stall. Push. Wear you down. But if your discount is tied to a clear, consistent deadline (and you actually stick to it) you win. This is the playbook that I ran as described in this video: 1. Tie your discount to a non-negotiable expiration date  “𝘛𝘩𝘪𝘴 𝘱𝘳𝘪𝘤𝘪𝘯𝘨 𝘩𝘰𝘭𝘥𝘴 𝘵𝘩𝘳𝘰𝘶𝘨𝘩 [𝘋𝘈𝘛𝘌]. 𝘈𝘧𝘵𝘦𝘳 𝘵𝘩𝘢𝘵, 𝘸𝘦 𝘳𝘦𝘷𝘦𝘳𝘵 𝘵𝘰 𝘴𝘵𝘢𝘯𝘥𝘢𝘳𝘥 𝘳𝘢𝘵𝘦𝘴. 𝘑𝘶𝘴𝘵 𝘸𝘢𝘯𝘵 𝘵𝘰 𝘣𝘦 𝘶𝘱𝘧𝘳𝘰𝘯𝘵 𝘴𝘰 𝘵𝘩𝘦𝘳𝘦’𝘴 𝘯𝘰 𝘴𝘶𝘳𝘱𝘳𝘪𝘴𝘦 𝘭𝘢𝘵𝘦𝘳.”  2. Reinforce it on every single call “𝘘𝘶𝘪𝘤𝘬 𝘳𝘦𝘮𝘪𝘯𝘥𝘦𝘳, 𝘵𝘩𝘢𝘵 𝘳𝘢𝘵𝘦 𝘸𝘦 𝘥𝘪𝘴𝘤𝘶𝘴𝘴𝘦𝘥 𝘪𝘴 𝘴𝘵𝘪𝘭𝘭 𝘨𝘰𝘰𝘥 𝘵𝘩𝘳𝘰𝘶𝘨𝘩 [𝘋𝘈𝘛𝘌]. 𝘈𝘧𝘵𝘦𝘳 𝘵𝘩𝘢𝘵, 𝘪𝘵 𝘦𝘹𝘱𝘪𝘳𝘦𝘴.”  3. Hold firm—even when it gets uncomfortable “𝘐 𝘵𝘰𝘵𝘢𝘭𝘭𝘺 𝘨𝘦𝘵 𝘸𝘢𝘯𝘵𝘪𝘯𝘨 𝘵𝘰 𝘸𝘢𝘪𝘵, 𝘣𝘶𝘵 𝘐 𝘸𝘢𝘯𝘵 𝘵𝘰 𝘣𝘦 𝘵𝘳𝘢𝘯𝘴𝘱𝘢𝘳𝘦𝘯𝘵: 𝘵𝘩𝘦 𝘥𝘪𝘴𝘤𝘰𝘶𝘯𝘵 𝘥𝘰𝘦𝘴 𝘦𝘹𝘱𝘪𝘳𝘦 𝘰𝘯 [𝘋𝘈𝘛𝘌], 𝘢𝘯𝘥 𝘸𝘦 𝘥𝘰𝘯’𝘵 𝘩𝘢𝘷𝘦 𝘧𝘭𝘦𝘹𝘪𝘣𝘪𝘭𝘪𝘵𝘺 𝘱𝘢𝘴𝘵 𝘵𝘩𝘢𝘵.”

Jason Bay breaks down how top reps are filling pipeline when cold calls, automated sequences, and mass emails stop working. 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.

If you’re walking into a decision-maker meeting without testing your deck first… you’re asking to get smoked. Kam Germany ALWAYS pressure-tests his pitch pre-meeting. Before the big call, he goes to his champion and asks: “How does your boss like to see info?” “Are they a numbers person or a vibe person?” “Who actually runs the room?” Then he has them tear it apart. So by the time he’s presenting, he already knows every objection, every bias, and who’s gonna speak up first. 🎙️ How Top Sellers Find the Real Decision Makers in a Deal | Kam Germany, Live now on Spotify

The #1 Deadly Negotiation Mistake You're Definitely Making.