Club Playbook: How Gong's Top Rep Makes A Cold Call (ft. Jc Pollard)

Stevie Case breaks down how she’s building one of the most advanced outbound sales machines in SaaS—balancing AI-driven efficiency with human-first selling to achieve conversion rates that beat inbound. 🎙️ ACTIONABLE TAKEAWAYS: Reverse-engineer ICP using AI and enrichment to find signals and stack-rank leads Keep outreach human-first by using AI for prep but letting reps drive conversations Build feedback loops with AI scoring while managers set coaching standards Continuously refine by feeding win/loss data back into the prospecting engine More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC STEVE’S PATH TO PRESIDENT’S CLUB: CRO @ Vanta Vice President of Sales @ Twilio Vice President of Sales and Growth @ Layer RESOURCES DISCUSSED: Jason Bay’s Cold Email ChatGPT Prompts Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

16 Sep 41min

Time kills all deals—but it doesn’t have to. In this episode, you’ll learn 7 tactical plays you can use right now to compress your sales cycle, keep momentum high, and close deals faster without being pushy. 🎙️ ACTIONABLE TAKEAWAYS: Always anchor next steps immediately after a meeting—sooner than they expect—to keep deals moving. Work multiple steps in parallel instead of waiting on a slow, linear process. Build trust early by calling demo attendees ahead of time for mini-discovery and alignment. Use creative momentum-builders (mini-demos, exec-to-exec notes, timeline tests) to remove dead time and accelerate decisions. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC 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

11 Sep 15min

Nick Cegelski and Armand Farrokh tackle the biggest sales career questions—from landing your first SDR role to earning promotions, breaking into SaaS, and accelerating your path to President’s Club. 🎙️ ACTIONABLE TAKEAWAYS: Stand out in interviews by skipping “spray and pray” applications—network with reps, cold email leaders, and show you can sell your way into the process. Know when to stay or move on by evaluating the “four pillars”: learning, earning, growing, and connection. If only two are strong, it’s time to leave. Avoid career-stalling habits like job-hopping for small pay bumps or choosing companies with poor growth. Prioritize strong leadership and investor backing. Accelerate your career trajectory by shadowing top performers, over-indexing on work ethic early, and self-educating on both sales skills and your target industry. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: The Ultimate Cold Callign Framework Minimum Viable Discovery Framework Smart Money Venture Capital How to Cut Your Sales Cycle in Half Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

9 Sep 31min

Stop losing calls at “not interested.” In this video, you’ll learn a simple, agree-first pattern break that lowers resistance, keeps prospects talking, and earns permission to continue—without sounding pushy. We’ll also show you how to tune the delivery so it lands across regions and seniority levels, plus a quick practice plan so this flows on live calls. What you’ll learn: The agree-first pattern break that flips “no” into “go on” Two follow-up nudges that lower defenses (playful and serious variants) How to tune your delivery for different regions/roles (e.g., Germany vs. US; execs vs. ICs) Why people reject salespeople but respond to humans—and how to signal that fast A quick practice routine to make this feel natural on live calls Watch our full interview with The Weirdest Sales Trainer: https://youtu.be/FDjZ6JHWzoE RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “YOUTUBE” Free Sales Templates, Scripts and Guides

8 Sep 6min

Learn 3 proven cold call tactics to get past any gatekeeper and reach decision-makers without lying, pitching, or wasting time. These step-by-step strategies will help you control the conversation, boost your connect rate, and book more meetings. 🎙️ ACTIONABLE TAKEAWAYS: Adopt the “owner” mindset: Approach gatekeepers with confidence and authority—don’t over-explain, pitch, or try to befriend them. Your demeanor should signal that you belong. Use the Triple Bypass Method: Start with the Slide By (simple ask to be connected), then provide Context (reason for calling without pitching), and finally lean on Social Proof (reference similar clients or prior outreach). End with questions to stay in control: Always finish responses with a question like, “Would you let him know it’s Nick?” so you guide the conversation instead of letting the gatekeeper take charge. Know when to pivot: If blocked repeatedly, don’t force it—try mobile numbers, off-hours calls, or different channels (email, LinkedIn, direct mail, referrals) to reach your prospect directly. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: Save a copy of these steps to bypass any gatekeeper here: https://www.30mpc.com/newsletter/3-steps-to-bypass-any-gatekeeper-on-a-cold-call Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

4 Sep 13min

Leadership in sales isn’t just about hitting quota — it’s about building standards, setting culture, and developing people. In this episode, the hosts share 8 hard-earned sales leadership lessons that shaped how they hire, coach, and manage winning sales teams. 🎙️ ACTIONABLE TAKEAWAYS If it’s not a “hell yes,” it’s a no — never settle for average hires. Proof of performance over theory — test real execution, not hypotheticals. Follow the 2–2 rule — flip two reps, hire two culture-setters, cut two misfits. Let reps fire themselves — set clear standards early so underperformers opt out. More reps ≠ more revenue — don’t over-hire if your lead pool doesn’t grow. Protect focus time — stop expecting instant Slack replies; create deep work blocks. Use the 20/80 rule in training — 20% teach, 80% reinforce until it sticks. Give grace on first mistakes — support reps when they slip, then enforce standards. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: My 4-Step Account Executive Interview Process: https://www.30mpc.com/newsletter/my-4-step-account-executive-interview-process-2 My Ultimate 4-Week Sales Onboarding Program: https://www.30mpc.com/newsletter/my-ultimate-4-week-sales-onboarding-program Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

2 Sep 25min

Armand covers the 3 steps to handling any objection using the Mr. Miyagi Method. Here’s the magic framework: Agree with the objection to remove the pressure of the sale. Incentivize conversation to get them sharing more about the objection. Sell the test drive. What will they get out of meeting with you (or in this case, allowing the name drop) even if they don’t buy? RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “YOUTUBE” Free Sales Templates, Scripts and Guides

1 Sep 7min

Too many sellers give discounts before securing commitments, leaving deals vulnerable and dragging negotiations on for weeks. In this episode of 30 Minutes to President’s Club, we show you how to execute negotiations in three simple steps: confirm you’re the vendor of choice, lock down your customer’s timeline, and only then and only then, execute the give-get. 🎙️ ACTIONABLE TAKEAWAYS Confirm Vendor of Choice: Before negotiating, make sure your prospect would choose you over competitors if pricing were equal. Lock Down the Timeline: Secure a firm commitment on when the deal will close before offering any concessions. Flip the Give-Get Paradigm: Always get something in return (budget clarity, contract terms, faster close) before giving discounts or changes. Force Trade-Offs: Every concession has a cost—package pricing, terms, and conditions together so your customer makes real choices instead of endless asks. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: How to finish a negotiation in One Cut (PT 2) How to Win the Negotiation Before it Starts (Pt 1) Cold calling course Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides

28 Aug 13min