The “5 Whys” That Will TRANSFORM The Way You Coach Your Sales Reps | Jordan Chavez | Ep. 314
Jordan Chavez shares a proven coaching framework to unlock what motivates your reps, build targeted skill plans, and dig deep with the ‘5 Whys’ to fix what’s really holding them back. 🎙 ACTIONABLE TAKEAWAYS: Use the Five Whys in both discovery and coaching to uncover the real root cause behind problems and drive meaningful change. Ask questions in a way that leads reps on a journey of self-discovery rather than making them feel judged or defensive. Create a quarterly PDP by having reps rate themselves in core areas, then use that to identify gaps, assign KPIs, and set weekly action steps. Role play repeatedly to improve discovery skills, and build trust by going first if the rep isn’t comfortable yet. JORDAN’S PATH TO PRESIDENTS CLUB: Building the Enterprise GTM at Actively.ai 3x Club - IC & Leader @ Navan 8 promotions in 6 years @ Navn RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” How to Run 1-on-1s Free Sales Templates, Scripts and Guides
5 Jun 39min
The Real Reason Reps Miss Quota | Bite Sized Tactics
Struggling to diagnose why your sales rep isn’t converting? Jordan Chavez (Head of Enterprise GTM @ ActivelyAI) breaks down his “5 Whys” sales coaching framework—a simple, proven method to uncover the real reason behind poor performance. Instead of jumping to surface-level fixes (like “just sell the value”), we’ll show you how to ask layered “why” questions that reveal what’s actually holding your reps back—whether it’s low confidence, weak discovery, or lack of preparation. Whether you're a sales manager, team lead, or AE looking to self-diagnose, this framework will help you stop treating symptoms—and start solving the real problem. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” How to Run 1-on-1s Free Sales Templates, Scripts and Guides
4 Jun 7min
The One-Page Business Case That Closes 7-Figure Deals Like Clockwork | Nate Nasralla | Ep. 313
Nate’s Business Case Template Nate Nasralla shares how to craft a one-page business case that your champion can run with. By presenting it early, keeping it simple, and making it feel like an internal doc that earns buy-in from decision-makers. 🎙 ACTIONABLE TAKEAWAYS: Share an unfinished draft of your business case early to encourage collaboration and build alignment using Cunningham's Law. Present your business case in a simple, memo-style format limited to one page without flashy visuals or excessive content. Structure the one-pager with a priority-driven headline, problem statement, recommended approach, target outcomes, and required investment. Make the document feel like an internal memo by avoiding company branding and marketing polish. NATE’S PATH TO PRESIDENTS CLUB: Co-Founder @ Fluint Chief Growth Office @ Global Venture Network RESOURCES DISCUSSED Nate's One Page Business Case Template Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts, and Guides
3 Jun 41min
The $30M One-Pager: How Top Reps Build Business Cases That Actually Close | Bite-Sized Tactics
Nate’s Business Case Template One of the largest deals Nate (Co-Founder @ Fluint & Chief Growth Office @ Global Venture Network) ever closed—$30M—was won with a single, unbranded page. No logos. No design. Just black text on white paper. Why? Because it felt internal to the customer—not like a vendor pitch. The structure? Just 5 parts: 1. Priority-Driven Headline – Use the exec’s own language 2. Problem Statement – Frame the problem in a way that aligns with what you uniquely solve 3. Recommended Approach – Highlight 3 key things only you can do differently 4. Target Outcomes – Flip the problem into clear, metric-driven results 5. Required Investment – Be honest about time, money, and effort—don’t minimize it The key? Anchor the entire narrative in what the executive already cares about. If it sounds like an internal initiative, it gets bought in like one. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Nate's Business Case
2 Jun 7min
Stop Asking for Meetings in Cold Emails: How to Warm Up Buyers with Value | Bite-Sized Tactics
If your first cold email asks for a meeting—you’re doing it wrong. In this video, Mark Kosoglow (Co-Founder/CEO @ OperatorChief + Revenue Officer @ Catalyst Software) breaks down a smarter outbound strategy: how to warm up buyers by educating them instead of pitching them. Whether you're an SDR, AE, or founder doing founder-led sales, this framework will help you increase reply rates and book more qualified meetings. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”
30 Mai 7min
What Great Sales Teams DO DIFFERENTLY: Pain Chain First, Outbound Second | Mark Kosoglow | Ep. 312
Mark Kosoglow reveals why most outbound fails before it even starts and how identifying the pain chain can radically improve your team’s results. 🎙 ACTIONABLE TAKEAWAYS: Define your ICP by real problems, not just data, to find the right prospects. Understand where prospects are in the buyer’s journey before asking for meetings. Use a “pain chain” of educational messages to move prospects from unaware to aware. Offer valuable insights or audits instead of just asking for meetings. MARK’S PATH TO PRESIDENTS CLUB: Co-Founder/CEO @ Operator Chief Revenue Officer @ Catalyst Software RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”
29 Mai 37min
The 10 Brutal Cold Calling Lessons You NEED to Learn Today | 30MPC Playbook (Sell)
This is a 30 minute masterclass on the 10 lessons every rep needs to know when it comes to cold calling. Armand and Nick walk you through five lessons each that will leave you feeling ready to put in the work and pick up the phones! ✅ Inside this episode: You learn how to navigate rejection from a single person and find an alternative route through other people in the company to close the deal How to improve your script when you’re struggling Handling rude responses and understanding they’re going to happen regardless, you’re doing nothing wrong! How to get someone’s attention (Hint: It’s not, “How’s your day going?” You get to say silly things on cold calls, as long as you do it with confidence! RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Benchmark yourself against baseline cold call metrics
27 Mai 40min
Steal Alex Kremer’s 1-Minute Routine to TRANSFORM Your Sales Meetings | Alex Kremer | Ep. 311
Alex Kremer shares tactical leadership strategies to help sales managers build engaged teams by using breath work for presence, empowering reps, and structuring effective 1:1s that drive results. 🎙 ACTIONABLE TAKEAWAYS: Your vision shapes who you become today and guides the actions you take right now. Regularly asking your reps why they are at the company helps uncover their true motivations and commitment. Effective team meetings follow a clear structure: start with breathwork, then focus on vision, shoutouts, revenue tracking, and finish with pipeline and KPIs. Assigning “black belts” to lead skill trainings boosts engagement, helps reps learn better, and frees up leaders to focus on leading. ALEX’S PATH TO PRESIDENTS CLUB: Founder & CEO @ Alluviance Host @ Rising Leader Podcast Head of Sales @ Catalyst Software RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST”
22 Mai 38min
