Why Most Sales Processes Fail (How to Elite Sales Leaders Fix Them Fast) | Ep. 320 | Nathan Broome
Nathan Broome brings a masterclass in building and operationalizing high-performing sales processes. He shares how great leaders drive clarity, prep their teams for success, and coach reps to consistent wins by simplifying execution at every stage of the deal cycle. 🎙 ACTIONABLE TAKEAWAYS: Map out your sales process step-by-step by defining what reps should do before, during, and after each call. Define the “big win” (W) for each call and give reps 3–5 different ways to achieve it—without over-prescribing. Run one-hour workshops per stage to break down the big win and key actions with your team before rolling it out. Action step: Pick one underperforming stage, define the single “win,” and have managers audit every call in that stage for two weeks to see if the win is being achieved. NATHAN’S PATH TO PRESIDENTS CLUB: Key Architect @ Outreach – Scaled SDR and SMB teams, eventually led Global Commercial Sales (150+ reps, 60% of revenue). Most Promoted Leader @ Outreach – Rose from SDR Leader to Head of Global Commercial Org with 5 promotions in 6 years. Enterprise Pioneer @ CaptivateIQ – Led shift from SMB focus to enterprise, landing marquee clients like Spotify and Netflix. RESOURCES DISCUSSED: The Ultimate 30MPC 5-Stage Sales Process Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides
26 Jun 40min
Forget Perfect Sales Calls: Here’s the Only Outcome That Matters | Bite-sized Tactics
Too many sellers get caught up chasing the "perfect" sales call — flawless questions, polished delivery, fancy frameworks. But here’s the truth: None of that matters if you don’t uncover a real, buyer-agreed problem you can solve. Nathan Broome (SVP of Sales @ Common Room) breaks down the simple but powerful concept of defining the Big W — the measurable win for every sales stage. From discovery to demos, your job isn’t to sound perfect — it’s to guide the buyer to clarity and prove you can solve their problem. Learn: ✅ How to simplify your discovery calls with outcome-based thinking ✅ Why messy, imperfect calls still convert — if you focus on the right thing ✅ How to structure demos around specific problems (and avoid overwhelming buyers) ✅ Why your sales process should adapt as you move from transactional to enterprise 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
25 Jun 6min
Why You’re Losing Deals by Not Picking Up the Phone | Ep. 319 | Michelle Cecil
Getting your buyer live on the phone isn’t old school—it’s elite. In this episode, Michelle Cecil, two-time President’s Club winner at Procore, shares how dialing instead of emailing builds trust, collapses timelines, and puts you back in control of your deals. Her approach proves that the phone isn’t dead—it’s your most underused weapon. 🎙 ACTIONABLE TAKEAWAYS: Don’t negotiate over email — Use a “carrot on a stick” to earn a callback, then close the gap in live conversation where nuance and urgency can thrive. Own the reference process — Prep your prospect and your customer, set the agenda, and run the call. You are the producer—don’t outsource the close. Call before big demos — Reach out to every stakeholder with a simple message: “I want this meeting to be worth your time.” You’ll get more replies than you think. JUST DO THIS: Pick one deal in your pipeline. Find a reason to call your champion today—and do it. MICHELLE’S PATH TO PRESIDENT’S CLUB: Commercial AE: 2X President’s Club winner with 11 consecutive fully ramped quarters at or above quota from day one as an AE. AE to Commercial Manager: Promoted 5 times internally from SDR to Enterprise AE to Manager demonstrating consistent growth, adaptability, and long-term impact. Commercial AE: In 8+ years, missed only 2 quarterly numbers 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 JOB LISTINGS Account Executive (Sponsorships) Account Executive (Courses) Content Strategist
24 Jun 40min
Never Negotiate Over Email (Do This Instead) | Bite-sized Tactics
Too many reps lose deals by trying to negotiate or explain everything over email. Michelle Cecil (Commercial Sales manager @ Procore) breaks down why you should never negotiate in writing—and what to do instead to win more deals. You’ll learn: How to use the "carrot on a stick" to earn live calls Why delivering price live gives you an edge in negotiations The #1 pre-meeting prep tactic to build trust and tailor demos A better alternative to sending long, technical emails The power of clarity and why less is more when answering questions Whether you're handling pricing objections or prepping for a demo, this video will help you close more by picking up the phone. 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
23 Jun 8min
Show The Product on The First Call: The GENIUS High Velocity Sales Blueprint | Mallika Sahay | Ep. 318
High velocity sales isn’t about rushing… it’s about precision, urgency, and clarity. In this episode, Mallika Sahay breaks down how to build a lightning-fast sales motion without sacrificing quality, trust, or control. 🎙 ACTIONABLE TAKEAWAYS: Use a product story early — Instead of saving the demo, introduce a product story on the first call to create momentum and shorten deal cycles. Track funnel-stage metrics — In high-velocity sales, monitor top, middle, and bottom funnel metrics closely to iterate quickly and stay on course. Rethink your sales motion — Don’t copy-paste your current process. Start from first principles and align every step with the buyer’s decision journey. Simplify pipeline reviews — Use just two key questions to assess deals: is there a real problem solver, and is there a clear path to closing? MALLIKA’S PATH TO PRESIDENTS CLUB: Sales Development Lead & Founder of SMB Sales @ Segment Head of Sales @ Census Startup Sales Lead @ Apollo Chief of Staff & Product Manager RESOURCES DISCUSSED: Sales Process Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides
19 Jun 39min
How to Nail Discovery with a 1-Minute Product Tour (NOT a Demo) | Bite-sized Tactics
Stop demoing on the first call. Instead, run a 60-second product tour that grabs attention, triggers discovery questions, and opens the door to multi-threading—all before you even show a single slide. Mallika Sahay (Fomer Sales Leader @ Apollo, Segment, Census) shares why a Product Tour on Call #1 is far more effective than a full demo—and how it transforms the sales conversation. In this video, you’ll learn: Why product tours work better than slide decks or full demos on call #1 How to use quick visual storytelling to spark curiosity When and how to pause, ask questions, and uncover new use cases How this approach leads to faster discovery and more stakeholders involved in deal #2 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
18 Jun 5min
How Top Sales Reps Handle Objections Before They Even Happen | Bryan Charlton | Ep. 317
Bryan Charlton joins the show to break down how great reps spot deal risks early and keep momentum all the way to close. He shares real examples, practical tactics, and the mindset his team uses to win complex deals. 🎙 ACTIONABLE TAKEAWAYS: The contract isn’t the finish line. It’s the start. Set the tone for what happens in the first 30, 60, and 90 days so the buyer knows exactly what to expect. If a buyer says they’re looking for a tool, don’t stop there. Dig into the real problems that made them start searching in the first place. Your story has to make sense to everyone. The champion, the leaders, and the end users all need to believe this will actually work. If you’re blocked from talking to power, that’s okay. Just ask what would need to be true for them to feel comfortable making the intro next time. BRYAN’S PATH TO PRESIDENTS CLUB: Spent more than 12 years in sales @ Salesforce and FICO before joining Otter.ai Consistently hit quota by finding high-value deals in unexpected places—selling large software deals to banks in Hawaii, Credit unions, and even AI into tightly regulated financial services firms, while others focused on big brand name accounts RESOURCES DISCUSSED: Bryan’s LinkedIn Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides
17 Jun 40min
