#523 - How Top Sellers Find the Real Decision Makers in Deals | Kam Germany
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
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#522 - How Many Cold Calls Does It Take To Afford a Baby? (A Youtube Special)
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
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#522 - I Hit 200% Quota With This Sales Prospecting Formula (A Youtube Special!)
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
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#522 - I Hit 200% Quota With This Sales Prospecting Formula (A Youtube Special)
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
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#521 - The 7 Deadly Sales Negotiation Sins | Todd Caponi
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”
About 30 Minutes to President's Club | No-Nonsense Sales
The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual.
30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including:
Prospecting: How to open conversations to triple your pipeline
Discovery: How to ask questions that uncover massive pain
Process: How to get big contracts over the line
Leadership: How to hire and train world class teams.
Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).
Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
Listen to 30 Minutes to President's Club | No-Nonsense Sales, The $100M Entrepreneur Podcast and many other podcasts from around the world with the radio.net app
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