The #1 Negotiation Principle That Makes Your Buyer Commit FIRST
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
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Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
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6 PROVEN AI Sales Automations That Feel Like MAGIC | Yoni Tserruya | Sell Ep. 332
Sales pros spend too much time on admin instead of selling. In this episode, Yoni Tserruya, CEO of Lusha, reveals six high-impact ways to automate your sales process so you can spend more time building trust with customers and less time stuck in busywork.
🎙️ ACTIONABLE TAKEAWAYS
Automate List Building: Use AI to analyze your last 20+ closed deals and generate highly targeted prospect lists with parameters you might never have considered.
Leverage Buying Signals: Track events like new hires, funding rounds, product launches, or office openings to prioritize outreach to in-market accounts.
Streamline Call Prep: Deploy AI agents to compile company news, decision-maker profiles, and account usage data hours before each meeting.
Personalize Icebreakers: Have AI scan LinkedIn posts, press releases, and work history to craft relevant, personalized openers for calls and emails.
Automate Recap Emails: Upload call transcripts to AI for clean, concise summaries that highlight pains, solutions, and next steps and automatically update your CRM.
AI-Powered Coaching: Train a custom AI on top-performing sales calls to score conversations, give targeted feedback, and onboard new reps faster.
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:
Recap Email Template
Free Toolkit: Build high-impact lists and target the right prospects at the right time
Cold calling course
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Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
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Use This Cold Email Sequence to 3x Your Replies in 2025 | Bite-sized Tactics
70% of replies happen after email #1.
Here’s a simple, repeatable multi-channel sequence (email + phone + social) that drives double-digit contact rates without spamming.
Jason Bay's KISS (Keep It Simple Sequencing) framework covers 6 calls, 6 emails, and 3 social touches over 3 weeks. Grab the templates and full structure behind a great sequence along with the best ways to follow up after your first email: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template
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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Use This Sales VOICEMAIL Trick to Double Your Email Replies
Learn the simple but powerful voicemail script that directs prospects straight to your email — boosting reply rates without chasing callbacks. This counterintuitive tactic adds a guaranteed touchpoint to your outreach sequence.
🎙️ ACTIONABLE TAKEAWAYS
Make the voicemail about the email, don’t ask for a call back, direct them to look for your email instead
State your name, company, and subject line so it’s easy for them to spot your email in their inbox.
Keep it under 20 seconds to avoid sounding like a sales pitch.
Pair with a strong, relevant email so once they open it, you maximize your chance of getting a reply.
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:
Should you leave voicemails when cold calling?
Cold calling course
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Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
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Build a Sales Team That Hits President’s Club Every Year | Marcus Chan | Lead Ep. 331
Sales leadership expert Marcus Chan reveals the exact systems and rhythms that turn average reps into Presidents Club winners. From personal success blueprints to “Real Play Fridays,” you’ll learn how to build trust, reduce turnover, and create a culture of consistent high performance.
🎙️ ACTIONABLE TAKEAWAYS:
Winning Wednesdays — Lock in a one-hour training every Wednesday, led by you, a top rep, or a manager (not just enablement).
Real Play Fridays — Two hours of live, intense practice scenarios with real buyer personas (e.g., your CFO if you sell to CFOs).
Monthly War Rooms — Four hours focused on moving stalled deals forward or closing them out, with live calls and strategy in the room.
Action Item — Find your company’s buyer persona, buy them lunch, and role play how they’d buy your product to sharpen your team’s approach.
MARCUS’ PATH TO PRESIDENT’S CLUB:
Sales Leader @ Multiple Orgs (3–110 reps) - Hit President’s Club 9/10 years, drove $190M new business, ran $195M P&L.
Corporate Sales Professional @ 2 Fortune 500 Companies - Promoted 12x in 8 years, #1 in every role.
Author & Thought Leader - WSJ Best-Selling Author, featured in Forbes, Yahoo! Finance, Salesforce.
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 Bulid A Winning Sales Team With Commitment To Practice (Lead Episode)
How to Run 1-on-1s and Practice Roleplays in Sales (Newsletter)
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
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, Creating Confidence with Heather Monahan and many other podcasts from around the world with the radio.net app
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