Parhaat Armand Farrokh Podcastit (2024)

1
253 (Lead) The Ultimate Guide to Effective Sales Call Reviews (Armand Farrokh) 39:47

17d ago39:47

39:47

TOP ACTIONABLE SALES TAKEAWAYS: Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team. Keep it punchy and efficient: Drive the screen share, skip small talk, and use the…

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257 (Lead) How to Use Intent-Based Selling for Huge Sales Development Success (Florin Tatulea, Common Room) 35:34

3d ago35:34

35:34

ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; comb…

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256 (Special) Mastering Sales Tonality (Jeremy Miner, 7th Level) 39:20

5d ago39:20

39:20

ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to thin…

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Alex Buckles: Becoming a Problem Solver Through Partner Relationships 53:12

6d ago53:12

53:12

Alex Buckles is the CEO of Forecastable and founder of Pathways for Autism. A Marine Corps veteran, Alex draws from his experiences to emphasize the importance of problem-solving and building meaningful relationships in sales. He offers valuable insights on prioritizing quality over quantity, leveraging robust partner networks, and driving more qua…

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Hall of Fame: Shelby Ferson 39:34

6d ago39:34

39:34

FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal. To determine the n…

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Why You Should Still Cold Call (Make It Happen Mondays Podcast) 10:40

9d ago10:40

10:40

This is an except from the Make It Happen Mondays podcast with John Barrows Check out John's weekly sales podcast here: https://podcasts.apple.com/us/podcast/make-it-happen-mondays-b2b-sales-talk-with-john-barrows/id1265697819Kirjoittanut Armand Farrokh & Nick Cegelski

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Episode 298: James Hatfield, CRO of LiveSwitch Inc. - You Can’t Scale By Accident 57:25

9d ago57:25

57:25

James Hatfield is the Chief Revenue Officer for Live Switch. James and his team help organizations worldwide tap into the power of live video as they help build better human connections that scale in the very simplest ways possible. James has led sales teams with great success for nearly 2 decades. He’s had documented success in multiple companies,…

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255 (Lead) How to Align Sales & Marketing for Predictable Pipeline Growth (Sonny Round, Panopto) 40:27

10d ago40:27

40:27

ACTIONABLE TAKEAWAYS: 80/20 Rule for Experimentation: Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos. Track MQL to Reply Rates: Use the MQL to reply rate metric to gauge how well your messaging engages prospects. Key Metrics for Pipeline Meetings: Focus on leads by source, conversion rates, me…

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254 (Sell) How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned) 39:50

12d ago39:50

39:50

FOUR ACTIONABLE TAKEAWAYS: Know Your Solution – Understand the problems you solve, their root causes, and the demo paths before your discovery call. Model Multiple Scenarios – Present "worst," "average," and "best" cases to appear more impartial and handle objections better. Link Problems to Causes – Connect the buyer’s problem to its root cause an…

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Will Barron: Mastering Sales Fundamentals and Managing Fear 1:01:31

13d ago1:01:31

1:01:31

In this episode John Barrows welcomes Will Barron, renowned for his successful podcast "salesman.com," boasting over 700,000 downloads monthly. A disruptor in traditional sales training, Will discusses the importance of sales fundamentals over automation, ethical sales tactics, and the necessity of focusing on the buyer's journey. You will gain val…

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Hall of Fame: Chip Wooten 36:35

13d ago36:35

36:35

FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait …

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Leading with Integrity: Authentic Leadership with Bill Banta 45:52

14d ago45:52

45:52

Bill Banta shares his journey from being a house painter to building a seven-figure business, all while emphasizing the power of mindset and mentorship. Through his experiences, including guidance from Bob Proctor, Bill discusses how personal development and trust in oneself are key to achieving success. He also talks about breaking free from gener…

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Cold Calling Sucks: Full Book Summary 52:41

16d ago52:41

52:41

Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)" Order the bookKirjoittanut Armand Farrokh & Nick Cegelski

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Making Selling Simple with Will Barron 36:28

18d ago36:28

36:28

Will Barron is the founder of Salesman.com and is on a mission to 'Make Selling Simple'. His recent book, Selling Made Simple, is the result of 9 years of research, 1,000+ podcast interviews, 20,000+ sellers completing the SalesCode assessment and 2,300+ students having massive success inside Salesman.com Academy. Download the Selling Made Simple b…

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Episode 297: Donald Kelly, Founder and CEO of The Sales Evangelist: Scale Ain’t Easy…and You Can’t Do it Without Outbound. 58:46

19d ago58:46

58:46

Donald Kelly is the Founder and CEO of the Sales Evangelist. For a decade he has been helping salespeople and sales leaders find success in ways that have turned heads in every market condition. He’s a been a top LinkedIn voice in Sales for years, been a Salesforce Top Sales Influencer for the last 3 years, and is an expert in making Outbound sales…

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252 (Sell) Own the Sales Cycle: How to Take Command from Call One (John Barrows) 39:00

19d ago39:00

39:00

Kirjoittanut Armand Farrokh & Nick Cegelski

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Dan Balcauski: Pricing Psychology and Sales Strategies 1:02:15

20d ago1:02:15

1:02:15

Dan Balcauski is the founder and Chief Pricing Officer at Product Tranquility and expert in pricing and packaging for high-volume B2B SaaS companies. In this episode, we explore a variety of pricing strategies, uncover industry-specific practices, and discuss the growing influence of AI in pricing. Dan also shares valuable tips for sales reps and e…

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Hall of Fame: Michelle Cecil 40:09

20d ago40:09

40:09

FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" a…

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251 (Lead) Find Top 1% Sellers with Proven Outbound Recruiting Tactics (Armand Farrokh, 30MPC) 43:57

24d ago43:57

43:57

TOP ACTIONABLE SALES TAKEAWAYS: Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections. Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested. Mini-pitch framework: Pitch by …

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Episode 296: Rob Jeppsen, Founder of Sales Leadership United - You Can Change Your Leadership DNA…and it Will Make ALL the Difference. 49:58

25d ago49:58

49:58

September 15 marks the 1 year anniversary of Rob’s risky procedure in a battle with cancer. So many people have reached out and thanked us for sharing this story that on this anniversary mark, we’re re-releasing it. And this story about intentionally changing your DNA applies to every leader. Because if we change our leadership DNA…we can have a gr…

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250 (Sell) Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus) 39:40

26d ago39:40

39:40

Get our free Account Research toolkit FOUR ACTIONABLE TAKEAWAYS Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest. Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights. …

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Melanie Fellay: Critical Thinking Skills in an AI-Driven Sales World 1:08:48

27d ago1:08:48

1:08:48

Melanie Fellay, a trailblazing entrepreneur, has been at the forefront of transforming sales enablement through AI-driven solutions. She is is a Forbes 30 Under 30 recipient, Top 100 Female Entrepreneur to Watch and the CEO and co-founder of Spekit where she is on a mission to revolutionize workplace learning. John and Melanie unpack tons of value …

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Product Roadmap: Q4 2024 (Course, Community, Content) 13:55

27d ago13:55

13:55

Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club. Sales Course & Community ➥ Get on the waitlist: https://30mpc.com/course ➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy ❏ More 30MPC ❏ ➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh…

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Stories of the Modern-Day Account Executive with Alex Kremer 22:04

28d ago22:04

22:04

Alex has three key stories from his experience working with sales professionals to share with you. Each one points out the importance of mastering both the inner and outer game of sales. He talks about the challenges of stepping into new roles, overcoming imposter syndrome, and learning to embrace failure as a tool for growth. Alex also discusses t…

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Lead Playbook: The Perfect 5-Stage Sales Process 49:53

1M ago49:53

49:53

Mark walks Armand through his step by step B2B sales process MARK'S PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of Global Sales @ Outreach Regional Sales Director @ School Specialty Planning & Student Development Sr. Account Management @ Great American Opportunities RESOURCES DISCUSSED The Sales Process Doc…

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249 (Sell) How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong) 39:57

1M ago39:57

39:57

FOUR ACTIONABLE TAKEAWAYS Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact. Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, mai…

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Everett Berry: Will AI-SDR Replace the SDR/BDR? 55:49

1M ago55:49

55:49

Everett Berry, Head of GTM Engineering at Clay.com, joins John Barrows to discuss AI's role in modern sales, the importance of curiosity and continuous learning, and the evolving landscape of sales development roles. With a background as a software engineer and former Head of Growth, Everett shares insights into balancing technology and sales, leve…

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Hall of Fame: Maddy Jackson 32:14

1M ago32:14

32:14

FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make …

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Don't Sell Yourself Short: Negotiating for What You're Worth with Devon Hennig 44:33

1M ago44:33

44:33

In this episode, Devon Hennig shares advice on how to negotiate job offers and maximize compensation, especially for senior leaders. Drawing from his own experience of leaving millions on the table early in his career, Devon discusses the common mistakes people make, the mindset shift needed to confidently negotiate, and why understanding the full …

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How to Ask For The Meeting and Make Sure They Show Up (Tenbound Podcast) 8:58

1M ago8:58

8:58

This is an except from the Tenbound podcast with David Dulany Check out the GTM podcast here: https://tenbound.com/podcasts/ Join our weekly newsletter Things you can stealKirjoittanut Armand Farrokh & Nick Cegelski

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248 (Lead) Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room) 36:26

1M ago36:26

36:26

ACTIONABLE TAKEAWAYS Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals. Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where y…

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Episode 295: Forecasting SHOULD NOT Exist! 1:01:31

1M ago1:01:31

1:01:31

Vlad Voskresensky is the Founder and CEO of Revenue Grid. Revenue Grid is an AI-Guided Selling platform that nudges sales teams with step-by-step guidance towards actions that bring the best results, shows deals at risk, and prioritizes tactics with the greatest impact. Vlad has worked with sales organizations in helping them move from old leadersh…

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247 (Sell) Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense) 40:04

1M ago40:04

40:04

ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to shar…

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Rupal Patel: From CIA to CEO - Leadership and Self-Discovery 53:11

1M ago53:11

53:11

Rupal Patel is an ex-CIA officer, two-time CEO, international speaker, best-selling author, crisis leadership expert, executive advisor, investor, philanthropist, and one of the most influential women of 2023. Rupal shares her journey from CIA to CEO, emphasizing self-awareness, authentic leadership, and the significance of values in actions. She d…

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Hall of Fame: Miles Kane 39:10

1M ago39:10

39:10

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers. Do not do the things that you're horrible at. Hire for the things that are not your strengths. Invest your time in enablement. You and your reps shoul…

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Balancing Doing and Being in Sales and Leadership with Chris Caldwell 42:27

1M ago42:27

42:27

Chris Caldwell talks about the balance between doing and being in sales and leadership. They discuss how knowing the right sales tactics isn’t enough if you’re not fully present and aligned with who you need to be. Chris shares his journey of realizing that his beliefs and mindset were holding him back, even when he knew exactly what to do. Togethe…

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The Future of Outbound Sales (Topline Podcast) 15:14

1M ago15:14

15:14

This is an except from the Topline podcast with Sam, AJ, and Asad Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast Join our weekly newsletter Things you can stealKirjoittanut Armand Farrokh & Nick Cegelski

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246 (Lead) Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend) 36:56

2M ago36:56

36:56

FOUR ACTIONABLE TAKEAWAYS Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue. When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a spec…

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Episode 294: Gautam Rishi, CEO and Co-Founder of OneShot.ai - A Leader’s Secret Weapon for Growth. 59:37

2M ago59:37

59:37

Gautam Rishi is the Co-Founder and CEO of OneShot.ai. After 2 decades of sales and sales leadership, Gautam has successfully led SaaS sales teams at every level and every size imaginable. He’s helped teams worldwide stand up new orgs, set performance records, move from startup through several funding rounds, and ultimately be acquired. And he’s don…

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245 (Sell) How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad) 40:28

2M ago40:28

40:28

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competito…

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Elyse Archer: Aligning Identity and Financial Goals for Quantum Sales Growth 1:00:39

2M ago1:00:39

1:00:39

John Barrows is joined by Elyse Archer, founder of Superhuman Selling and She Sells movements. Elyse, a 3X Salesforce Top Sales Influencer and thought leader featured in Forbes and Inc, shares her journey on developing self-worth, confidence in sales and how to embody the most successful version of yourself. The conversation dives deep into the imp…

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Hall of Fame: Nick Casale 39:31

2M ago39:31

39:31

FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by understanding lookalike conversations your team has had in the past. Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just …

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244 (Lead) How to Navigate Firing, Hiring, and PIPs as a Leader (Ken Amar, Agoge Prospecting School) 38:26

2M ago38:26

38:26

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission. When turning ar…

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Episode 293: Ryan Staley, CEO of Whale Boss - AI MasterClass Part 1: Using AI to Develop Mindset Programs for your Team Members 47:45

2M ago47:45

47:45

We just completed a worldwide study where we learned what Elite Leaders worldwide had prioritized and were finding “Most Challenging.” In this episode we share the top 6 “Most Challenging” leadership focus points and emphasize the challenge on the top of the list: Mindset Development of Team Members. Today, we welcome one of the Top AI for Sales Ex…

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A Better and Smarter Way to Develop Business with Tom Martin 23:47

2M ago23:47

23:47

Tom is a no-nonsense, straight-talking 30-year veteran of the sales & and marketing business and author of The Invisible Sale, who favors stiff drinks, good debates, and helping companies strategically grow by showing them how to create and turn conversations into customers. As an internationally recognized keynote speaker, founder of Converse Digi…

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243 (Sell) Mastering Multichannel Sales: How to Combine Cold Calls with Other Outreach (Sara Uy, Pareto) 35:52

2M ago35:52

35:52

FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. After sending a LinkedIn video, start by ask…

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Jeremy Hurewitz: How to Sell Like a Spy 52:49

2M ago52:49

52:49

In this episode, John Barrows sits down with Jeremy Hurewitz, an espionage expert, corporate intelligence agent, and author of “Sell Like a Spy.” Jeremy reveals the secret world of spycraft, offering insights on how techniques used by former CIA, FBI, and special forces operatives can revolutionize the way we build relationships and sell. You will …

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Hall of Fame: Charles Muhlbauer 35:10

2M ago35:10

35:10

FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest. Don't chase tennis balls. Create equal footing b…

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