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 L...
How To Build An Elite Outbound Sales Team (Get Reps Dialing Fast)
Armand Farrokh breaks down the system he used to build a high-performing SDR organization, fixing culture, installing operating rhythms, sharpening targeting, and creating repeatable hiring and messaging processes.
⚡ Fix the energy first: Create buy-in, make tough personnel decisions fast, and build visible momentum.
📅 Install five weekly rhythms: Use Monday commitments, Tuesday and Thursday teardowns, Wednesday 1:1s, and Friday team dials to drive accountability, coaching, and culture.
🎯 Fix targeting before activity: Get reps focused on the right accounts and personas before demanding more calls, emails, or better copy.
#605 - How to Build a Cleaner Sales Pipeline in the Age of AI | Stevie Case
Stevie Case breaks down how modern sales leaders can use AI, clean CRM data, and human judgment to inspect pipeline, improve sales forecasting, and rethink outbound strategy.
Learn how to separate real pipeline from automated outreach “slop,” uncover what your best reps are doing differently, and build practical AI sales workflows without waiting on engineering.
🧱 Clean your data before layering on AI. Put governance around accounts, contacts, and opportunities so your AI systems are analyzing reality instead of CRM slop.
🔍 Inspect before you correct. When a rep...
#6043 - Upsell & Expansion Masterclass: 7 Lever to Grow Any Account
Most account managers wait for upsell opportunities. Mark Kosoglow and Armand Farrokh break down how great AMs create expansion pipeline by proving value, owning executive relationships, and systematically finding whitespace across their accounts.
🎯 Create expansion pipeline through value: Treat value delivery like prospecting: identify the executive outcome, deliver the proof, communicate it back, then earn the right to uncover what’s next.
🤝 Own the executive relationship: Partner with your CSM to keep execution on track while you stay above the weeds, connect the work to executive priorities, and turn customer...
#603 - How to Partner with Exec Assistants to Tilt Enterprise Deals in Your Favor | Laura McDonald
Laura McDonald breaks down how to multithread enterprise deals, reach the C-suite, and build buying committee consensus without getting trapped with one champion. Learn how to leverage executive assistants, map the real power base, and neutralize blockers before they kill your deal.
🎙️ ACTIONABLE TAKEAWAYS:
🪑 Build the three-legged stool: Get every critical stakeholder group to “green” instead of treating enterprise deals like a linear sales process.
🤝 Sell the executive meeting: Broker peer-to-peer introductions between executives instead of asking the C-suite to meet with another salesperson.
#602 - My Exact Prospecting Process That Got Me To President's Club 3X (Live Screenshare)
Three-time President’s Club winner Charlotte Johnson breaks down the exact prospecting process she uses to work her territory, prioritize the right accounts, and consistently build pipeline. She shares how she segments accounts, researches Tier 1 prospects, leverages signals and partners, writes messaging, and organizes her calendar so prospecting actually gets done.
🎯 Segment your territory by effort: Divide accounts into Signals, Tier 1s, and Volume so your time and personalization match the opportunity.
🤝 Use every path into Tier 1 accounts: Combine account research with internal connections, channel partners, previous conversations, and relevant trigger points to creat...
#601 - How to Build a Sales Team That Manages Itself | Tara DiCristo-Schmitt
Tara DiCristo-Schmitt breaks down the tactical sales leadership systems she uses to build predictable pipeline, coach reps, and create a culture of accountability. Learn how to inspect rep calendars, run better pipeline reviews, and catch performance problems before they hit quota.
📅 Eliminate calendar white space: Review reps’ calendars weekly and build two weeks ahead with net-new meetings, referrals, target accounts, and prospecting blocks so cancellations don't kill pipeline.
📊 Track “Days Without” key activities: Identify the leading indicator that drives revenue, then track how many days reps go without it to trigger c...
#600 - Prospect Says “We’re Doing This In-House” You’ll Say…
Jen Allen-Knuth and Nick Cegelski break down exactly what to do when a prospect tells you, “We’re going to build this in-house.” Instead of immediately defending your solution, you’ll learn how to build trust, uncover the beliefs behind their decision, and guide them toward seeing the risks of DIY for themselves.
You’ll learn to:
🔎 Seek to understand before you sell: Uncover why they want to build, how far along they are, who’s involved, and what they’re already worried about before trying to change their mind.
🤝 Help them succeed wi...
#599 - How to Make a 10x Impact as a New Sales Leader | Sean Gentry
Sean Gentry breaks down how new sales managers can prioritize high-impact changes, build team trust, and use AI to make smarter leadership decisions. Learn how to drive behavior change, improve sales performance, and build a stronger sales culture without micromanaging.
🎯 Find the 10x change: Prioritize the one change that improves performance across the entire sales team instead of fixing dozens of small problems.
📈 Measure behavior before results: In your first 90 days, track whether reps and managers are adopting the right behaviors before expecting lagging revenue results.
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#598 - How I Use Claude to Book 4-6 Meetings Every Week (Live Walkthrough)
Stop letting raw CRM data gather dust while you scramble to find high-intent prospects.
In this episode, Alex Murphy breaks down their exact playbook, including:
🧠 How to construct an AI "Intelligence Layer" using custom markdown documents ad CRM exports.
🎯 The step-by-step workflow to surface hot accounts with rich first-party signals.
🔄 How to build a continuous flywheel that gets your AI seller smarter every single week.
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You’re one step closer to President’s Club!:
📧 Jason Bay’s Cold Email ChatGPT Prompts :https://hubs.li/Q04sv-pC0
#597 - How to Sell the Way Buyers Want to Buy | Lindsay Dougherty ft. Consensus
Lindsay Dougherty shares how async selling helps enterprise reps create buyer momentum, speed up deals, and improve forecasting with short, strategic videos.
Lindsay teaches us:
🎥 Send demo videos early. Stop hiding your product behind meetings.
⚡ Use async content to speed up deals. Share quick videos buyers can watch anytime.
📊 Follow buyer engagement. Video views are stronger buying signals than promises.
You're one step closer to President's Club!
6️⃣ 6 Steps to Hitting 72% Close Rates
🏋 30MPC Training
🛠 Weekly Tactical Breakdowns
📚 Things you...
#596 - This Cold Email Formula Gets +20% Replies (Exact Templates)
Introducing: The 30MPC Sales Enablement Program → https://www.30mpc.com/enablement
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Stop sending generic cold emails that rot in your prospect's spam folder.
In this episode, Sam McKenna breaks down their exact playbook, including:
✉️ Engineering "Show Me You Know Me" subject lines that guarantee opens
🎯 Preempting objections inside the body copy to sell the meeting
📅 Executing weekend follow-up emails and soft LinkedIn touches that convert
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You’re one step closer to President’s Club!:
📧 Cold Email Course:https://hubs.ly/Q04rM...
Introducing: The 30MPC Enablement Program
Introducing: The 30MPC Sales Enablement Program → https://www.30mpc.com/enablement
Most sales training programs are an absolute waste of time.
A trainer shows up, sprays a bunch of theoretical nonsense telling you to "sell the value", and then disappears. 48 hours later your team hasn't changed a damn thing.
That's why we built the 30MPC Enablement Program: Your Team’s Step-By-Step Path to President's Club.
Actionable Courses: We teach your reps literally any skill from cold calling to negotiation.
Tailored Playbooks: We partne...
#595 - 6 Ways You're Killing Your Own Discovery Calls
You're losing deals before minute 10 because your discovery call feels like an interrogation or a demo.
In this episode, Jen Allen-Knuth breaks down her exact playbook, including:
📉 The 6 lethal discovery mistakes that make buyers lose respect for you—and how to fix them. 🎯 How to anchor your discovery to top-down CEO objectives instead of low-level pain points. 📋 The 7-step discovery flow that gets buyers to realize their status quo is too expensive to maintain.
You’re one step closer to President’s Club!:
📝 The Ultimate Multi-Threading an...
#594 - The Perfect Outbound Sequence: Scripts, Templates, Messaging
Most sellers burn great accounts by spamming the exact same pitch 14 times.
In this episode, Nick Cegelski and Armand Farrokh break down their exact playbook, including:
🔥The 10-to-14 touch multi-channel sequence that drives double-digit reply rates
🎯How to write 4-sentence cold emails using a single piece of research
📞The cold call opener and voicemail script that triples email reply rates
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You're one step closer to President's Club!
📦 Outbound Care Package: https://hubs.li/Q04qYFdF0
🏋 30MPC Training: https...
#593 - EXACTLY How to Build an Unstoppable Sales Team in 60 days
Burning through 20 meetings a week with zero revenue to show for it?
In this episode, Armand Farrokh breaks down their exact playbook, including:
🎯 How to define "The Slot" and purge low-intent deals from your pipeline.
🐉 The 3-Headed Hydra strategy to multi-thread directly to decision-makers.
🚗 How to run "Pimp My Ride" demos that show only what solves their specific pain.
You're one step closer to President's Club!
📦 Sales Leadership Care Package: https://hubs.li/Q04qnWYp0
🏋 30MPC Training: https://www.30mpc.com/course...
#592 - The Sales Process That Took Outreach From $0 To $250M
Most sales processes are completely backward because they track what the seller does, not how the buyer actually makes decisions.
In this episode, Mark Kosoglow breaks down their exact playbook, including:
🚀Shifting from traditional meeting-based stages to a 5-stage psychological agreement framework that prevents late-stage deal stalls.
💡Deploying a "Problem Hypothesis" led discovery call that builds instant executive authority and forces buyers to expose their real gaps.
🔥Using reference calls and deep-dive demos fluidly across any stage to dismantle justification anxiety and consensus paralysis.
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You're one...
#591 - $250M CRO Teaches: How to Master Sales Metrics
Nobody ever shows first-time sales leaders how to actually know their numbers.
In this episode, Mark Kosoglow breaks down their exact playbook, including:
📉 How to isolate L1 lagging metrics like qualified pipeline and use L2 conversion rates to pinpoint exact process gaps.
⚙️ The operational framework to instantly determine if a drop in your revenue chain is a team skill issue or a RevOps routing error.
📊 Why relying on simple historical time-based win rates lies to you, and how to transition to cohort tracking for true forecast accuracy.
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🔢...
#590 - The Complete Discovery Call Playbook (Build It From Scratch)
Most reps trap themselves in the red sea of crappy discovery by stopping at basic operational problems that CFOs refuse to fund.
In this episode, Armand and Nick break down their exact playbook, including:
🚀 Flipping the script on your agenda using the Purpose, Plan, and Outcome framework to disarm prospects in the first 90 seconds.
🌲 Dialing in your Discovery Tree to systematically force champion-level pain down into executive-level business impact.
⏱️ Running the 5-Minute Drill at the tail end of the call to prescribe the buying path, flush out tire kickers, a...
#589 - How to Build a World-Class SDR Team (Complete Playbook)
We've all felt the heavy silence of a sales floor trying to find its rhythm.
Armand Farrokh breaks down his playbook to turn an underperforming SDR team into an outbound machine.
Armand’s playbook includes:
🚀 The "Between You, Me, and the Wall" tactic to win over individuals privately before you ever address the group publicly.
📉 The 5 core weekly meetings you need to bookend your team's activity with raw energy and continuous coaching.
🔥 How to run a mock cold call filter during interviews to test for a...
#588 - The Perfect 30 Day Onboarding Program
Most sales onboarding plans are slow, academic, and completely distract sellers from actually selling.
In this episode, Armand and Nick break down their exact playbook, including:
🚀 How to get reps into the game safely using simulated mocks and SMB discovery loops.
📚 The exact 4-week calendar breakdown to balance industry, product, and sales execution training.
🔄 The 4 team rhythms you must run every week to keep your veteran reps sharp and constantly upskilling.
You're one step closer to President’s Club!
🚀 Sales Onboarding Plan Care Pack...
The 30MPC Sales Summer Camp!
In the month of July you can expect:
🔥 Four weeks of free sales training across prospecting, discovery, leadership, and executive selling.
🎒 Step-by-step playbooks for sellers and leaders, straight from 30MPC Enablement.
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You're one step closer to President's Club!
⛺ Summer Sales Camp
🏋 30MPC Training
🛠 Weekly Tactical Breakdowns
📚 Things you can steal and use today
#587 - Why Most Sales Teams Approach RFPs Wrong (Stop Wasting Time!) | Konnor Martin
Stop surrendering your team's time and resources to blind RFPs that are already rigged for your competitors.
In this episode, Konnor Martin breaks down his exact playbook, including:
🎯 Hijacking the clarification period to ask deep discovery questions instead of just defining basic requirements.
🛡️ Supplementing boring text spreadsheets with videos and hyperlinks to sell your differentiated value narrative.
⚔️ Calling the buyer's bluff by issuing a "no-bid" on heavily biased RFPs to force a real live conversation and regain leverage.
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You're one step closer to President...
#586 - Sales Masterclass: 40 Minutes to Go From Cold Call To Close
Tired of prospects hanging up on your cold calls or ghosting after discovery?
In this episode, Nick breaks down their exact playbook, including:
☎️ The "Mr. Miyagi" method to flip objections by agreeing and selling the test drive.
🌳 How to use a Discovery Tree to map operational annoyances to executive-level impact.
🎯 Moving away from meeting-based sales stages to verifiable buyer exit criteria.
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You're one step closer to President’s Club!
🏋 30MPC Training: 30mpc.com/training
📈 Cold Calling Course: https://hubs.li/Q04mZ_-x0
...
#585 - Conquering the end-of-deal chaos | 30MPC Hall of Fame
🛒 Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0
📢 Declare your levers early. There are four levers in a negotiation: Volume, timing of cash, length of commitment, and timing of the deal.
🤝 Trade discounts for predictability. Explain upfront that there is tremendous value in your ability to predict, and you are willing to pay for that predictability in the form of a discount.
⚖️ Paint the trade-offs. When power comes in asking for a final pound of flesh, hold firm by referring back to the levers you shared early and outlining the ne...
#584 - Negotiation Masterclass: 32 Minutes of Proven Negotiation Tactics (B2B Sales)
Stop surrendering your commission to buyers demanding unearned discounts at the goal line.
In this episode, Todd Caponi breaks down his exact playbook, including:
🎯 Scrambling the buyer's leverage when they demand a massive 40% discount
🛡️ Defending your payment terms and commitments without eroding trust
⚔️ Blocking the dreaded end-of-quarter deal slip to close on your terms
You're one step closer to President's Club!
🏋 30MPC Training: 30mpc.com/training
📈 [NEW] Negotiation Course: https://hubs.li/Q04ltNT30
🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0
📚...
#583 - The 7 Deadly Sales Negotiation Sins | 30MPC Hall of Fame
🛒 Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0
THE 7 DEADLY NEGOTIATION SINS:
⏳ Hiding the price. Delaying the price discussion kills trust. Set clear expectations early
🏎️ Discounts speed things up. They actually stall deals by signaling hidden flexibility.
🎁 Giving away freebies. Every unearned concession screams your price is fake. Always get something in return.
🗣️ Buying case studies. Never trade a discount for advocacy. Earn the case study through actual customer success.
📅 False certainty on "hold pricing". Use your negotiation levers to drive the timeline and reinforce v...
#582 - The Secret To Make Prospects Negotiate Against Themselves
We've all watched massive deals shrink when buyers chip away at your pricing. Todd Caponi live role plays negotiation tactics with Armand Farrokh to give no more than a 15% discount.
In this episode, Todd Caponi breaks down:
🛑 Buyers respect through leveraging your “willingness to walk away”
🛡️ Defending your pricing structure without hurting trust
🎯 Proving you’re already the winning vendor of choice
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🏋 30MPC Training: 30mpc.com/training
📈 [NEW] Negotiation Course: https://hubs.li/Q04ltNT30
🗣️ 5 Negotiation Talk Tracks: https://hubs.li/Q04ltBCK0<...
#581 - The Negotiation Playbook | 30MPC Hall of Fame
🛒Pre-Order Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0
Actionable Takeaways:
🤐 Context, price, shut up. Explain the mechanics, drop the number, and let them fill the silence.
👑 Lock down power. Don't talk numbers until you confirm they have the juice to actually sign.
🛑 Flinch & Trade. Act surprised at discount asks and never concede without a "give for get."
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You're one step closer to President's Club!
🏋 30MPC Training: 30mpc.com/training
🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0
📚 Thi...
#580 - How To Become Dangerously Good At Negotiation
We've all watched a massive deal slip away because a buyer played games. Nick Cegelski interviews Armand Farrokh and drops his playbook to help you negotiate better terms.
In this episode, Arman Farrokh breaks down his exact playbook, including:
🎯 Forcing a strict cost for every concession to kill endless buyer requests
🛡️ Executing a “fake walkaway” when a prospect demands an absurd 70% discount
🔥 Dialing in a high intent, low attachment mindset to control the entire deal
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You're one step closer to...
#579 - Removing the friction from your sales cycle | Todd Caponi | 30MPC Hall of Fame
In this episode, you can takeaway:
🎯 Acknowledging your competitors’ strengths + highlight where your features match needs
🤖 Getting price out early, and use it to disqualify
👔 Keep negotiation simple by anchoring pricing and trading value for dollars
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You're one step closer to President's Club!
📈 Negotiation Course: https://hubs.li/Q04k0BGj0
🏋 30MPC Training: 30mpc.com/training
🛠 Cold Email Data Report: https://hubs.li/Q04j3GHJ0
🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0
📚 Things you can...
#578 - Watch Me Cold Call For A Product I’ve Never Sold
Getting hung up on by any leader hurts, but it's the grind. Jason Bay flips the script and shows you how to bounce back and book meetings.
In this episode you’ll learn:
🎯 How to force a 20% conversion rate and lock high-ICP meetings on the books.
🤖 How to maintain high intent when buyers scramble your pitch
👔 Why analyzing 85 million cold emails will entirely transform your outbound strategy.
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You're one step closer to President's Club!
🏋 30MPC Training: www.30mpc.com/training
📞 Buy 5000 TitanX Credits Get 5000 Fr...
How to Win Deals Without Discounting Away Your Commission
Todd Caponi’s Four Levers Negotiating™ Course is now available for pre-order (early bird pricing until June 22): https://hubs.li/Q04jryL50
And to celebrate, we’re sharing four weeks of free content drops, new resources, and tactical sessions to help you on your sales negotiation journey.
Folks, we’re pumped for this one. Here's what to expect:
Four Levers Negotiating Course: https://hubs.li/Q04jryL50
5 Negotiation Scripts To Handle Any Pricing Objection: https://hubs.li/Q04jrz6G0
Live Masterclass with Todd Caponi...
#577 - Why Your AI Cold Emails Are Failing (And How to Fix Them) | Jason Bay
Your cold outreach reply rates are completely flatlining because of AI slop.
In this episode, Jason Bay breaks down how to:
🎯 Flip your sales funnel into a "martini glass" to go deep on fewer accounts.
🤖 Break through the AI noise by prioritizing messaging precision over mindless volume.
👔 Disqualify 90% of your weak pipeline so you only target high-intent prospects.
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You're one step closer to President's Club!
🏋 30MPC Training: 30mpc.com/training
📈 Cold Email Course: https://h...
#576 (Trailer) - I Ranked 5 Cold Emails And Rewrote The Best One
Full episode here
Most reps fire off bloated cold emails that bury the lead and pitch features instead of attacking real business problems.
In this episode, Jason Bay breaks down:
👔 Shrunk intros and hyper-targeted problem statements that expose competitor flaws.
🎯 Differentiated, "no-brainer" offers that flip a mediocre touchpoint into an undeniable booked meeting.
🤖 Lean, problem-centric formatting optimized for mobile feeds to force buyer action.
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You're one step closer to President's Club! Grab these...
#575 - How Parallel Dialing Makes You Better at Cold Calling | Suji Goetzke
Stop burning your territory by blindly calling massive lists of leads.
In this episode, Suji breaks down their exact playbook, including:
🎯 Forcing your focus into tight, 100-person lists built around clear pain points
🤖 Scrambling for fast research in under 30 seconds using past notes, LinkedIn, and AI
🛡️ Flipping the 18 most common objections using simple talk tracks pulled from 300M calls
You're one step closer to President's Club! Grab these resources to help you get there:
🏋 30MPC Training: 30mpc.com/training
📈 Cold Calling Course...
#574 - How To Be An ELITE Sales Leader (Copy This Playbook)
Sales is the only job where you can grind for 10 hours and still end the day feeling behind due to CRM chaos and internal fire drills.
In this episode, Mark Kosoglow breaks down his exact productivity playbook, including:
👔 The Executive Routine: How to structure your day for closing, not just scrambling.
🤖 AI Workflows: The 2 exact AI workflows saving top revenue pros the most time right now.
🎯 The 3% Forecast Rule: How to turn raw rep activity data into an airtight, predictable pipeline.
You're one step clos...
#573 - Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey | 30MPC Hall of Fame
Stop losing deals to "skeptical prospects" and lukewarm discovery calls. Master the art of the B2B sales conversation by aligning your tonality with your intent and asking the right questions to the right stakeholders.
In this video, Kevin Dorsey breaks down a high-impact sales discovery framework to help you uncover pain points, quantify impact, and build immediate trust with decision-makers.
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You're one step closer to President's Club! Grab these resources to help you get there:
🏋 30MPC Training: 30mpc.com/training 📈 Take Discovery to the next level: https://ww...
9 Psychological Sales Tactics to Instantly Raise Your Status
Tired of begging for meetings and feeling like you have zero control over your buyer interactions? Jeremy Miner reveals how flipping your mindset to high intent and low attachment forces prospects to actually qualify themselves to you. In this sales training breakdown, you will learn 9 actionable psychological tactics to instantly raise your status, including exactly how to handle a late prospect and the perfect phrase to drop right before a cold call pitch. Stop chasing B2B deals and start making buyers work for your time instead.
You're one step closer to President's Club...
#571 - How to Use AI to Identify the Perfect Time to Prospect | Brendan Short
Your AI Email Guide: https://www.30mpc.com/course/cold-email-course
Most reps use the same signals and get ignored. Brendan Short shows how to find timing signals no one else can see and turn them into outbound that actually gets responses.
🎙️ ACTIONABLE TAKEAWAYS:
1. Use hyper-specific signals tied to real pain, not generic triggers like funding or new hires.
2. Timing beats messaging, reaching out when pain exists matters more than perfect copy.
3. Stack multiple signals together to increase relev...
#570 - Cold Email Masterclass: Everything You Need To Book Meetings in 2026
Your AI Email Guide: https://www.30mpc.com/course/cold-email-course
Jason Bay gives a cold email masterclass on what actually gets replies in a market where most reps are ignored. Stop pitching your product and start with a specific company problem that creates urgency and shows you did your homework. Use relevant social proof and short, skimmable emails to build trust fast and make it easy to respond Write subject lines that look internal and use simple yes or no or offer-based CTAs instead of asking for time. Run multi-touch, multi-channel sequences with smart...
