พอดคาสท์ Nonsense Club ชั้นนำ (2024)

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How to Ask For The Meeting and Make Sure They Show Up (Tenbound Podcast) 6:28

1d ago6:28

6:28

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 stealโดย Armand Farrokh & Nick Cegelski

1
Are zebras spicy horses? With Adam Kay and Henry Paker 49:12

4d ago49:12

49:12

Adam Kay and Henry Paker join Tiernan to answer Marce's amazing question about zebras, and also talk about their new book Dexter Proctor - The 10 Year Old Doctor. Plus a competition to win a copy of the book! ORDER DEXTER PROCTOR HERE: https://www.penguin.co.uk/books/458753/dexter-procter-the-10-year-old-doctor-by-kay-adam/9780241668597 JOIN THE AD…

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

3d 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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247 (Sell) Asking Discovery Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense) 40:04

5d 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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Hall of Fame: Miles Kane 39:10

6d 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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The Future of Outbound Sales (Topline Podcast) 12:44

9d ago12:44

12:44

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 stealโดย Armand Farrokh & Nick Cegelski

1
246 (Lead) Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend) 36:56

10d 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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Why can we not eat grass but be able to eat spinach because they are both plants? With Lizzie Daykin 54:40

11d ago54:40

54:40

Lizzie Daykin, pickle defender, joins Tiernan this week to answer Mollie's important question about grass vs spinach. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND …

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245 (Sell) Winning Competitive and Rip & Replace Deals (Jason Bay, Outbound Squad) 40:28

11d 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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Hall of Fame: Nick Casale 39:31

13d 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) Fixing Underperforming SDR Teams & Reps (Ken Amar, Agoge Prospecting School) 38:26

17d 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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Radio Nonsense Out of Office Message 2 6:18

18d ago6:18

6:18

Another little out of office message while Tiernan is on holiday. Normal Radio Nonsense will resume in September. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND NONS…

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243 (Sell) Mixing in Other Channels With Cold Calls (Sara Uy, Pareto) 35:52

19d 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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Hall of Fame: Charles Muhlbauer 35:10

20d 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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242 (Lead) Be The Sales Leader Your Reps Need (David Priemer, Cerebral Selling) 39:50

24d ago39:50

39:50

FOUR ACTIONABLE TAKEAWAYS Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload. When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for. Be transparent with your team a…

1
Radio Nonsense Out of Office Message 1 7:55

25d ago7:55

7:55

A little out of office message while Tiernan is on holiday. Normal Radio Nonsense will resume in September. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND NONSENSE T…

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Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad) 51:41

26d ago51:41

51:41

Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call RESOURCES DISCUSSED Join our weekly newsletter Things you can steal The Book on Cold Calling Outbound Squadโดย Armand Farrokh & Nick Cegelski

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Hall of Fame: Chase Macaione 39:12

27d ago39:12

39:12

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call. Have reps come in with a h…

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Sell Playbook: The 5 Most Common Cold Call Objections 11:22

29d ago11:22

11:22

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them. Join our weekly newsletter Things you can stealโดย Armand Farrokh & Nick Cegelski

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241 (Lead) How to Coach Account Executives on Discovery (Sean Gentry, WebFlow) 36:38

1M ago36:38

36:38

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused. Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays. Assess early-stage deals by confirming if there…

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Live Book Summary: Cold Calling Sucks (And That’s Why It Works) 58:37

1M ago58:37

58:37

Hey folks, today's the day. The book is officially live and the digital version is only $1 until Friday. You can get the book here :) - From your two favorite 30MPC sales goons, Armand and Nick Join our weekly newsletter Things you can stealโดย Armand Farrokh & Nick Cegelski

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Where are all the glow in the dark birds gone? With Kit Sullivan 48:22

1M ago48:22

48:22

Kit Sullivan joins Tiernan, sometimes on the record and sometimes off the record, to answer questions about glow in the dark birds. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIO…

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240 (Sell) Parallel Selling to Speed Up Your Deals (Samantha McKenna, #samsales Consulting) 38:54

1M ago38:54

38:54

ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask …

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Hall of Fame: Will Padilla Ep. 163 34:58

1M ago34:58

34:58

FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-…

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Sell Playbook: Value Propositions on Cold Calls 12:09

1M ago12:09

12:09

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls Join our weekly newsletter Things you can stealโดย Armand Farrokh & Nick Cegelski

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239 (Lead) How To Avoid Hiring The Wrong Reps (John Sherer, Growth Assistant) 35:08

1M ago35:08

35:08

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales. Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations. If unsure about a hi…

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So...the problems with cheese, discuss - With Lorna-Rose Treen 49:05

1M ago49:05

49:05

Laura-Rose Treen and her musical toes join Tiernan to, as Rosie has asked, discuss cheese. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND NONSENSE TOO. SEND THEM IN …

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238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training) 40:03

1M ago40:03

40:03

FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solutio…

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Hall of Fame: Sara Plowman Ep. 196 39:04

1M ago39:04

39:04

FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your con…

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Sell Playbook: Cold Call Openers 9:00

1M ago9:00

9:00

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls Join our weekly newsletter Things you can stealโดย Armand Farrokh & Nick Cegelski

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237 (Lead) Taking a Startup To Market With Founder Led Sales (Peter Kazanjy, Atrium) 27:11

1M ago27:11

27:11

FOUR ACTIONABLE FOUNDER TAKEAWAYS Your first customers should come from the founder Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are. If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing…

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In the age of Victorians would it be illegal to shake your booty? With Tom Gidman 54:46

2M ago54:46

54:46

Giant Tom Gidman comes down to Radio Nonsense to talk about mountains being smaller and answer Finbarr's question about Victorian booty shaking. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED…

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236 (Sell) Asking Buyers Tough Questions to Avoid Deal Killers (Steven Bryerton, ZoomInfo) 39:38

2M ago39:38

39:38

FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team. Avoid showing too much software to prevent prospects from associat…

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Hall of Fame: Ryan Reisert Ep. 6 31:18

2M ago31:18

31:18

FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PAT…

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235 (Lead) Habits of Highly Effective Sales Leaders (Jordan Chavez, Navan) 38:52

2M ago38:52

38:52

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently Always be recruiting (ABR) - Regularly connect with potential talent on LinkedIn to build relationships before you need to hire. Designate specific days for different tasks - Monday for one-on-ones, Tuesday fo…

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Can a panther grow a moustache? With Monica Gaga 45:22

2M ago45:22

45:22

The brilliant Monica Gaga returns to the podcast and helps Tiernan answer an important question about panthers. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND NONSEN…

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234 (Sell) Keeping Your Deals Moving Forward With Discovery and Multithreading (Maddy Jackson, Weblow) 39:27

2M ago39:27

39:27

FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals and improve win rates. Turn situations into problems by asking questions that highlight known pain points with competitors. If ghosted late in the deal c…

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Hall of Fame: Talha Husayn Ep. 119 33:00

2M ago33:00

33:00

FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X]…

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Sell Playbook: The Ultimate Cold Calling Masterclass 1:00:51

2M ago1:00:51

1:00:51

To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call. From handling objections to organizing your calendar, this episode has got it all. Pre-order a copy of our cold calling book and get it …

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233 (Lead) How to Interview Sales Reps and Avoid Mishires (Brooke Freedman, Chameleon) 38:57

2M ago38:57

38:57

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs. Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities. Replaying specific parts of a role play multiple times can…

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If a mule is half donkey, half horse can there be a humkey, which is half person, half monkey? With Tom Bell 50:50

2M ago50:50

50:50

Expert in real ghost trains and business meetings Tom Bell joins Tiernan to answer Ellis's question about 'humankeys' JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND …

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