Лучшие подкасты про Nonsense Club (2024)

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228 (Lead) Managing Managers and Diagnosing Low Performance (JD Miller, Kantata) 41:29

4d ago41:29

41:29

FOUR ACTIONABLE TAKEAWAYS: Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quantitative and qualitative seller performance data. Maintain frontline manager capacity at optimal levels (typically up to eight sellers per manager) to ens…

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Why do we say people are falling asleep? With Abby Wambaugh 48:52

5d ago48:52

48:52

The very funny Abby Wambaugh joins Tiernan this week to talk toilet rocks and answer Parker's very important question about falling asleep. 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…

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227 (Sell) Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2) 37:21

6d ago37:21

37:21

ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect. Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options: Explicitly ask them what conditions need t…

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Hall of Fame: Vin Matano Ep. 142 33:54

7d ago33:54

33:54

FOUR ACTIONABLE TAKEAWAYS Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday. Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email. The email channel can get flooded; get creat…

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Product Roadmap: Q3 2024 (Book launch, care package, 5 weeks of phones, host change) 21:40

10d ago21:40

21:40

Here's and update on our reflections from Q2 and what we have planned for July-September 2024 on 30 Minutes To Presidents Club. ❏ Cold Calling Sucks (And That's Why It Works) ❏ ➥ Get your Cold Call Care Package: https://30mpc.com/coldcall ➥ Sign up for the preorder release event on objections: https://tactics.30mpc.com/how-to-handle-any-objection-o…

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226 (Lead) Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ) 38:27

11d ago38:27

38:27

FOUR ACTIONABLE TAKEAWAYS: Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices. Implement a weekly automated report that evaluates closed lost deals, identify recurring themes or challenges, which can then be addressed in trainings with the team. Customize training programs bas…

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Why are farts rude when everyone does it???????? With Matt Kirshen 58:10

12d ago58:10

58:10

Matt Kirshen joins the podcast once again, to talk all about his pasta computers and answer NINA's Q about farts. Even though he's never done one. Sorry about the er...technical errors on this show...ahem. 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-bc17b8dcac8…

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225 (Sell) Prospecting Technical Buyer Personas and LinkedIn Outreach (Robin De Vries, MongoDB) 33:30

13d ago33:30

33:30

FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach All personas exist on LinkedIn, don't write it off as a pro…

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Hall of Fame: Discovery Ep. 113 31:14

14d ago31:14

31:14

FOUR ACTIONABLE TAKEAWAYS Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone. Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem. Get your pro…

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224 (Lead) Running Sales Team Meetings That Actually Move The Needle (Armand Farrokh, 30MPC) 42:42

18d ago42:42

42:42

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3" Consider running team training on Fridays to give reps the weekend to digest and when there are fewer distractions The mantras of the Monday morning meeting, if it's the beginning of the month you're talking a…

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Are pillows made out of pills or cotton? With Eleri Morgan 45:04

19d ago45:04

45:04

The amazing Eleri Morgan joins the podcast this week to talk about big sand, and help Tiernan answer a question from 'Not Banana' about pillows. 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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223 (Sell) Unconventional Approaches to Cold Calling (Matthew Mazankowski, Boomerang 31:59

20d ago31:59

31:59

Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time When telling…

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Hall of Fame: Kevin "KD" Dorsey Ep. 134 27:59

21d ago27:59

27:59

FOUR ACTIONABLE TAKEAWAYS PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business. Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions. When someone tells you what they want, restate it as a pain point…

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222 (Lead) Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage) 33:07

24d ago33:07

33:07

FOUR ACTIONABLE TAKEAWAYS Structure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they intend to book, then review a good & bad call, finally talk about their career goals Set the expectation with your SDR they need to drive the agenda from onboarding onwards Do a SDR forecast b…

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How do you grow potatoes if potatoes don’t have seeds? With Ryan Denham 57:10

26d ago57:10

57:10

Writer, comedian and cutter of tarantulas' hair Ryan Denham joins Tiernan this week to help answer Máire the Great's question about potatoes. 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 YO…

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Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand) 27:20

27d ago27:20

27:20

FOUR ACTIONABLE SALES TAKEAWAYS Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research Set a PPO agenda, coving the purpose, plan, and outcomes of the call Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their e…

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Hall of Fame: Ryan Reisert Ep. 118 34:38

28d ago34:38

34:38

FOUR ACTIONABLE TAKEAWAYS Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels. Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible. Document your channel validation. For phones: direct vs operator, validated vs not validated, etc. F…

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221 (Lead) Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey) 35:51

1M ago35:51

35:51

FOUR ACTIONABLE TAKEAWAYS When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that Coach forward vs. backwards, coach to prepare so that future performance will be better and they feel more prepared for actual scenarios approaching Have e…

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Am I alive because alive is a made up word? With Peasoup Comedy 56:43

1M ago56:43

56:43

Katie and Matthew aka Peasoup Comedy join Tiernan this week fresh from an accidental trip through time on a bus, to answer Oskar's very deep and meaningful questions. 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/C…

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Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand) 37:36

1M ago37:36

37:36

FOUR ACTIONABLE SALES TAKEAWAYS Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped Aim to uncover the prospect's situation, problems,…

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Hall of Fame: Chris Orlob Ep. 123 30:38

1M ago30:38

30:38

FOUR ACTIONABLE TAKEAWAYS Ask your inbound leads what prompted them to take the call. Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery. Categorize buyers’ answers into problem language or solutions language. Buyers often answer “pr…

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220 (Lead) Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant) 32:01

1M ago32:01

32:01

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing incentive will move the close date Ask the same 5 questions …

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If potatoes are a vegetable are potato crisps vegetable crisps?!? With Edy Hurst 58:53

1M ago58:53

58:53

Edy Hurst joins Tiernan once again to discuss his wardrobe having Narnia in it and also to answer Josef's question about potato crisps. EDY HURST'S WAR OF THE WORLDS PODCAST IS HERE: https://www.edyhurst.co.uk/podcast 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…

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219 (Sell) Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore) 34:03

1M ago34:03

34:03

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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Hall of Fame: Henry Schuck Ep. 146 28:55

1M ago28:55

28:55

FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it. Turn the CEO's team into your champions to get the ins…

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How To Move Indecisive Customers With The JOLT Effect 58:03

1M ago58:03

58:03

Top performers deal with buyer hesitancy just like everyone else. Their secret to driving deals forward? A simple framework for handling indecision. In this show, Matt Dixon and Jen Allen-Knuth will teach you how to use this game changing framework (called the JOLT effect) to move even the most hesitant buyers forward… No matter where they are in y…

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218 (Lead) Rep Shadowing & Ridealongs Done Right (Paul Canty, Pulley) 30:59

2M ago30:59

30:59

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Shadowing to remind yourself and your reps of the basics to spot opportunity areas Setting a goal without a "how" is not a real goal, you have to understand how a rep is going to reach the goal while setting them Always level with reps before you shadow a call to clarify the role they want you to play on the cal…

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Where is Rochdale? With Athena Kugblenu 1:00:48

2M ago1:00:48

1:00:48

Radio Nonsense meets Bust or Trust to become...er...Nonsense or Trust? Bust or Radio? Radio Bonsense? Athena Kugblenu helps Tiernan answer Gavin's important questions about Rochdale. Meanwhile, does Linda exist? Pre-Order Athena's kids book 'Historys Most Epic Fibs" here: https://www.waterstones.com/book/historys-most-epic-fibs/athena-kugblenu/9781…

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May Special: Negotiation ft. Chris Voss (part 2) 30:38

2M ago30:38

30:38

FOUR ACTIONABLE TAKEAWAYS When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions…

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Hall of Fame: Miles Kane Ep. 103 28:47

2M ago28:47

28:47

FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap to the buyer of where they are in the journey after every discovery call. Prime your champion with the nuances of your product / MSA and be ready to jum…

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216 (Lead) Enterprise Pipeline Reviews & Deal Planning (Greg Baumann, Outreach) 33:05

2M ago33:05

33:05

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask your reps to think about the "first win" they can make with a large account Look for "Alumni" who have recently left key accounts who might be able to make introductions or provide information for your reps to use Have your reps record "Last Activity" and "Next Meeting" on their opportunities so you can quic…

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What happens to toilet paper once it’s been flushed down the toilet? With Andy Barr 55:52

2M ago55:52

55:52

Andy Barr joins the podcast this week to discuss balancing cans of tuna and sleeping, while helping to answer Anonymous and Rhino's questions about toilet paper. 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/Comedy…

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May Special: Negotiation ft. Chris Voss (Part 1) 32:37

2M ago32:37

32:37

FOUR ACTIONABLE TAKEAWAYS Condition your prospect for future interactions by giving them time back in their calendar & leaving them on a positive note Do not talk to people when they are distracted, Labelling someone's emotion builds trust and gets them to tell you more information for example "It seems like the value isn't there for you" If someon…

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Hall of Fame: Charles Muhlbauer Ep. 46 32:52

2M ago32:52

32:52

Four Actionable Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on humbling disclaimers before asking the tough questions. Bring the future to the present: let’s pretend you love what you see...what happens next? Disco flow: High level context > raise issues > identify key issue > get a story > impa…

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214 (Lead) Overcoming Team Call Reluctance and Setting Activity Benchmarks (Ken Amar, Agoge Prospecting School) 34:36

2M ago34:36

34:36

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Do a "headhunting drill" and have your new reps call your own executive team SDRs should have 300-400 prospects in sequence Test your rep's call from numbers to be sure they aren't being marked as "spam likely" Sit next to reps with slow workflows to observe what's slowing them down PATH TO PRESIDENT’S CLUB Cons…

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Why do stink bugs stink???? With Sarah Mills 52:45

2M ago52:45

52:45

The very funny Sarah Mills takes a break from teaching worms to dance and helps Tiernan this week with an excellent question from Oona all about stink bugs. 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/ComedyClub4…

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213 (Sell) Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive) 30:30

2M ago30:30

30:30

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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Hall of Fame: Morgan Melo Ep. 130 32:35

2M ago32:35

32:35

FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation. Mirror multithreading in the sales cycle. Bring a VP for a CX…

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Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent 29:00

2M ago29:00

29:00

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company. When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway. Sell early,…

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Why are banana’s slippery? With Andrew Barnett Jones 1:04:56

2M ago1:04:56

1:04:56

Andrew Barnett Jones takes a break from making his anti-anti-perspirant and writing on all the TV shows (Mr Bean, Lloyd of the Flies, Boy Girl Dog Cat Mouse, Numberblocks and more) to help Tiernan answer Ave's important question about bananas. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com…

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