Inside a 4 Billion Dollar Company Using AI to Supercharge Sales | w/ Stevie Case | Lead Ep. 335
Stevie Case breaks down how she’s building one of the most advanced outbound sales machines in SaaS—balancing AI-driven efficiency with human-first selling to achieve conversion rates that beat inbound.
🎙️ ACTIONABLE TAKEAWAYS:
Reverse-engineer ICP using AI and enrichment to find signals and stack-rank leads
Keep outreach human-first by using AI for prep but letting reps drive conversations
Build feedback loops with AI scoring while managers set coaching standards
Continuously refine by feeding win/loss data back into the prospecting engine
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
STEVE’S PATH TO PRESIDENT’S CLUB:
CRO @ Vanta
Vice President of Sales @ Twilio
Vice President of Sales and Growth @ Layer
RESOURCES DISCUSSED:
Jason Bay’s Cold Email ChatGPT Prompts
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7 Tactical Ways to Close Your Deals Faster (Without Being Pushy)
Time kills all deals—but it doesn’t have to. In this episode, you’ll learn 7 tactical plays you can use right now to compress your sales cycle, keep momentum high, and close deals faster without being pushy.
🎙️ ACTIONABLE TAKEAWAYS:
Always anchor next steps immediately after a meeting—sooner than they expect—to keep deals moving.
Work multiple steps in parallel instead of waiting on a slow, linear process.
Build trust early by calling demo attendees ahead of time for mini-discovery and alignment.
Use creative momentum-builders (mini-demos, exec-to-exec notes, timeline tests) to remove dead time and accelerate decisions.
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:
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My Honest Career Advice for Aspiring Tech Sales Reps | Lead Ep. 334
Nick Cegelski and Armand Farrokh tackle the biggest sales career questions—from landing your first SDR role to earning promotions, breaking into SaaS, and accelerating your path to President’s Club.
🎙️ ACTIONABLE TAKEAWAYS:
Stand out in interviews by skipping “spray and pray” applications—network with reps, cold email leaders, and show you can sell your way into the process.
Know when to stay or move on by evaluating the “four pillars”: learning, earning, growing, and connection. If only two are strong, it’s time to leave.
Avoid career-stalling habits like job-hopping for small pay bumps or choosing companies with poor growth. Prioritize strong leadership and investor backing.
Accelerate your career trajectory by shadowing top performers, over-indexing on work ethic early, and self-educating on both sales skills and your target industry.
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:
The Ultimate Cold Callign Framework
Minimum Viable Discovery Framework
Smart Money Venture Capital
How to Cut Your Sales Cycle in Half
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This Cold Call Opener Has a 50% Success Rate | Bite-Sized Tactics
Stop losing calls at “not interested.” In this video, you’ll learn a simple, agree-first pattern break that lowers resistance, keeps prospects talking, and earns permission to continue—without sounding pushy. We’ll also show you how to tune the delivery so it lands across regions and seniority levels, plus a quick practice plan so this flows on live calls.
What you’ll learn:
The agree-first pattern break that flips “no” into “go on”
Two follow-up nudges that lower defenses (playful and serious variants)
How to tune your delivery for different regions/roles (e.g., Germany vs. US; execs vs. ICs)
Why people reject salespeople but respond to humans—and how to signal that fast
A quick practice routine to make this feel natural on live calls
Watch our full interview with The Weirdest Sales Trainer: https://youtu.be/FDjZ6JHWzoE
RESOURCES DISCUSSED:
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Get Past ANY Gatekeeper with This Proven Cold Call Script
Learn 3 proven cold call tactics to get past any gatekeeper and reach decision-makers without lying, pitching, or wasting time. These step-by-step strategies will help you control the conversation, boost your connect rate, and book more meetings.
🎙️ ACTIONABLE TAKEAWAYS:
Adopt the “owner” mindset: Approach gatekeepers with confidence and authority—don’t over-explain, pitch, or try to befriend them. Your demeanor should signal that you belong.
Use the Triple Bypass Method: Start with the Slide By (simple ask to be connected), then provide Context (reason for calling without pitching), and finally lean on Social Proof (reference similar clients or prior outreach).
End with questions to stay in control: Always finish responses with a question like, “Would you let him know it’s Nick?” so you guide the conversation instead of letting the gatekeeper take charge.
Know when to pivot: If blocked repeatedly, don’t force it—try mobile numbers, off-hours calls, or different channels (email, LinkedIn, direct mail, referrals) to reach your prospect directly.
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:
Save a copy of these steps to bypass any gatekeeper here: https://www.30mpc.com/newsletter/3-steps-to-bypass-any-gatekeeper-on-a-cold-call
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Über 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.
Höre 30 Minutes to President's Club | No-Nonsense Sales, Alles auf Aktien – Die täglichen Finanzen-News und viele andere Podcasts aus aller Welt mit der radio.de-App
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