Best Brian& Maddie Podcasts (2024)

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Leaving Law for Mental Health | Brian Njuguna 58:23

36m ago58:23

58:23

Grinding out a successful career as a young lawyer, Brian thought he knew the path laid out before him, until one particularly confronting case changed everything… Back then Brian had no idea embarking on his mental health journey would ultimately lead him to create a unique mental health support service called BeCognitive. Brian’s got a great stor…

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249 (Sell) Avoiding No Decision in Deals (Brian LaManna, Gong) 39:57

1h 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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Hall of Fame: Maddy Jackson 32:14

2d 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 …

1
How to Ask For The Meeting and Make Sure They Show Up (Tenbound Podcast) 6:28

2h 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 stealBy Armand Farrokh & Nick Cegelski

1
248 (Lead) Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room) 36:26

1d 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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Accepting I'm on the Spectrum | Callum Reid 48:56

3d ago48:56

48:56

Most of us have had times in our lives when we’ve felt like we don’t fit in, but what if you always felt out of place no matter where you are? That’s the reality for many people on the Autism Spectrum, who are known as 'neurodivergent' a name given to those whose brain processes information in a way that’s different to the majority. At 28, Callum R…

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

7d 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…

1
Hall of Fame: Miles Kane 39:10

4d 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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Finding Flow Through Quiet Time with Brian Plachta 54:44

6d ago54:44

54:44

Send us a text In today’s episode, I’m talking to a fellow Awakenpedia partner Brian Plachta - attorney-turned-author, spiritual mentor, and teacher. Brian holds a master’s degree in Pastoral Counseling and is a certified Spiritual Director. After taking a spiritual gifts inventory in his 30s, he discovered God was inviting him to a life of writing…

1
The Future of Outbound Sales (Topline Podcast) 12:44

7d 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 stealBy Armand Farrokh & Nick Cegelski

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

8d 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…

1
245 (Sell) Winning Competitive and Rip & Replace Deals (Jason Bay, Outbound Squad) 40:28

10d 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…

1
Taming My OCD | Matt Forrester 34:39

11d ago34:39

34:39

Obsessive Compulsive Disorder is often misunderstood. We commonly think of OCD as a need to keep things in order or being a germaphobe, but the reality can be far more life altering. Matt’s experience of OCD was coloured by a constant barrage of intrusive thoughts so intense that it drove him to make an attempt on his life. It was the peak of the c…

1
Hall of Fame: Nick Casale 39:31

11d 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

15d 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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243 (Sell) Mixing in Other Channels With Cold Calls (Sara Uy, Pareto) 35:52

17d 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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Mental Health in Footy | Tom Jonas 46:01

18d ago46:01

46:01

Countless young Aussies grow up playing sport, dreaming of life as a professional athlete. Making a career out of playing the game you love sounds perfect; but as Tom Jonas will tell you, there’s more to it than meets the eye. The former Port Adelaide captain's 13 season AFL career came to an end in 2023 after a rollercoaster year of inner turmoil.…

1
Hall of Fame: Charles Muhlbauer 35:10

18d 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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How to Inner Engineer Yourself with Cam Pereira 56:47

22d ago56:47

56:47

Send us a text In today’s episode, I’m talking to my dear friend Cam Pereira - a fellow countryman, Chemical Engineer, and former co-worker in the aluminum manufacturing industry. A reflective moment in his life a few years back, led him to take Sadhguru’s Inner Engineering program, after which he felt called to dive deeper into his inner experienc…

1
242 (Lead) Be The Sales Leader Your Reps Need (David Priemer, Cerebral Selling) 39:50

22d 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…

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

24d 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 SquadBy Armand Farrokh & Nick Cegelski

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Hall of Fame: Chase Macaione 39:12

29d 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…

1
Sell Playbook: The 5 Most Common Cold Call Objections 11:22

28d 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 stealBy Armand Farrokh & Nick Cegelski

1
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…

1
Live Book Summary: Cold Calling Sucks (And That’s Why It Works) 58:37

30d 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 stealBy Armand Farrokh & Nick Cegelski

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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 …

1
Finding Courage Against Cancer | Kish Modi 52:17

1M ago52:17

52:17

Many of us go through life believing we’re the ones in control; that nothing is going to go terribly wrong if we do the right thing and look after ourselves. But sometimes, when we least expect it, life can be cruel and wildly unfair, reminding us of the fragility of our existence. Everything was ticking along nicely for Kish, enjoying a night out …

1
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-…

1
How to Make Waves of Good with Tyler Skinner 45:33

1M ago45:33

45:33

Send us a text In today’s episode, I’m talking to Tyler Skinner – mother of two girls, founder, creative strategist and connector at Women Making Waves - a supportive community that facilitates women's confidence, competence and connectivity both to themselves and others. Tyler has been a women’s advocate since her early 20’s and her vision is to b…

1
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 stealBy Armand Farrokh & Nick Cegelski

1
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…

1
Get a Grip on Porn & Sex Addiction | Dr Paula Hall 1:03:35

1M ago1:03:35

1:03:35

How much porn are you watching? And how much sex are you having?... They're questions that'll get your guard up like nothing else; and although sex and porn are experienced by most people on Earth, when it comes to taking a frank look at our own sexual behaviour, many of us feel the pressure to minimise, exaggerate or avoid it altogether. In this e…

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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…

1
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…

1
Sell Playbook: Cold Call Openers 9:00

2M 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 stealBy Armand Farrokh & Nick Cegelski

1
237 (Lead) Taking a Startup To Market With Founder Led Sales (Peter Kazanjy, Atrium) 27:11

2M 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…

1
The Ripple Effect: Rising from a Tragic Chain of Events | Maddie Mortimer 1:06:35

2M ago1:06:35

1:06:35

Raising two daughters with his wife in a happy home, Warren Gunns never could’ve predicted the devastating chain of events that would befall his family. His eldest, Maddie was 13 years old when she was sexually assaulted on a holiday, a trauma that led to a life-threatening eating disorder, which put pressure on her parents relationship. Maddie had…

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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…

1
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…

1
Shifting Paradigms to Find Abundance with Jacqui Bongiovani 49:49

2M ago49:49

49:49

Send us a text Introduction In today’s episode, I’m chatting with Jacqui Bongiovani – a National Board-Certified Health & Wellness Coach, Chopra Certified Meditation Teacher, Yoga teacher and podcaster. Jacqui completed her health coach training at the Institute for Integrative Nutrition (IIN) where she immersed herself in holistic health, wellness…

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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…

1
The Podcast for Young Men & Their Loved Ones 0:19

2M ago0:19

0:19

Young Blood - Men’s Mental Health is the award-winning volunteer video podcast dedicated to young men's mental health. This life-changing archive of lived experience exists to share authentic stories of hardship, resilience and recovery, told by men under 40 and their loved ones from all walks of life; proving that no matter what you're going throu…

1
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…

1
Conversation with A Couples Counsellor | Nicholas Purcell 56:31

2M ago56:31

56:31

Love, it's something we all want and need; something most of us are either trying to find or trying to hold on to...We feel love as an emotion, we love others as an action... we can be in love and fall out of love; it's life's most powerful mystery and we can't solve it alone! Today's guest is Nicholas Purcell, a psychotherapist specialising in cou…

1
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]…

1
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 …

1
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…

1
232 (Sell) The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC) 44:55

2M ago44:55

44:55

TOP ACTIONABLE SALES TAKEAWAYS: Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily. Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins. Act as if achieving approvals for concessions …

1
Out of Darkness into the Light | Luke Wilson 1:41:51

2M ago1:41:51

1:41:51

Surrounded by violence and despair from the moment he was born, Luke’s childhood memories are riddled with pain and darkness…Sexually abused at the age of 5, and again at 14, confusion and fear became primary emotions as his life quickly spiraled in the fight for survival.Despite having his mother's enduring loved, Luke seemeddestined for incarcera…

1
Hall of Fame: Will Padilla Ep. 129 29:38

2M ago29:38

29:38

FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on…

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