Best Maddie Keller Podcasts (2024)

1
Hall of Fame: Ryan Reisert Ep. 6 31:18

1h 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
235 (Lead) Habits of Highly Effective Sales Leaders (Jordan Chavez, Navan) 38:52

1h 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
234 (Sell) Keeping Your Deals Moving Forward With Discovery and Multithreading (Maddy Jackson, Weblow) 39:27

3h 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
Hall of Fame: Talha Husayn Ep. 119 33:00

10h 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

6d 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

4d 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

6d 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
Hall of Fame: Will Padilla Ep. 129 29:38

7d 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…

1
Lead Playbook: Fixing Your Pipeline Problem 41:26

11d ago41:26

41:26

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those Have Account Executives dedicate 20% of …

1
231 (Sell) Building Your Business Case from Day One (Spencer Ivey, Webflow) 39:04

13d ago39:04

39:04

FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, …

1
Hall of Fame: Stevie Case Ep. 175 38:05

14d ago38:05

38:05

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, …

1
230 (Lead) Enabling Sales Teams And Keeping Reps Accountable (Jason Bay, Outbound Squad) 38:08

19d ago38:08

38:08

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Hold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust prospecting efforts to ensure accountability and goal achievement. When implementing new initiatives, enlist team members who excel in those areas as champions. Their involvement and sharing of ex…

1
229 (Sell) Handling Cold Call Objections & Follow Up Strategies (Lylle Ryals, RocketReach) 32:56

20d ago32:56

32:56

TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, …

1
Hall of Fame: Shay Keeler Ep. 160 38:39

22d ago38:39

38:39

FOUR ACTIONABLE TAKEAWAYS Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time. If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo. When you’re waiting for them to finish the competitive evaluation, m…

1
228 (Lead) Managing Managers and Diagnosing Low Performance (JD Miller, Kantata) 41:29

26d 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…

1
227 (Sell) Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2) 37:21

28d 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…

1
Hall of Fame: Vin Matano Ep. 142 33:54

29d 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…

1
Product Roadmap: Q3 2024 (Book launch, care package, 5 weeks of phones, host change) 20:40

1M ago20:40

20:40

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…

1
226 (Lead) Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ) 38:27

1M 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…

1
225 (Sell) Prospecting Technical Buyer Personas and LinkedIn Outreach (Robin De Vries, MongoDB) 33:30

1M 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…

1
Hall of Fame: Discovery Ep. 113 31:14

1M 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…

1
224 (Lead) Running Sales Team Meetings That Actually Move The Needle (Armand Farrokh, 30MPC) 42:42

1M 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…

1
223 (Sell) Unconventional Approaches to Cold Calling (Matthew Mazankowski, Boomerang 31:59

1M 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…

1
Hall of Fame: Kevin "KD" Dorsey Ep. 134 27:59

1M 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…

1
222 (Lead) Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage) 33:07

2M 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…

1
Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand) 27:20

2M 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…

1
Hall of Fame: Ryan Reisert Ep. 118 34:38

2M 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…

1
221 (Lead) Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey) 35:51

2M 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…

1
Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand) 37:36

2M 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,…

1
Hall of Fame: Chris Orlob Ep. 123 30:38

2M 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…

1
220 (Lead) Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant) 32:01

2M 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 …

1
219 (Sell) Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore) 34:03

2M 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…

1
Hall of Fame: Henry Schuck Ep. 146 28:55

2M 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…

1
How To Move Indecisive Customers With The JOLT Effect 58:03

2M 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…

1
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…

1
May Special: Negotiation ft. Chris Voss (part 2) 30:38

3M 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…

1
Hall of Fame: Miles Kane Ep. 103 28:47

3M 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…

1
216 (Lead) Enterprise Pipeline Reviews & Deal Planning (Greg Baumann, Outreach) 33:05

3M 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…

1
Season 4: Episode 5 - AJ Ridener and Jaelen Tucker 25:23

3M ago25:23

25:23

Season 4 Episode 5 of the Brand Squad Podcast, Les Thomas sits down with AJ Ridener and Jaelen Tucker from the Oklahoma State Football team. Sit back and enjoy this hilarious duo as they give insight to their childhood and being apart of a team that brings so much joy to the Stillwater community!🤠🧡 Follow AJ and Jaelen on Instagram: AJ Ridener : @a…

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

3M 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…

1
Hall of Fame: Charles Muhlbauer Ep. 46 32:52

3M 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…

1
214 (Lead) Overcoming Team Call Reluctance and Setting Activity Benchmarks (Ken Amar, Agoge Prospecting School) 34:36

3M 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…

1
213 (Sell) Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive) 30:30

3M 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 …

1
Hall of Fame: Morgan Melo Ep. 130 32:35

3M 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…

1
Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent 29:00

3M 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,…

1
212 (Sell) Testing Champions and Getting to Power (Maddy Jackson, Webflow) 29:21

3M ago29:21

29:21

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
Hall of Fame: Krysten Conner Ep. 137 30:15

3M ago30:15

30:15

FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What’s prompting that need?”. You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem). Use individual contributors, like AEs, for inside intel on th…

1
Season 4: Episode 4 - Lily Corbin and Maddie Milo 1:06:38

3M ago1:06:38

1:06:38

On this brand new episode, Les Thomas sits down with Equestrian riders Lily Corbin and Maddie Milo. Sit back, relax and take it all in on how their love for riding started, their favorite horses and how they arrived to Oklahoma State joining a team that continuously breaks records! 🧡🤠🥇Follow Lily and Maddie on Instagram: Lily Corbin: @lilycarolinec…

1
Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent 22:44

3M ago22:44

22:44

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Name and define your competencies Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic. Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Indust…

1
211 (Sell) Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik) 33:28

3M ago33:28

33:28

FOUR ACTIONABLE TAKEAWAYS Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them. Avoid name-dropping obscure customers. When you…

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Maddie Keller Podcasts

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