Best McKennas Guides Podcasts (2024)

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#122 - Bill McKenna and Liz Larson, Cognovmoement to Help Students Overcome Anxiety and Stress 1:00:48

7h ago1:00:48

1:00:48

“Choosing love is as simple as knowing where to look.” Bill McKenna Scarlett’s guests are Bill McKenna and Liz Larsen, founders of Cognomovement that helps students overcome academic anxiety, focus on challenges, and absorb knowledge with unprecedented efficiency by using neuroscience to activate different parts of a student's brain to calm and act…

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

21m 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
Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad) 51:41

23m 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

1
Hall of Fame: Chase Macaione 39:12

1h 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

1h 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.By Armand Farrokh & Nick Cegelski

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

7h 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

35m 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 NickBy Armand Farrokh & Nick Cegelski

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

3h 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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#121 - Jesse Saperstein - Best-selling Author, Autism Advocate and Motivational Speaker 1:05:39

1d ago1:05:39

1:05:39

Scarlett welcomes Jesse Sapperstein, a best-selling author, autism advocate and motivational speaker. Jesse is considered one of the most respected leaders in the Anti-Bullying movement of his generation. Jesse also has a form of autism called Asperger’s syndrome (AS) that gives individuals some profound talents and challenges. Film & TV actress Si…

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

1d 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

4d 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 callsBy Armand Farrokh & Nick Cegelski

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

5d 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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238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training) 40:03

7d 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

8d 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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#120 - Dr. Joel 'Gator' Warsh - Parenting Guide for the First Three Years 59:07

9d ago59:07

59:07

Scarlett’s guest is Dr. Joel ‘Gator’ Warsh, a board-certified pediatrician in Los Angeles, California who specializes in Parenting, Wellness and Integrative Medicine. Dr. Warsh helps parents think through parenting decisions and he helps them to de-stress and talk through their parenting options. Scarlett and Dr. Warsh discuss his new book, Parenti…

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Sell Playbook: Cold Call Openers 9:00

11d 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 callsBy Armand Farrokh & Nick Cegelski

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

12d 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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236 (Sell) Asking Buyers Tough Questions to Avoid Deal Killers (Steven Bryerton, ZoomInfo) 39:38

14d 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

15d 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

19d 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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234 (Sell) Keeping Your Deals Moving Forward With Discovery and Multithreading (Maddy Jackson, Weblow) 39:27

21d 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

22d 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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#119 - Dr. Marty K. Casey, Find out why Hurt people, Hurt people, but Healed people can Heal people. 58:41

25d ago58:41

58:41

Dr. Marty K. Casey is the founder of the UnGUN Institute which is a “trauma informed company that specializes in disarming violence on the spectrum.” The UnGUN Institute has a holistic approach that covers the mind, body and spirit. By engaging the arts to express and connect to one’s personal inner healing, their goal is to move individuals to a s…

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

25d 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

26d 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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232 (Sell) The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC) 44:55

28d 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 …

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Jack Appleby's Approach to Narrative-Driven Social Media Content 21:09

29d ago21:09

21:09

On today's episode, I spoke with Jack Appleby, who writes Future Social and has been in the social media and marketing space for over a decade. In this episode, you'll learn: How social has changed from 2014 to 2024 How brands should think about narrative and series content The only 2 social media best practices that actually exist And much more.…

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

1M 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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Lead Playbook: Fixing Your Pipeline Problem 41:26

1M 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 …

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

1M 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, …

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McKenna Sweazey's Insights on Web3, AI, and VR in Marketing 21:18

2M ago21:18

21:18

On today's episode, I spoke with McKenna Sweazey, the Founder of MetaXModa, about marketplace marketing and AI. McKenna is an experienced global marketer and Web3 expert who has worked for brands like YSL, Google, and the Financial Times. You'll learn: The challenges and fun of marketing a marketplace How McKenna uses AI in her workflow Cutting edg…

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#118 - Ross Ellis, Stomp Out Bullying 59:14

1M ago59:14

59:14

Scarlett’s guest is Ross Ellis, CEO and Founder of STOMP Out Bullying®. Ross is a nationally recognized subject matter expert for her work in bullying and cyberbullying prevention, violence against children, online safety, as well as being an expert in parenting. Ross founded STOMP Out Bullying, the leading national bullying and cyberbullying preve…

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

1M 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, …

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

1M 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…

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

2M 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, …

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Vishal Korlipara's Strategy for Running High-Performance Meta Ads 20:03

2M ago20:03

20:03

Vishal Korlipara is a digital growth pro with more than 10 years of experience on high-impact marketing and product strategy. He contributed over $120 Million in New Net Revenue to businesses (Credit Karma, Intuit, Future, Maximus) You'll learn: How Maximus is thinking about Meta Ads How to use competitive insights in ads Hot takes on AI in marketi…

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

1M 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…

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

2M 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

2M 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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Mark Huber's Method for Collecting Customer Evidence 21:41

2M ago21:41

21:41

On today's episode, I spoke with Mark Huber about generalists, marketing strategy vs execution, and customer evidence. Mark is the VP of Marketing at UserEvidence and has worked across tons of different marketing roles. You'll learn: The pros and cons of being a marketing generalist Why some companies get stuck on strategy How to start collecting c…

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

2M 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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#117 - Chris Evers, Don't Be Afraid of Snakes 56:56

2M ago56:56

56:56

Scarlett’s guest is Chris Evers of Animal Embassy. Chris shares his personal story of how he came to teach essential life skills through animals. His goal is to cultivate kindness in schools and elsewhere through his fun, interactive programs. This consists of research-based, live animal experiences for people of all ages that brings science curric…

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

2M 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…

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

2M 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
#116 - Dr. Sally Goldberg ,The Magic Word in a Child's Early Years is Connection 58:40

2M ago58:40

58:40

This is Part 2 of Scarlett Lewis’ podcast with Dr. Sally Goldberg, a pioneer in the field of early childhood education. Scarlett and Dr. Goldberg believe the magic word to the healthy development of our children is ‘connection.’ Parents need to focus on connection when their children are at a young age. Dr. Goldberg says that it’s best started from…

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

2M 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
Jason Vana's Step-by-Step Guide to Building Brands 31:19

2M ago31:19

31:19

In this episode, I spoke with Jason Vana, the CEO and Founder of Shft Agency, for companies who need help with brand marketing. Jason is also very active on LinkedIn and a good example of consistently building an audience over time. In this episode you'll learn: What brand actually means The in-depth process of building a brand from scratch What a …

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

2M 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

2M 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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223 (Sell) Unconventional Approaches to Cold Calling (Matthew Mazankowski, Boomerang 31:59

2M 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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