Best With your host John Allen Podcasts (2025)

1
The Docket Ep.812: Massachusetts v. Karen Read: The Death of John O'Keefe pt.12 2:03:24

6h ago2:03:24

2:03:24

Bob and Ali are once again joined by Mark Bederow to discuss the Karen Read trial. Learn more about your ad choices. Visit megaphone.fm/adchoicesBy Defense Diaries

1
The 10 Brutal Cold Calling Lessons You NEED to Learn Today | 30MPC Playbook (Sell) 40:53

1d ago40:53

40:53

This is a 30 minute masterclass on the 10 lessons every rep needs to know when it comes to cold calling. Armand and Nick walk you through five lessons each that will leave you feeling ready to put in the work and pick up the phones! ✅ Inside this episode: You learn how to navigate rejection from a single person and find an alternative route through…

1
Steal Alex Kremer’s 1-Minute Routine to TRANSFORM Your Sales Meetings | Alex Kremer | Ep. 311 38:02

6d ago38:02

38:02

Alex Kremer shares tactical leadership strategies to help sales managers build engaged teams by using breath work for presence, empowering reps, and structuring effective 1:1s that drive results. 🎙 ACTIONABLE TAKEAWAYS: Your vision shapes who you become today and guides the actions you take right now. Regularly asking your reps why they are at the …

1
How to Run Team Meetings That Actually Motivate Your Sales Team 5:46

7d ago5:46

5:46

Most leaders treat team meetings like a routine checklist, but they’re one of the few moments you have everyone’s full attention each week. Here’s how Alex Kremer (founder & CEO @ Alluviance) keeps his team motivated each time they meet: Start with Presence Get Your Team Involved Connect the Dots to a Bigger Impact The goal isn’t just to share numb…

1
The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht | Ep. 310 35:59

8d ago35:59

35:59

Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators. 🎙 ACTIONABLE TAKEAWAYS: Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths. If a techn…

1
Why your discovery call isn’t finding real problems 7:56

2h ago7:56

7:56

Max Licht (Enterprise AE @ MaestroQA) breaks down his shadow-based discovery process. This technique goes beyond typical discovery calls, allowing you to witness firsthand where inefficiencies and bottlenecks are happening.1. Identify the Painful Process- Research the customer's current workflow and tools (e.g., Excel, Salesforce) to understand the…

1
Cents & Sensibility: With Guests Melina Palmer & Devin Pope 32:49

9d ago32:49

32:49

Would you pay more for a car with 29,999 miles than one with 30,000? The answer should be no—it's a negligible difference, after all—but research shows that people often do pay more than they should for cars that are just short of certain odometer thresholds. In this episode of Choiceology with Katy Milkman, we look at why a price or an age or a te…

1
How to Run a Lightning-Fast Pipeline Review That Actually Works | Mark Nietzel | Ep. 309 (Lead) 41:53

13d ago41:53

41:53

Mark Nietzel returns with the exact systems he used to lead his team to 110% of quota and earn a President’s Club trip to Barcelona. This episode is a tactical blueprint for pipeline accountability, deal progression, and how leaders can maximize the impact of onsites. 🎙 ACTIONABLE TAKEAWAYS: Use the Lightning Pipeline Review to pressure-test deals …

1
How to Quantify Business Pain Without Feeling Salesy | Meredith Chandler | Ep. 308 (Sell) 40:53

15d ago40:53

40:53

Get the official 30MPC Aligned Mutual Action Plan: https://30mpc.teamaligned.com/room/67a4ccb055dca14b5ff5be3a?avk=daf0c1b1e0bc Quantifying business impact without triggering sales pressure is hard, but Meredith Chandler shows you exactly how to do it. From confident pricing to bulletproof ROI framing, this episode is a tactical masterclass. 🎙 ACTI…

1
Tunnel Vision: Nebraska v. Dr. Anthony Garcia ep. 266: Quid Pro Quo Hac Vice 1:09:37

7d ago1:09:37

1:09:37

With a new potential Nebraska based firm ready to join the defense team, there is but one more hoop to jump through, unfortunately, this hoop just so happens to be a judge. Learn more about your ad choices. Visit megaphone.fm/adchoicesBy Defense Diaries

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The One Dashboard Every Sales Leader Should Build | John Sherer | 30MPC Hall of Fame 40:09

16d ago40:09

40:09

Sales leaders—your CRM and dashboards are probably working against you. John Sherer shares tactical ways to clean the clutter, focus on the right metrics, and finally get reports that drive action (not confusion). 🎙 ACTIONABLE TAKEAWAYS: Ditch filters—build dashboards with pre-saved reports so your team gets faster, cleaner insights. Delete CRM fie…

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How to Deliver Hard News and Lead Through Tough Times | Patricia DuChene | Ep. 307 (Lead) 39:56

20d ago39:56

39:56

FOUR ACTIONABLE TAKEAWAYS: Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust. Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate. Create a lever cheat sheet for your sellers so they know what the…

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Say This to Start Discovery Calls with Instant Credibility | Jen Allen-Knuth | Ep. 306 (Sell) 39:26

22d ago39:26

39:26

Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning. 🎙 ACTIONABLE TAKEAWAYS: Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight. Bea…

1
How to Hire Reps Who Actually Know How to Sell | Andrew Johnston | 30MPC Hall of Fame 40:39

23d ago40:39

40:39

🎙 ACTIONABLE TAKEAWAYS: Coach reps on storytelling—it’s a foundational skill that improves every sales conversation. Evaluate rep interview performance based on the questions they ask, not just their answers. Run mock pitches with target persona info—test prep, not product knowledge. Benchmark rep candidates one level below your best AEs to fairly …

1
Hooked on Streaks: With Guests Chloë Hamilton & Jackie Silverman 31:27

23d ago31:27

31:27

Streaks have long been logged in the world of sports. And for tracking habits, like daily writing. But now apps encourage us to keep streaks going for just about anything. Messaging friends, learning new languages, meditating, exercising, you name it. In this episode of Choiceology with Katy Milkman, we explore the motivational power of streaks. An…

1
How to Build Rep Onboarding That Actually Sticks | Jonah Mandel | Ep. 305 (Lead) 40:22

27d ago40:22

40:22

Guestie VP of Sales Jonah Mandel is back—and he’s bringing a battle-tested blueprint for leading a 60-person sales org. From onboarding frameworks to emotional pulse checks, this episode is a masterclass in scalable, high-intent leadership. 🎙 ACTIONABLE TAKEAWAYS: Win the first 30 days or lose the next 300—structure onboarding to build lasting habi…

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How to Control the Sale Without Sounding Pushy | Anthony Firenzi | Ep. 304 (Sell) 37:36

29d ago37:36

37:36

FOUR ACTIONABLE TAKEAWAYS: Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month …

1
How to Nail Large Sales Meetings | David Rosenstein | 30MPC Hall of Fame 40:15

1M ago40:15

40:15

ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy. Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, yo…

1
How to Build a Cold Calling Culture | Colin Specter | Ep. 303 (Lead) 37:37

1M ago37:37

37:37

FOUR ACTIONABLE TAKEAWAYS: Schedule Everything: Cold call success starts with structure. Use scheduled power hours, follow-ups, and prospecting blocks to bring order and focus to your SDRs' day. Create Rituals That Boost Energy: Host a weekly kickoff meeting to align the team, recognize wins, and run call reviews. Energy is everything—ritualize it.…

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The Demo Framework That Actually Closes Deals | Robert Friedland | Ep. 302 (Sell) 36:04

1M ago36:04

36:04

FOUR ACTIONABLE TAKEAWAYS Assume your buyer has 60 seconds to pitch your product internally. When sending recaps or justification materials, skip the deck send 2–3 crisp bullets that clearly communicate the top reasons to buy. Reset the agenda mid-call if needed. If a buyer jumps straight into content or things go off the rails, pause and suggest h…

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The Docket Ep. 811: Massachusetts v. Karen Read: The Death of John O'Keefe pt. 11 1:24:26

1M ago1:24:26

1:24:26

Bob and Ali are joined by The Lawyer You Know to discuss the Karen Read case. They also discuss the Vallow-Daybell trial. Learn more about your ad choices. Visit megaphone.fm/adchoicesBy Defense Diaries

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Be Upfront With Discovery | Mark Nietzel | 30MPC Hall of Fame 40:34

1M ago40:34

40:34

ACTIONABLE TAKEAWAYS: Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome. Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery po…

1
Obstacle Illusions: With Guests Daniella McCahey & Tom Gilovich 30:41

1M ago30:41

30:41

First-born children tend to believe that their parents were harder on them than their siblings are willing to grant. Football fans take disproportionate note of the challenging games on their team's schedules. We're wired to interpret our challenges as bigger than our advantages, even if the reality is more balanced. In this episode of Choiceology …

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When and How Sales Leaders Should Get Involved in Rep's Deals | Rex Galbraith | Ep. 301 (Lead) 39:30

1M ago39:30

39:30

Consensus close rate guide: https://goconsensus.com/checklist/close-rates-demo-automation/ ACTIONABLE TAKEAWAYS: Time-Box Your Tools: Avoid checking Slack or email first thing in the morning—protect your focus by starting the day with intention. Buyer Actions > Seller Actions: Sales progress should be measured by what the buyer does, not how many a…

1
The Top 15 Tips EVER From The 30MPC Podcast | 300 Episode Special 39:09

1M ago39:09

39:09

Here are our 15 favorite tips from all 300 episodes of the 30 Minutes to Presidents Club Podcast Top 3 Cold Calling Tips Use "The Ledge" to buy yourself a second after objections with a preset line like “This one's totally on me.” Chunk up problems by translating tactical pain into executive-level consequences to earn senior interest. Watch the ful…

1
How to Fully Measure Your Sales Reps | Eleanor Dorfman | 30MPC Hall of Fame 42:53

1M ago42:53

42:53

ACTIONABLE TAKEAWAYS: SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consiste…

1
The Docket Ep. 810: Massachusetts v. Karen Read: The Death of John O'Keefe pt.10 1:44:59

1M ago1:44:59

1:44:59

Audio from youtube live 3.25.25 Bob and Ali continue their coverage of the Karen Read case Learn more about your ad choices. Visit megaphone.fm/adchoicesBy Defense Diaries

1
How to Teach Discovery Without Confusing the Hell Out of Your Sales Team | 30MPC Playbook (Lead) 39:21

2M ago39:21

39:21

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- Master the structure, questions, and flow of high-impact discovery calls ACTIONABLE TAKEAWAYS: Keep It Simple with a 3x3 Framework: Break the discovery call into three sections (agenda, meat, next steps), each wi…

1
The Ultimate Discovery Call Framework Used by Top 1% Sellers | 30MPC Playbook (Sell) 59:40

2M ago59:40

59:40

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- YouTube video version: https://www.youtube.com/watch?v=y0H6G7toc9s ACTIONABLE TAKEAWAYS: Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish …

1
The Reality Trap: With Guests Ken Adelman & Julia Minson 38:22

2M ago38:22

38:22

Is it ever possible to see the world objectively, as it is? Turn on the news, open social media, engage with that family member at Thanksgiving, and it appears to some the answer is yes. But what if our biggest blind spot is thinking we don't have a blind spot? In this episode of Choiceology with Katy Milkman, we look at how we can easily be fooled…

1
Product Roadmap: Q2 2025 (The 30MPC Discovery Course is Here) 16:41

1M ago16:41

16:41

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- Discovery Call Review: Talk Tracks & Tactics From A Top 1% Rep ft. Armand Farrokh, Makenna Turner, and David Rosenstein https://tactics.30mpc.com/real-discovery-call-review-talk-tracks-tactics-from-a-top-1-rep --…

701
The Docket Ep. 809: Massachusetts v. Karen Read: The Death of John O'Keefe pt. 9 2:18:59

2M ago2:18:59

2:18:59

As this trial and story continue, so does Bob and Ali's coverage and analysis of the case. Audio from TY LIVE EPISODE FROM 3.17.25 Learn more about your ad choices. Visit megaphone.fm/adchoicesBy Defense Diaries

701
The Docket Ep. 808: Massachusetts v. Karen Read: The Death of John O'Keefe pt. 8 1:36:27

2M ago1:36:27

1:36:27

After the mistrial is declared Bob and Ali pick back up on this case, as it is back in court and, the limelight. Learn more about your ad choices. Visit megaphone.fm/adchoicesBy Defense Diaries

1
Reignite Your Remote Sales Team With This One Tactic | Todd Caponi | Ep. 300 (Lead) 39:12

2M ago39:12

39:12

Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course FOUR ACTIONABLE TAKEAWAYS Run firmographic sprints with customer interviews. Ask about headwinds/tailwinds, KPIs, where they learn, and which sales emails stand out to better u…

1
How to Keep it Simple When Selling to Execs | Morgan Melo | Ep. 299 (Sell) 37:18

2M ago37:18

37:18

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- FOUR ACTIONABLE TAKEAWAYS Assume your buyer has 60 seconds to pitch your product internally. When sending recaps or justification materials, skip the deck—send 2–3 crisp bullets that clearly communicate the top r…

1
How to Sell Without Sounding Like a Salesperson | Courtany Williams | Ep. 298 (Lead) 38:16

2M ago38:16

38:16

Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course FOUR ACTIONABLE TAKEAWAYS Your growth ICP might differ from your new business ICP: New Biz = CRM, but Growth is all about whitespace. Growth isn’t just about net new—it’s about…

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The Docket Ep. 1033: The State of Indiana v. Richard Allen pt. 33 (Audio from YT live from 3.20.25) 1:50:27

2M ago1:50:27

1:50:27

Bob and Ali are joined by attorney Andrea Burkhart and special guest, the digital forensics specialists hired by the defense, Stacy Eldridge. Learn more about your ad choices. Visit megaphone.fm/adchoicesBy Defense Diaries

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The #1 Mistake Reps Make When Moving from Disco to Demo | Kevin "KD" Dorsey | Ep. 297 (Sell) 40:44

2M ago40:44

40:44

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- FOUR ACTIONABLE TAKEAWAYS Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant. Use “Assuming We Can…”: Frame y…

1
A Numbers Game: With Guests Linda Chang & Stephen M. Colbert 29:37

2M ago29:37

29:37

Workplaces often rely on numerical ratings for performance reviews. Election debates focus on poll numbers and approval ratings. Your watch counts your steps in a day. Numbers increasingly influence our decisions. In this episode of Choiceology with Katy Milkman, we look at our very human tendency to fixate on digits even when words or graphs repre…

1
The Docket ep. 1032: The State of Indiana v. Richard Allen pt. 32: The Aftermath, Ricci Davis Letters (audio from youtube live ep from 3.3.25) 1:35:12

2M ago1:35:12

1:35:12

Learn more about your ad choices. Visit megaphone.fm/adchoicesBy Defense Diaries

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How to Help Your Team Find & Leverage Warm Referrals | Kelvin Sims | Ep. 296 (Lead) 41:11

2M ago41:11

41:11

Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course FOUR ACTIONABLE TAKEAWAYS Establish a Clear Reference Policy: Without a structured reference policy, reference calls become chaotic, frustrating customers and reps alike. Set c…

1
The Docket Ep. 1031: The State of Indiana v. Richard Allen pt. 31 Audio from youtube Live from 2.17.25 3:01:43

2M ago3:01:43

3:01:43

Bob and Ali are joined by Allen defense attorney Andrew Baldwin to discuss the possibility of a brady violation(s) Learn more about your ad choices. Visit megaphone.fm/adchoicesBy Defense Diaries

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With Your Host John Allen Podcasts

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