Cele mai bune Nonsense Club podcast-uri (2024)

1
268 (Lead) How To Run a "Land & Expand" The Right Way (Eleanor Dorfman, ReTool) 39:00

2d ago39:00

39:00

ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling t…

1
Why can’t cheese talk? With Thom Tuck 49:15

3d ago49:15

49:15

Incredible actor who can play anything, Thom Tuck, joins Tiernan this week to answer Palpatine Boring's question about cheese. Buy '100 Ways To Save The Planet', as advertised on this episode, here: https://www.buttonbooks.co.uk/100-ways-to-save-the-planet/ JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://…

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267 (Sell) How to Use AI for Prospecting Executives (Kyle Coleman, Copy.ai) 40:35

4d ago40:35

40:35

ACTIONABLE TAKEAWAYS: Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions. Double Personalize Outreach: Combine company-specific observations with industry trends to create messaging that feels hyper-relevant. Build a Strategic Research Framework: C…

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Hall of Fame: Steven Bryerton 39:38

5d 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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266 (Lead) How to Lead a Sales Team From $0 to $100M in 8-Years 40:55

9d ago40:55

40:55

Mark Kosoglow walks through the key skills, responsibilities, and attributes for a Sales Leader at each phase of company growth Doer Phase (0 to $1M ARR): The initial stage focused on finding product-market fit. The sales leader handles everything, including cold calls, demos, building sales systems, and refining the sales process. They act as an i…

1
How do we know poop is disgusting if we never tried it? With Adele Cliff 46:20

10d ago46:20

46:20

This week Tiernan is joined by the brilliant Adele Cliff who helps to answer Doggy Lover Woof's very grim question about eating poop. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUEST…

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265 (Sell) How to Present HIGHER prices w/o Losing Sales (Belal Batrawy, Death To Fluff) 39:45

11d ago39:45

39:45

ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages. Present Pricing with…

1
Hall of Fame: Josh Braun 41:03

12d ago41:03

41:03

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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264 (Lead) How to Cut New Hire Ramp Time in Half (John Sherer, Growth Assistant) 41:33

16d ago41:33

41:33

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Buddy System in Hiring: Involve the new hire’s buddy in the interview process to ensure a strong match. Focused Onboarding Ownership: Assign one person to oversee onboarding, improving retention and team quality. Call Certifications: Require reps to pass intro and demo call certifications to qualify for leads. H…

1
What is at the end of a rainbow? With Ted Hill 48:56

17d ago48:56

48:56

Ted Hill returns to Radio Nonsense inbetween captaining a ghost ship to give Tiernan assistance in answering Banana Joe's politely asked question about rainbows. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/Comedy…

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263 (Sell) The Secret to Uncovering True Buyer Motivation in Seconds (Garrett Palmer, Pipedrive) 33:14

18d ago33:14

33:14

ACTIONABLE TAKEAWAYS: Start with “Why Did You Take the Call?”: Kick off by understanding the prospect’s motivation. For inbound leads, ask directly, "What prompted you to reach out?" For outbound, ask, "What made you take this meeting with me?" This reveals their needs and priorities. Reserve Time for Next Steps: Set aside five minutes at the end t…

1
Hall of Fame: Joe McNeill 37:23

19d ago37:23

37:23

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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262 (Lead) How Gong's CRO Hires Top Talent: Mastering Interview Tactics (Shane Evans, Gong) 44:56

23d ago44:56

44:56

ACTIONABLE TAKEAWAYS: Ask About Interview Prep: Ask candidates, “What did you do to prepare?” to gauge their commitment and thoughtfulness. Challenge in Final Interviews: Address yellow flags, past successes, and expected challenges to identify high performers. Empower Experienced Managers in Hiring: Let senior managers make final hiring calls; sta…

1
What would happen if you ate an egg full of bbq sauce? With Kitty Cassis 50:04

24d ago50:04

50:04

The most amazing Kitty Cassis (Aimee Cooper) joins Tiernan this week to answer Judtherududpud's query about eggs. Plus: Bloopers JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS,…

1
Why Your Cold Call Value Prop Isn't Working | Sales Playbook 26:06

25d ago26:06

26:06

This was a preview from our upcoming course, Cold Calls to President's Club: register for the waitlist here ACTIONABLE TAKEAWAYS: No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem. Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect an…

1
Hall of Fame: Robin De Vries 37:35

26d ago37:35

37:35

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
We Answer Your Cold Calling Questions (Sell Better) 14:38

29d ago14:38

14:38

This is an except from the Daily Sales Show by Sell Better with Will Aitken Check out the full show here: https://sellbetter.xyz/daily-show/how-to-book-more-meetings-with-these-cold-call-strategiesDe către Armand Farrokh & Nick Cegelski

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261 (Lead) Why Most Sales Reps Fail As Managers (Mark & Armand) 41:02

30d ago41:02

41:02

Mark & Armand link up live and in person to discuss the when, how, and who of promoting sales reps to sales managers ACTIONABLE TAKEAWAYS: Efficacy in Sales Management: A sales manager’s primary job is to ensure team efficacy while fostering a supportive environment. Effective managers don’t just oversee but actively build up their teams. Conscious…

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Do bananas poo because of the disgusting brown bits on them? With Sam See 47:37

1M ago47:37

47:37

A not very Halloween Halloween episode, as Sam See joins Tiernan to answer Theo's question about bananas. And at CC4K HQ, BlarBla returns! JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR …

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260 (Sell) How To Win Complete Control of Your Deals (Dan Flood, Challenger) 38:43

1M ago38:43

38:43

ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged. Teach Process Over Just Problems: Beyond identifying issues, recommend processes …

1
Hall of Fame: Matthew Mazankowski 37:59

1M ago37:59

37:59

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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259 (Lead) How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance) 41:04

1M ago41:04

41:04

ACTIONABLE TAKEAWAYS Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top reps. Start with one-on-one exercises before group activities: Begin with individual sessions like "Rosebud Thorne" to ease reps in before moving to large…

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Do dinosaurs get lice? With Liz Sellen Bankes 47:33

1M ago47:33

47:33

Liz Sellen Bankes manages to escape her duvet cover long enough to help Tiernan answer Ethan's important question about dinosaur lice. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUES…

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258 (Sell) How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk) 41:48

1M ago41:48

41:48

ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack: Identify key timeline drivers, like contrac…

1
Hall of Fame: Lylle Ryals 32:56

1M 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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257 (Lead) How to Use Intent-Based Selling for Huge Sales Development Success (Florin Tatulea, Common Room) 35:34

1M ago35:34

35:34

ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; comb…

1
Why, when barbers cut your hair, it doesn’t hurt? But when my sister pulls it, it does? With Alasdair Beckett King 54:02

1M ago54:02

54:02

Alasdair Beckett King joins Tiernan this week to help answer Liam's important question about hair, and he talks about his new Montgomery BonBon book 'Mystery At The Manor'. Get Mongomery BonBon - Mystery At The Manor here: https://www.walker.co.uk/Montgomery-Bonbon-Mystery-at-the-Manor-9781529518290.aspx JOIN THE ADVERT FREE LINDA EDITION OF THE SH…

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256 (Special) Mastering Sales Tonality (Jeremy Miner, 7th Level) 39:20

2M ago39:20

39:20

ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to thin…

1
Hall of Fame: Shelby Ferson 39:34

2M ago39:34

39:34

FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal. To determine the n…

1
Why You Should Still Cold Call (Make It Happen Mondays Podcast) 10:40

2M ago10:40

10:40

This is an except from the Make It Happen Mondays podcast with John Barrows Check out John's weekly sales podcast here: https://podcasts.apple.com/us/podcast/make-it-happen-mondays-b2b-sales-talk-with-john-barrows/id1265697819De către Armand Farrokh & Nick Cegelski

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255 (Lead) How to Align Sales & Marketing for Predictable Pipeline Growth (Sonny Round, Panopto) 40:27

2M ago40:27

40:27

ACTIONABLE TAKEAWAYS: 80/20 Rule for Experimentation: Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos. Track MQL to Reply Rates: Use the MQL to reply rate metric to gauge how well your messaging engages prospects. Key Metrics for Pipeline Meetings: Focus on leads by source, conversion rates, me…

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Why was school mayd why!!!!!!!!!!!!!!!!!!!!!!!!!!!!!! With Bec Hill 57:03

2M ago57:03

57:03

The mighty Bec Hill returns to talk about being part gecko and of course to answer cowmoo7's question about school. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND NO…

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254 (Sell) How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned) 39:50

2M ago39:50

39:50

Get our Aligned Mutual Action Plan: https://my.teamaligned.com/room/66b4e7890a28d88fac3b89ef/overview?avk=a9c030cf FOUR ACTIONABLE TAKEAWAYS: Know Your Solution – Understand the problems you solve, their root causes, and the demo paths before your discovery call. Model Multiple Scenarios – Present "worst," "average," and "best" cases to appear more…

1
Hall of Fame: Chip Wooten 36:35

2M ago36:35

36:35

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
Cold Calling Sucks: Full Book Summary 52:41

2M ago52:41

52:41

Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)" Order the bookDe către Armand Farrokh & Nick Cegelski

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253 (Lead) The Ultimate Guide to Effective Sales Call Reviews (Armand Farrokh) 39:47

2M ago39:47

39:47

TOP ACTIONABLE SALES TAKEAWAYS: Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team. Keep it punchy and efficient: Drive the screen share, skip small talk, and use the…

1
Why are shower heads called shower heads if they don’t have a body? With Stuart Heritage 55:42

2M ago55:42

55:42

Stuart Heritage returns to the podcast to answer Repose Ocelots question about shower heads and shower bodies, and also talk ODD Squad Book 2: Attack of Aunty Enchanty. GRAB ODD SQUAD: ATTACK OF AUNTY ENCHANTY HERE: https://www.penguin.co.uk/books/448240/the-odd-squad-attack-of-aunty-enchanty-by-heritage-stuart/9780241572283 JOIN THE ADVERT FREE LI…

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252 (Sell) Own the Sales Cycle: How to Take Command from Call One (John Barrows) 39:00

2M ago39:00

39:00

De către Armand Farrokh & Nick Cegelski

1
Hall of Fame: Michelle Cecil 40:09

2M ago40:09

40:09

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
251 (Lead) Find Top 1% Sellers with Proven Outbound Recruiting Tactics (Armand Farrokh, 30MPC) 43:57

2M ago43:57

43:57

TOP ACTIONABLE SALES TAKEAWAYS: Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections. Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested. Mini-pitch framework: Pitch by …

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What is the answer to my question? With Beth Jones 40:26

2M ago40:26

40:26

Top estate agent for hermit crabs Beth Jones joins Tiernan this week to answer Olivia's question about her question. JOIN THE ADVERT FREE LINDA EDITION OF THE SHOW ON APPLE PODCASTS OR ON ACAST+ HERE: https://plus.acast.com/s/33249a2e-3f02-4f3c-923e-bc17b8dcac87 OR ON OUR PATREON HERE: patreon.com/ComedyClub4Kids WE NEED YOUR QUESTIONS, JOKES AND N…

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