How Top Sales Leaders OWN Negotiations Without Owning the Deal | Lead Ep. 325 | Maryana Kessel
4 Steps To Run A Pipeline Review (That Doesn't Suck)
Connect With Maryana on LinkedIn
Maryana Kessel shares a masterclass on how elite sales leaders drive revenue by staying deal-close, asking hard questions, and building trust across every stage of the enterprise sales cycle.
🎙️ ACTIONABLE TAKEAWAYS:
Lead from the Front: Maryana emphasizes being present in deals, not as a “super rep,” but as a strategic leader who earns respect by staying close to customers and reps.
When in Doubt, Get on a Plane: Big deals get unstuck in person. Face-to-face time with buyers breaks down barriers and uncovers the real story behind stalled negotiations.
Forecast with Evidence, Not Hope: Deals don’t hit the forecast without executive alignment, a redline back, and a clear go-live timeline. Anything else is just noise.
Build a weekly report of key meetings, and proactively ask reps critical questions about their biggest deals. Use this to decide where to engage directly and ensure rep readiness.
MARYANA’S PATH TO PRESIDENT’S CLUB:
VP of Sales and Partnerships @ Latent
Enterprise Sales Manager @ Modern Health
Enterprise Sales Director @ Flexport
RESOURCES DISCUSSED
4 Steps To Run A Pipeline Review (That Doesn't Suck)
Connect With Maryana on LinkedIn
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
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41:48
How Great Sales Leaders Drive Deals (Without Micromanaging) | Bite-sized Tactics
Let’s be honest, sales is hard and leadership makes or breaks the culture on your team.
Maryana Kessel (VP of Sales @ Latent) shares how she leads with transparency, energy, and impact—without turning into a “super rep” who takes over deals.
You’ll learn:
How to turn tough moments into team-wide teaching opportunities
The right way to stay close to deals without disempowering your reps
Why maintaining “good vibes” is a leadership skill (especially when things get hard)
Want your team to book more, close more, and feel more supported? This is your blueprint.
RESOURCES DISCUSSED:
Join our weekly newsletter -
https://hubs.li/Q02NJQ8p0
Things you can steal -
https://linktr.ee/30mpc_youtube
Save $50 on any 30MPC course with code “YOUTUBE” -
https://www.30mpc.com/courses
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8 Brutal Cold Email Truths That Guarantee Higher Open Rates | Sell Ep. 324
Cold Email Course Waitlist
Grab the Cold Email Template Pack
Cold email isn’t dead—but your current strategy might be. In this episode, Nick and Jason trade brutal truths from the front lines of outbound to help you write emails that actually get replies.
🎙️ ACTIONABLE TAKEAWAYS
AI Isn’t the Problem—You Are: Learn how to feed AI the right intel to craft emails that outperform humans.
Pattern = Ignored, Bursts = Attention: Why rhythmic prospecting sounds like noise and what to do instead.
Don’t Ask for Time: Asking for a meeting in your first email? That’s killing your reply rate by 44%.
Your Subject Line Sucks: Lowercase, problem-based, and NOT about you—fix this or lose the open.
RESOURCES DISCUSSED
Cold Email Course Waitlist
Grab the Cold Email Template Pack
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
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How to Get Replies from Cold Prospects? Stop Pitching. Use These 3 Offers Instead.
Reply rates drop by 44% if you ask for this in cold emails…You want your buyers time, but its the worst thing to ask for if you want to get the meeting…
The key to getting replies and winning deals—even from buyers who aren’t actively looking—is to make the conversation worth their time regardless of whether they buy by offering value instead of asking or time. When you lead with insight or ideas tailored to their priorities, you earn trust and avoid being seen as just another vendor. These 3 offers actually convert:
Pitch The Blind Date
1:Many Offer
1:1 Offers.
Cold emails that give, get replies.
RESOURCES DISCUSSED:
Join our weekly newsletter -
https://hubs.li/Q02NJQ8p0
Things you can steal -
https://linktr.ee/30mpc_youtube
Save $50 on any 30MPC course with code “YOUTUBE” -
https://www.30mpc.com/courses
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Cold Email Strategy That Books 8x More Meetings (Even in 2025): The Reply Method
Cold email used to be a reliable way to fill your pipeline. But today? You send 1,000 emails and get 2 replies—if you’re lucky. So does cold email still work?
The harsh truth is that top reps are still booking 8x more meeting with cold email. And this course shows you how.
📬 The Cold Email Course: The Reply Method for Double Digit Replies
Built with data from 85M+ emails and used by top reps at Gong, Zoom, Shopify, and more, this course breaks down the new rules of outbound. You’ll learn how to:
Stop wasting time on personalization that doesn’t get seen
Write cold emails that actually get replies
Build offers your prospects want to meet about
Design sequences that drive double-digit contact rates
This is the playbook top reps are running right now.
Get $50 off the course until 7/25: https://www.30mpc.com/course/cold-email-course
Sobre 30 Minutes to President's Club | No-Nonsense Sales
The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual.
30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including:
Prospecting: How to open conversations to triple your pipeline
Discovery: How to ask questions that uncover massive pain
Process: How to get big contracts over the line
Leadership: How to hire and train world class teams.
Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).
Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
Ouça 30 Minutes to President's Club | No-Nonsense Sales, G4 Podcasts: Gestão e Alta Performance e muitos outros podcasts de todo o mundo com o aplicativo o radio.net