How He Gets His Reps on The Sales Floor 2x Faster Than You | Ep. 323 | Kyle Asay
Forget endless product certifications. Kyle Asay shows you how to get reps talking to buyers (and generating pipeline) in two weeks — so you can crush quota with a team that stands on its own.
🎙 ACTIONABLE TAKEAWAYS:
Know your territory: Teach reps to tier accounts simply (A, B, C) so they focus only on the right targets first.
Know your personas: Use real personas (e.g., actual engineers or CFOs) to train reps directly, not just persona cards.
Know your stories: Equip reps with customer stories that match problem, size, and industry — start with problem first if you can’t get all three.
One thing to do: Update your win announcements (Slack, email, etc.) to include how the win happened (language used, objections handled, insights), not just celebrate it.
KYLE’S PATH TO PRESIDENT’S CLUB:
VP of Sales @ LaunchDarkly
Sales Leader @ LaunchDarkly
Global VP @ LaunchDarkly
RESOURCES DISCUSSED
Kyle’s LinkedIn
Kyle Asay’s Sales Coaching Competencies
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Save $50 on any 30MPC course with code “PODCAST”
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Sales Onboarding Strategy That Cut Time To First Sale by 49% | Bite-sized Tactics
Most orgs spend weeks training reps on the product… but months later, you’re still stuck with an empty pipeline. What if the key to ramping AEs faster was skipping product training (at first)?
Kyle Asay (VP Global Growth Sales @ LaunchDarkly) shares how his team cut time to first deal by 49% by rethinking onboarding.
Instead of starting with feature dumps, they focused on:
✅ Account prioritization
✅ Customer problems & personas
✅ Story-based selling
If you lead a team or are ramping yourself, don’t miss this one.
RESOURCES DISCUSSED:
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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The Secret to Writing Better Cold Emails in Half the Time with AI | Ep. 322 | Sean O’Brien
Steal Sean’s Secret to Using AI For Your Cold Emails
Sean O’Brien breaks down how to leverage AI to rapidly research prospects and write personalized cold emails that cut your outreach time drastically, so you can send smarter, more effective messages that get real replies.
🎙 ACTIONABLE TAKEAWAYS:
Use insights from sales calls and transcripts to train AI on key buying triggers and improve your outbound outreach.
Focus your outreach within the same department, get explicit opt-in, and use “off the record” questions to uncover sensitive, valuable info about the buying process.
Parrot your prospect’s exact words in email subject lines and messaging for higher engagement and authenticity.
Don’t hesitate to have different team members send the same message to a prospect—sometimes a new voice gets the response you didn’t.
SEAN’S PATH TO PRESIDENT’S CLUB:
Enterprise AE @ Harvey
Regional Sales Director @ Diligent
Enterprise AE @ Mosaic.tech
RESOURCES DISCUSSED
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 I Use AI to Write Better Cold Emails (Without Losing Personalization) | Bite-sized Tactics
Tired of AI-generated cold emails that sound robotic? Here’s how Sean O’Brien (Enterprise AE @ Harvey) actually uses AI tools like Perplexity and ChatGPT to make outbound emails more personal and more effective.
His 3-step process for using AI to write relevant, high-converting emails that boost reply rates without sacrificing quality:
✅ Identify the right decision-makers
✅ Find personalized intel and real-time insights
✅ Use AI to improve, not replace, your message
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Why Sales Leaders Get Fired: A Sales Metrics Masterclass | Lead Playbook
Most sales leaders don’t get fired for missing the number, they get fired for not knowing why. In this episode, Armand and Mark walk through the exact metrics framework you need to diagnose problems, report up, and actually run your revenue org.
🎙 ACTIONABLE TAKEAWAYS:
Sales leaders fail when they guess instead of use data. Without clear metrics, leaders launch ineffective initiatives, lose team trust, and risk being replaced.
Use the RROM framework to map metrics to the customer journey. Track key metrics across six stages: Awareness, Education, Selection, Onboard, Use, and Expand.
RESOURCES DISCUSSED:
R-ROM
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
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.
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