HO HO HOOOOOOš
MERRY QUOTAMAS! š
Itās officially Christmas at 30MPC.
The lights are up, the eggnog is flowing, and old Saint Nick is putting the final touches on his naughty-or-nice seller list.
Santa was good to us this year as he sent 52 of his nicest sellers our way to share with you what makes them Presidents Club caliber.
So to celebrate, weāre running a Christmas Special Newsletter and unwrapping three gifts from Mondo Clauseās bag, each tied to a top tactic we learned from top sellers in 2025.
Letās get festive.
The Classic Novel - Poopy Train (Hold-It Demo)
Mondo Clause reaches back into the bag and pulls out a timeless novelā¦ The Poopy Train.
Elf Nick looks confused until Armand Santa asks:
āIf I said I really have to go to the bathroom and weāre five minutes from a gas station, what would you say?ā
Elf Nick shouts,
āHold it!ā
And thatās exactly what great sellers do on a demo.
They get the prospect to imagine themselves using the product (as if they were holding it) instead of just seeing it.
The way you do that is by asking questions throughout the demo that helps them envision using the product.
Hereās how Little Elf Nick makes a prospect āholdā the 30MPC sponsorships:
āGreat ā youāll get around half a million impressions across the campaign. And since we talked about promoting a couple different features, what do you think we should actually say in those ads? What would resonate most with your buyers?ā
The moment they answer that question, theyāre not just evaluating anymore, theyāre imagining using the product with their own hands.
Nickās First Ever, Original Tripod (3-Part Problem and Solution)
Mondo Clause reaches into the bag and pulls out a tripodā¦ and Elf Nick immediately groans.
Nick has no idea how to use technology and this tripod gave him acid reflux when he started filming YouTube alone in his apartment.
When a prospect hears a triggering problem like this in your cold call pitchā¦ they actually lean in far more than if you lead with a solution.
But this is a special kind of triggering problem.
This tripod represents a 3-part (or leg) problem that you can use to build your next pitch.
All you do is you put the 3 problems you solve in order then the 3 solutions to those problems in order.
For example when I sold compensation software at Pave:
Notice, itās a two-sentence pitch (even though it looks longer with the line breaks.)
A Box of Cornbread (Hiring for Traits)
Mondo Claus reaches into the bag and pulls out a box of cornbread mix.
Elf Nick squints at it in a confused state and says, āItās cornbreadā¦ give me a hint, Santa.ā
Mondo Clause smiles and asks, āWhatās the texture like?ā
Nick says, āItās fluffyā¦ grainyā¦ gritty! This is hiring for traits!ā
Most managers get duped by a shiny rĆ©sumĆ© and a couple of Presidentās Club plaques on the wall.
Instead when hiring, you should screen for skills and experience, but you hire for traits:
- Traits = who they are (e.g. EQ, work ethic, coachability, grit, dot-connecting). Hire for these because they are impossible to teach.
- Skills = what they can do (e.g. prospecting, discovery, deal process). These are important, but can be taught to someone with the right traits.
- Experience = what theyāve done (e.g. background, sales stats). Screen for these on the resume, but donāt make a hire off a shiny resume.
The best way to test for the trait is to literally put them in the state of the trait.
For example, test for coachability by asking if they want to do a roleplay. Run through it twice and see if they implement any feedback between rounds. If they donāt theyāre not coachable!
Want to see us unwrap all of Santaās gifts across prospecting, closing, and leadership? Check out the full YT video here.
Watch The Video: 12 Sales Tactics You NEED to Master in 2026
