30 Minutes to President's Club | No-Nonsense Sales
Armand Farrokh & Nick Cegelski
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.
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.
Episodes
Mentioned books
Jan 15, 2026 • 32min
#539 - How to Run Demos That Actually Convert | Alex Kane
In this engaging conversation, Alex Kane, an enterprise sales leader renowned for his demo expertise, shares his winning strategies for conducting impactful demos. He emphasizes the importance of framing the prospect's pain points and illustrating solutions through storytelling. Alex introduces tactics like 'reverse demos' to uncover challenges and a unique demo flow of Present → Future → Past. With practical advice on interaction and body language, he transforms the ordinary demo into a captivating buying journey.
Jan 13, 2026 • 37min
#538 - Cold Call 3v3: Six Sales Reps Dial in a 92 Degree Room
In this lively showdown, outbound trainer Jason Bay joins experienced sellers McKenna Turner, Derek Yoder, and Alex Murphy as they compete in a cold-call contest. They delve into permission-based openers and effective discovery techniques. Live demonstrations showcase real-time dialing and objection handling strategies, providing insights on what makes a cold call successful. The team debates tactics, shares scripts, and emphasizes empathy in sales, all while vying for the top spot in a heated competition.
24 snips
Jan 8, 2026 • 36min
#537 - How to Get Executive Intros Through Your Champion | Christine Nolan
Christine Nolan, a four-time President's Club winner and former Head of Strategic Accounts at Asana, shares her expertise in enterprise sales. She discusses the importance of mapping internal politics and creating a power map with champions to identify influencers. Christine emphasizes tailoring approaches to individual motivations and leveraging warm introductions to executives. Her actionable tips, like ghostwriting intro emails and balancing one-on-ones with team meetings, provide a practical framework for navigating complex sales cycles.
32 snips
Jan 6, 2026 • 41min
#536 - Cold Email Showdown: Rookie Sales Rep vs 10-Year Director
In this lively showdown, Evan Greek, a top cold-email performer at Gong, faces off against Florin Tatulea, the Head of Sales Development at Common Room. Both guest experts craft emails in real-time to tackle quirky prompts. They reveal how AI helps them create personalized messages swiftly, while adding human touches for impact. The competition also highlights strategies for engaging with big brands and individual buyers. With a close score, Florin takes the win, but both share invaluable insights on personality and the importance of social proof in outreach.
19 snips
Dec 30, 2025 • 15min
#535 - He Sold A $30M Deal With One Page
Nate Nasralla, founder and sales leader, shares his unique one-page business case framework that helped him close a staggering $30M deal. He discusses how this concise document aligns executives, identifies deal gaps, and drives consensus in complex buying scenarios. Using IKEA as a case study, he illustrates the 'imagination gap' affecting sales and offers innovative strategies utilizing AR/VR and partnerships for effective solutions. Tune in for insights on translating problems into business outcomes and securing investment!
19 snips
Dec 23, 2025 • 10min
#534 - #1 Sales Rep Runs The Exact Demo That Got Him Promoted 8x
Adam Ochart, a former top-performing sales rep at Gong, shares the demo framework that led to his eight promotions and a remarkable 30%+ win rate. He emphasizes the importance of preparation and alignment with buyers before the demo begins. Throughout the discussion, he introduces innovative techniques like 'What I Learned' alignment slides and 'bridge questions' to uncover key deal details. Adam's 'why-before-what' approach helps create an engaging experience, ensuring prospects understand the true value of each feature.
14 snips
Dec 18, 2025 • 34min
#533 - How to Build a Team That Thrives on 700 Cold Calls a Week | Melanie Smith
Melanie Smith, Head of Sales Development at Nooks, is an expert in scaling SDR teams, having rapidly grown teams at Klue and Nooks. She shares her strategies for running a high-performing SDR team, emphasizing cold-call systems and career paths for reps. Expect insights on using AI for call analysis, blocking time for intel-gathering calls, and adjusting KPIs to promote creativity. Melanie also discusses the importance of connect and conversation rates and reveals actionable takeaways to boost performance without burning out team members.
34 snips
Dec 16, 2025 • 37min
#532 - Santa Unwraps 12 Sales Tactics You NEED to Master in 2026
This holiday special showcases 12 essential sales tactics for 2026. Key insights include effective negotiation strategies, the art of impactful cold calling, and mastering discovery processes. Learn how to transform sales discussions into agreements rather than meetings, and discover the importance of a familiar tone in communications. Innovative hiring practices focus on traits over backgrounds, while demo techniques encourage client engagement. Plus, time-blocking strategies are shared to maximize productivity. It's a playbook for future sales success!
39 snips
Dec 11, 2025 • 25min
#531 - How to Scale Personalized Prospecting with Video (Even in SMB)
Join Mike Aloisio, a top-performing account executive at Vidyard, known for revolutionizing sales with personalized video. He delves into crafting impactful prospecting videos that include a hook, value, and a clear call to action. Mike highlights the importance of day-of meeting confirmations to reduce no-shows and shares creative techniques for re-engaging ghosted prospects using humor. He also discusses using case study and pricing videos to streamline communication directly with decision makers, ensuring your message isn't lost.
19 snips
Dec 9, 2025 • 40min
#530 - Negotiation Masterclass: Your Sales Commission Savior
Todd Caponi, a sales leader and author, dives into negotiation tactics from his book, Four Levers Negotiating. He shares insights on why traditional ROI arguments falter late in deals, and introduces his four levers: volume, timing of cash, length of commitment, and timing of the deal. Listeners learn how to effectively respond to discount demands while enhancing deal speed and value. Caponi also discusses navigating legal hurdles and using uncertainty to pressure buyers, making this a masterclass for maximizing sales outcomes.
