
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.
Latest episodes

8 snips
Apr 24, 2025 • 38min
How to Build a Cold Calling Culture | Colin Specter | Ep. 303 (Lead)
Colin Specter, SVP of Revenue at Orum and a cold calling expert, shares insights on fostering a successful cold calling culture. He emphasizes the importance of structured scheduling and energy-boosting rituals, like weekly kickoffs and recognizing wins. Holding reps to input standards is key—aiming for 150 dials a day. Specter highlights the value of using top performers to inspire the team and create momentum. Tune in for actionable strategies to elevate your sales performance!

8 snips
Apr 22, 2025 • 36min
The Demo Framework That Actually Closes Deals | Robert Friedland | Ep. 302 (Sell)
Robert Friedland, Execution Lead at Squint and former Field CTO at Sisense, shares game-changing strategies for impactful sales demos. He emphasizes the importance of storytelling, suggesting sellers use a ‘vibey demo’ to spark interest before diving deeper. Friedland advises resetting agendas during calls to maintain focus and underscores the significance of sending crisp follow-ups instead of lengthy decks. He also encourages sellers to reverse-engineer buyers' interests to uncover underlying challenges, enhancing connection and closing potential.

16 snips
Apr 21, 2025 • 41min
Be Upfront With Discovery | Mark Nietzel | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS:
Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome.
Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo.
Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time.
Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust.
MARK'S PATH TO PRESIDENTS CLUB:
Commercial Sales Manager @ Procore
Sales Manager, Emerging @ Procore
Enterprise Account Executive @ Procore
Senior Account Executive, Mid-Market @ Procore
RESOURCES DISCUSSED:
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Things you can steal
Michelle Cecil Episode

36 snips
Apr 17, 2025 • 40min
When and How Sales Leaders Should Get Involved in Rep's Deals | Rex Galbraith | Ep. 301 (Lead)
Rex Galbraith, Chief Revenue Officer at Consensus, shares his wealth of sales experience. He emphasizes the importance of focusing on buyer actions rather than seller activities for measuring progress. Rex introduces the concept of a momentum score, which tracks buyer behaviors to predict deal success. He also discusses the three critical phases every deal faces and the need for strategic resource planning. Finally, he highlights how disciplined routines can enhance productivity and the necessity of aligning sales strategies with buyer engagement.

45 snips
Apr 15, 2025 • 39min
The Top 15 Tips EVER From The 30MPC Podcast | 300 Episode Special
Celebrate a milestone with transformative sales tactics from top industry pros! Discover essential cold calling strategies, like the 'tailored permission opener' and connecting issues to executive concerns. Learn about innovative email approaches that make outreach personal and engaging. Explore a new sales process centered on outcomes instead of mere activities. Uncover fresh insights on effective recruitment and the evolving role of AI in sales. This is a treasure trove of wisdom to elevate any sales strategy!

52 snips
Apr 14, 2025 • 43min
How to Fully Measure Your Sales Reps | Eleanor Dorfman | 30MPC Hall of Fame
Eleanor Dorfman, Head of Sales at Retool and a seasoned leader in sales and customer success, shares her insights on measuring sales rep performance beyond just quotas. She introduces the 'iron square' framework to assess productivity and emphasizes the importance of strict territory rules for fairness. Eleanor also highlights customer-first processes to enhance experience while avoiding internal disruptions. Her actionable strategies focus on fostering a culture of transparency and collaboration, ensuring sales teams can thrive.

38 snips
Apr 10, 2025 • 39min
How to Teach Discovery Without Confusing the Hell Out of Your Sales Team | 30MPC Playbook (Lead)
Unpack the secrets to mastering sales discovery calls with a straightforward 3x3 framework. Learn how to teach the journey of discovery by focusing on situation, operational problems, and business impact. Emphasize repetition and gradual skill development through coaching and role plays. Discover how to build evolving problem trees that reflect real conversations and challenges, enriching the sales engagement process. This approach not only simplifies training but also equips reps to connect with clients more effectively.

40 snips
Apr 8, 2025 • 60min
The Ultimate Discovery Call Framework Used by Top 1% Sellers | 30MPC Playbook (Sell)
Unlock the secrets of effective discovery calls with a three-part structure that establishes credibility and uncovers meaningful problems. Discover the power of Discovery Trees to guide conversations through layers of inquiry. Learn the art of balancing give and take by incorporating stories and insights to build trust. Master the crucial final minutes by assessing your prospect's buying intent and scheduling next steps on the spot. Dive into actionable techniques that leading sellers use to transform their calls into successful engagements.

14 snips
Apr 7, 2025 • 17min
Product Roadmap: Q2 2025 (The 30MPC Discovery Course is Here)
Discover groundbreaking strategies for successful sales through an engaging new course. Learn how to enhance your discovery calls with effective questioning techniques that build trust. Explore innovative tactics to break into enterprise accounts using AI without sounding cringey. Get insights on mastering one-on-one sales coaching sessions and hear plans for launching exciting new courses tailored for sales professionals. Uncover new approaches to foster genuine connections while navigating the challenges of the sales landscape.

12 snips
Apr 3, 2025 • 39min
Reignite Your Remote Sales Team With This One Tactic | Todd Caponi | Ep. 300 (Lead)
Todd Capponi, founder of Sales Melon and author of The Transparency Sale, dives into revitalizing remote sales teams. He shares how to conduct firmographic sprints through customer interviews to uncover vital insights. He emphasizes prepping customers before training sessions for true industry understanding and advocates for recognition over cash as a motivational tool. Capponi discusses the significance of fostering genuine connections and using targeted educational sprints to build confidence within sales teams.
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