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
6 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.
32 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!
37 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.
14 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.
46 snips
Dec 4, 2025 • 37min
#529 - How to Win Enterprise Deals with Compelling Events (Not Volume) | Luke Floyd
Luke Floyd, an experienced enterprise account executive at Deel, shares his strategies for winning large deals by focusing on compelling events rather than sheer volume. He explains how to identify urgency in potential clients and prioritize high-value accounts, mapping out decision trees to guide buyers. By leveraging research and AI, Luke crafts multi-channel outreach that resonates deeply, nurturing relationships based on empathy rather than product pitch. His no-nonsense approach helps streamline success in the competitive enterprise landscape.
Dec 2, 2025 • 34min
#528 - Live Cold Calls: How Many Meetings Can The #1 Sales Trainer Book?
Join Jason Bay, a top outbound sales trainer and founder of Outbound Squad, as he performs live cold calls in a high-pressure environment. He shares a three-part call framework while tackling objections and adjusting his pitch in real time. Jason discusses the challenges of calling executives, provides insights on using cultural context with offshore teams, and offers tips on crafting effective voicemails and texts. His real-time experience delivers practical takeaways for improving connect rates and setting meetings with senior decision-makers.
11 snips
Nov 27, 2025 • 21min
#527 - The Sales Process Elite Reps Use (And You Don’t)
Unlock the secrets to accelerating your sales process with new tactics! Discover why traditional meetings can hinder progress and how focusing on exit criteria can drive deals forward. Learn to consolidate key stages like discovery and demo for faster closings. Explore the importance of multi-threading and engaging decision-makers effectively. Don't get bogged down in early pricing talks; understand how to navigate proposals and vendor reviews. Elevate your sales game with proven strategies to keep your pipeline moving!
38 snips
Nov 25, 2025 • 38min
#526 - The Ultimate Cold Calling Q&A: 16 Questions to Book Your Next Meeting
Dive into the world of cold calling with expert tips for booking meetings. Discover effective openers tailored to different personas, and learn how humor can break the ice with prospects. Uncover the triple bypass method to navigate gatekeepers effortlessly. Gain insights on balancing research and momentum to maximize dial time. Find out how to boost connect rates and handle objections like a pro. Plus, strategies for leaving impactful voicemails and preventing no-shows will elevate your cold calling game!
36 snips
Nov 20, 2025 • 52min
#525 - Why Executives Ignore Your Sales Pitch (And How to Fix It Fast) | Nate Nasralla
Nate Nasrallah, a serial software founder and seasoned sales leader, shares invaluable insights on executive communication. He emphasizes the power of concise messaging, introducing a 4-sentence framework to craft compelling soundbites that resonate with decision-makers. Listeners learn how to create impactful one-page business cases and the importance of aligning proposals with executive priorities. Nate also reveals strategies for running effective executive meetings and writing emails that champions can easily forward. Transform your pitches into powerful narratives!
