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
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.
15 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.
10 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!
35 snips
Nov 18, 2025 • 40min
#524 - Outbound Prospecting Masterclass: Everything You Need to Book Meetings in 2026
Jason Bay, CEO of Outbound Squad and expert in sales training, shares groundbreaking insights into outbound prospecting. He explains how to prioritize leads using the Martini-Glass Pipeline and craft compelling buyer-centered messages through the Messaging Matrix. Jason reveals the KISS Sequencing System, a strategy for multi-channel outreach that boosts replies by over 20%. He also discusses effective cold calling techniques and how to leverage AI with his 10-80-10 Rule to enhance productivity while maintaining a human touch.
29 snips
Nov 13, 2025 • 35min
#523 - How Top Sellers Find the Real Decision Makers in Deals | Kam Germany
Kam Germany, a sales leader and expert in closing intricate deals, shares invaluable insights on navigating multi-stakeholder sales. He emphasizes the importance of identifying shadow decision makers who truly influence outcomes. By inciting one-on-one breakout meetings, he reveals how to uncover real pain points and foster internal advocates. Kam also advises on connecting each stakeholder’s concerns to overarching business goals during demos and pre-planning engaging questions to stimulate meaningful dialogue, ultimately driving alignment and success in deals.
Nov 11, 2025 • 50sec
#522 - How Many Cold Calls Does It Take To Afford a Baby? (A Youtube Special)
Alex Murphy, a sales practitioner with a background in teaching, shares his journey to consistently exceeding sales quotas by 200%. He breaks down his unique prospecting formula, emphasizing the power of numbers in achieving financial goals. By translating big aspirations into actionable math, he reveals how to effectively calculate dollars per meeting and outreach volume needed for success. Tune in for practical strategies that can transform your income and enhance your sales approach!
8 snips
Nov 6, 2025 • 29min
#521 - The 7 Deadly Sales Negotiation Sins | Todd Caponi
Todd Caponi, bestselling author and seasoned sales leader, dives into the critical negotiation pitfalls that can derail sales success. He reveals why discussing pricing early builds trust and why discounts often hurt more than help. Todd warns against giving away concessions without mutual gains and explains how to authentically earn case studies. He also highlights the importance of transparent communication when clients request to hold prices and advocates for consistent pricing to maintain buyer trust. Tune in for powerful insights on how to negotiate like a pro!
