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
8 snips
Oct 28, 2025 • 16min
The Secret to Handling Nasty Cold Call Objections
Learn how to turn cold call rejections into meaningful conversations. Discover the surprising reason behind quick objections—it's often not about your product. With the Mr. Miyagi Method, find out how to agree with concerns, lower resistance, and redirect the dialogue rather than fighting it. Nick shares specific scripts for common objections like 'I'm not interested' and 'Call me in six months,' empowering you to engage prospects more effectively. Grab insights from real-life anecdotes and free resources to boost your sales skills.
23 snips
Oct 27, 2025 • 35min
How to Differentiate Yourself in Every Sales Cycle | Chad Prezlomski
Chad Prezlomski, a top-tier enterprise account executive with experience at notable companies like Blackbaud and Amplify, shares key strategies for standing out in sales. He emphasizes the importance of delivering a world-class buyer experience through pre-meeting nurture emails and a hypothesis slide during meetings. Chad also discusses using storytelling to create urgency, how to nurture lost prospects, and the essential role of visible prep in building trust. His insights on personalization and quick follow-up can set sellers apart in competitive markets.
69 snips
Oct 23, 2025 • 16min
21 PERFECT Sales Discovery Questions to Ask Your Prospect (Part 1)
Discover the secrets to successful sales calls with ten powerful questions to unlock your prospect's motivations. Learn how to steer conversations towards real business pains and urgency, all while encouraging compelling storytelling. Find out how to prioritize key topics and identify additional stakeholders involved in the decision-making process. Nick shares techniques to assess urgency and align your product's features with what decision-makers truly want. Master the art of discovery and watch your sales skyrocket!
5 snips
Oct 21, 2025 • 25min
I Ran a Sales Call For A Product I Never Sold
Discover how to conduct effective discovery calls, even for products you've never sold. Learn to identify core business problems and craft targeted questions that connect daily pains to executive impacts. Armand introduces the 'Discovery Tree' method for mapping problems and emphasizes the importance of storytelling in sales conversations. Plus, uncover high-value issues like compliance risks and candidate experiences. Prepare to turn ordinary calls into winning deals with strategic questioning techniques!
Oct 20, 2025 • 40min
How to Coach Sales Reps Using Metrics That Matter | Shaun Crimmins | Lead Ep. 336
Shaun Crimmins, a seasoned sales leader with a track record at HubSpot and Vanta, shares his insights on coaching sales reps effectively using metrics. He emphasizes breaking down revenue goals into manageable weekly behaviors to facilitate success. Shaun also discusses the importance of creating a consistent operating rhythm with regular meetings and reviews. He introduces a three-step coaching framework based on identifying and validating data gaps, urging leaders to prepare thoroughly for one-on-ones to enhance productivity and results.
27 snips
Oct 16, 2025 • 1h
Leadership Masterclass: The Sales Management Operating System
Mark Kosoglow, an accomplished sales leader known for scaling Outreach to $250M ARR, shares his wisdom on effective sales management. He outlines a tripartite Sales Management Operating System, emphasizing operating systems, rhythms, and talent. Highlights include a five-stage sales process that redefines deal-making and risk categorization for better forecasting. Mark also dives into hiring for traits over experience, offering insights on creating a supportive environment for team growth, all while delivering actionable strategies to elevate sales leadership.
22 snips
Oct 14, 2025 • 27min
$3k vs $30k vs $300k Sales Close
In this discussion, Armand Farrokh, a seasoned B2B sales coach, shares strategies to close deals of varying sizes. He emphasizes that closing a $3K deal is about quick, effective communication, while $30K and $300K deals require more structured approaches. Armand introduces the five essential buyer agreements — problem, solution, power, commercial, and vendor. He provides insights on navigating complex enterprise sales by coordinating multiple stakeholders and crafting compelling presentations to win over internal teams.
38 snips
Oct 13, 2025 • 19min
Here’s my $250M ARR Sales Management System
Mark Kosoglow, who scaled Outreach from $0 to $250M ARR, discusses his proven sales management operating system. He highlights that many new sales managers lack essential training and need a structured approach. Mark breaks down his system into three parts: the operating system for processes, the operating rhythm for enforcing practices, and a talent system for effective hiring. He also critiques flawed sales processes and introduces a buyer-centric framework. This episode is packed with insights for sales leaders striving for success!
Oct 9, 2025 • 30min
Sales Hiring Secrets No One Talks About
Join Mark Kosoglow, an experienced sales leader and former VP of Sales at Outreach, as he unveils the secrets to effective sales hiring. He discusses why traditional hiring often fails, emphasizing the importance of traits over experience. Mark identifies nine core traits essential for success, like coachability and grit, and offers innovative interview techniques to test candidates' true potential. With a structured four-step interview process, he shares how to make informed hiring decisions and cultivate a winning sales team.
10 snips
Oct 7, 2025 • 23min
I Got Promoted to VP of Sales at 29. Here’s how.
Feeling stuck while others soar in their careers? Discover a four-step framework to take control of your promotion track. Learn how to work harder and smarter while turning training gaps into opportunities. Specialize in a sales superpower and outperform your future peers before seeking a promotion. Find out how to run your promotion like a sales cycle, get influential mentors on your side, and choose high-growth companies to boost your chances. It’s all about strategy, timing, and making your achievements unignorable!
