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
Sep 18, 2025 • 19min
We Already Have A Vendor for that Objection
Discover strategies to address competitor objections and secure more cold-call meetings. Learn to identify and highlight gaps in your competitor’s offerings to create urgency. Utilize social proof to strengthen your position without sounding aggressive. Reframe your approach by encouraging prospects to explore new options in a low-pressure way. Balance empathy and confidence to plant the seed for future conversions. Dive into practical examples from compensation software to gym memberships, reinforcing the effectiveness of the discussed techniques.
Sep 16, 2025 • 41min
Inside a 4 Billion Dollar Company Using AI to Supercharge Sales | w/ Stevie Case | Lead Ep. 335
Stevie Case, CRO at Vanta and former VP at Twilio and Layer, shares her expertise in building a cutting-edge outbound sales machine. She discusses the balance of AI-driven efficiency and human-first selling, revealing how to reverse-engineer ideal customer profiles and utilize AI for lead scoring. Stevie emphasizes the importance of real-time feedback loops for continuous improvement and personalizing outreach strategies, ensuring that technology enhances rather than replaces human interactions in sales.
11 snips
Sep 11, 2025 • 16min
7 Tactical Ways to Close Your Deals Faster (Without Being Pushy)
Time is the enemy in sales, and this discussion offers seven tactical ways to speed up the process without being pushy. Setting same-day follow-ups creates urgency, while parallel processing keeps momentum high. Personal connections, like pre-call mini-discoveries, build trust quickly. Innovative strategies like executive outreach and personalized demos help close deals faster. Effective communication, including engaging through texts and collaborative efforts, enhances chances of success. Get ready to close those deals like a pro!
8 snips
Sep 9, 2025 • 32min
My Honest Career Advice for Aspiring Tech Sales Reps | Lead Ep. 334
Discover the secrets to succeeding in tech sales with expert advice on standing out in interviews! Learn to network effectively and demonstrate your value without relying on generic applications. Evaluate your career using the four essential pillars: learning, earning, growing, and connection to know when it's time to move on. Avoid common pitfalls like job-hopping for minor pay increases. Finally, equip yourself with self-education and shadow successful peers to accelerate your career trajectory!
5 snips
Sep 8, 2025 • 7min
This Cold Call Opener Has a 50% Success Rate | Bite-Sized Tactics
Discover a game-changing opener that transforms 'not interested' into an engaging conversation. Learn to use an agree-first tactic that eases resistance and encourages dialogue. The secrets of adapting your approach for different regions and roles are revealed, along with playful and serious nudges to lower defenses. Explore why human connection is crucial in sales and how to signal authenticity quickly. Plus, get practical tips to make your delivery feel natural and boost your cold call success!
8 snips
Sep 4, 2025 • 13min
Get Past ANY Gatekeeper with This Proven Cold Call Script
Discover how to navigate past gatekeepers with three proven cold call tactics that focus on confidence and authority. Learn the Triple Bypass Method: start with a simple request, provide context without pitching, and lean on social proof. Control the conversation by ending responses with questions to guide the interaction. If you hit a wall, pivot your approach by trying alternative communication methods or timing. Gain actionable strategies that can supercharge your connect rate and help you book more meetings.
37 snips
Sep 2, 2025 • 26min
8 Powerful Lessons That Separate Good Sales Leaders from ELITE Ones | Sell Ep. 333
Discover essential lessons that differentiate elite sales leaders from the rest. Hiring should only include those who earn a 'hell yes.' Focus on real performance over theories, and beware of over-hiring without sufficient leads. Learn to set clear standards, allowing reps to recognize when they need to step back. Emphasize uninterrupted focus time for productivity, and reinforce training effectively. Lastly, show understanding for initial mistakes—supporting team growth is paramount.
Sep 1, 2025 • 8min
How To Handle ANY Objection On A Cold Call: 3 Steps | Bite-Sized Tactics
Learn a unique approach to cold call objections through the Mr. Miyagi Method. Start by agreeing with the objection to ease pressure. Then, incentivize conversation for deeper insights. Finally, sell the test drive by highlighting benefits, even for those not ready to buy. Discover practical strategies to transform objections into meaningful dialogues and elevate your sales technique!
21 snips
Aug 28, 2025 • 13min
The #1 Negotiation Principle That Makes Your Buyer Commit FIRST
Unlock the secrets to successful negotiations! Discover why securing commitments before offering discounts is crucial. Learn to confirm your status as the vendor of choice and to lock down timelines for a smooth deal closure. Gain insights into the give-get paradigm, ensuring you receive something in return for any concessions. Plus, master the art of trade-offs to make negotiations more effective. These actionable strategies will revolutionize your sales approach and empower you to close deals with confidence.
18 snips
Aug 26, 2025 • 43min
6 PROVEN AI Sales Automations That Feel Like MAGIC | Yoni Tserruya | Sell Ep. 332
Yoni Tserruya, CEO of Lusha and AI enthusiast, shares his insights on automating sales to boost efficiency. He reveals six transformative AI strategies to reduce admin time, such as generating targeted prospect lists and tracking key buying signals. Yoni discusses streamlining call preparation with AI-driven insights and personalizing outreach through tailored icebreakers. He highlights the power of AI for crafting concise recap emails and offers innovative solutions for training sales reps, ultimately allowing teams to focus more on building trust with customers.
