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
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.
26 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!
Nov 4, 2025 • 7min
#520 - I Handle EVERY Cold Call Objection like Mr Miyagi
Discover how to tackle every cold call objection with the wisdom of Mr. Miyagi! Learn the three-step approach that emphasizes agreeing with objections, encouraging prospects to share their true concerns, and focusing on booking valuable meetings instead of making immediate sales. Understand the psychology behind objections and why they often stem from reflexive reactions. This insight will empower you to connect better with prospects while boosting your sales skills and confidence!
8 snips
Nov 3, 2025 • 35min
#519 - Set Next Steps That Actually Close Deals | Roy Mathew
Roy Mathew, VP of Sales at Recurrency and former top performer at Airtable, shares his insights on closing deals effectively. He emphasizes the importance of calibrating next steps by understanding buyer perspectives and teaching managers to communicate the rationale behind tactics. Roy advocates for game-planning meetings, inviting objections to uncover buyer needs, and focusing pipeline reviews on actionable steps. He also suggests running workshops to refine how teams set and confirm next steps, ensuring every interaction aligns with buyer thinking.
Oct 30, 2025 • 33min
#518 - 5 Terrifying Sales Ghosts That Will Haunt Your Quota | Halloween Special
Dive into a spooky world where sales ghost stories reveal the hidden traps of the trade. Discover how surface-level issues can cause valuable deals to vanish. Learn to craft compelling demos that keep buyers engaged, avoiding the dreaded feature-dump. Uncover the dangers of relying on a single champion for success and the negotiation pitfalls that can bleed your margins dry. Plus, strategies to navigate the murky waters of vendor reviews and legal delays, ensuring you keep your pipeline clear and thriving.
10 snips
Oct 28, 2025 • 16min
#517 - 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.
42 snips
Oct 27, 2025 • 35min
#516 - 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.
82 snips
Oct 23, 2025 • 16min
#515 - 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!
