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
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.
17 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.
20 snips
Aug 25, 2025 • 12min
Use This Cold Email Sequence to 3x Your Replies in 2025 | Bite-sized Tactics
In this engaging discussion, Jason Bay, the creator of the KISS (Keep It Simple Sequencing) framework, shares his expertise in multi-channel sales strategies. He reveals that 70% of reply rates come from the first email, emphasizing the importance of a well-structured sequence. Jason outlines his method involving six calls, six emails, and three social touches spread over three weeks to maximize contact rates. He also highlights the benefits of personalized outreach and automation, providing practical tips to enhance engagement without spamming.
8 snips
Aug 21, 2025 • 13min
Use This Sales VOICEMAIL Trick to Double Your Email Replies
Discover the revolutionary voicemail script that directs prospects to your email, dramatically boosting reply rates without the hassle of callbacks. Learn how to keep your message under 20 seconds, focusing solely on your email instead of asking for a return call. By including your name, company, and email subject line, you ensure your message stands out in crowded inboxes. Explore the effectiveness of the 'double tap' strategy and other actionable tips to enhance engagement and make the most of your cold outreach efforts.
5 snips
Aug 19, 2025 • 38min
Build a Sales Team That Hits President’s Club Every Year | Marcus Chan | Lead Ep. 331
Marcus Chan, a sales leadership expert with a wealth of experience in driving significant growth, shares invaluable insights on transforming sales teams. He discusses personal success blueprints to enhance retention and performance, alongside innovative practices like 'Winning Wednesdays' for structured training. Chan also highlights 'Real Play Fridays' for live buyer persona simulations and monthly 'War Rooms' to tackle stalled deals. His strategies focus on creating a culture of trust, high performance, and continuous improvement within sales teams.
50 snips
Aug 14, 2025 • 21min
How ELITE Sales Reps Structure Their Day to WIN Productivity
Uncover the time-blocking secrets of elite sales reps to supercharge productivity! Learn to tackle challenging tasks during peak energy hours to boost daily prospecting success. Discover how strict time blocks can prevent busywork from eating into your selling time. Find out how grouping similar tasks helps maintain focus and efficiency. Plus, embrace the green/yellow/red hour system to prioritize revenue-generating activities and keep your sales pipeline thriving!
12 snips
Aug 12, 2025 • 43min
Try Giulio Segantini’s INSANE Openers on Your Next Sales Call (Shock your prospect!) | Giulio Segantini | Sell Ep. 330
Giulio Segantini, a renowned sales trainer and master of cold calling, shares his unconventional techniques to make sales calls more engaging. He emphasizes the power of hyper-specific, permission-based openers that instantly capture attention. Giulio discusses the importance of addressing clients' pain points using their own words and offers strategies to handle objections through dialogue. He also highlights the necessity of infusing authenticity and humor into calls, creating a more human connection with prospects.
10 snips
Aug 11, 2025 • 6min
Beginners Guide To Cold Calling (In 5 Minutes) | Bite-Sized Tactics
Unlock the secrets of successful cold calling with a streamlined framework! Learn the tailored permission opener that gains you 30 precious seconds. Discover the power of the problem proposition to engage prospects by addressing their biggest challenges. Plus, master the Mr. Miyagi method to effortlessly handle objections and maintain a smooth conversation. Start selling the test drive — the meeting — and walk away with clear next steps after every call!
10 snips
Aug 7, 2025 • 22min
How to Turn 3 Cold Calls into 1 Meeting Every Time (Steal this script!)
Unlock the secrets to transforming cold calls into solid meetings with a foolproof script. Discover the power of the 'Heard the Name Tossed Around' opener to make calls feel warm. Learn to lead with a Problem Proposition that resonates with prospects' concerns. Master the 'Mr. Miyagi' objection technique for guiding prospects toward realizing their own needs. Finally, emphasize offering a 'test drive' instead of a hard sell to enhance engagement and build rapport.
21 snips
Aug 5, 2025 • 37min
How to Close Bigger Deals by Doing LESS in the First Call | Steven Bryerton | Ep. 329
In this engaging conversation, Steven Bryerton, SVP of Sales at ZoomInfo, shares his journey in transforming sales strategies to close bigger deals. He emphasizes the need for dedicated teams for enterprise versus SMB sales. Discover how to track win rates effectively, optimize SDR compensation, and utilize frameworks like MEDDPICC to enhance discovery. Bryerton provides actionable insights on analyzing sales performance metrics and prioritizing high-value accounts, making the sales process more efficient and effective in landing substantial deals.
