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
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.
7 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.
8 snips
Aug 4, 2025 • 6min
Use This Brutal Negotiation Tactic To Outsmart Tough Buyers | Bite-sized Tactics
Tired of being lowballed during negotiations? This discussion reveals powerful tactics for B2B sales that can help you maintain pricing integrity. Learn how to deal with discount hunters and when to strategically offer a discount without losing your edge. Discover the 'exploding deadline' strategy that keeps deals on track and the 'jar' analogy to maximize value in negotiations. Tune in to enhance your sales game with practical, no-nonsense advice!
20 snips
Jul 31, 2025 • 34min
8 INSANE Sales Negotiation Stories You Won’t Believe Are True
Dive into jaw-dropping sales negotiation stories that reveal the wild tactics buyers use and the clever moves that can seal the deal. Discover why anchoring high and then staying silent can lead to better offers. Learn how to get all buyer requests upfront, avoiding the hidden cost hamster wheel. Explore strategies that let buyers feel like they're winning while you maintain your price integrity. Plus, hear hilarious tales about the dangers of discount addiction and the importance of clear communication to prevent costly mistakes.
27 snips
Jul 30, 2025 • 39min
8 BRUTAL Discovery Lessons That Will SAVE Your Next Deal
Discover the hard lessons learned in sales discovery calls. Learn to ditch the interrogation style and connect genuinely with prospects. Building respect and trust early is key—set clear agendas and leverage knowledge about the prospect. Find out why qualifying before demos accelerates the sales process. Explore effective questioning techniques that uncover deeper insights. Improve follow-up emails for better outcomes, turning failed strategies into actionable lessons for success.
12 snips
Jul 28, 2025 • 5min
a message from armand
Exciting changes are coming, with a fresh format that alternates between interviews with sales reps and leaders. Expect a treasure trove of tactics in new YouTube-style breakdowns featuring cold calls and deal reviews. The hosts are focused on delivering more actionable insights, ensuring every minute counts. Plus, they actively encourage listener engagement, inviting suggestions for future topics. Get ready for a revamped experience that promises creative formats and enhanced learning!
40 snips
Jul 25, 2025 • 11min
How to Write Cold Emails That Get Replies | Cold Email Problem + Value Framework
Learn how to write cold emails that actually get replies by focusing on the prospect's problems rather than your product. Discover the 'Problem + Value' framework to craft relatable messages quickly. Uncover practical tips to use social proof and personal touches for better engagement. Plus, explore effective strategies that can consistently fill your calendar with meetings. Mastering these techniques turns cold emailing from a grind into a powerful pipeline tool, making your outreach more effective and efficient.
9 snips
Jul 24, 2025 • 32min
Your Reps Fail at Cold Email Because YOU Don’t Teach THIS | Leadership Special
Jason Bay, an outbound trainer with a wealth of experience working with top companies like Zoom and Shopify, joins to share insights on cold email strategies. He reveals why cold emailing is still relevant and outlines a structured four-part framework to enhance effectiveness. Jason emphasizes the importance of understanding prospect personas and delivering personalized messages. He also discusses the value of interactive training and regular reinforcement to help sales teams master their outreach and boost reply rates.
16 snips
Jul 23, 2025 • 12min
20+ Cold Email Templates That Actually Get Meetings | Objections, Follow-Ups, Re-Engagement
Unlock the secrets to successful cold emailing with proven strategies that boost replies and meetings. Discover how to tackle objections and turn 'not interested' into meaningful conversations. Learn to craft emails that resonate personally, ensuring you stand out in crowded inboxes. Gain access to over 20 templates designed for engagement and re-engagement, plus low-friction calendar tactics to increase show rates. This approach transforms cold emailing from a grind into a streamlined pipeline powerhouse.
18 snips
Jul 22, 2025 • 44min
We Analyzed 85 Million Cold Emails: This is How You GUARANTEE Replies | Sell Playbook
In this discussion, Jason Bay, who trains sales teams worldwide, shares insights from analyzing 85 million cold emails. He emphasizes the importance of brevity, advocating for 4-sentence emails under 100 words to maximize replies. Personalization is key, with tailored messages leading to five times more engagement. Jason highlights the detrimental impact of jargon and salesy language, promoting a buyer-focused approach instead. Actionable takeaways include using the 'Reply Method' framework and effective CTAs to improve response rates significantly.
