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
May 12, 2025 • 36min
#459 - The One Dashboard Every Sales Leader Should Build | John Sherer | 30MPC Hall of Fame
In this discussion, John Sherer, COO at Growth Assistant and former VP of Sales at Lattice, shares his journey from leading Lattice's growth from $20M to $120M. He emphasizes the importance of clear and actionable CRM dashboards, recommending the elimination of unnecessary filters and fields. Sherer suggests focusing on four key metrics: intro meetings, late-stage deals, win rates, and the balance of inbound versus outbound leads. His insights aim to declutter sales data, making it a powerful tool for decision-making.
20 snips
May 8, 2025 • 36min
#458 - How to Deliver Hard News and Lead Through Tough Times | Patricia DuChene
Patricia DuChene, Chief Revenue Officer at Postal and former VP of International Sales at Wrike, shares invaluable insights on leading teams through tough times. She emphasizes the importance of using the 'Why, What, How' framework for delivering difficult news, advocating for honesty over sugarcoating. DuChene also discusses creating a 'lever cheat sheet' for sales teams to navigate negotiations effectively. Furthermore, she highlights the need for leaders to allow teams to process changes before resetting expectations, fostering resilience in uncertain times.
53 snips
May 6, 2025 • 35min
#457 - Say This to Start Discovery Calls with Instant Credibility | Jen Allen-Knuth
Jen Allen-Knuth, Founder at Demand Gen and Head of Growth at Lavender, dives into the art of high-impact discovery calls. She discusses how to uncover deal-driving problems and earn executive trust through thoughtful preparation. Jen shares the game-changing tip of using ChatGPT to simplify prospects' business during calls. She emphasizes the importance of mirroring client goals and using lost pipeline audits to create urgency. Packed with actionable insights, she empowers sellers to foster genuine engagement and craft tailored solutions.
11 snips
May 5, 2025 • 37min
#456 - How to Hire Reps Who Actually Know How to Sell | Andrew Johnston | 30MPC Hall of Fame
Andrew Johnston, Head of Sales at Superhuman, shares his expertise in hiring top sales talent. He emphasizes the role of storytelling as a key skill for reps, improving their sales conversations. The innovative reverse interview technique allows candidates to gauge the company, showcasing their adaptability. Johnston discusses the importance of mock pitches to evaluate preparation and offers insightful strategies for assessing candidates' potential, focusing on their questioning skills and response to challenging scenarios.
15 snips
May 1, 2025 • 36min
#455 - How to Build Rep Onboarding That Actually Sticks | Jonah Mandel
Jonah Mandel, VP of Sales at Guesty, shares his expert strategies for effective onboarding in sales teams. He emphasizes that winning the first 30 days can determine future success. Discover how to create idiot-proof dashboards to track progress and the significance of emotional awareness in leadership. Mandel discusses using 'training leads' for low-pressure practice and regular check-ins to boost morale. His insights aim to build a supportive culture that fosters lasting habits and confident, skilled sales representatives.
47 snips
Apr 29, 2025 • 34min
#454 - How to Control the Sale Without Sounding Pushy | Anthony Firenzi
In this session, Anthony Firenzi, Head of Sales at Unified GTM and a former top sales performer at Lattice, shares his secrets to effective selling without being pushy. He emphasizes framing yourself as a partner in negotiations and using discounts strategically to create urgency. Anthony discusses the importance of focusing on significant business problems during demos, and he offers actionable tips like pre-scheduling implementation calls to drive deal velocity. His insights redefine how to control the sales process with confidence.
21 snips
Apr 28, 2025 • 36min
#453 - How to Nail Large Sales Meetings | David Rosenstein | 30MPC Hall of Fame
David Rosenstein, a Top 1% Account Executive at LinkedIn and a Club One winner, shares powerful insights on mastering large sales meetings. He emphasizes the importance of getting permission to reframe weaknesses into strengths. Rosenstein discusses the art of strategic questioning to engage multiple stakeholders and the method of anchoring high to gain leverage. He also highlights the necessity of personalizing interactions and building trust through transparency, ensuring successful outcomes in complex sales environments.
28 snips
Apr 24, 2025 • 35min
#452 - How to Build a Cold Calling Culture | Colin Specter
Colin Specter, SVP of Revenue at Orum and a cold calling expert, shares insights on fostering a successful cold calling culture. He emphasizes the importance of structured scheduling and energy-boosting rituals, like weekly kickoffs and recognizing wins. Holding reps to input standards is key—aiming for 150 dials a day. Specter highlights the value of using top performers to inspire the team and create momentum. Tune in for actionable strategies to elevate your sales performance!
39 snips
Apr 22, 2025 • 32min
#451 - The Demo Framework That Actually Closes Deals | Robert Friedland
Robert Friedland, Execution Lead at Squint and former Field CTO at Sisense, shares game-changing strategies for impactful sales demos. He emphasizes the importance of storytelling, suggesting sellers use a ‘vibey demo’ to spark interest before diving deeper. Friedland advises resetting agendas during calls to maintain focus and underscores the significance of sending crisp follow-ups instead of lengthy decks. He also encourages sellers to reverse-engineer buyers' interests to uncover underlying challenges, enhancing connection and closing potential.
46 snips
Apr 21, 2025 • 37min
#450 - Be Upfront With Discovery | Mark Nietzel | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS:
Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome.
Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo.
Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time.
Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust.
MARK'S PATH TO PRESIDENTS CLUB:
Commercial Sales Manager @ Procore
Sales Manager, Emerging @ Procore
Enterprise Account Executive @ Procore
Senior Account Executive, Mid-Market @ Procore
RESOURCES DISCUSSED:
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