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
21 snips
Feb 3, 2025 • 38min
How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame
Join Johnny Larson, a top producer at Talkdesk and three-time President's Club achiever, as he shares invaluable insights on navigating complex sales. Discover how knowing competitors' fiscal periods can help you anticipate price changes. Learn the importance of a phased approach to pricing and the impact of key timeline drivers on urgency. Larson emphasizes turning customer wants into reasons for change, ensuring that every discovery session uncovers the real business needs behind their requests.
14 snips
Jan 30, 2025 • 51min
How to Build the Perfect Sales Team, Role by Role | Mark, Nick, & Armand | Ep. 283 (Lead)
Discover the art of perfect sales team building with insights on hiring the right roles as your company scales. Learn why early hires should be builders and how founders can smoothly transition from selling to leading. Explore the critical 1:1 AE to SDR ratio and the timing for adding RevOps, Sales Engineers, and management roles. Gain actionable strategies for nurturing adaptable talent and the importance of structured onboarding, all geared towards creating a dynamic and effective sales force.
105 snips
Jan 28, 2025 • 37min
No Champion, No Deal: How to Find and Develop Champions | Krysten Conner | Ep. 282 (Sell)
Krysten Conner is the founder of KrystenConner.com and has extensive experience in enterprise sales with companies like UserGems and Tableau. She shares insights on aligning messaging to various roles in organizations, emphasizing the importance of simplifying communication for end users, managers, and executives. Krysten discusses the need to identify and nurture champions within the sales process and provides actionable strategies for effective follow-up and risk management, crucial for navigating complex sales cycles.
69 snips
Jan 27, 2025 • 36min
Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame
Jeremy Miner, founder of 7th Level Sales, shares his insights on the pivotal role of tonality in sales. He explains how facial expressions can control tone, influencing conversations significantly. Miner reveals techniques for slowing down questions to elicit better responses and introduces five key tonalities—curious, confused, concerned, challenging, and playful—that can transform sales interactions. He emphasizes the power of a direct tone to motivate prospects, particularly when navigating tough conversations.
58 snips
Jan 23, 2025 • 36min
How to Train Teams on Discovery That Digs Deeper and Closes Bigger | Eleanor Dorfman | Ep. 281 (Lead)
Eleanor Dorfman, a seasoned sales leader at companies like Retool and Segment, shares her expertise in value-based selling and team training. She emphasizes the importance of banning product lingo to foster deeper customer conversations and explores how to align incentives with certifications to boost team performance. Consistency in messaging throughout the sales process is a key focus, along with embedding new frameworks into daily practices. She advocates for ongoing training and structured methods to enhance discovery, ensuring that sales teams adapt and thrive.
68 snips
Jan 21, 2025 • 50min
The Ultimate 5 Stage Sales Process to Speed Up Your Deals | 30MPC Playbook (Sell)
Discover a streamlined five-stage sales process designed to close deals quickly. The importance of aligning on problems and solutions is emphasized, alongside securing buy-in from decision-makers. Effective strategies for structuring sales calls and expediting negotiations are shared. Learn how to validate concerns and create actionable plans that enhance collaboration. Plus, explore tools for optimizing sales processes and aligning teams through innovative training techniques.
48 snips
Jan 20, 2025 • 36min
Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame
Jason Bay, Founder and CEO of Outbound Squad, shares fascinating insights on navigating competitive sales deals. He emphasizes the importance of understanding why a prospect chose their existing solution to uncover their core motivations. Bay advocates for strategic questioning late in the process to confirm your standing as the top contender. He offers actionable tactics for addressing product gaps and steering conversations to highlight your strengths while exposing competitor weaknesses, ensuring you're prepared to win even in challenging rip-and-replace scenarios.
28 snips
Jan 16, 2025 • 37min
The Sales Leader SKO Survival Guide | JD Miller | Ep. 280 (Lead)
JD Miller, a successful Chief Revenue Officer with extensive experience at companies like Kantata, shares vital insights for conducting effective sales kickoffs. He emphasizes the importance of designing engaging name badges to foster interaction. JD also highlights the necessity of a follow-up plan post-SKO to maintain energy and engagement. He discusses managing session energy, suggesting high-energy activities early on, and the value of pre-vetting presenters to enhance the quality of presentations. His strategies aim to ensure a memorable and impactful sales kickoff.
50 snips
Jan 14, 2025 • 36min
How to Reframe Objections as Strengths | David Rosenstein | Ep. 279 (Sell)
David Rosenstein, a Top 1% Account Executive at LinkedIn, shares powerful sales strategies honed from his impressive career. He emphasizes the importance of getting permission to reframe weaknesses into strengths, maintaining authenticity in the sales approach. Listeners will learn to anchor high when multithreading, effectively engaging multiple stakeholders. David also discusses prepping for large meetings by personalizing discussions and handling objections with understanding. His insights promise to revolutionize how sales professionals navigate complex customer interactions.
56 snips
Jan 13, 2025 • 35min
How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame
In this insightful discussion, John Barrows, a top sales trainer with experience at Salesforce and Google, shares golden strategies for challenging customers effectively. He emphasizes the importance of prioritizing decision criteria and focusing on valuable insights to enhance client interactions. Barrows suggests leading with hypotheses based on research, asking targeted questions, and incorporating product demos throughout the conversation. This approach shifts the sales dynamic from traditional selling to problem-solving, ultimately driving better engagement and closing rates.
