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
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.
79 snips
Jan 9, 2025 • 39min
The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman | Ep. 278 (Lead)
Eleanor Dorfman, a seasoned sales leader with experience at Retool and Segment, shares her insights on effective sales leadership. She emphasizes the 'no-exception' strategy for building trust and consistency within teams. Eleanor discusses the importance of SPFs for short-term behavior changes, while advocating for robust metrics, including win rates and forecast accuracy. Her approach to customer-first processes aims to minimize disruptions in sales, ultimately enhancing both team accountability and customer experience.
30 snips
Jan 8, 2025 • 14min
The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2
Cold calling can be a game changer, but emotional connections are crucial. The hosts highlight the importance of genuinely understanding clients' pain points rather than just reciting a script. They dive into critiques of actual calls, showcasing how tone and engagement impact success. Listeners learn to craft clear problem propositions and avoid common pitfalls, like lackluster solutions and weak calls to action. This entertaining exploration equips salespeople with fresh strategies to transform their approaches and enhance client interactions.
48 snips
Jan 8, 2025 • 17min
The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1
Discover why leading with a specific problem can transform your cold calls. Buzzwords won't cut it—articulate challenges that resonate with your prospects. Learn to craft a one-sentence solution that addresses their pain points directly. Tailor your messaging for different audiences, adapting to their level of seniority. Plus, gain insights on creating engaging sales calls that validate interest before asking for the meeting. It’s all about striking the right chord!
154 snips
Jan 7, 2025 • 37min
Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel | Ep. 277 (Sell)
Mark Neitzel, Commercial Sales Manager at Procore Technologies, shares crucial insights into successful discovery calls. He emphasizes the importance of setting clear agendas and anchoring conversations to outcomes. By encouraging curiosity, salespeople can uncover additional pain points before diving into demos. Mark advocates for straightforward communication about goals, particularly in challenging scenarios. His strategies prioritize trust and engagement, aiming to help salespeople avoid common pitfalls and foster genuine connections with prospects.
30 snips
Jan 6, 2025 • 14min
Product Roadmap: Q1 2025 (Club Pass, New Club Member, Pipe Gen Teardowns)
Discover the exciting launch of the Club Pass program designed to empower sales pros with practical courses and a supportive community. Celebrate the addition of a new member known for exceptional negotiation skills. Dive into innovative sales training methods that challenge traditional approaches to pitching and closing. Explore an array of upcoming workshops focusing on cold calling and email strategies, aimed at elevating sales skills. The podcast emphasizes the importance of building a robust pipeline for the new year with collaborative selling tips.
92 snips
Jan 2, 2025 • 36min
How to Measure Sales Team Metrics Without Micromanaging | John Sherer | Ep. 276 (Lead)
John Sherer, a seasoned sales leader with a background at Lattice, HubSpot, and Appcues, shares actionable insights on effective sales management. He emphasizes the importance of simplifying dashboards to provide clearer data without bureaucracy. Sherer advocates for trimming unnecessary CRM fields for efficiency and highlights the need to analyze a mature pipeline for accurate win rates. He also discusses essential metrics to track, such as intro meetings and late-stage deals, to enhance team performance without falling into the micromanagement trap.
73 snips
Dec 31, 2024 • 25min
The Top 15 Tactics from 2024
Discover top sales tips from 2024, including strategies for handling objections and crafting personalized cold emails. Learn to turn problem discovery into compelling narratives and effective negotiations through label-based tactics. Prioritize outcomes over mere activities for better sales success, while refining team hiring techniques to attract top talent. With insights on pipeline management and the importance of storytelling, this engaging dialogue will enhance your sales approach and leadership skills.
Dec 30, 2024 • 10min
How to Ask BETTER Sales Questions | Charles Muhlbauer | 30MPC Hall of Fame
Enjoy this clip from episode 247 w/ Charles MuhlbauerACTIONABLE TAKEAWAYS
Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact
Find out if the problem is known and cared about across the company or just by one person
Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured
Position involving decision-makers as beneficial for them, making it easier to get in front of power
PATH TO PRESIDENT’S CLUB
Founder @ DiscoveryCoach.io
Sales Enablement Manager @ AlphaSense
Lead Revenue Enablement Manager @ CB Insights
Senior Sales Training Manager @ CB Insights
RESOURCES DISCUSSED
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Things you can steal
17 snips
Dec 26, 2024 • 37min
Key Traits to Look for in Elite Sales Reps | Andrew Johnston | Ep 275 (Lead)
Andrew Johnston, Head of Sales at Superhuman and former leader at Scale AI and Twilio, shares his insights on recruiting elite sales reps. He emphasizes the importance of storytelling skills and curiosity, revealing that the questions candidates ask can be as telling as their answers. Johnston advocates for mock pitches that evaluate adaptability and for a reverse interview approach to engage candidates. He discusses the unique challenges of tech sales and highlights key traits to seek in reps, including authenticity and communication prowess.
