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
73 snips
Dec 24, 2024 • 37min
How to Run a Perfect Proof of Concept | Deren Rehr-Davis | Ep 274 (Sell)
Deren Rehr-Davis, SVP of Sales at JustCall and former executive at Google and Ambassador Labs, shares his expertise on executing impactful Proofs of Concept. He emphasizes the value of getting executives involved to build trust and align objectives. Deren also discusses the importance of defining clear entry and exit criteria to ensure smooth processes and realistic outcomes. Listeners will learn how to leverage POC momentum while parallel processing legal steps to speed up deals and avoid common pitfalls that may derail success.
14 snips
Dec 23, 2024 • 32min
The Ultimate Multichannel Sales Framework | Sara Uy | 30MPC Hall of Fame
Sara Uy, a sales professional recognized for her cold-calling mastery and vibrant TikTok presence, reveals her secrets to boosting sales performance. She advises sending imperfect prospecting videos to add authenticity, urging listeners not to discard them. Uy emphasizes the importance of tightening follow-ups and confidently asking for meetings. Engaging prospects by seeking feedback on video outreach can spark meaningful conversations. Her insights bridge social selling with cold calling, highlighting a new era in effective sales strategies.
17 snips
Dec 19, 2024 • 37min
Building a Bulletproof Sales Forecast | Taylor Wilding | Ep 273 (Lead)
Join Taylor Wilding, VP of Sales at Xactly, an expert in sales forecasting, as he dives into the essentials of commit deals. He stresses the importance of reporting key details, like engagement from economic buyers. Discover three powerful forecasting methods—top-down, bottoms-up, and AI integration—for boosting accuracy. Wilding also emphasizes setting quarterly milestones to close deals effectively and prioritizing best-case scenarios to maximize wins. Engage with actionable strategies that can transform your sales forecasting!
49 snips
Dec 17, 2024 • 34min
How to Spot Deals You’ll Actually Close | Johnny Larson | Ep 272 (Sell)
In this discussion, Johnny Larson, a Commercial Account Executive at TalkDesk and a seasoned sales expert, shares his insights on closing deals effectively. He emphasizes the importance of streamlining proposals by cutting unnecessary features, which can help in standing out from competitors. Larson also explains how to disqualify leads early, focusing on genuine opportunities rather than 'nice-to-have' solutions. The conversation includes strategies for handling RFPs and understanding client needs versus wants, ultimately enhancing the sales process.
30 snips
Dec 16, 2024 • 35min
30 Minutes of Advanced Negotiation Strategies | Spencer Ivey | 30MPC Hall of Fame
Spencer Ivey, an Enterprise Account Executive at Webflow, shares his expert sales strategies. He emphasizes the importance of connecting demo features to insights gathered during discovery for effective communication. Ivey advises making your efforts visible to prospects and refining business cases incrementally. He highlights the power of silence in negotiations, encouraging salespeople to let prospects reconsider their requests. With a proven track record, Ivey provides actionable takeaways for enhancing sales tactics and closing deals.
11 snips
Dec 12, 2024 • 29min
The Science of Sales Training & What Top Teams Do Differently | 30MPC Playbook (Lead)
Mark and Armand delve into the essentials of effective sales training. They emphasize the importance of ongoing training beyond initial onboarding. Utilizing a capability and cognitive load matrix can enhance focus in training. Engaging respected team members as trainers boosts credibility and effectiveness. Managers should be trained first to ensure a solid foundation. Integrating reinforcement into existing rhythms prevents added stress from new meetings. The discussion also touches on balancing education with entertainment for better retention.
17 snips
Dec 10, 2024 • 38min
How I Went From Flat Broke to Closing 7-figure Deals | Johnny Larson | Ep 271 (Sell)
Johnny Larson, a Commercial Account Executive at TalkDesk, shares his journey to President's Club while exceeding quotas by over 200%. He dives into effective sales strategies like asking for competitor proposals to refine negotiations. Larson emphasizes prioritizing negotiation factors and creating a cost for discounts to frame concessions wisely. He explores the importance of engaging key decision-makers and understanding client needs for high-value deal closures. Pitch-perfect insights for anyone looking to elevate their sales game!
29 snips
Dec 9, 2024 • 35min
Finding Business Level Pain Execs will ACTUALLY Care About | Maddy Jackson | 30MPC Hall of Fame
Maddy Jackson, an accomplished Account Executive with experience at Webflow, SafeGraph, and Procore Technologies, shares her expertise in sales tactics. She illustrates the significance of discovery calls and offers strategies to uncover client pain points. Maddy emphasizes tackling both hard metrics and soft impacts to accelerate deal cycles. She also suggests methods to engage hesitant prospects and how to handle being ghosted by potential clients. Her actionable insights aim to enhance communication and drive successful sales outcomes.
12 snips
Dec 5, 2024 • 36min
No BS Advice to Build Company Culture in 2025 | Steph Jenkins | Ep 270 (Lead)
Steph Jenkins, VP of Global Sales at PandaDoc, shares her journey through sales leadership roles at notable companies like Glassdoor. She highlights the importance of structured one-on-ones for actionable feedback, encouraging leaders to ask insightful questions. The discussion delves into fostering a strong team culture through radical candor sessions and skip-level meetings. Jenkins emphasizes focusing on strategic priorities and building trust to enhance communication, ultimately driving long-term success for sales teams.
32 snips
Dec 3, 2024 • 34min
How to Close 90% of Leads Without a Single Cold Call | Vin Matano | Ep 269 (Sell)
In this engaging conversation, Vin Matano, the founder of CreatorBuzz and a former President's Club winner, shares game-changing sales techniques. He discusses leveraging Twitter to connect with prospects through personalized video messages. Vin emphasizes crafting impactful emails that present a problem-solution dynamic, and offers unique follow-up strategies using various triggers to keep communication fresh. His insights reveal how to engage without cold calls, turning traditional outreach on its head!
