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
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!
28 snips
Dec 2, 2024 • 35min
Master Parallel Selling Strategies to Speed Up Every Deal | Samantha McKenna | 30MPC Hall of Fame
Samantha McKenna, CEO of Sam Sales and former leader at LinkedIn and ON24, shares her insights on winning in sales. She emphasizes the importance of scheduling regular check-ins with champions to keep momentum going. Exploring the dynamics of vendor reviews, she highlights the need for clarity and understanding of buying committees. Samantha also dives into mastering sales conversations, advocating for effective questioning and building credibility. Her tips on navigating complex deals and engaging higher-level executives are invaluable for aspiring sales leaders.
56 snips
Nov 28, 2024 • 35min
268 (Lead) How To Run a "Land & Expand" The Right Way (Eleanor Dorfman, ReTool)
Eleanor Dorfman, Head of Sales at Retool, has a remarkable track record, growing the company to $100 million ARR in just four years. She shares insights on structuring sales teams to maximize both acquisition and expansion. Eleanor discusses the importance of a 'land and expand' strategy, emphasizing internal advocates and demonstrating ROI. She highlights systematic deal inspections and a consistent review rhythm to keep the sales pipeline efficient. Plus, learn how structured compensation plans can enhance customer retention and align team incentives.
30 snips
Nov 26, 2024 • 37min
267 (Sell) How to Use AI for Prospecting Executives (Kyle Coleman, Copy.ai)
Kyle Coleman, CMO at Copy.ai and former leader at Clari and Looker, delves into innovative outbound prospecting techniques. He emphasizes the importance of understanding strategic company initiatives, especially during IPOs, to enhance outreach. Coleman advocates for double-personalizing messages by merging specific company insights with industry trends. He also discusses building a strategic research framework and utilizing AI tools to streamline the research process, ensuring that communications with executives are both relevant and compelling.
18 snips
Nov 25, 2024 • 36min
Hall of Fame: Steven Bryerton
Steven Bryerton, SVP of Sales at ZoomInfo, dives into the art of sales negotiation with a wealth of experience. He emphasizes the importance of gauging prospect enthusiasm with a simple scale and tailoring pitches based on their internal discussions. Bryerton advises against showcasing excessive software features that could inflate costs and stresses the need to recap past conversations to ensure all needs are addressed. His insights on mastering discovery calls and executive demos offer practical strategies for closing deals successfully.
16 snips
Nov 21, 2024 • 37min
266 (Lead) How to Lead a Sales Team From $0 to $100M in 8-Years
The podcast dives into the intricate journey of transforming a sales team from zero to $100 million in revenue. It highlights the sales leader's evolving roles, from hands-on executor in the early stages to a strategic architect at larger scales. Key strategies for accelerating sales efficiency and the significance of effective hiring are discussed. Listeners gain insights into mastering early sales leadership, the importance of metrics, and adapting processes to foster team growth—all crucial for navigating the phases of sales leadership.
21 snips
Nov 19, 2024 • 36min
265 (Sell) How to Present HIGHER prices w/o Losing Sales (Belal Batrawy, Death To Fluff)
Bilal Batrawy, Founder of LearnToSell.io and former Head of Sales at GTM Buddy, shares invaluable pricing strategies for sales success. He emphasizes keeping pricing options to three to avoid overwhelming prospects and leveraging low-cost, high-value incentives to encourage larger packages. Bilal advocates for discussing pricing early to establish buyer qualifications and using strategic comparisons to position premium options effectively. His insights into psychological pricing techniques and enhancing perceived value provide a roadmap for closing bigger deals.
29 snips
Nov 18, 2024 • 35min
Hall of Fame: Josh Braun
In this engaging session, Josh Braun, Founder of Braun Training and former Head of Sales at Basecamp, shares invaluable insights into sales communication. He emphasizes starting conversations by assuming prospects have researched your solution, proposing ways to address their objections proactively. Josh highlights the importance of clearly contrasting the problems prospects face with the benefits of your solution. He also provides techniques for crafting tailored problem stories and mastering targeted cold calling, ensuring salespeople uncover client needs effectively.
10 snips
Nov 14, 2024 • 38min
264 (Lead) How to Cut New Hire Ramp Time in Half (John Sherer, Growth Assistant)
John Sherer, COO of Growth Assistant and seasoned sales leader, talks about transforming new hire ramp times. He emphasizes the importance of a buddy system during hiring to ensure compatibility. Focused onboarding ownership is key for improving retention. Sherer advocates for call certifications for new reps to enhance confidence. He highlights hands-on training through role plays over traditional methods, ensuring effective learning and adaptation within sales teams.
44 snips
Nov 12, 2024 • 29min
263 (Sell) The Secret to Uncovering True Buyer Motivation in Seconds (Garrett Palmer, Pipedrive)
In this engaging discussion, Garrett Palmer, Senior Account Executive at Pipedrive—who is known for consistently surpassing sales quotas—shares his insights on unlocking true buyer motivations. He emphasizes starting conversations with probing questions to discern what really prompted a prospect to engage. Garrett advocates tailoring demos to address pressing pain points and advises against overwhelming clients with upsells. He also highlights the critical need for well-structured follow-ups to maintain sales momentum and foster deeper client relationships.
