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
13 snips
Nov 11, 2024 • 33min
Hall of Fame: Joe McNeill
Joe McNeill, Chief Revenue Officer at Influ2, shares his expertise in navigating complex sales processes. He emphasizes the power of silence during conversations and strategies for setting conditions for advancing connections. McNeill discusses the importance of understanding both personal and executive motives of champions and offers actionable prospecting tactics. He highlights the art of active listening and collaboration, stressing how these skills can enhance engagement and ultimately drive sales success.
19 snips
Nov 7, 2024 • 41min
262 (Lead) How Gong's CRO Hires Top Talent: Mastering Interview Tactics (Shane Evans, Gong)
Shane Evans, Chief Revenue Officer at Gong and former CRO at TalkDesk, shares invaluable insights on hiring top sales talent. He underscores the importance of asking candidates about their interview preparations to gauge commitment. Shane discusses how to spot 'yellow flags' in interviews and the necessity of empowering senior managers to make final hiring decisions. He also emphasizes standardizing hiring processes for consistency while allowing room for personalization, ensuring high performances in sales.
42 snips
Nov 5, 2024 • 23min
Why Your Cold Call Value Prop Isn't Working | Sales Playbook
Discover why typical value propositions may be failing in cold calls. Instead of buzzwords, leading with a specific problem can resonate deeply with prospects. Learn to craft a one-sentence solution that directly addresses their pain points. Additionally, find out how to engage prospects effectively with interest-based calls to action, validating their curiosity before asking for a meeting. Uncover strategies tailored to different audience levels, ensuring your message hits the mark with C-suite executives and managers alike.
24 snips
Nov 4, 2024 • 34min
Hall of Fame: Robin De Vries
Robin De Vries, Regional Sales Director at MongoDB, shares her wealth of experience in sales. She emphasizes the importance of gathering insider intel from ex-employees and leveraging LinkedIn for outreach while avoiding over-personalization. De Vries also discusses effective strategies for engaging engineers through video messaging and the need for quality engagement in cold calling. With her practical tips and personal anecdotes, she navigates the balance between efficiency and meaningful connections in the sales process.
13 snips
Nov 1, 2024 • 13min
We Answer Your Cold Calling Questions (Sell Better)
Discover expert tactics for building credibility in cold calls, even when you lack customer references. Learn how to stand out from the typical telemarketer with tailored strategies that boost response rates. Recruiters get insights into differentiating their services in a competitive market, tackling common objections head-on. Explore effective techniques for mastering objections in higher education through engaging role-play, complete with humor and strategic questioning to foster meaningful conversations.
9 snips
Oct 31, 2024 • 37min
261 (Lead) Why Most Sales Reps Fail As Managers (Mark & Armand)
Mark and Armand dive into the art of promoting sales reps to managers. They emphasize the importance of a sales manager's role in team success and creating supportive environments. A unique 'taste test' approach helps evaluate candidates before promotion. The duo advises against bias and highlights the need for leadership skills over sales performance alone. Additionally, they discuss the complexities of transitioning from sales to management, emphasizing mentorship and aligning individual strengths with roles.
17 snips
Oct 29, 2024 • 35min
260 (Sell) How To Win Complete Control of Your Deals (Dan Flood, Challenger)
Dan Flood, Senior VP of Global Sales at Challenger, shares insights drawn from his extensive sales leadership experience. He emphasizes asking informed hypotheses instead of generic questions to deepen discussions. Teaching process over just identifying problems builds trust, while understanding extra steps requested by prospects can simplify the sales approach. Mastery in guiding buyers through the sales journey and engaging genuine decision-makers proves crucial for closing deals. Flood also highlights aligning sales proposals with ROI needs for effective stakeholder engagement.
Oct 28, 2024 • 33min
Hall of Fame: Matthew Mazankowski
Matthew Mazankowski, VP of Sales at Boomerang and former leading sales strategist at Table Needs, shares invaluable insights on cold calling and meeting confirmations. He emphasizes the importance of strategic scheduling to boost appointment success and shares the 'confused old man call opener' technique for cold outreach. Mazankowski also highlights the necessity of specificity in problem propositions and how effective communication can overcome objections. Plus, he provides tips to minimize no-shows by confirming meetings proactively.
14 snips
Oct 24, 2024 • 37min
259 (Lead) How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance)
In this engaging discussion, Alex Kremer, Founder & CEO of Alluviance and former Director of Sales at Outreach, dives into the secrets of cultivating a winning sales team culture. He emphasizes the importance of fostering belonging to ignite passion in sales reps. Alex shares innovative approaches like one-on-one exercises before group activities and the impactful 'Four H's' for building trust. He champions vulnerability as a leadership trait, revealing how sharing personal stories can strengthen team bonds and drive success.
12 snips
Oct 22, 2024 • 38min
258 (Sell) How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk)
Johnny Larson, a three-time President's Club winner and Commercial Account Executive at Talkdesk, shares his expertise in mastering complex sales. He discusses the importance of understanding competitors' fiscal timelines to anticipate pricing changes. Larson emphasizes a phased approach to quotes and the value of digging deep during discovery calls to uncover true customer motivations. He also touches on adapting sales strategies to regional differences and using a timeline stack to create urgency in the buying process.
