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
18 snips
Oct 1, 2024 • 35min
252 (Sell) Own the Sales Cycle: How to Take Command from Call One (John Barrows)
John Barrows, a leading expert in sales training and strategy, shares game-changing insights for mastering sales processes. He emphasizes the importance of asking prospects the one key question to secure further engagement when time is limited. Barrows advocates leading with a well-researched hypothesis instead of generic questions. He also discusses how to rank decision criteria to guide client discussions and encourages interspersed product demos throughout conversations to enhance engagement and relevance.
Sep 30, 2024 • 36min
Hall of Fame: Michelle Cecil
Michelle Cecil, a Commercial Sales Manager at Procore, shares her wealth of sales expertise. She emphasizes recognizing the contributions of team members in deals and the importance of personalized follow-ups after meetings. Cecil advocates for prescriptive onsite pitches tailored to client needs while suggesting pre-meeting surveys to gauge client states. Her actionable tips are invaluable for mastering cold calls and enhancing client engagement during in-person meetings, ultimately aiming for stronger relationships and sales success.
Sep 26, 2024 • 40min
251 (Lead) Find Top 1% Sellers with Proven Outbound Recruiting Tactics (Armand Farrokh, 30MPC)
Armand Farrokh, an expert in outbound recruiting and founder of 30MPC, shares innovative strategies for attracting top sales talent. He emphasizes the power of connecting with mutual contacts for candidate insights. Armand advocates a three-message drip outreach method and suggests using a mini-pitch framework that showcases personal stories and team philosophy. He believes in selling the role before screening candidates and encourages interviewers to let candidates brag about their strengths, ensuring a quality recruitment process.
28 snips
Sep 24, 2024 • 36min
250 (Sell) Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus)
In this episode, Brian Lochner, an expert from Terminus, shares his valuable insights into closing deals effectively. He emphasizes the power of mixtape demos—short highlight reels instead of lengthy presentations. Lochner discusses the importance of clarifying vague terms and customizing demos using prospect data for relevance. He advocates for building realistic business cases based on actual outcomes rather than inflated ROI figures. His focus is on aligning sales strategies with customer success to ensure better engagement and understanding of client needs.
Sep 23, 2024 • 14min
Product Roadmap: Q4 2024 (Course, Community, Content)
The hosts celebrate their recent book launch, boasting over 20,000 copies sold in just 30 days. They challenge traditional learning by advocating for a course that blends community support with practical application. A unique cold calling course is introduced, featuring a 200-dial challenge and engaging discussions. The importance of a nurturing environment for sales professionals is emphasized, alongside plans for workshops. Listeners also get actionable sales strategies like effective email subject lines and insights on data-driven outreach.
15 snips
Sep 19, 2024 • 46min
Lead Playbook: The Perfect 5-Stage Sales Process
In this conversation, Mark, a Chief Revenue Officer with a wealth of experience in sales leadership, guides Armand, a B2B sales professional, through a dynamic five-stage sales process. They discuss the shift from meeting-based to stage-based sales strategies, focusing on mutual interest and decision-making dynamics. Mark shares insights on engaging the right stakeholders and tailoring communication to address key business challenges. Plus, they touch on effective messaging and tools to enhance outreach, helping sales professionals close deals more efficiently.
35 snips
Sep 17, 2024 • 36min
249 (Sell) How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong)
Brian LaManna, a Senior Mid-Market Account Executive at Gong and a multiple President's Club awardee, shares his expertise in sales strategies. He emphasizes the importance of multi single-threading by nurturing relationships with key stakeholders individually. LaManna also outlines a structured sales cycle and advocates for daily pipeline reviews to maintain momentum. His tactics for winning over stakeholders at different stages and mitigating the 'no decision' risk are actionable insights that can enhance deal closures.
Sep 16, 2024 • 28min
Hall of Fame: Maddy Jackson
Maddy Jackson, an expert in negotiations and sales strategy, shares invaluable insights from her rich experience as an Account Executive. She emphasizes the importance of identifying true decision-makers and encourages listeners to clarify their "Gives" and "Gets" during negotiations. Maddy discusses the necessity of engaging stakeholders early and testing potential champions by asking pointed questions. Additionally, she highlights effective strategies for collaborating across teams to streamline sales processes and make informed decisions. Get ready to elevate your sales game!
Sep 13, 2024 • 8min
How to Ask For The Meeting and Make Sure They Show Up (Tenbound Podcast)
Discover effective strategies for scheduling meetings with potential clients. Learn how to validate interest using low-pressure language and flexible options. Boost attendance by crafting personalized confirmation emails and maintaining engagement with attendees. These insights will help ensure your prospects remember and show up for your meetings.
8 snips
Sep 12, 2024 • 32min
248 (Lead) Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room)
In this engaging discussion, Chris Nethercote, a seasoned sales leader with experience at Common Room, Metadata, and more, shares his expertise in transforming sales teams. He emphasizes the importance of empowering sales reps with a clear discount menu and the critical analysis of call data before taking over a team. Chris introduces innovative strategies like structured proof of concepts to streamline decision-making and shorten sales cycles. Listeners gain actionable insights into effective leadership during transitions and navigating team capacity challenges.
