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
26 snips
Aug 20, 2024 • 48min
Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad)
Jason Bay, an expert in objection handling and sales strategies, joins Nick and Armand to delve into the art of managing objections during cold calls. They discuss transforming objections into opportunities for deeper engagement, emphasizing a genuine dialogue using the 'Mr. Miyagi' framework. The conversation includes techniques for handling budget objections and the importance of personalization in follow-ups. Jason also shares strategies for effectively dealing with gatekeepers, enhancing the chances of successful sales interactions.
9 snips
Aug 19, 2024 • 34min
Hall of Fame: Chase Macaione
Chase Macaione, an expert in leadership and sales engagement strategies, shares vital insights on maximizing sales success. He discusses how LinkedIn engagement indicates buyer advocacy and emphasizes the distinction between call agendas and desired outcomes. Chase recommends reps approach discovery with a clear hypothesis based on company status, and outlines effective questioning techniques to dig deeper into client pains. He also highlights the importance of debriefing after calls to refine strategies and boost engagement.
5 snips
Aug 16, 2024 • 11min
Sell Playbook: The 5 Most Common Cold Call Objections
Discover powerful strategies to tackle the five most common objections in cold calling. Learn how to validate client concerns while offering low-pressure trials. Find out the importance of maintaining connection narratives even after a prospect hangs up. Explore effective follow-up techniques that emphasize personal engagement and urgency. This conversation is packed with actionable insights to enhance your sales skills and improve client relationships.
36 snips
Aug 15, 2024 • 33min
241 (Lead) Proven Methods for Coaching AEs to Master Discovery and Close More Deals (Sean Gentry, WebFlow) (Sean Gentry, WebFlow)
Sean Gentry, a leadership expert at WebFlow, shares valuable insights on coaching account executives. He discusses actionable strategies for pipeline reviews, emphasizing the importance of tracking specific next steps and goals. Gentry highlights the need for tailored one-on-one role plays over generic ones to prepare for meetings effectively. He also underscores the importance of assessing early-stage deals and maintaining momentum during the discovery phase through strategic questioning. His experience in sales management brings a wealth of knowledge for aspiring sales leaders.
18 snips
Aug 14, 2024 • 59min
Live Book Summary: Cold Calling Sucks (And That’s Why It Works)
The hosts dive into a live summary of a new sales book, emphasizing the challenges and opportunities of cold calling. They share practical strategies, debunking traditional approaches and focusing on voice delivery and objection handling. Insights from successful sales professionals shed light on crafting compelling problem statements. The importance of empathy in overcoming objections is discussed, along with unique strategies to navigate the gatekeeper challenge. Listeners are encouraged to engage and invest in their sales potential.
36 snips
Aug 13, 2024 • 35min
240 (Sell) Master Parallel Selling Strategies to Speed Up Every Deal (Samantha McKenna, #samsales Consulting)
Samantha McKenna, CEO of #samsales Consulting and former head of Enterprise Sales at LinkedIn, shares her expert insights on parallel selling strategies. She emphasizes scheduling regular meetings with champions to keep deals moving and suggests simultaneous next steps to accelerate progress. The importance of understanding the buying committee and preparing for presentations is discussed, alongside strategies for overcoming budget objections. Listeners will find her innovative techniques for fostering strong relationships and maintaining deal momentum particularly compelling.
Aug 12, 2024 • 33min
Hall of Fame: Will Padilla Ep. 163
Will Padilla, a Senior Account Executive with a wealth of sales and coaching experience, dives into practical strategies for mastering cold calls and handling objections. He shares actionable takeaways like identifying timing-based triggers and using permission-based openers to connect meaningfully. With insights on employing empathy in influencer relations and avoiding toxic sales habits, Padilla emphasizes the importance of persistence, follow-ups, and effective questioning techniques to engage even the most disoriented prospects.
13 snips
Aug 9, 2024 • 12min
Sell Playbook: Value Propositions on Cold Calls
Discover actionable insights to enhance your cold calling strategies! Explore the power of problem propositions over traditional value propositions. Learn how to craft effective, tailored messages that resonate with potential clients. Tackle common objections with practical strategies and tools designed for success. Dive into the significance of understanding customer pain points and using industry-specific language to engage effectively. Get ready to transform your cold call approach!
12 snips
Aug 8, 2024 • 31min
239 (Lead) How to Avoid Hiring the Wrong Sales Reps and Build a Winning Team (John Sherer, Growth Assistant)
In this enlightening discussion, John Sherer, a Growth Assistant specializing in hiring strategies, shares key insights into avoiding hiring pitfalls. He emphasizes the importance of storytelling in interviews, urging leaders to understand why candidates are seeking a change. Selling the company's vision while being honest about potential downsides builds trust. Sherer warns against second-guessing hiring decisions and advocates for offering performance-based pay without negotiations to attract top talent.
65 snips
Aug 6, 2024 • 36min
238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
Josh Braun, an expert in cold calling and founder of Braun Training, shares invaluable insights into effective sales techniques. He emphasizes starting calls by recognizing what prospects might already know and addressing their objections upfront. Braun discusses the importance of highlighting a prospect's challenges by contrasting their current state with the potential benefits of your solution. He also encourages asking targeted questions to uncover specific problems while crafting relatable problem stories to enhance engagement and drive sales success.
