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
Aug 5, 2024 • 37min
Hall of Fame: Sara Plowman Ep. 196
Sara Plowman, a seasoned Senior Business Development Manager at Pareto, shares invaluable cold calling strategies. She emphasizes using targeted language, like "That's exactly why I called," to immediately connect with prospects. Sara advocates for early morning and late evening calls to boost connect rates. She discusses the power of open-ended questions during pitches to engage prospects and address their challenges tailoredly. Additionally, she highlights the importance of handling objections with empathy for building trust.
4 snips
Aug 2, 2024 • 9min
Sell Playbook: Cold Call Openers
Explore the world of cold calling with insights from data on over 300 million calls. Discover the pitfalls of cliched openers and learn impactful techniques to engage prospects genuinely. Effective openers like the tailored permission approach and the 'heard the name tossed around' strategy are highlighted. Plus, get productivity tips for follow-ups and strategies that truly make a difference. Dive into research-based insights that can transform your cold calling game!
Aug 1, 2024 • 25min
237 (Lead) Founder-Led Sales: Taking Your Startup to Market (Peter Kazanjy, Atrium)
Peter Kazanjy, the founder of Atrium and an expert in founder-led sales, shares invaluable insights for startups. He emphasizes the importance of getting your first customers directly involved as pilot clients. Kazanjy advises against steering sales conversations and highlights the significance of candid feedback. He discusses the role of customer advisory boards in refining products and suggests offering equity to early advisors. Personalization in outreach and understanding customer needs are key strategies he endorses for effective sales.
29 snips
Jul 30, 2024 • 36min
236 (Sell) Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo)
Steven Bryerton, an SVP of Sales at ZoomInfo, shares invaluable insights into effective sales techniques. He emphasizes the importance of asking tough questions to gauge prospect enthusiasm and uncover their true needs. Bryerton advises tailoring your pitch by understanding what prospects discuss in internal meetings. He warns against overwhelming potential clients with software details that may lead to confusion or cost concerns. Recapping conversations and addressing specific client requirements are also key strategies to foster successful engagements.
Jul 29, 2024 • 29min
Hall of Fame: Ryan Reisert Ep. 6
Ryan Reisert, a seasoned sales leader with experience as Head of Growth at NeonPixel and CEO roles at Phone Ready Leads and Student of Sales, shares invaluable insights on prospecting. He advocates for morning prospecting, emphasizing the importance of handling objections with value and social proof. Unique strategies for breaking through gatekeepers and personalizing outreach are highlighted, transforming traditional cold calling methods into modern, effective sales techniques. Reisert’s practical tips aim to elevate sales efficiency and engagement.
10 snips
Jul 25, 2024 • 35min
235 (Lead) The Daily Habits That Set Top Sales Leaders Apart (Jordan Chavez, Navan)
Sales leader Jordan Chavez from Navan shares actionable leadership tips like time management with calendar color coding, always be recruiting on LinkedIn, and designating specific days for different tasks. He also discusses strategies for building a high-performing sales team and Navan's unique forecasting process.
39 snips
Jul 23, 2024 • 35min
234 (Sell) Unlocking Buyer Pain Points While Engaging Key Stakeholders (Maddy Jackson, Webflow)
Maddy Jackson from Webflow shares sales tactics like uncovering pain points, accelerating vendor reviews, and mitigating risks. Learn about strategies for multithreading, objection handling, and increasing stakeholder engagement in this insightful episode.
Jul 22, 2024 • 31min
Hall of Fame: Talha Husayn Ep. 119
Hall of Fame guest Talha Husayn shares actionable takeaways like leveraging below-the-line contacts for above-the-line conversations. Strategies include utilizing direct referrals, permission to mention names, and attention-grabbing subject lines. Discussing sales strategies, qualifying questions, objection handling in cold calling. Emphasizes the importance of documenting conversations for future outreach success. Tips to improve connect rates and combat customer indecision with effective follow-up strategies.
148 snips
Jul 19, 2024 • 57min
Sell Playbook: The Ultimate Cold Calling Masterclass
This podcast delves into mastering cold calling strategies, handling objections effectively, and optimizing productivity for successful sales calls. It also discusses the importance of specificity in sales pitches and offers insights on leaving voicemails to improve connect rates. With data-backed advice and practical techniques, this episode is a must-listen for sales professionals looking to enhance their cold calling skills.
Jul 18, 2024 • 35min
233 (Lead) Interview Smarter: Using Roleplays to Identify Top Sales Talent (Brooke Freedman, Chameleon)
Brooke Freedman, Co-founder of Chameleon, shares tips on interviewing sales reps: sales leaders need to be player-coaches, provide role play materials, replay parts for coachability, & make clear hiring decisions. The podcast discusses effective discovery role plays, interview techniques for sales reps, strategies & challenges in interviewing sales representatives, reference checking, and tailoring questions for cultural fit.
