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
14 snips
Oct 15, 2024 • 36min
#372 - (Special) Mastering Sales Tonality (Jeremy Miner, 7th Level)
In this engaging discussion, Jeremy Lee Miner, founder of 7th Level Sales and a sought-after trainer in sales techniques, shares his expertise on mastering sales tonality. He emphasizes how facial expressions impact vocal tone, encouraging a direct approach to challenge prospects effectively. Learn the significance of slowing down questions to foster better responses and the five tonal types that can steer conversations. Jeremy also unpacks strategies for cold calling, focusing on authentic connections and the critical role of tone in leaving a strong first impression.
4 snips
Oct 14, 2024 • 36min
#371 - Hall of Fame: Shelby Ferson
Shelby Ferson, a Named Account Manager at Databricks, brings her expertise in technical sales to the conversation. She shares practical tactics for navigating complex sales processes, emphasizing the creation of a supportive internal team to streamline efforts. Shelby highlights the importance of understanding a buyer's decision-making criteria, under-promising to maintain credibility, and enhancing relationships in remote settings. She also discusses strategies for effective prospecting, personalizing outreach, and utilizing emotional intelligence across different sales cultures.
6 snips
Oct 11, 2024 • 10min
#370 - Why You Should Still Cold Call (Make It Happen Mondays Podcast)
John Barrows, a sales expert and host of the Make It Happen Mondays podcast, dives into the often-overlooked art of cold calling. He presents compelling data illustrating how top sales reps successfully secure meetings through this method. Barrows emphasizes the importance of resilience, particularly for newcomers to sales, while discussing the benefits of integrating AI tools like Otter AI and PipeDrive to enhance productivity. He also addresses the unique challenges of remote work and the crowded email marketing space, making a case for cold calling’s resurgence.
13 snips
Oct 10, 2024 • 36min
#369 - How to Align Sales & Marketing for Predictable Pipeline Growth (Sonny Round, Panopto)
Sonny Round, Director of Global Sales Development at Panopto, shares his impressive journey of exceeding pipeline targets for 16 straight quarters. He discusses the critical balance of sticking to the 80/20 rule for experimentation in sales processes. Sonny emphasizes the importance of tracking MQL to reply rates for better messaging engagement. He also dives into optimizing sales and marketing alignment through structured meetings and effective performance analysis, underscoring the value of being curious and methodical in problem-solving.
13 snips
Oct 8, 2024 • 36min
#368 - How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned)
In this conversation, Gal Aga, CEO and Co-founder of Aligned, shares valuable insights from his extensive sales background. He emphasizes the need to understand the problems your solution addresses before discovery calls. Gal advocates for presenting diverse scenarios to handle buyer objections effectively. He highlights the importance of connecting problems to their root causes and using storytelling in demos to resonate with potential clients. These strategies aim to make business cases more compelling and relatable to the buyer's everyday experiences.
Oct 7, 2024 • 33min
#367 - Hall of Fame: Chip Wooten
Chip Wooten, a Senior Mid-Market Account Executive at Motive, shares his innovative cold calling techniques and relationship-building strategies with gatekeepers. He emphasizes the importance of empathy in sales, offering tips on making memorable impressions during cold calls. Chip also discusses how to leverage competitor insights to boost prospecting efforts and highlights creative ways to personalize client outreach, such as remembering birthdays. His unique approach aims to transform how sales professionals engage with both gatekeepers and decision-makers.
36 snips
Oct 4, 2024 • 50min
#366 - Cold Calling Sucks: Full Book Summary
Nick and Armand, co-authors of the best-selling book on cold calling, dive into effective sales techniques that can transform your approach. They unpack key strategies for mastering the first 60 seconds of a call and tackling common objections, revealing that dismissive responses often stem from discomfort. Listeners learn how to engage gatekeepers and leave compelling voicemails, boosting email response rates. Throughout, they emphasize actionable frameworks in their book that promise to elevate cold calling success.
Oct 3, 2024 • 36min
#365 - The Ultimate Guide to Effective Sales Call Reviews (Armand Farrokh)
Join Armand Farrokh, a sales expert and founder of 30MPC, as he shares insights on running effective call reviews. He emphasizes the importance of prepping before calls by understanding the prospect's problems and the next steps. Discover how to keep reviews punchy by using transcripts and focusing on key questions. Armand also discusses categorizing clients to enhance learning and refining your sales strategies for better outcomes. His practical tips are a game changer for optimizing sales performance!
18 snips
Oct 1, 2024 • 35min
#364 - 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
#363 - 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.
