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
7 snips
Oct 21, 2025 • 25min
#514 - I Ran a Sales Call For A Product I Never Sold
Discover how to conduct effective discovery calls, even for products you've never sold. Learn to identify core business problems and craft targeted questions that connect daily pains to executive impacts. Armand introduces the 'Discovery Tree' method for mapping problems and emphasizes the importance of storytelling in sales conversations. Plus, uncover high-value issues like compliance risks and candidate experiences. Prepare to turn ordinary calls into winning deals with strategic questioning techniques!
22 snips
Oct 20, 2025 • 40min
#513 - How to Coach Sales Reps Using Metrics That Matter | Shaun Crimmins
Shaun Crimmins, a seasoned sales leader with a track record at HubSpot and Vanta, shares his insights on coaching sales reps effectively using metrics. He emphasizes breaking down revenue goals into manageable weekly behaviors to facilitate success. Shaun also discusses the importance of creating a consistent operating rhythm with regular meetings and reviews. He introduces a three-step coaching framework based on identifying and validating data gaps, urging leaders to prepare thoroughly for one-on-ones to enhance productivity and results.
27 snips
Oct 16, 2025 • 1h
#512 - Leadership Masterclass: The Sales Management Operating System
Mark Kosoglow, an accomplished sales leader known for scaling Outreach to $250M ARR, shares his wisdom on effective sales management. He outlines a tripartite Sales Management Operating System, emphasizing operating systems, rhythms, and talent. Highlights include a five-stage sales process that redefines deal-making and risk categorization for better forecasting. Mark also dives into hiring for traits over experience, offering insights on creating a supportive environment for team growth, all while delivering actionable strategies to elevate sales leadership.
22 snips
Oct 14, 2025 • 27min
#511 - $3k vs $30k vs $300k Sales Close
In this discussion, Armand Farrokh, a seasoned B2B sales coach, shares strategies to close deals of varying sizes. He emphasizes that closing a $3K deal is about quick, effective communication, while $30K and $300K deals require more structured approaches. Armand introduces the five essential buyer agreements — problem, solution, power, commercial, and vendor. He provides insights on navigating complex enterprise sales by coordinating multiple stakeholders and crafting compelling presentations to win over internal teams.
51 snips
Oct 13, 2025 • 19min
#510 - Here’s my $250M ARR Sales Management System
Mark Kosoglow, who scaled Outreach from $0 to $250M ARR, discusses his proven sales management operating system. He highlights that many new sales managers lack essential training and need a structured approach. Mark breaks down his system into three parts: the operating system for processes, the operating rhythm for enforcing practices, and a talent system for effective hiring. He also critiques flawed sales processes and introduces a buyer-centric framework. This episode is packed with insights for sales leaders striving for success!
Oct 9, 2025 • 30min
#509 - Sales Hiring Secrets No One Talks About
Join Mark Kosoglow, an experienced sales leader and former VP of Sales at Outreach, as he unveils the secrets to effective sales hiring. He discusses why traditional hiring often fails, emphasizing the importance of traits over experience. Mark identifies nine core traits essential for success, like coachability and grit, and offers innovative interview techniques to test candidates' true potential. With a structured four-step interview process, he shares how to make informed hiring decisions and cultivate a winning sales team.
10 snips
Oct 7, 2025 • 23min
#508 - I Got Promoted to VP of Sales at 29. Here’s how.
Feeling stuck while others soar in their careers? Discover a four-step framework to take control of your promotion track. Learn how to work harder and smarter while turning training gaps into opportunities. Specialize in a sales superpower and outperform your future peers before seeking a promotion. Find out how to run your promotion like a sales cycle, get influential mentors on your side, and choose high-growth companies to boost your chances. It’s all about strategy, timing, and making your achievements unignorable!
11 snips
Oct 6, 2025 • 31min
#507 - Creative deal structure that buyers can't resist | Mark Kosoglow
In this engaging discussion, Mark Kosoglow, a seasoned sales leader and former CRO who scaled Outreach from $0 to $250M ARR, shares invaluable insights on crafting irresistible deal structures. He introduces innovative tactics like meeting swaps to build trust quickly, and emphasizes the importance of flexible deal terms to win over clients. Mark also explores how to apply B2C strategies to B2B, offering creative solutions for procurement challenges. His actionable advice on turning metrics into measurable outcomes will revolutionize any sales approach!
36 snips
Oct 2, 2025 • 20min
#506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)
Mark Kosoglow, a seasoned sales leader who helped scale Outreach from zero to $250 million ARR, shares insights on creating engaging and effective sales training. He elaborates on the difference between training and coaching, discussing how to build a structured program that fosters mastery over time. Mark introduces the Enablement Matrix to prioritize initiatives and emphasizes using existing rhythms for reinforcement. His four-step structure makes training memorable by encouraging role play and live demonstrations, ensuring that sales teams are both competent and engaged.
Sep 30, 2025 • 14min
#505 - The Most Confusing Objection in Sales
Dive into the ins and outs of one of the sneakiest objections in sales. Learn how a simple misunderstanding can kill your cold call. The Mr. Miyagi three-step framework reveals how to agree, incentivize, and sell the test drive without pushing too hard. Real-world examples illustrate the confusion between different products, demonstrating how to clarify objections. Finally, discover effective strategies to uncover gaps in competitors' solutions and increase your chances of converting prospects into meetings.
