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
Sep 26, 2024 • 40min
#362 - 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
#361 - 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
#360 - 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
#359 - 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
#358 - 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
#357 - 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
#356 - 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.
53 snips
Sep 10, 2024 • 36min
#355 - Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)
Charles Muhlbauer, Founder of DiscoveryCoach.io, shares his wealth of experience in sales enablement from AlphaSense and CB Insights. He emphasizes the importance of asking deeper, non-pushy questions to uncover the roots of problems clients face. Gaining permission to engage prospects comfortably can lead to more open conversations. Plus, he introduces strategies to manage difficult topics like pricing with transparency and rapport. Breaking bad sales habits and utilizing tools for effective communication can transform sales conversations into successful outcomes.
Sep 9, 2024 • 34min
#354 - Hall of Fame: Miles Kane
Miles Kane, a VP of Sales renowned for his leadership and customer engagement expertise, shares invaluable insights. He emphasizes aligning personal strengths with company growth stages and warns against replicating top reps' success without recognizing individuality. The conversation highlights the necessity of engaging with customers and investing in enablement. Kane also discusses the importance of documentation in connecting personal goals to team success and the critical role of relationships in driving sales efficiency.
