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
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.
17 snips
Jul 16, 2024 • 41min
232 (Sell) The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC)
Sales expert Armand Farrokh shares actionable sales takeaways such as maintaining confidence during negotiations, making concessions painful, and finishing deals strategically. He discusses negotiation tactics, handling client requests, and finalizing deals effectively. Farrokh's journey to President's Club and resources for sales professionals are highlighted.
Jul 15, 2024 • 28min
Hall of Fame: Will Padilla Ep. 129
Senior Account Executive Will Padilla from Inveterate shares actionable takeaways on handling pricing inquiries and objections in sales. He emphasizes the importance of getting clear commitment before giving discounts and addressing true objections. The podcast covers sales strategies for account targeting, pricing negotiations, and effective cold email tactics.
28 snips
Jul 11, 2024 • 37min
Lead Playbook: Fixing Your Pipeline Problem
In this podcast, they discuss fixing pipeline problems by focusing on financial assumptions, dedicating time to prospecting named accounts, and analyzing inbound and outbound metrics. They emphasize the importance of balanced outreach strategies, optimizing MQL to SAL conversion, and effective structuring of outbound activities for AE teams.
31 snips
Jul 9, 2024 • 35min
231 (Sell) Set Yourself Up for Negotiation Success by Crafting Your Business Case Early (Spencer Ivey, Webflow)
Spencer Ivey from Webflow shares actionable sales takeaways including connecting features to insights, making effort visible to prospects, refining the business case incrementally, and using silence during negotiation. The podcast covers effective follow-up strategies, tailoring demos, quantifying impact in sales, building a business case, engaging product demos, negotiating deals, presenting deal terms, pricing negotiations with procurement professionals, and navigating B2B negotiations successfully.
5 snips
Jul 8, 2024 • 34min
Hall of Fame: Stevie Case Ep. 175
Hall of Fame guest Stevie Case shares actionable leadership takeaways including the importance of daily burn down meetings and role clarity. They discuss strategies for efficiently managing open deals, involving executive sponsors, and balancing positive and negative feedback in sales performance. The conversation also delves into leveraging leading metrics, AI, and sales coaching in sales leadership, as well as implementing sales operations changes for enhanced productivity and performance.
4 snips
Jul 4, 2024 • 34min
230 (Lead) Driving Accountability and Empowering Sales Teams for Peak Performance (Jason Bay, Outbound Squad)
Jason Bay, co-founder of Outbound Squad, shares actionable leadership takeaways for sales teams including setting public goals, utilizing team champions, involving top performers in training, and calculating sales quotas. He emphasizes accountability, collaboration, and practical skills training to drive sales success.
18 snips
Jul 2, 2024 • 31min
229 (Sell) Nail Your Cold Calls by Handling Objections and Following Up Like a Pro (Lylle Ryals, RocketReach)
Lylle Ryals, Co-founder of RocketReach, shares strategies for handling cold call objections and follow-up in sales. He emphasizes using GIFs or Venn Diagrams in emails, redirecting conversations to uncover needs, and structuring emails to address pain points effectively. Ryals' experience in business development adds credibility to his insights on successful sales strategies.
8 snips
Jul 1, 2024 • 35min
Hall of Fame: Shay Keeler Ep. 160
Shay Keeler, Hall of Fame guest, shares tips on advancing deals, planting competitor landmines, and navigating competitive evaluations. He discusses creating opportunity hit lists, personalizing pitches, and managing stalled deals effectively. The podcast provides actionable sales strategies and insights for sales professionals looking to excel in their field.
16 snips
Jun 27, 2024 • 37min
228 (Lead) How to Lead Sales Managers and Address Underperformance (JD Miller, Kantata)
JD Miller, CRO at Kantata, shares strategies on managing managers and diagnosing low performance in sales. Key takeaways include talent pulse meetings, maintaining optimal manager capacity, structured ramp-up processes, and clear reporting on commitments vs. forecasts. Discussions also cover critical thinking skills, new manager training, team performance enhancements, and effective sales management strategies.
