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
Sep 6, 2024 • 14min
#353 - The Future of Outbound Sales (Topline Podcast)
Discover how outbound sales is evolving with a tech-driven approach that prioritizes quality over sheer volume. Hear insights on personalizing outreach and the importance of authentic connections in a saturated market. The discussion addresses a potential revival of cold calling as a means of building meaningful relationships. Learn about the integration of inbound and outbound strategies for a more humanized sales experience, creating a balanced and impactful approach to engaging potential buyers.
9 snips
Sep 5, 2024 • 33min
#352 - Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend)
Chris Surdi, Head of Sales at Ascend, shares invaluable insights into maximizing sales effectiveness. He emphasizes the importance of identifying roadblocks for reps instead of merely criticizing them. Surdi introduces the 'three whys' approach to enhance urgency in decision-making linked to concrete events. He discusses the need to align with internal champions and thoroughly understand the buyer’s perspective. This conversation provides practical strategies for improving deal intelligence and navigating sales negotiations effectively.
21 snips
Sep 3, 2024 • 36min
#351 - How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad)
Jason Bay, a leader in outbound sales strategies and CEO of Outbound Squad, shares his expertise on securing competitive sales deals. He emphasizes the importance of understanding why a prospect's current solution was chosen, which can reveal their motivations. Bay suggests confirming your position with champions late in the deal, and focusing on key product gaps during rip-and-replace scenarios. He advocates guiding prospects to evaluate competitors' weaknesses while highlighting unique strengths, ultimately aiming to forge strong relationships that lead to successful outcomes.
Sep 2, 2024 • 35min
#350 - Hall of Fame: Nick Casale
Nick Casale, an expert in sales preparation and internal research strategies, shares his insights on effective sales techniques. He emphasizes the importance of internal research before sales calls and understanding past conversations within your team. Casale discusses the power of engaging top-level contacts through strategic communication, while cautioning against overusing AI jargon. Instead, he encourages focusing on client problems. Tune in for actionable strategies on improving engagement and follow-ups, enhancing your sales approach!
Aug 29, 2024 • 34min
#349 - How to Navigate Firing, Hiring, and PIPs as a Leader (Ken Amar, Agoge Prospecting School)
Ken Amar, an expert in sales development and leadership from Agoge Prospecting School, shares invaluable insights on fixing underperforming SDR teams. He emphasizes the importance of clear communication during onboarding and designing motivating compensation plans. Amar advocates for hiring fresh talent to revitalize teams and implementing a pod system for better collaboration. He also discusses effective metrics to track performance and foster a high-performance culture within sales organizations.
95 snips
Aug 27, 2024 • 32min
#348 - Mastering Multichannel Sales: How to Combine Cold Calls with Other Outreach (Sara Uy, Pareto)
Sara Uy, a Sales Director at Pareto with a rich background in business development, shares her insights on cold calling and outreach strategies. She emphasizes the importance of authenticity in prospecting videos, suggesting that even mistakes can lead to positive outcomes. Uy advocates for direct asking for meetings when conversations wind down and using engaging questions to elicit feedback on outreach endeavors. She also discusses how to leverage multi-channel strategies, including LinkedIn and video messaging, to enhance engagement with prospects.
14 snips
Aug 26, 2024 • 30min
#347 - Hall of Fame: Charles Muhlbauer
Charles Muhlbauer, founder of DiscoveryCoach.io, is an expert in impactful sales strategies. In this conversation, he shares actionable tips for engaging prospects, emphasizing the importance of addressing their interests. He advises against overcommitting and encourages salespeople to maintain equal footing by offering value first. Muhlbauer highlights the need for honest communication and vulnerability in building trust, transforming sellers from mere servers into effective guides for their clients.
48 snips
Aug 22, 2024 • 36min
#346 - 5 Steps to Become the Sales Leader That Inspires Your Team (David Priemer, Cerebral Selling)
David Priemer, a sales leadership expert and founder of Cerebral Selling, shares insightful strategies to empower sales teams. He emphasizes the importance of delegating tasks to foster leadership among reps and encourages transparency about changes like quota adjustments. Priemer also advocates creating a safe environment for honest forecasting, introducing clear execution examples, and establishing structured training for new hires. His experience at Salesforce and Influitive shapes a compelling discussion on mastering effective sales leadership.
26 snips
Aug 20, 2024 • 48min
#345 - Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad)
Jason Bay, an expert in objection handling and sales strategies, joins Nick and Armand to delve into the art of managing objections during cold calls. They discuss transforming objections into opportunities for deeper engagement, emphasizing a genuine dialogue using the 'Mr. Miyagi' framework. The conversation includes techniques for handling budget objections and the importance of personalization in follow-ups. Jason also shares strategies for effectively dealing with gatekeepers, enhancing the chances of successful sales interactions.
9 snips
Aug 19, 2024 • 34min
#344 - Hall of Fame: Chase Macaione
Chase Macaione, an expert in leadership and sales engagement strategies, shares vital insights on maximizing sales success. He discusses how LinkedIn engagement indicates buyer advocacy and emphasizes the distinction between call agendas and desired outcomes. Chase recommends reps approach discovery with a clear hypothesis based on company status, and outlines effective questioning techniques to dig deeper into client pains. He also highlights the importance of debriefing after calls to refine strategies and boost engagement.
