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
5 snips
Aug 16, 2024 • 11min
#343 - Sell Playbook: The 5 Most Common Cold Call Objections
Discover powerful strategies to tackle the five most common objections in cold calling. Learn how to validate client concerns while offering low-pressure trials. Find out the importance of maintaining connection narratives even after a prospect hangs up. Explore effective follow-up techniques that emphasize personal engagement and urgency. This conversation is packed with actionable insights to enhance your sales skills and improve client relationships.
36 snips
Aug 15, 2024 • 33min
#342 - Proven Methods for Coaching AEs to Master Discovery and Close More Deals (Sean Gentry, WebFlow) (Sean Gentry, WebFlow)
Sean Gentry, a leadership expert at WebFlow, shares valuable insights on coaching account executives. He discusses actionable strategies for pipeline reviews, emphasizing the importance of tracking specific next steps and goals. Gentry highlights the need for tailored one-on-one role plays over generic ones to prepare for meetings effectively. He also underscores the importance of assessing early-stage deals and maintaining momentum during the discovery phase through strategic questioning. His experience in sales management brings a wealth of knowledge for aspiring sales leaders.
18 snips
Aug 14, 2024 • 59min
#341 - Live Book Summary: Cold Calling Sucks (And That’s Why It Works)
The hosts dive into a live summary of a new sales book, emphasizing the challenges and opportunities of cold calling. They share practical strategies, debunking traditional approaches and focusing on voice delivery and objection handling. Insights from successful sales professionals shed light on crafting compelling problem statements. The importance of empathy in overcoming objections is discussed, along with unique strategies to navigate the gatekeeper challenge. Listeners are encouraged to engage and invest in their sales potential.
36 snips
Aug 13, 2024 • 35min
#340 - Master Parallel Selling Strategies to Speed Up Every Deal (Samantha McKenna, #samsales Consulting)
Samantha McKenna, CEO of #samsales Consulting and former head of Enterprise Sales at LinkedIn, shares her expert insights on parallel selling strategies. She emphasizes scheduling regular meetings with champions to keep deals moving and suggests simultaneous next steps to accelerate progress. The importance of understanding the buying committee and preparing for presentations is discussed, alongside strategies for overcoming budget objections. Listeners will find her innovative techniques for fostering strong relationships and maintaining deal momentum particularly compelling.
Aug 12, 2024 • 33min
#339 - Hall of Fame: Will Padilla
Will Padilla, a Senior Account Executive with a wealth of sales and coaching experience, dives into practical strategies for mastering cold calls and handling objections. He shares actionable takeaways like identifying timing-based triggers and using permission-based openers to connect meaningfully. With insights on employing empathy in influencer relations and avoiding toxic sales habits, Padilla emphasizes the importance of persistence, follow-ups, and effective questioning techniques to engage even the most disoriented prospects.
13 snips
Aug 9, 2024 • 12min
#338 - Sell Playbook: Value Propositions on Cold Calls
Discover actionable insights to enhance your cold calling strategies! Explore the power of problem propositions over traditional value propositions. Learn how to craft effective, tailored messages that resonate with potential clients. Tackle common objections with practical strategies and tools designed for success. Dive into the significance of understanding customer pain points and using industry-specific language to engage effectively. Get ready to transform your cold call approach!
12 snips
Aug 8, 2024 • 31min
#337 - How to Avoid Hiring the Wrong Sales Reps and Build a Winning Team (John Sherer, Growth Assistant)
In this enlightening discussion, John Sherer, a Growth Assistant specializing in hiring strategies, shares key insights into avoiding hiring pitfalls. He emphasizes the importance of storytelling in interviews, urging leaders to understand why candidates are seeking a change. Selling the company's vision while being honest about potential downsides builds trust. Sherer warns against second-guessing hiring decisions and advocates for offering performance-based pay without negotiations to attract top talent.
65 snips
Aug 6, 2024 • 36min
#336 - Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
Josh Braun, an expert in cold calling and founder of Braun Training, shares invaluable insights into effective sales techniques. He emphasizes starting calls by recognizing what prospects might already know and addressing their objections upfront. Braun discusses the importance of highlighting a prospect's challenges by contrasting their current state with the potential benefits of your solution. He also encourages asking targeted questions to uncover specific problems while crafting relatable problem stories to enhance engagement and drive sales success.
Aug 5, 2024 • 37min
#335 - Hall of Fame: Sara Plowman
Sara Plowman, a seasoned Senior Business Development Manager at Pareto, shares invaluable cold calling strategies. She emphasizes using targeted language, like "That's exactly why I called," to immediately connect with prospects. Sara advocates for early morning and late evening calls to boost connect rates. She discusses the power of open-ended questions during pitches to engage prospects and address their challenges tailoredly. Additionally, she highlights the importance of handling objections with empathy for building trust.
4 snips
Aug 2, 2024 • 9min
#334 - Sell Playbook: Cold Call Openers
Explore the world of cold calling with insights from data on over 300 million calls. Discover the pitfalls of cliched openers and learn impactful techniques to engage prospects genuinely. Effective openers like the tailored permission approach and the 'heard the name tossed around' strategy are highlighted. Plus, get productivity tips for follow-ups and strategies that truly make a difference. Dive into research-based insights that can transform your cold calling game!
