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
16 snips
Jun 4, 2024 • 27min
Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand)
Sales experts Nick and Armand share actionable tips for structuring effective discovery calls, including building rapport, setting clear agendas, and running a quick drill at the end. They emphasize the importance of engaging prospects with relevant questions and guiding the conversation towards closing deals efficiently.
Jun 3, 2024 • 35min
Hall of Fame: Ryan Reisert Ep. 118
Hall of Fame member Ryan Reisert shares sales insights - prioritize direct dials, document channel validation, focus on tone. Learn about optimizing cold calling, navigating gatekeepers, and mastering conversations for sales success.
25 snips
May 30, 2024 • 36min
221 (Lead) Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey)
Sales expert Kevin Dorsey discusses strategies for lead cloning, coaching reps to 'What Good Looks Like', and using the 'Four Ds' to implement new tactics. He shares insights on defining 'good' in sales, documenting leadership approaches, and improving sales conversations and performance.
46 snips
May 28, 2024 • 38min
Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand)
Sales experts Nick and Armand discuss the importance of asking deep discovery questions to uncover business problems in sales calls. They highlight the 'Situation Problem Impact' framework and stress the value of building trust with prospects through genuine conversations rather than interrogation.
May 27, 2024 • 31min
Hall of Fame: Chris Orlob Ep. 123
Hall of Fame guest Chris Orlob shares actionable takeaways on handling inbound and outbound leads effectively, categorizing buyer responses, and avoiding discovery fatigue. Topics include unconventional sales strategies, email management, customer pain points, shifting focus from product features to customer needs, and enhancing sales performance with daily pipeline reviews and efficient post-call drills.
16 snips
May 23, 2024 • 32min
220 (Lead) Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)
John Sherer, Growth Assistant, shares actionable leadership takeaways on pipeline reviews, deal discounts, and deal reviews. He discusses the path to President's Club and shares resources. The podcast covers sales optimization tips, strategies for effective sales leadership, driving deals to close with discounts, managerial approach to deal reviews, and balancing sales manager tasks for team success.
10 snips
May 21, 2024 • 34min
219 (Sell) Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)
Michelle Cecil, VP of Sales at Procore, shares tips on recognizing team members, conducting effective onsite meetings, post-meeting follow-up, and accelerating sales deals through multi-threading. The podcast also discusses AI tools for prospecting, cold email personalization, and sales forecasting solutions.
May 20, 2024 • 29min
Hall of Fame: Henry Schuck Ep. 146
Guest Henry Schuck, CEO of ZoomInfo, shares sales strategies like asking for the next step, answering yes-or-no questions, and turning CEOs' teams into champions for inside info. Tips include streamlining sales tasks, leveraging job postings, and making strong initial impressions.
56 snips
May 17, 2024 • 58min
How To Move Indecisive Customers With The JOLT Effect
Sales experts Matt Dixon and Jen Allen-Knuth discuss the JOLT effect framework for handling buyer indecision. They explore challenges of addressing indecision in sales, tactics for overcoming objections, and tips for navigating customer risk. The podcast offers strategic sales techniques, networking advice on LinkedIn, and resources to move indecisive customers forward.
May 16, 2024 • 31min
218 (Lead) Rep Shadowing & Ridealongs Done Right (Paul Canty, Pulley)
Paul Canty, Co-founder of Pulley, shares actionable leadership takeaways on shadowing sales calls, setting clear goals, personalization techniques, and optimizing sales workflows. The discussion includes strategies for coaching sales calls, providing effective feedback, and enhancing team performance through communication and feedback channels.
