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
28 snips
Jul 11, 2024 • 37min
#323 - 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
#322 - 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
#321 - Hall of Fame: Stevie Case
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
#320 - 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
#319 - 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
#318 - Hall of Fame: Shay Keeler
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
#317 - 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.
12 snips
Jun 25, 2024 • 34min
#316 - Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
Joe McNeill, CRO at Influ2, shares insights on building sales champions and understanding motives. Topics include embracing silence, setting conditions for progress, groundswell motion strategy, and identifying personal and business motives. Strategies for qualifying leads, mastering active listening, and navigating modern buying groups are also discussed.
Jun 24, 2024 • 32min
#315 - Hall of Fame: Vin Matano
Sales professional Vin Matano shares actionable tips on focusing energy on select accounts, using email as a hub for multichannel outreach, getting creative with channels like Twitter, and threading emails throughout the sales cycle. He emphasizes personalized outreach, effective prospecting on Twitter, and leveraging tools like Superhuman for productivity.
9 snips
Jun 21, 2024 • 21min
Product Roadmap: Q3 2024 (Book launch, care package, 5 weeks of phones, host change)
The podcast delves into the world of cold calling, emphasizing its effectiveness despite its challenges. They announce the launch of a new book on cold calling, with a care package and live show teasers. The hosts discuss feedback, a host change, and strategies for mastering cold calling for sales success.
