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
13 snips
Jun 20, 2024 • 36min
#314 - Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ)
Levi Thomas from CaptivateIQ shares strategies for identifying and coaching deal blockers on sales teams. Topics include reviewing call recordings, implementing automated reports for closed lost deals, customizing training programs, and securing commitment from managers and top reps. Key points cover training strategies, documenting and reinforcing training over time, deal acceleration cheat codes, navigating manager buy-in, dealing with resistant team members, and coaching on lost sales opportunities.
30 snips
Jun 18, 2024 • 34min
#313 - Prospecting Technical Buyer Personas and LinkedIn Outreach (Robin De Vries, MongoDB)
Regional Sales Director at MongoDB, Robin De Vries discusses actionable sales takeaways including reaching out to ex-employees for intel, using simple videos for LinkedIn outreach, and not overdoing personalization. The podcast covers strategies for identifying ideal companies, crafting personalized messages, and utilizing LinkedIn for technical buyer outreach.
12 snips
Jun 17, 2024 • 31min
#312 - Hall of Fame: Discovery
Learn key sales techniques such as prep calls, linking sales to P&L, and storytelling. Encourage prospects to share stories and ensure problems are recurring. Explore strategies for successful sales meetings and breaking the habit of giving away sales activities for free. Dive into effective sales tactics, including maintaining contact lists and aligning products with business results.
11 snips
Jun 13, 2024 • 43min
#311 - Running Sales Team Meetings That Actually Move The Needle (Armand Farrokh, 30MPC)
Sales team meetings expert Armand Farrokh discusses actionable leadership takeaways like running training and organizing team communication. He emphasizes the importance of rhythms in meetings and efficient management of announcements. The episode provides strategies for deal progress, quantifying business initiatives, and optimizing sales performance through training and tools.
19 snips
Jun 11, 2024 • 32min
#310 - Unconventional Approaches to Cold Calling (Matthew Mazankowski, Boomerang
Sales expert Matthew Mazankowski shares unconventional cold calling strategies, like the 'confused old man opener' and 'problem prop' approach. Tips include setting agendas, sending reminders, and crafting strong problem propositions. Strategies for dealing with no-shows, confirming meetings, and optimizing deals are also discussed.
6 snips
Jun 10, 2024 • 28min
#309 - Hall of Fame: Kevin "KD" Dorsey
Sales expert Kevin Dorsey shares actionable takeaways on problem agreement and pain points, emphasizing the transition between discovery and demo. He discusses his journey from SVP of Sales to VP of Sales at various companies. The podcast chapters cover mastering problem, pain, and impact in sales, balancing realism in messaging, and streamlining note-taking for deal acceleration.
30 snips
Jun 6, 2024 • 33min
#308 - Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage)
Melissa Lui, Co-founder and CEO of AirGarage, shares insights on coaching SDR teams. Topics include structuring one-on-ones, SDR forecasts, and training on probing GAP questions. Learn about optimizing sales productivity, coaching frameworks, and categorizing accounts into cold, warm, and hot. Discover strategies for coaching SDR teams and leaders, emphasizing personalized cold emails and sales acceleration tools.
16 snips
Jun 4, 2024 • 27min
#307 - 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
#306 - Hall of Fame: Ryan Reisert
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
#305 - 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.
