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
46 snips
May 28, 2024 • 38min
#304 - 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
#303 - Hall of Fame: Chris Orlob
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
#302 - 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
#301 - 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
#300 - Hall of Fame: Henry Schuck
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
#299 - 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
#298 - 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.
22 snips
May 14, 2024 • 31min
#297 - May Special: Negotiation ft. Chris Voss (part 2)
Negotiation expert Chris Voss shares tips on co-creating solutions, labeling positive actions, and using the 'Late Night DJ' voice in negotiations. Explore strategies like visualization, mastering silence, and breaking bad habits in sales for improved outcomes.
May 13, 2024 • 29min
#296 - Hall of Fame: Miles Kane
Miles Kane, former VP Sales @ Altocloud, shares negotiation tips like requesting reciprocation for discounts. He emphasizes involving teams early in the process and clarifying buyer's journey post-discovery calls.
20 snips
May 9, 2024 • 33min
#295 - Enterprise Pipeline Reviews & Deal Planning (Greg Baumann, Outreach)
Greg Baumann, Co-founder of Outreach, shares actionable leadership takeaways like focusing on 'first wins' with large accounts and leveraging alumni connections. The podcast also discusses strategies for enhancing customer relationships, securing initial wins in sales, and employing effective sales tactics like updating contacts regularly and utilizing tools for success.
