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
27 snips
May 7, 2024 • 33min
#294 - May Special: Negotiation ft. Chris Voss (Part 1)
Negotiation expert Chris Voss shares valuable insights on labeling emotions, creating win-win situations, and handling discount requests in sales negotiations. Key takeaways include conditioning prospects for future interactions, avoiding distractions, and using inquisitive language to build trust during negotiations.
12 snips
May 6, 2024 • 33min
#293 - Hall of Fame: Charles Muhlbauer
Guest Charles Muhlbauer, Sr Biz Dev Training Manager at CB Insights, Founder at SalesShare, shares impactful sales strategies like impactful questions, humbling disclaimers, and setting upfront contracts. Also, discusses avoiding bad sales habits and using tools like Boomerang and Gong for sales success.
10 snips
May 2, 2024 • 35min
#292 - Overcoming Team Call Reluctance and Setting Activity Benchmarks (Ken Amar, Agoge Prospecting School)
Guest speaker Ken Amar from Agoge Prospecting School shares insights on overcoming team call reluctance and setting activity benchmarks for SDRs. Topics include testing call numbers, observing slow workflows, and implementing the 'headhunting drill'.
11 snips
Apr 30, 2024 • 31min
#291 - Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive)
Chip Wooten, Co-host of Motive, shares tips on handling gatekeepers and office drop-ins. Topics include building relationships through personal connections, leveraging competitor weaknesses, sending thoughtful gifts during office visits, and not waiting to follow up with buyers after a meeting. The podcast also discusses strategies for successful sales interactions and the evolving landscape of remote sales methods.
Apr 29, 2024 • 33min
#290 - Hall of Fame: Morgan Melo
Hall of Fame guest, Morgan Melo, shares valuable sales insights including using relatable stories for credibility, aligning with business level problems, and leveraging senior leaders for storytelling during demos. The podcast discusses optimizing sales calls, effective problem discovery, team selling strategies, prospect promotion tactics, and maximizing discovery calls.
17 snips
Apr 25, 2024 • 29min
#289 - Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent
Sales experts Mark and Armand discuss structuring interviews to hire great sales talent. Key takeaways: specialize interviewers, talk candidates out if needed, sell early then grill, test different sales dimensions. Strategies for top talent hiring and competitive tactics are highlighted.
34 snips
Apr 23, 2024 • 29min
#288 - Testing Champions and Getting to Power (Maddy Jackson, Webflow)
Maddy Jackson, Co-founder of Webflow, shares actionable sales advice like negotiating leverage and champion testing. Learn about crafting 'Gives' and 'Gets', identifying effective champions, and using labelling statements to access power in deals
6 snips
Apr 22, 2024 • 30min
#287 - Hall of Fame: Krysten Conner
Krysten Conner, Enterprise Account Executive at UserGems, shares practical sales insights like structuring discovery calls, aligning on executive-level problems, and using inside intel for effective sales meetings. Tips on standardizing sales scenarios, asking effective discovery questions, and mastering sales tactics for success.
9 snips
Apr 18, 2024 • 23min
#286 - Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent
Tips on hiring great sales talent: Define competencies, assess for work ethic, test for traits like IQ and EQ. Match sales cycle to sales environment. Learn strategies for optimizing sales activities and deal acceleration. Explore unique email tactics for sales success and the importance of employee referrals in building a successful sales team.
9 snips
Apr 16, 2024 • 33min
#285 - Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
Guest Jacob Karp from Rubrik shares tips on breaking into tough accounts by attending conferences, avoiding name-dropping, and creative outreach methods. Discussion on leveraging comp plans for deal negotiation, maximizing earnings, and strategic sales territory carving. Emphasis on tailored messaging, reaching CISOs, client outreach, and negotiation strategies in sales.
