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
Apr 15, 2024 • 31min
#284 - Hall of Fame: Charly Johnson
This podcast episode delves into personalized cold emails, deal acceleration strategies, and humanizing sales language. Practical tips include research personalization, immediate prospect engagement, and avoiding robotic sales language. The guest's journey to President's Club and resources for sales success are also highlighted.
32 snips
Apr 11, 2024 • 31min
#283 - Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong)
Adam Ochart, Manager of Commercial Sales at Gong, shares tips on turning pressure into productivity for happier reps. Topics include the importance of using pressure to motivate reps, avoiding repeating questions, and the benefits of pre-prep and game planning. The podcast also discusses empowering sales teams through 'popcorn learning' and resourceful problem-solving, guidelines for sales call participation and managerial roles, empowering sales reps through mistakes and support, and maximizing sales performance through a structured discovery framework.
20 snips
Apr 9, 2024 • 34min
#282 - Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
Shelby Ferson from Databricks shares insights on winning technical deals by leveraging the entire company. Key takeaways include joining email alias lists, building a reliable go team, asking buyers decision-making questions, and under promising. The discussion covers strategies for effective communication, qualifying leads, cultural contrasts in sales approaches across regions, building long-term relationships, and enhancing sales forecasting strategies.
Apr 8, 2024 • 32min
#281 - Hall of Fame: Stephen Guerguy
Sales expert Stephen Guerguy shares actionable takeaways on challenging prospects, setting landmines for competitors, and driving close with carrots. He discusses the importance of deep discovery, preparation, prospect outreach, and strategies for navigating sales challenges.
14 snips
Apr 4, 2024 • 32min
#280 - Why Your SDR Team Should Be Pipe Gen Forecasting (Maya Connet, Clari)
Maya Connet, Co-founder and CEO of Clari, discusses strategic pipe gen forecasting, top of funnel quotas, and leaving a lasting impression on prospects. She emphasizes the importance of aligning SDR activities with revenue goals and setting realistic career expectations in sales organizations.
28 snips
Apr 2, 2024 • 29min
#279 - Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
Mike Tran, Senior Manager at Grammarly, shares valuable insights on building technical depth in sales demos, emphasizing the importance of understanding customer pain points, linking product benefits to customer problems, and preempting concerns effectively. He also discusses the collaborative approach between Sales Engineers and Account Executives, and strategies for handling technical difficulties during demos.
14 snips
Apr 1, 2024 • 22min
#278 - April Special: The Future of Sales AI ft. Corporate Bro
Sales AI expert and podcaster Corporate Bro discusses dominating sales calls, emotional connection through discovery questions, flawless demos, and the integration of AI in sales processes. He challenges traditional sales advice by emphasizing self-interest over empathy.
Mar 28, 2024 • 33min
#277 - Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
Ross Shanken, VP of Sales at Multiplier, shares actionable leadership takeaways like effective team meetings, tuning discount matrices, and the multi-year deal grid. He emphasizes the importance of speedy meetings and provides tips for optimizing sales days. The podcast also explores engaging team meetings, strategic pricing frameworks, sales compensation models, and sales outreach strategies.
11 snips
Mar 26, 2024 • 33min
#276 - How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)
Sales expert Caitlin Zylstra shares tips on briefing execs before sales calls: adapt to customer language, involve champions in touchpoints, welcome buyer corrections, and ask specific questions to internal call partners. Discussion includes strategies for empowering champions, soliciting referrals, and leveraging tools for sales success.
14 snips
Mar 25, 2024 • 30min
#275 - Hall of Fame: Cory Bray
Learn sales strategies from Corey Bray, Co-Founder @ CoachCRM, including interactive demos, setting clear next steps, and starting with exciting outcomes. Discover the importance of effective questioning, competitive positioning, and maintaining momentum in sales meetings.
