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
Mar 22, 2024 • 14min
Product Roadmap: Q2 2024
Preview the upcoming Q2 roadmap featuring a new sales book on cold calling and 18 Cold Call Objections. Learn about handling objections, mindset lessons, and upcoming webinars on sales tactics and leadership. Get insights on writing a book, email management, and sales optimization strategies.
Mar 21, 2024 • 31min
#274 - Tactics for Tackling Team Promotions and Behavior Changes (Jonah Mandel, Guesty)
Learn actionable leadership takeaways for team promotions and behavior changes. Hear about the path to President's Club from the VP of Sales at Guesty. Discover resources for career advancement and practical sales tactics to boost performance.
18 snips
Mar 19, 2024 • 28min
#273 - Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
Learn how to establish business impact in a POC with a pre-POC questionnaire and timeline alignment. Discover effective strategies for POC success through communication with executives, survey feedback, and controlling technical discussions. Improve sales processes by avoiding bad habits, optimizing POC participation, answering technical questions, and running sales drills.
Mar 18, 2024 • 32min
#272 - Hall of Fame: Doug Landis
Learn actionable takeaways for successful sales calls such as setting clear expectations, avoiding premature feature discussions, and softening calls to action. Follow Doug Landis's impressive career path from Growth Partner at Emergence Capital to VP of Sales at Box. Gain insights on effective sales tactics like trap questions, genuine business discussions, storytelling in sales, and building trust with clients.
20 snips
Mar 14, 2024 • 33min
#271 - How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip)
Learn valuable sales insights from a Zip commercial sales leader on breaking down rep discovery. Discover tips on optimizing sales days and enhancing sales discovery effectiveness. Explore ways to engage customers effectively and master key capabilities in sales conversations. Gain insights on debriefing sales calls, transitioning to a frontline manager, and driving deal acceleration.
20 snips
Mar 12, 2024 • 33min
#270 - Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection
Learn how to handle objections in cold calls with the Mr. Miyagi method. Tackle reactions, not just objections, like dismissive or 'not interested'. Understand situational objections and existing solution objections. Resources include 'The Book on Cold Calling' and 18 Cold Call Objections guide.
Mar 11, 2024 • 32min
#269 - Hall of Fame: Keenan
The podcast discusses actionable sales takeaways, Keenan's journey to President's Club, and various prospecting, discovery, demo, and sales process tools. It also explores effective sales conversations, analyzing trigger points for sales opportunities, uncovering business problems, product demo strategies, and insights on sales habits and training.
38 snips
Mar 7, 2024 • 33min
#268 - How to Build an Early Stage Sales Team Beyond the First Five Reps (Miles Kane, Tenderly)
Learn how to build an early stage sales team beyond the first five reps with actionable leadership takeaways. Hear insights on cloning your first rep, talking to customers, hiring for strengths, and investing in enablement. Explore tips on optimizing sales days, prospecting, and utilizing sales tools for success.
27 snips
Mar 5, 2024 • 29min
#267 - Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
Learn how to handle challenging prospect requests with finesse, offer valid reasons and alternative solutions, and regain control of sales conversations. Address objections upfront to build trust, be authentic with prospects, and act as a guide rather than a servant. Tips for optimizing sales days and sponsor mentions included.
Mar 4, 2024 • 30min
#266 - Hall of Fame: Jeb Blount
Practical sales tips on prospecting first thing in the morning and handling objections. Insights on valuable sales tactics and navigating rejection effectively. Strategies for overcoming gatekeepers and mastering sales prospecting with tools like Boomerang and Otter AI.
