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
9 snips
Jun 30, 2025 • 5min
The 3 Sales Offers Elite Reps Use to Get Prospects To Say Yes | Bite-sized Tactics
Discover three powerful offers to enhance your sales game! The Blind Date approach focuses on building credibility by hyping up your team. The One-to-Many strategy leverages valuable insights to pique curiosity. Meanwhile, the One-to-One method tailors audits and resources specifically for each prospect. Say goodbye to weak CTAs and generic pitches! Plus, learn how AI tools can speed up the creation of personalized resources, making your cold calls and emails more effective.
23 snips
Jun 30, 2025 • 21min
Q3 Roadmap: The 30MPC Cold Email Course Drops July 21
Get ready for a power-packed quarter filled with cutting-edge sales strategies! Discover the new Cold Email Course designed to increase your reply rates and learn the Reply Method for success. Dive into Jason Bay's outbound sequence templates and chatGPT prompts to enhance your messaging. Exciting announcements include new podcast formats and guest interviews, plus job openings in the team. Don't miss the upcoming cold email clinic and live call teardown sessions, essential for boosting your sales skills!
28 snips
Jun 26, 2025 • 36min
Why Most Sales Processes Fail (How to Elite Sales Leaders Fix Them Fast) | Ep. 320 | Nathan Broome
Nathan Broome, SVP of Sales and key architect at Outreach, shares his expertise in optimizing sales processes. He discusses the importance of clarity and preparation for teams, emphasizing the need for structured sales stages. Listeners gain actionable insights on mapping out sales calls and defining 'big wins' for each interaction. He advocates for focused analysis of underperforming stages, using metrics to refine strategies. With personal anecdotes from scaling successful teams, Broome proves that simplicity can drive sales success.
16 snips
Jun 25, 2025 • 6min
Forget Perfect Sales Calls: Here’s the Only Outcome That Matters | Bite-sized Tactics
Nathan Broome, SVP of Sales at Common Room, offers valuable insights on redefining sales success. He advocates for focusing on tangible outcomes rather than perfect delivery or questioning styles. Broome explains how identifying the 'Big W'—the measurable win—can transform sales calls. He emphasizes that even messy calls can lead to conversions if they address real problems. Additionally, he shares the importance of structuring demos around specific client needs, guiding sales reps in adapting strategies for varying buyer engagements.
24 snips
Jun 24, 2025 • 36min
Why You’re Losing Deals by Not Picking Up the Phone | Ep. 319 | Michelle Cecil
Michelle Cecil, a two-time President’s Club winner at Procore, shares her insights on the power of phone calls in sales. She argues that talking to buyers directly builds trust and efficiency, smashing the myth that cold calls are outdated. Michelle emphasizes the importance of personal outreach, encouraging sales professionals to prepare their references and engage every stakeholder before meetings. She also provides actionable tips to maintain control over sales conversations, demonstrating how a simple call can turn a deal around.
13 snips
Jun 23, 2025 • 8min
Never Negotiate Over Email (Do This Instead) | Bite-sized Tactics
Negotiating over email can cost you deals, according to the expert insights shared. Instead, leveraging live calls enhances engagement and allows for clearer communication. The 'carrot on a stick' method is suggested to motivate prospects for conversations. Delivering pricing in real time can give you a significant edge during negotiations. Effective pre-meeting preparation helps build trust and personalize demos. With clarity being paramount, the discussion emphasizes that simplicity is often more persuasive than lengthy, technical correspondences.
30 snips
Jun 19, 2025 • 35min
Show The Product on The First Call: The GENIUS High Velocity Sales Blueprint | Mallika Sahay | Ep. 318
Mallika Sahay, a highly accomplished Sales Development Lead and founder at Segment, dives into the precision-driven world of high-velocity sales. She emphasizes starting with a product story on the first call to create momentum, which can dramatically shorten deal cycles. Sahay also discusses the importance of tracking funnel metrics closely and rethinking sales motions to align with buyers' journeys. She shares a streamlined approach for pipeline reviews, focusing on identifying problem solvers and clear paths to closing deals.
14 snips
Jun 18, 2025 • 6min
How to Nail Discovery with a 1-Minute Product Tour (NOT a Demo) | Bite-sized Tactics
Uncover the secret to transforming your sales calls with a 60-second product tour. Discover why this quick visual approach outshines traditional demos by sparking curiosity and facilitating deeper conversations. Learn the art of asking the right questions at the right time to identify new use cases and stakeholders. This strategy paves the way for faster discovery and more meaningful connections in your sales process.
26 snips
Jun 17, 2025 • 36min
How Top Sales Reps Handle Objections Before They Even Happen | Bryan Charlton | Ep. 317
Bryan Charlton, a seasoned sales leader with over 12 years of experience at Salesforce and FICO, now shines as a top sales leader at Otter.ai. He shares how top sales reps proactively spot and address deal risks early. Listeners will discover the value of setting realistic expectations right after a contract is signed. Charlton emphasizes digging deeper into client needs to uncover the real challenges behind their searches. Engaging multiple stakeholders is crucial, as their buy-in can turn indifference into enthusiasm for the deal.
6 snips
Jun 16, 2025 • 8min
Where Sales Reps Lose Deals Without Even Realizing It | Bite-sized Tactics
Bryan Charleton, Sales Manager at Otter.ai, dives into the critical moments that can make or break sales deals. He emphasizes the power of the first discovery call, highlighting how top reps build trust from the very first question. Charleton also stresses the importance of covering all relevant stakeholders, urging sales reps to avoid a single-threaded approach. Through effective engagement with IT, business leaders, and end users, he offers strategies for closing more airtight deals and enhancing communication during the sales process.
