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
Feb 13, 2024 • 32min
#255 - NOT Personalizing Your Emails to Get More Deals (Julia Carter, Marpipe)
Julia Cater from Marpipe discusses strategies for email personalization and prospecting. They emphasize the use of images in emails, adding value with examples, trigger-based email approaches, and intentionally boring subject lines. The podcast also covers tips for AE salespeople, qualification strategies, maintaining engagement, and effective prospecting emails.
Feb 12, 2024 • 27min
#254 - Hall of Fame: Adam Ochart
In this episode, top AE Adam O'Chart shares objection handling techniques and demo skills. They discuss pressure testing prospects, using mirroring in sales conversations, maintaining control of the sales call, and key takeaways from the episode.
Feb 8, 2024 • 34min
#253 - How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic)
Anthony Cessario, Co-founder of Tropic, discusses the importance of carving team territories to incentivize the right behavior. Topics include equitable books for sales reps, dealing with holdover opportunities, and creating impactful moments in sales meetings and for team members.
63 snips
Feb 6, 2024 • 32min
#252 - Secrets to Break Into Top-Tier Accounts with Product-Led Growth (Andrew Johnston, Superhuman)
Andrew Johnston, Sales expert focused on breaking into top-tier accounts, shares four actionable takeaways including setting success criteria with customers, dividing prospects into high and low usage groups, and consolidating bills or forming a team when reaching out to multiple people.
Feb 5, 2024 • 23min
#251 - Hall of Fame: Belal Batrawy
Belal Batrawy, Community Leader of #Death2Fluff, discusses actionable sales strategies such as decoy pricing and getting prospects talking. They also explore starting demos with transparency and using peer questions in cold calls. The podcast promotes the 'Death of Fluff' community and sponsors like Clue and SalesLoft.
20 snips
Feb 1, 2024 • 33min
#250 - Lead Playbook: Armand and Mark Teach You How to Train Your Team
In this Lead Playbook episode, Mark and Armand discuss the importance of team training. They talk about the onboarding process, the significance of continuing training and coaching, and how a great training program can increase your value as a leader. They also share tactics for sales professionals, tips for diagnosing sales team abilities, and the importance of using existing tools to train the team. The episode ends with key takeaways on creating a successful training program and tactics to triple your connect rate and sell to the CFO.
9 snips
Jan 30, 2024 • 33min
#249 - Best Pre-Call Prep Tactics That Will Help You Nail Your Opening Sales Call (Taylor Lemke @ Zapier)
Taylor Lemke, Sales expert at Zapier, shares pre-call preparation tactics for successful sales calls. Topics include using a pre-meeting questionnaire, purpose-plan-payoff opener, quantifying the problem, and prospecting techniques. The podcast also discusses choosing sales questions, breaking bad sales habits, and improving pre-call prep tactics.
Jan 29, 2024 • 25min
#248 - Hall of Fame: Charles Muhlbauer
Charles Muhlbauer, Hall of Fame, discusses tactics and strategies to enhance sales interactions, including uncovering the truth with prospects, handling dissatisfaction, setting expectations, and using head trash in sales conversations. The hosts also mention LinkedIn mentions, closing pipeline, and a deal acceleration cheat code sponsored by Pipe Drive.
14 snips
Jan 25, 2024 • 33min
#247 - How to Rip Through 10 Calls in a 30 Minute Sales Coaching Session (Sean Gentry @ Webflow)
In this episode, sales coaching expert Sean Gentry shares actionable tactics for effective coaching, including diagnosing issues, creating a repeatable process, and eliminating micromanagement. He discusses the role of AI in coaching, the importance of feedback in developing sales reps, and how to maximize productivity in coaching sessions through preparation and rapid-fire call reviewing.
8 snips
Jan 23, 2024 • 32min
#246 - Q&A: JBay and Armand Teach you to Write a Cold Outbound Sequence
In this podcast, the hosts discuss tips for preventing emails from being flagged as spam. They also cover the importance of setting a next step in sales, optimizing outreach channels and personalization, email prospecting regulations, injecting personality in sales communication, and avoiding spam filters.
