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
16 snips
Jan 18, 2024 • 32min
#245 - Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews)
Jessica Klek, expert in involving the entire company in winning deals, shares her leadership takeaways, involving product team in deals, pain discovery approaches, selling to pain and moving upmarket, and building a framework to involve the entire company in winning deals.
Jan 16, 2024 • 33min
#244 - How to Tear Up Your Territory to Kickoff 2024 (Luke Floyd @ Deel)
This podcast episode features Luke Floyd discussing territory planning, prospecting strategies, and effective sales techniques. Topics covered include targeting lookalike accounts, splitting up accounts with SDRs, and winning over prospects gradually. Other topics include proposal formatting, deal acceleration strategies, sales plays, and avoiding bad sales habits.
16 snips
Jan 11, 2024 • 32min
#243 - The Ultimate Guide to Interview and Train High-Performing SDRs (Kyle Coleman @ Copy.ai)
Kyle Coleman, Metrics to Quota Calculator, discusses actionable leadership takeaways for interviewing and training high-performing SDRs. Topics include running live interviews with pair interviewers, a 90-day SDR onboarding program, 6 certifications, using the activity calculator, and Kyle's career path. They also cover building a strong team, executing an omni-channel approach, the future of SDRs, importance of personalization, and strategies for hiring and onboarding high-performing SDRs.
15 snips
Jan 9, 2024 • 31min
#242 - Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
In this episode, Tom Williams, head of Clari Align and former CEO of DealPoint, discusses the importance of bringing a point of view to sales meetings and understanding the buyer's problem. He also explores the challenges of maintaining spreadsheets and the negative impact of starting a call with a screen share. Additionally, he shares insights on creating a specific approach for building in-house vs using a proper product and using events to test and refine the point of view.
Jan 8, 2024 • 12min
#241 - Club Playbook: Three Steps to Using LinkedIn to Find More Prospects (ft. Charlotte Johnson of Salesloft)
Charlotte Johnson of Salesloft shares her LinkedIn Playbook with four actionable takeaways and discusses finding prospects on LinkedIn, utilizing Sales Navigator, maximizing internal connections, and increasing response rates on the platform.
Jan 4, 2024 • 32min
#240 - How to Run Team Deal Reviews to Find the Blindspots (D’Arcy Doyle @ Productboard)
D'Arcy Doyle, a professional in the sales field, discusses the importance of conducting team deal reviews and creating a positive environment. He emphasizes the need for reaching out to executives and multi-threading in deals. Understanding the buyer's and business perspective is key in sales.
Jan 2, 2024 • 19min
#239 - 30MPC’s 2023 Awards
Discover the top tactics and episodes of 2023 in 30MPC's Awards. Learn about prospecting with multi-channel mastery, mastering conference moments, and amplifying authenticity to close sales. Explore techniques to maintain momentum, create customer tension, and connect the dots in discovery calls. Find out how to win over CEOs, make meaningful intros, and ask questions aboutimpact. Evolve your sales team through process and accountability. Plus, check out valuable sales email frameworks and playbooks to steal.
27 snips
Jan 1, 2024 • 29min
#238 - Playbook Special: Cold Calling
In this podcast, they discuss effective openers for cold calls and the importance of addressing the customer's problems. They also talk about handling objections using the Miyagi framework and pushing away from competitors while gathering prospect information. Additionally, they provide strategies for handling objections and dealing with different types of gatekeepers in cold calling.
Dec 22, 2023 • 11min
Product Roadmap: Q1 2024
The podcast talks about the exciting roadmap for Q1 2024 and announces the first live cold calling bootcamp. They also discuss the upcoming book on cold calling and the unique features of their structured sales book. Additionally, they share an exciting lineup for the first quarter and request feedback from listeners.
6 snips
Dec 21, 2023 • 32min
#237 - How to Make your Team Prospect with Operating Rhythms and Calendar Invites (Shay Keeler @ CaptivateIQ)
In this episode, Shay Keeler, an expert in team prospecting and operating rhythms, shares actionable leadership takeaways for prioritizing tasks, setting daily expectations, and pushing the team to the next level. She also discusses the importance of maintaining professional skills, appreciating differences, personalizing feedback, and her attention to detail as a leader.
