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
18 snips
Dec 19, 2023 • 32min
#236 - Land Your Dream Sales Job With These Killer Interview Tactics (Adam Ochart @ Gong)
Adam O.chart, sales expert and interview tactics specialist, shares strategies for acing sales job interviews, including structuring responses and assessing capabilities. They also discuss the importance of understanding a candidate's motivation and being concise during interviews. Valuable tips on sales engagement and prospecting are also provided.
4 snips
Dec 14, 2023 • 33min
#235 - How to Bulletproof your Team's Pipeline with the So-What Train and Win Strategy Docs with Rebecca Feiten @6sense
Rebecca Feiten, Expert in team pipeline management, shares strategies for improving pipeline management. Tips include separating professional development chats from pipeline reviews, using win strategy docs, and asking 'so what' to uncover implications of pain. The importance of clear communication and learning from reps is highlighted. Other topics discussed include coaching reps on upfront contracts, asking uncomfortable questions, and transitioning from a rep to a leader.
16 snips
Dec 12, 2023 • 28min
#234 - Sales Playbook: Nick and Armand Teach You How To Forecast
In this podcast, Nick and Armand provide tips and strategies for efficient pipeline reviews and accurate forecasting in sales. They discuss the importance of aligning with your manager, understanding the difference between a pipeline review and a forecast, and the impact of sand bagging on sales. They also share tactics for closing pipeline deals and recommend helpful resources for salespeople.
9 snips
Dec 7, 2023 • 33min
#233 - Steal Kyle Asay’s Sales Competency Framework to Produce World-Class Sellers
Sales expert Kyle Asay introduces his Competency Framework, emphasizing coaching and personal growth. They discuss tactics for closing pipeline and defining a great day. Topics include identifying and tracking sales competencies, sales training and coaching, the debate between connects and cold calls, and breaking the bad habit of data-driven decision making.
13 snips
Dec 5, 2023 • 30min
#232 - Close More Deals with Ninja-Like Operational Efficiency (Grace Presnick @ Outreach)
Grace Presnick, an expert in operational efficiency, shares tactics for closing pipeline and prioritizing tasks, including executing on discussed tasks after pipeline calls, balancing immediate deals and high-value deals, organizing strategies for sales efficiency, and closing more deals with effective preparation and strategy.
Nov 30, 2023 • 30min
#231 - Incentivizing Your Team to Dominate Q4 (Doug Landis @ Emergence Capital)
Doug Landis, a Growth Partner at Emergence Capital and mentor, shares invaluable insights on maximizing sales team performance. He emphasizes re-evaluating Q4 incentives to keep reps motivated, including introducing SPIFs for more significant deals. Doug suggests building a 2024 model focused on efficiency rather than pure growth, and discusses the dynamics of navigating sales challenges. He highlights the importance of balancing team capacity with strategic planning and boosting current team members' potential over just hiring new talent.
Nov 28, 2023 • 33min
#230 - Jen Puts Nick in the Hot Seat to Learn His Secrets to the Perfect Sales Call (Nick Cegelski @ 30 Minutes to President’s Club)
Sales expert Nick Cegelski shares actionable takeaways for successful sales calls, including back pocket questions, strategic social proof, making discounting 'weird', and alternative video use cases. The episode also explores strategies for closing pipeline, handling price objections, and the importance of holding firm and taking action. It concludes with closing tactics and actionable takeaways.
Nov 21, 2023 • 33min
#229 - Build a Better Sales Call with this Foolproof Framework (Jen Allen-Knuth @ DemandJen)
Jen Allen-Knuth, Head @ DemandJen, shares valuable sales tips including using 'soft' language, gathering intel before intro meetings, and assuming multiple decision-makers. The podcast also discusses cold call objections, deal acceleration, building a better sales call, commercial coaching in sales, and sponsorship and sales call strategies.
13 snips
Nov 16, 2023 • 32min
#228 - Lessons From A Renowned CRO: Evolving Your Sales Team Through Process And Accountability (Stevie Case @ Vanta)
In this podcast, renowned CRO Stevie Case shares actionable leadership takeaways including conducting a burn down practice and focusing on what is not working. They discuss the importance of managing a large team and open deals using a spreadsheet, driving sales success through leading metrics and AI, and the significance of coaching and technology for sales reps. They also explore breaking bad habits for sales leaders and discuss Stevie's people-first leadership style.
Nov 14, 2023 • 34min
#227 - Utilize Discounts and Timelines to Never Let a Deal Slip (Harry Lort-Phillips @ Pave)
Harry Lort-Phillips, Founder of Pave, shares actionable tips for accelerating deals, negotiating discounts effectively, and navigating pricing and proposals. They also discuss approaches to take with procurement in the sales process and the significance of not skipping steps in selling effectively.
