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
Nov 13, 2023 • 17min
#226 - Club Playbook: Three Steps to Cold Calling Success (ft. Jason Bay of Outbound Squad)
Jason Bay, sales expert and founder of Outbound Squad, shares three steps to cold calling success. He discusses the importance of a permission-based opener, focusing on prospects' top of mind concerns, and finding problems to solve. He also emphasizes the need to be assumptive when scheduling the next meeting. The podcast covers the significance of the first 60 seconds of a cold call, creating interest without immediate pitching, and securing the meeting with triple confirmation.
Nov 9, 2023 • 31min
#225 - The Formula For Coaching Your Reps To President's Club (Patricia DuChene @ Postal)
CRO at Postal, Patricia DuChene, shares leadership takeaways including start & end of week stand-ups, breakdown calls, situation-behavior-impact feedback, and sending 3x3x3 to CEO. They also discuss effective coaching strategies, preparing for meetings, managing downward trends, effective communication when addressing problems, and the importance of caring for your team.
Nov 7, 2023 • 24min
#224 - Mastering the Bookends: How Your Open Dictates Your Close (Joe Diliberto @ Sandler Training)
Joe Diliberto, sales trainer at Sandler Training, discusses optimizing sales calls, handling objections, and improving prospecting techniques. Key tips include focusing on outcomes, qualifying customers through the call ending, and approaching objections with curiosity. The importance of setting up the call with a two-minute drill and upfront contract is emphasized. Understanding the buyer's needs and removing pressure in sales conversations are also highlighted.
Nov 6, 2023 • 52min
#223 - 30MPC Live at Unleash 2023: The Golden Path to Closing Deals at Power
Learn how to close deals at power using The Golden Path. Understand executive priorities, set a strong agenda, and align your solution for lightning-fast deals. Discover techniques for uncovering priorities and preserving relationships with decision-makers. Gain attention of executive buyers and navigate the sales process.
17 snips
Nov 2, 2023 • 33min
#222 - Leadership Playbook: Armand and Mark Teach You How to Run Pipeline Reviews That Don't Suck
Learn the importance of deal and pipeline reviews in the sales organization. Discover the significance of following a sales methodology and having clear processes for each deal. Explore how to effectively teach pipeline management and master the review process. Find out about leveraging resources for sales success, conducting effective pipeline reviews, and best practices for a successful review.
Nov 1, 2023 • 8min
#221 - Your Blueprint To Nail EVERY In-Person Meeting
Watch in full vibrant color: https://bit.ly/3Sn5KWh30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt....5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.
Oct 31, 2023 • 32min
#220 - How Jeb Blount Smashes In-Person Meetings (Jeb Blount @ Sales Gravy)
Jeb Blount, sales expert and author, shares actionable leadership takeaways for in-person meetings, emphasizes effective communication channels in sales, discusses criteria for in-person vs. virtual meetings, highlights the importance of open-ended questions, and provides tips for successful in-person meetings.
11 snips
Oct 26, 2023 • 38min
#219 - Close Your First $1M ARR With Your Laptop CLOSED (Joe Caprio, Partner @ Glasswing Ventures)
Joe Caprio, Partner @ Glasswing Ventures, shares actionable leadership takeaways including prioritizing pipeline creation and playing 'laptop closed' to sell deals. Topics discussed in the podcast include optimizing sales calls, identifying champions in sales deals, transitioning to founder-led sales, closing pipeline, and testing and refining sales strategies for success.
Oct 25, 2023 • 7min
#218 - The Secret To Nailing The Day Of The Event
Watch in full vibrant color: https://bit.ly/3tREmWc30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt....5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.
5 snips
Oct 24, 2023 • 35min
#217 - Your Path to President's Club Starts With "No" (Taylor Corr, Head of SMB & Mid Market Sales @ Quantcast)
Taylor Corr, Head of SMB & Mid Market Sales @ Quantcast, shares tips on proactive organization, saying no, building cross functional relationships, prioritizing opportunities, closing tactics, continuous prospecting, and sales engagement best practices. The episode provides actionable takeaways on planning, time blocking, and matching energy levels. Don't miss out on the free playbook on selling to CFOs!
