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
12 snips
Oct 19, 2023 • 39min
#216 - How to Cover 100 Deals Without Being On Every Single Call (Holly Procter, CRO @ Incredible Health)
Holly Procter, CRO @ Incredible Health, shares leadership takeaways on pipeline reviews, prospecting campaigns, and team goal-setting. Learn about managing deals, seller-driven campaigns, accelerating the sales timeline, a solutions-driven approach, flaws in compensation design, and managing the relationship with the CEO or founder.
Oct 18, 2023 • 9min
#215 - I Never Go To A Conference Without Doing THIS First
Watch in full vibrant color: https://bit.ly/3rUL8tM30MPC 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.
24 snips
Oct 17, 2023 • 31min
#214 - Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance)
Alex Kremer, Founder of Alluviance, shares tips for successful sales meetings including using undeniable truths, engaging demos, and personalized follow-up questions. He discusses creating an engaging meeting experience, handling customers who need time to think, and embracing friction in the sales process. He also provides techniques for handling objections and setting clear expectations during a demo.
23 snips
Oct 12, 2023 • 38min
#213 - Build a Winning Sales Team With Commitment to Practice (Kevin "KD" Dorsey, SVP of Sales and Partnerships @ Bench Accounting)
Kevin 'KD' Dorsey, SVP of Sales at Bench Accounting, shares practical leadership tips like defining 'What Good Looks Like', incorporating regular practice, and following the BIPSY methodology. The conversation delves into the power of documentation, effective sales team coaching, and understanding individual needs in sales management.
Oct 11, 2023 • 10min
#212 - 5 Ways To Negotiate Your Sales Job Offer
Watch in full vibrant color: https://bit.ly/3Q9HgOY30MPC 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.
17 snips
Oct 10, 2023 • 38min
#211 - Maintain momentum in your sales conversations (Brian LaManna, Senior Mid-Market Account Executive @ Gong)
Brian LaManna, Senior Mid-Market Account Executive @ Gong, shares strategies for wrapping up the first call, crafting personalized emails, and maintaining momentum in sales conversations. He emphasizes the importance of the discovery process, advising on risks, and avoiding early concessions. Tips include using prospect engagement to initiate another conversation, pressure testing prospects, selling to the CFO, and improving email replies. Four key takeaways for maintaining momentum in sales conversations are obtaining quantitative feedback, addressing lower ratings, taking actions to move opportunities forward, and regularly assessing the full list of opportunities.
Oct 5, 2023 • 8min
#210 - Stop cold applying for sales jobs and do THIS instead
Watch in full vibrant color: https://bit.ly/3Q45Mkq30MPC 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.
10 snips
Oct 4, 2023 • 35min
#209 - Identifying decision-makers early (Brandon Sedloff, SVP of Sales @ Juniper Square)
Brandon Sedloff, SVP of Sales at Juniper Square, shares actionable strategies for identifying decision-makers early in the sales process, including testing signing authority and multi-threading. He also discusses tactics for selling to power, creating and stealing budget in a rip and replace environment, and the importance of listening and proactive engagement with prospects.
5 snips
Sep 29, 2023 • 5min
#208 - NEVER Answer A Question Before Doing This
In this podcast, they discuss the importance of understanding the intent behind prospects' questions in sales calls and how misinterpreting a question can negatively impact a deal. They also talk about a framework for calibrating answers and the benefits of using this approach.
14 snips
Sep 27, 2023 • 29min
#207 - Crushing your cold call objections (Will Padilla, Sr. Account Executive @ GRIN)
Will Padilla, Sr. Account Executive @ GRIN, discusses strategies for overcoming objections in sales. Topics include actionable tactics, cold call strategies, and effective handling of objections during conversations and cold calls.
