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
9 snips
Sep 26, 2023 • 9min
#206 - Stop Selling For Crappy Companies (Look For THIS)
In this podcast, the hosts discuss the importance of working for a good company to accelerate one's career. They explore the criteria for determining a good company and provide insights for individuals considering early stage companies. They also discuss the opportunities in growth and late stage companies, emphasizing the importance of choosing a growth stage company with good health and trustworthy investors. Additionally, they explore the impact of sales cycles on career progression and provide advice on finding the right sales environment and job.
Sep 22, 2023 • 9min
#205 - BEFORE You Get Into Tech Sales, Here’s How It Works
An introduction to tech sales and the software selling process. Roles and career path in tech sales. Understanding tech sales compensation and quotas.
22 snips
Sep 20, 2023 • 31min
#204 - Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks)
Guest Danilo Capric, Sr. Account Executive at Databricks, discusses using hypothesis-driven discovery in sales, bucketing buyers with a market approach, and the importance of researching prospects. Other topics include sales engagement best practices, breaking the habit of talking about the weather, and key elements for a successful pre-meeting agenda email.
6 snips
Sep 19, 2023 • 7min
#203 - How I Kickoff Every Sales Call
Learn the importance of setting expectations for a successful sales call and techniques for a smooth transition
Sep 18, 2023 • 11min
Product Roadmap: Q4 2023
Get ready for the baddest 30MPC roadmap you've seen in your life.Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0RESOURCES DISCUSSED
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Things you can steal
Sep 13, 2023 • 33min
#202 - Crafting success with creative deals (Mark Kosoglow, Chief Revenue Office @ Catalyst Software)
In this episode, Mark Kosoglow, Chief Revenue Officer at Catalyst Software, discusses the importance of creative deal structures and contract terms in sales. He shares strategies for accelerating trust and partnership through meeting swaps and leveraging B2C sales techniques. The episode also offers insights on breaking the bad habit of spending too much time on agenda and introductions, as well as sales tips and prospect testing.
6 snips
Sep 12, 2023 • 7min
#201 - 4 Ways To NOT Sound Like A Telemarketer
Learn five strategies to differentiate yourself from telemarketers during cold calls. Show personality and have fun in sales calls. Take actions adjacent to cold calls to get on the prospects' radar.
5 snips
Sep 8, 2023 • 6min
#200 - Push Your Prospects Away To Sell More Deals
Learn counterintuitive sales tactics to build trust and honesty with prospects by suggesting not to buy a product
13 snips
Sep 6, 2023 • 35min
#199 - Playbook: Crushing your competitors
In this episode, the hosts discuss strategies for crushing your competitors in sales. They cover topics such as selling within the 'winning zone,' using on-sites and executive engagement to create organic connections, and negotiating with competitors. They also provide actionable tactics from sponsors like outreach, Calendly, and Zoom Info.
8 snips
Sep 4, 2023 • 21min
#198 - Club Playbook: Do the opposite (ft. Nick Cegelski)
Sales expert and negotiator Nick Cegelski discusses prospecting frequency, giving up on unresponsive prospects, and leveraging existing communities. He also talks about pulse checking with customers, admitting lack of understanding, and the misconception of always winning negotiations. Additionally, he emphasizes the importance of closing deals, CRM hygiene, communication preferences, and mistaking activity for achievement. Lastly, he explores effective prospecting strategies, the art of negotiation, and managing sales days efficiently.
