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.

Episodes

Mentioned books

Aug 3, 2023 • 8min

#187 - 7 Ways To Get Your Prospects Talking (Youtube Opening Week)

Watch in full vibrant color: https://bit.ly/3qb4ni030MPC 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.

Aug 2, 2023 • 34min

#186 - Amplifying authenticity to soft close across the sales cycle (JC Pollard, Mid-Market Account Executive @ Gong)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0But wait, there's even more Gong x 30MPC at our Master Class Series :)FOUR ACTIONABLE TAKEAWAYS Use the 3x3 after your opener: “I noticed this, this, and this about you…how familiar are you with what we do?” Be outrageously authentic. Example: “I would’ve been fired if I only closed deals with allocated budget.” Set the expectation for three call outcomes upfront. At the end, tell them you think we’re at a 1 (which means buying this now), and ask them to validate that. Use a soft close to skip a pilot. You’re either ready to move now, which gives us commercial flexibility, or need us to invest more time and resources to prove the use case. PATH TO PRESIDENT’S CLUB Mid-Market Account Executive @ Gong Enterprise Business Development Representative @ TigerConnect Head of Personal Training @ University of Oregon RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Aug 1, 2023 • 6min

#185 - The Permission-Based Cold Call Opener, With A Twist (Youtube Opening Week)

Watch in full vibrant color: https://bit.ly/3QkqnS330MPC 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.

Jul 31, 2023 • 7min

#184 - I Handle EVERY Cold Call Objection like Mr Miyagi (Youtube Opening Week)

Watch in full vibrant color: https://bit.ly/44KFn0230MPC 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.

Jul 26, 2023 • 34min

#183 - Leveraging enterprise executives to expand your deals (Brandon Wagoner, Founding Team-GTM Lead @ Superblocks)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Start your executive meetings with the top 2-3 priorities, then be quiet and let them explain why they took your call. At the end of the executive meeting, ask them to sponsor you and make intros to each department lead. Test pricing throughout the sales cycle with each department lead so that when the big proposal lands, it can be justified. Not sure if the deal is a waste of time? Ask: is this above or below the line if your budget gets cut? PATH TO PRESIDENT’S CLUB Founding Team-GTM Lead @ Superblocks Enterprise Sales Director @ Snowflake Strategic Account Executive @ Pure Storage District Sales Manager @ Dell EMC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 24, 2023 • 26min

#182 - Hall of Fame: Kevin “KD” Dorsey

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice. Use a slight downtone when hearing the response to get prospects to lean in Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having Use “I think this might make sense” before coming in hot with your value prop PATH TO PRESIDENT’S CLUBSVP of Sales and Partnerships at Bench AccountingRESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 19, 2023 • 30min

#181 - Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Offer them value instead of meetings. Frame your asks in terms of what they will get out of the meeting. If someone is on a competitor, offer insights on where that competitor may fall short. Politely illuminate things that might be a bit “off” in their business. Provide an off-ramp for the prospect by making them explain why they are willing to invest in the next step. “Where does this rank in your priorities? You have to do X, you have to do Y.” PATH TO PRESIDENT’S CLUB SVP Sales & Partnerships @ Owner Director of Revenue and Merchant Success @ Shopfiy VP Sales @ League Inc. Director, Inside Sales @ Vision Critical RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 12, 2023 • 35min

#180 - Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Start with the lay of the land questions > heaven and hell questions > typically questions. If they don’t know the metric they’re trying to improve, it’s your job to educate THEM on the metric you can solve for. Tell. Show. Tell. Tell them what you’re going to show them > show it to them > then tell them what you just showed them and how it relates to what you learned about them in discovery. How to talk about implementation as a sales rep: Talk at the level of [1] the people involved [2] the stages of implementation [3] the timing of implementation. PATH TO PRESIDENT’S CLUB Director of Sales @ Catalyst Software Director of Sales, Commercial @ Outreach Territory Account Executive @ Microsoft Sales Representative @ DocuSign RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 5, 2023 • 29min

#179 - Mastering momentum and winning 1:1's as an SDR (Zach Landres-Schnur, Head of Sales Development @ LiveRamp)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS When prioritizing accounts, try to find the low-hanging internal research (CL Opps, Past Conversations), then move to external research (10-K, New Contact) In weekly 1:1s, do a look back on the past accounts you worked, and a look forward on the new ones. Have specific columns for the SDRs to fill in findings from their outreach. Look for triggers when you’re refreshing an account to change up messaging (New Person, Customer Move, 10-K, New Messaging) Work in 2-hour blocks (2hrs Nike, 2hrs for Adidas). Then use 1:1s to break up the day and refuel. PATH TO PRESIDENT’S CLUB Head of Sales Development @ LiveRamp Director @ Camp Kee Tov Editor @ The Big Picture Sports Blog Program Coordinator @ Playworks RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 3, 2023 • 12min

#178 - Club Playbook: Get to power every time (ft. Jason Bay)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Download Jason Bay's Multithreading MasterclassRegister for the July Tactic TV episode, What Should You Have Said Instead? (Multithreading Edition)ACTIONABLE TAKEAWAYS Create a hypothesis of the key stakeholders involved in the buying process and suggest their involvement by name during the initial call. Focus on selling the desired outcome rather than solely focusing on closing the deal. Involve influential decision-makers early in the sales process and maintain their engagement throughout. PATH TO PRESIDENT'S CLUB Founder & CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Vault Studio (formerly known as Chamber DS) Marketing Director & Corporate Sales Trainer @ College Works Painting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

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