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

May 8, 2023 • 26min

#168 - Hall of Fame: Keenan

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Align on the problem and impact first, then start brainstorming root causes and solutions Build a problem identification chart with the problems, impacts, root causes of your ICP Talk to customers, become an expert. Why did they buy? What problems did you have? You need customers to agree to the problem they have and be willing to solve it with you. PATH TO PRESIDENT’S CLUB Author of Gap Selling CEO @ Noted Analytics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

14 snips

May 3, 2023 • 34min

#167 - Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Start by aligning on the problem in the big team meeting and sell your champion on why it’s important. At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you. In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems. Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation. PATH TO PRESIDENT’S CLUB Community Growth @ Lavender Chief Evangelist @ Challenger Player/Coach-Large Enterprise Sales @ CEB, now Gartner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

11 snips

May 1, 2023 • 14min

#166 - Club Playbook: Run discovery with a point-of-view (ft. Sarah Brazier)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0ACTIONABLE TAKEAWAYS Section 1 - Agenda: Have a plan & share it. Call out surprises before they, ya know, surprise you. Section 2 - Set the Table: Teach your customer something they don’t know, and you’ll gain credibility in their eyes. Section 3 - Dig In: Don’t just ask qualification questions. Understand their challenges today and the impact those are having on their business. Ask questions about areas the prospect might not have considered, but you know you can add extra value too. Section 4 - Dessert: Tell them what’s good and recommend they give it a try: i.e. tell them what the next step is and secure it at the end of the call. PATH TO PRESIDENT'S CLUB Account Executive @ Gong Advisor @ Aligned, Chili Piper, and Ramped Instructor @ Sales Impact Academy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

24 snips

Apr 26, 2023 • 29min

#165 - Part 2: Weaving showmanship into your sales process (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Download Vin's 5 Emails from Prospecting to CloseFOUR ACTIONABLE TAKEAWAYS Keep your multithreading separate to first establish direct lines of communication, and then weave them together later. Once you have the group threaded together, separate out the master recap email from individual recap emails. Put on a show! Vin used the number 282 to start a presentation, which was the number of LMS providers on G2 crowd, and the person who guessed the number correctly received a bottle of wine. Attach discount percentages to levers so prospects have control over how they can buy themselves a discount. PATH TO PRESIDENT’S CLUB Sr. Account Executive IC-5 @ Demandbase Strategic Advisor @ Aligned Strategic Partner @ Outplay RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

33 snips

Apr 19, 2023 • 28min

#164 - Part 1: Energize your prospecting with multi-channel mastery (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Download Vin's 5 Emails from Prospecting to CloseFOUR ACTIONABLE TAKEAWAYS Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday. Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email. The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot. Use email to keep threading throughout your sales cycle. One way to do this is through direct mail. PATH TO PRESIDENT’S CLUB Sr. Account Executive IC-5 @ Demandbase Strategic Advisor @ Aligned Strategic Partner @ Outplay RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

33 snips

Apr 12, 2023 • 32min

#163 - Mapping the path to close and navigating to your destination (Justin Solis, Enterprise Account Executive @ Pave)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Start your demos by setting the scene. Orient your buyer as to who they are in the demo and what they are doing in their day. If you get a mild “yes” at the end of the demo (e.g. “it could be interesting, I want to debrief internally”), use timeline and sales process steps to see if they’re willing to work to take a step forward. When asking for power, make it us vs. them. Align the timeline to close with their best interest in mind, not yours (e.g. Get them excited about more time to implement means a much better customer experience for them). PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Pave Sales Trainer @ Flockjay Head of Revenue @ Whistle Enterprise Account Executive @ Chili Piper RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

47 snips

Apr 5, 2023 • 40min

#160 - Optimizing your time-consuming sequences (Sam Nelson, Founder @ SDRLeader.com)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Download Sam's Agoge SequenceFOUR ACTIONABLE TAKEAWAYS Analyze a low performer's time allocation to identify areas for improvement. Filter time-consuming sequences in your SEP and review the people included. Categorize your sequences to prioritize opportunities effectively. Segment people into immediate opportunities, helpful but not immediate, and irrelevant. Standardize your value proposition based on persona to streamline your process. Use templates and snippets for personalization triggers while keeping the core sequence consistent. Keeping a healthy population of overdue tasks is good for prospecting momentum. Avoid letting tasks get more than 2-3 days overdue, but embrace the benefits of always having something to do. PATH TO PRESIDENT’S CLUB Founder @ Agoge Founder @ SDRLeader.com SDR Leader @ Outreach Co-founder @ Emberall RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

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