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
13 snips
Mar 29, 2023 • 28min
#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
12 snips
Mar 22, 2023 • 32min
#159 - Building trust when selling at early-stage companies (Miles Kane, VP, Sales @ Tenderly)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Grow your existing pipeline 50% by asking for referrals.
Use these 3 common PLG (product-led growth) triggers to engage freemium users: sign-ups, increased usages, and multiple users on one account.
Don’t immediately sell your roadmap. Instead, find customers who are 80% aligned with the vision and use the roadmap to bridge the 20%.
If you’re selling early-stage, focus on the early adopters / innovative buyers.
PATH TO PRESIDENT’S CLUB
VP, Sales @ Tenderly
Director, Enterprise Sales @ Drift
VP, Sales @ Altocloud | Acquired by Genesys
Director, Sales @ SmartBear
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
17 snips
Mar 15, 2023 • 34min
#158 - Building your sales process step by step (Luke Floyd, Sr. Account Executive @ Deel)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Download Luke's Recap Email TemplatesFOUR ACTIONABLE TAKEAWAYS
Build your sales process out step by step. This will fuel how you ask for next actions.
Build templates for every part of your sales process. Ex: discovery recap email, group demo recap email, lost deal email.
Once you finish your first discovery call, continue to recap the top 3 priorities in terms of the business problem.
Include a context guide with your MSA to speed up legal and help them understand terms that are unique to your business.
RESOURCES DISCUSSED
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Things you can steal
13 snips
Mar 8, 2023 • 30min
#157 - Structuring the steps of your discovery call (Krysten Conner, Enterprise Account Executive @ UserGems)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0UserGems’ Job Change SequenceFOUR ACTIONABLE TAKEAWAYS
Start with a menu of pain: the 3 biggest problems that any given persona can face.
Once you align on the problem, ask, “What’s prompting that need?”.
You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem).
Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ UserGems
Enterprise+ Account Executive @ Outreach
Enterprise Accounts, Financial Services @ Tableau Software
Strategic Accounts @ PowerSchool
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
22 snips
Mar 1, 2023 • 34min
#156 - Adding discipline into your sales process (Anthony Natoli, Enterprise Account Executive @ Lattice)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Download Anthony's 3-Step Email FrameworkFOUR ACTIONABLE TAKEAWAYS
On a cold call: Get permission, lead with a problem statement and its negative consequences, then ask how they’re addressing it today. Once you have validation, book the meeting.
On a normal discovery call: Ask why they took the call, why change at all, and lastly why change now.
On a competitive discovery call: Start with why they bought their original solution and move to how their experience / goals have changed since then.
Figure out where you stack on their priority list by asking: “When you’re on an all-hands, is this something people are talking about?”.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ Lattice
Commercial Account Executive @ Outreach
Growth Account Direct, Mid-Market @ Demandbase
Sr. Account Executive @ Ethos Lending LLC
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
30 snips
Feb 22, 2023 • 28min
#155 - Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Download KD's "Did I" Checklist ManifestoFOUR ACTIONABLE TAKEAWAYS
After the demo, get a sense of what they liked and use it to justify your ask to power.
Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission.
When you get to power, recap the key problems you found first, then open it up and ask what’s important to them.
Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver.
PATH TO PRESIDENT’S CLUB
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
9 snips
Feb 20, 2023 • 33min
#154 - Hall of Fame: Joe Caprio
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Stop withholding the demo from your prospects, ask how they want to run it.
5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat.
Don’t force yourself to power. Enable your champion to have the conversations.
If you need power, ask your champion questions they need power to answer.
RESOURCES DISCUSSED
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Things you can steal
27 snips
Feb 15, 2023 • 28min
#153 - Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Download KD's "Did I" Checklist ManifestoFOUR ACTIONABLE TAKEAWAYS
PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business.
Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions.
When someone tells you what they want, restate it as a pain point. Turn solutions into problems.
The transition between discovery and demo is the perfect time for “might make sense”.
PATH TO PRESIDENT’S CLUB
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
14 snips
Feb 8, 2023 • 31min
#152 - Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it.
Unpack the diagnosis by starting with the questions that will most likely get you to the answer quickly.
Once you know the key metrics that drive their business (e.g., open rates, reply rates), you can deposit and add value by sharing industry benchmarks of what those could be.
Prospect by identifying the top 2-3 problems that most people don’t know that they have, then try to find out where the prospect realistically lands currently.
PATH TO PRESIDENT’S CLUB
Founder & CEO @ Flip the Script
Head of Sales Development @ Chorus.ai
Regional VP of Business Development @ G2
Sr. Manager, Inside Sales @ Gong.io
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
26 snips
Feb 1, 2023 • 30min
#151 - Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Wingman’s In-App Objection Handling BattlecardsFOUR ACTIONABLE TAKEAWAYS
Use typically language to help guide your buyer into the next steps.
When the buyer wants to multithread to someone you’re not familiar with, ask how that person has contributed to purchases in the past.
When your champion is proposing to finance, offer to be a “fly on the wall” to help support them. If you aren’t on the call, ask questions about what the call will look like and what issues could come up in it.
Keep your buyer’s best interest in mind when driving the timeline. Don’t drive it using your quota or discount.
PATH TO PRESIDENT’S CLUB
Director, Content & Thought Leadership @ Clari
Head of Content Strategy @ Gong
Account Executive - Large Accounts @ Eventbrite
Sr. Account Executive @ OneMob
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
