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
33 snips
Jan 25, 2023 • 40min
#150 - Plan your attack, then attack your plan (Liam Mulcahy, Go-to-Market @ Kleiner Perkins)
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Start discovery by asking why they were hired in the first place. It’ll help build rapport and understand the organizational vision.
If you suspect someone is going to be a blocker in the deal, bring it up with your champion before it even happens.
Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting.
If you’re introduced to power: share your hypothesis, then introduce a few things only they can answer to further expand on your discovery.
PATH TO PRESIDENT’S CLUB
Go-to-Market @ Kleiner Perkins
Director, GTM @ Unusual Ventures
Regional Director, East @ MongoDB
Director, Sales & Product GTM @ New Directions Behavioral Health
RESOURCES DISCUSSED
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Things you can steal
Jan 18, 2023 • 27min
#149 - Playbook: The Negotiation Playbook
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When giving price: explain how it works first, then give price and stop talking.
When the customer asks for a discount, act surprised and push away to encourage them to come back to the table.
Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved.
Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”.
RESOURCES DISCUSSED
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Things you can steal
28 snips
Jan 11, 2023 • 33min
#148 - Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
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Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation.
Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.
Leverage your own senior leaders to story-tell and pull in the people at power during the demo.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive @ Pave
Healthcare & Life Science Account Executive @ Carta
Client Strategist @ PwC
RESOURCES DISCUSSED
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Things you can steal
Jan 4, 2023 • 24min
#147 - Using pushes to handle objections (Will Padilla, Sr. Account Executive @ GRIN)
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When asked for pricing early, give a range but hold the other key pricing details until you get feedback.
If you’re getting ongoing buying objections, suggest that it may be too early to be talking.
Get to the true objection when someone asks to be sent more information.
Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing.
PATH TO PRESIDENT’S CLUB
Sr. Account Executive @ GRIN
Business Development Representative @ Connect Search, LLC
Business Development Representative @ Arrive Logistics
RESOURCES DISCUSSED
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Things you can steal
12 snips
Dec 28, 2022 • 30min
#146 - Booking more outbound meetings with slapping (Florin Tatulea, Director of Sales @ Barley)
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Segment your sequences between above and below-the-line decision-makers.
Permission Slap: Ask for permission to give valuable information. e.g. Can I send you a 90-second video so I can show how you might get a sense of what win rates look like in RFPs?
Look for keywords in the investor day transcript or in the 10-K, then attach those to the messaging you use above the line.
Prospect in bursts. Voicemails and social touches power email replies even if you don’t get a reply on that channel.
PATH TO PRESIDENT’S CLUB
Director of Sales @ Barley
Director, Sales Development @ Plato
Sr. Manager, Sales Development @ Loopio
Business Development Manager @ PenPal Technologies
RESOURCES DISCUSSED
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Things you can steal
Dec 21, 2022 • 24min
#145 - 6 Ways to Get Coal in Your Stocking from Sales Santa (and what to do instead)
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Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line.
Set agendas like a human being: In the first 4 minutes of any meeting, address the time, the meeting content, & the potential next steps.
Understand the intent behind your prospect's questions: If you get asked a broad question from a prospect, ask a question about their question to determine what information they are actually seeking.
Keep Power in the loop: Share regular (succinct) status updates with the executive sponsor of your deal. It's your job to keep reiterating WHY their organization is looking to buy your thing.
RESOURCES DISCUSSED
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Things you can steal
Dec 19, 2022 • 14min
Product Roadmap: Q1 2023
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Things you can steal
12 snips
Dec 14, 2022 • 34min
#144 - Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)
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3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams.
In a team demo, use Slack/text for live internal communication and strategy.
Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities.
Use PoCs to create urgency. Start them on a trial but ask for a legitimate commitment if they want to extend their usage.
PATH TO PRESIDENT’S CLUB
Director, Enterprise Sales @ Figma
Direct, Enterprise Sales @ Scoop Technologies, Inc
Global Accounts & Partnerships @ Dropbox
Account Executive @ BrightEdge
RESOURCES DISCUSSED
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Things you can steal
24 snips
Dec 7, 2022 • 30min
#143 - Active listening to loosen up your discovery calls and first dates (Samantha McKenna, Founder @ #samsales Consulting)
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3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn.
Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call.
Use “typically” language when prospects are hesitant to open up. By sharing common situations, it allows them to nail down their specific problem(s).
Once you get to a problem, tell a story: “You make me think of a customer where XYZ was the problem, ABC is what we did, which led to 123 results”. This helps build trust and gets them to open up further.
PATH TO PRESIDENT’S CLUB
Founder @ #samsales Consulting
Head of Sales, Enterprise, NYC @ LinkedIn
VP, Sales, Enterprise @ ON24
Regional Sales Director, Enterprise @ Vcall
RESOURCES DISCUSSED
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Things you can steal
4 snips
Dec 5, 2022 • 33min
#142 - Hall of Fame: Morgan Ingram
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Check your profile views and ask your prospects “did I do something wrong?”
The PLA Phone Opener: Pleasant, laugh, and arms-up.
5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps.
10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask.
RESOURCES DISCUSSED
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Things you can steal
