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, 2022 • 30min

#123 - Prospecting into your customer's new company (Todd Busler, Co-founder & CEO @ Champify)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Stay top of mind with your closed/lost opps with introductions, referrals, and nuggets (don't be another email marketer). Re-engage former customers at new companies by proposing how your product fits them in their new role/company. Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion. Get a new champion by finding the next biggest fan and ramping them with condensed steps that you've already taken in the deal. PATH TO PRESIDENT’S CLUB Co-founder & CEO @ Champify VP, Sales @ Heap Account Executive @ Square Sales Engineer @ SAP RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 27, 2022 • 28min

#122 - Managing expansion sales and executive teams (Evan Cassidy, Sr. Director, Mid-Market & Growth Expansion Sales @ Drift)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Get ahead of every executive conversation by first prepping with a champion pre-call. Use Slack channels for champion collaboration and driving deals to close. Before going into an executive demo, make sure the priorities you collected from discovery are aligned with the executive's. Always create a work-back plan linked to date-of-value so deals don't stall when entering legal, security, etc. PATH TO PRESIDENT’S CLUB Sr. Director, Mid-Market & Growth Expansion Sales @ Drift Manager, Sales Development @ Dropbox Account Executive @ Yelp RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 20, 2022 • 31min

#121 - Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)

Kyle Asay, VP of Sales at Qualtrics, shares his expertise on architecting the buyer’s journey. He emphasizes the power of asking insightful questions and entering discovery calls with a hypothesis to prove. Asay advocates for a focused approach during demos, presenting the 20% that matters most, while also highlighting unique product features. He warns against giving concessions without clearly defining the deal’s scope, offering key strategies to elevate sales conversations and enhance efficiency.

6 snips

Jul 13, 2022 • 29min

#120 - Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)

Charles Muhlbauer, Lead Enablement Manager at CB Insights, brings his wealth of experience from previous roles to discuss effective sales strategies. He emphasizes the power of asking open-ended questions to deepen conversations and navigate objections. Listeners learn how to transform demos into discovery opportunities and encourage honest feedback with humbling disclaimers. Charles also shares insightful techniques for managing sales pipelines to streamline deal acceleration, making the sales process more effective and engaging.

Jul 7, 2022 • 7min

Product Roadmap: Q3 2022

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0We like to drop new stuff from time to time. So here's the scoop...RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jul 6, 2022 • 30min

#119 - Taking control of the buying process (Lauren Bishop, Sr. Commercial Account Executive @ Gong)

Lauren Bishop, a Senior Commercial Account Executive at Gong, shares her expertise on closing deals and mastering the sales process. She emphasizes the importance of pre-call preparation and knowing your desired outcomes. Lauren discusses maintaining control during calls and the significance of executive sponsorship. She also highlights the pitfalls of generic outreach, advocating for personalized communication to boost engagement. Additionally, she advises against entering proofs of concept without securing necessary support to enhance the buying process.

Jul 4, 2022 • 29min

#118 - Hall of Fame: Sarah Brazier

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0We're running it back! Here's one of our all-time favorite episodes on 30MPC.FOUR ACTIONABLE TAKEAWAYS Write like a human - especially in your Linkedin DMs. No over-formal language. Leverage up by reaching out to ICs, then getting referrals to the VPs. Tell them it’s a cold call, then ask permission to sell before ya start selling. Use permission-based selling in your upfront contract. Get the buy-in on the agenda. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 29, 2022 • 31min

#117 - Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Define success criteria before going into a pilot so you don’t waste your time. Run two products during the POC so your buyers choose between your options vs the competition. Establish a buying window by highlighting a compelling event OR the cost of inaction. Prioritize your pipeline as finish line deals > pilots > open deals > warm follow-ups. PATH TO PRESIDENT’S CLUB Director of Sales @ Orum Former Account Executive @ Namely Former Brand Ambassador @ Uber RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 22, 2022 • 29min

#116 - Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap to the buyer of where they are in the journey after every discovery call. Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Drift Former VP Sales @ Altocloud | Acquired by Genesys Former Direct, Sales @ SmartBear RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Jun 15, 2022 • 31min

#115 - Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS Don’t just set the next steps. Set the next next steps. 2nd meeting demos should be 100% business application focused. NOT technical. Set that expectation upfront. In the 3rd meeting, lead with top 3 themes you’ve heard, then ask “what do you think?” before jumping into demo. In that meeting, have a 5 minute exec demo and a deep dive demo in your back pocket. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

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