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
Jun 8, 2022 • 29min
#114 - Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Incept interest early by citing articles, years at role, X times they’ve had role, etc.
Find and rank top triggers, then use the first one you find when doing outreach.
Establish trust by pointing out challenges or differences with typical customer profiles.
Find design partners by being honest upfront with where your vision / product gaps are.
PATH TO PRESIDENT’S CLUB
Operating Partner @ Glasswing Ventures
Former Co-Founder @ Reprise
Former VP Sales @ Chorus
Former VP Sales @ InsightSquared
RESOURCES DISCUSSED
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Things you can steal
13 snips
Jun 1, 2022 • 29min
#113 - Playbook: Top 10 moments that change the way we sell
Celebrate a milestone with reflections on transformative sales strategies learned over two years. Discover effective prospecting techniques and the vital role of understanding customer needs. Explore advanced cold calling methods that leverage storytelling for better engagement. Learn about the art of negotiation and managing sales pipelines effectively, all while embracing a personalized approach. Tune in for actionable insights that can accelerate your sales success!
May 25, 2022 • 32min
#112 - Challenging your customer to ensure the best mutual fit (Stephen Guerguy, Enterprise Sales Leader @ Monte Carlo)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Challenge your prospect on fit early and often to test buy-in.
Set landmines for competitors during the requirement gathering phase.
Require an exec level bridge with your CEO instead of spending hours in an RFP.
Use carrots to drive close when internal compelling events are lacking.
PATH TO PRESIDENT’S CLUB
Enterprise Sales Leader @ Monte Carlo
Former Enterprise Sales @ Segment (acquired by Twilio)
Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase)
RESOURCES DISCUSSED
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Things you can steal
May 18, 2022 • 25min
#111 - Becoming a consultant in your sales cycle (Tonito De Leon, Senior Manager of Business Development @ Reprise)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Whiteboard out the vision state once you’ve identified the pain.
Link their current state with how far off they are from their vision state.
Bring new members back up to speed before jumping right into the demo.
Use self deprecation on your cold calls - put it on yourself to lower the guard.
PATH TO PRESIDENT’S CLUB
Senior Manager of Business Development @ Reprise
Founding Account Executive @ Amplemarket
Former
Account Executive @ Mixmax
RESOURCES DISCUSSED
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Things you can steal
May 11, 2022 • 29min
#110 - Writing better emails with data-backed optimization (Will Allred, Co-Founder & COO @ Lavender)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Avoid using first names or commands in your subject lines.
Use unsure tones (e.g. typically, usually) instead of informative tones in your emails.
Never ask more than one question in an email.
Sending 50 word emails yields better results than 125 word emails.
PATH TO PRESIDENT’S CLUBCo-Founder & COO @ LavenderRESOURCES DISCUSSED
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Things you can steal
May 4, 2022 • 31min
#109 - Handling the tough objections (Tom Alaimo, Growth Account Executive @ Gong)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Prep your champion when re-engaging an opportunity so they aren’t blindsided.
Keep your emails light. Fewer links, attachments, etc. tend to work better.
Stop overcomplicating your CTAs with word games or aggressive asks.
Try to unpack all the possible underlying causes in a vague objection.
PATH TO PRESIDENT’S CLUBGrowth Account Executive @ GongRESOURCES DISCUSSED
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Things you can steal
7 snips
Apr 27, 2022 • 31min
#108 - Finding success by adding structure to your prospecting Outreach (Anthony Natoli, Commercial AE @ Outreach)
Anthony Natoli, Commercial AE at Outreach and former Growth Account Director at Demandbase, shares valuable sales insights. He emphasizes a structured approach to prospecting, recommending a 'triple touch' strategy involving personalized emails, calls, and LinkedIn connections. Natoli highlights the importance of concise subject lines and tailored messaging for engagement, particularly with C-level executives. He also discusses the need to analyze previous interactions and adapt outreach strategies to maintain relevance and effectiveness in a dynamic market.
Apr 20, 2022 • 30min
#107 - Prospecting at scale without compromising personalization (Alan Shen, Data Account Executive @ Pave)
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Split your prospecting in 3 buckets (find 25 accounts, research 25, sequence 25).
Run a report for any accounts with “[in]” activity when pulling prospects.
Look for the same 3-4 key triggers every time you’re researching prospects.
Build snippets for each of those triggers to personalize at scale.
PATH TO PRESIDENT’S CLUBData Account Executive @ PaveRESOURCES DISCUSSED
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Things you can steal
Apr 18, 2022 • 54min
#106 - Hall of Fame: Kyle Coleman
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.RESOURCES DISCUSSED
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Apr 13, 2022 • 31min
#105 - Utilizing a JEP to drive multithreading and upsells (Anna Romeka, Enterprise Account Manager @ TripActions)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Always provide context before asking for access to power.
Start your JEP with critical events and work backwards from there.
Mitigate risk by establishing and aligning on the next three steps of the buying cycle.
Request specific names to key stakeholders early in the process to make the ask easier.
PATH TO PRESIDENT’S CLUBEnterprise Account Manager @ TripActionsRESOURCES DISCUSSED
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Things you can steal
