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
Apr 6, 2022 • 28min
#104 - Prospecting in unconventional ways (Jimmy Comodeca, SDR Manager @ Copilot.cx)
Join Jimmy Comodeca, SDR Manager at Copilot.cx and co-founder of The SDR Newsletter, as he dives into innovative sales prospecting techniques. He shares how to leverage LinkedIn activity for effective messaging and the power of engaging with public Slack communities. Jimmy emphasizes the importance of personalizing outreach and building credibility before contacting potential leads. He also discusses effective collaboration between SDRs and AEs, along with quick email strategies that can accelerate the sales process.
Mar 30, 2022 • 28min
#103 - Mutually establishing the buying process by being more direct (Tom Hemmingsen, Head of Mid-Market and Sales Dev @ Thrive)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Always confirm that you have the right people and processes mapped out.
Drive velocity with critical events like renewal date or company initiative.
Lean on your manager to ask the hard questions once you get to power.
Leverage mutual action plans to hold prospects accountable.
PATH TO PRESIDENT’S CLUB
Head of Mid-Market and Sales Dev @ Thrive
Former Senior Director, Commercial Sales @ Five9
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
7 snips
Mar 23, 2022 • 32min
#102 - Joining the resistance to create openings (Josh Braun, Founder @ Josh Braun Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Label and agree with objections to lower the zone of resistance.
Create an opening by asking “what’s your take on [something they can’t do]”.
Highlight business impacts by asking “are you aware of [relevant insight]”.
Stop reacting and pitching. Instead, lean on humor and interest.
PATH TO PRESIDENT’S CLUB
Founder, Josh Braun Sales Training
Former Head of Sales @ Basecamp
Former VP of Inside Sales @ Jellyvision
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Mar 16, 2022 • 34min
#101 - Playbook: How to land a killer sales job
Discover how to land a top sales job with practical tips! Learn to create a targeted list of potential companies and craft a punchy resume filled with specific achievements. Master the art of interviews by developing a company-focused perspective and making genuine connections. Don’t shy away from negotiating your offer—asking can lead to better terms. Tune in for insights on maintaining professionalism and following up to leave a lasting impression!
Mar 9, 2022 • 29min
#100 - Your questions answered on how to be a cold calling machine
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0WHAT YOU’LL HEAR
Tone, prep, and cold calling fundamentals
Openers & value pops
Handling objections
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Mar 2, 2022 • 34min
#99 - Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
Ian Koniak, founder of Ian Koniak Sales Training and former Strategic Account Director at Salesforce.com, shares top strategies for engaging executives in enterprise sales. He emphasizes starting conversations with a strong point of view to showcase value and the importance of active listening. Koniak advocates for eliminating traditional decks in initial meetings to foster genuine dialogue. Additionally, he discusses targeting newly appointed executives who are eager to solve problems, encouraging sales professionals to adopt concise and impactful communication methods.
6 snips
Feb 23, 2022 • 31min
#98 - Injecting your demos with discovery (Mor Assouline, Founder of FDTC)
Mor Assouline, Founder of FDTC and former VP of Sales at Okendo, shares his insights on transforming product demos into compelling experiences. He emphasizes starting demos with personal introductions to build rapport and highlights the importance of asking justified questions to lower customer defenses. Assouline advocates for tailoring demos based on discovered pain points, ensuring they resonate with potential buyers. His tips on leveraging vocal tonality further enhance the impact of presentations, making every demo relevant and engaging.
Feb 16, 2022 • 31min
#97 - Staying ahead with MEDDICC (Andy Whyte, Founder MEDDICC™)
In this discussion, Andy Whyte, Founder of MEDDICC™, presents valuable insights on the MEDDICC sales qualification framework. He emphasizes the need to engage with clients by asking when they last made a purchase, and the importance of getting executives involved in high-stakes conversations. Andy reveals how demonstrating thorough research early on can significantly boost deal closure rates. Strategies for navigating customer engagement and managing sales pipelines are also highlighted, making this a must-listen for sales professionals.
Feb 9, 2022 • 37min
#96 - Nailing the tone of your discovery (Marcus Chan, Venli Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Roleplay the worst case scenario over and over again until you feel confidence.
Reference a similar company that you work with in early-stage voicemails.
Keep it cool when you jump on a call with an executive. Over-structure is the enemy.
Use why questions to understand the intent behind the priorities.
PATH TO PRESIDENT’S CLUB
President of Venli Consulting
Creator of the 6-Figure Sales Academy
Founding member at RevGenius
Member of the Forbes Business Council
Salesforce Top Sales Influencer to Follow
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Feb 2, 2022 • 30min
#95 - Selling the partnership instead of the widget (Dan Cutler, Head of Sales)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Strive to get 3/3 criteria before give price: technical validation, budget, power.
Go exec-to-exec when you’re below the line. Never sell alone.
Before you talk at the CXO, start by asking why you’re in the room at all today.
Attach your product to key initiatives surrounding making money or saving money.
PATH TO PRESIDENT’S CLUB
Head of Enterprise Sales @ thepowersthatbe
Former Sr. Director of North America Salse @ Particle
Former Director of Strategic Accounts @ Box
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
