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
Jan 31, 2022 • 25min
#94 - Hall of Fame: Ryan Reisert
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
Eat the frog by committing to prospecting first thing in the morning.
Handle objections differently with a ledge (ledge > disrupt statement > ask).
Handle ‘existing solution’ objections by offering value to keep the other guys honest.
Get past gatekeepers with respect, giving specific value, and providing social proof.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Jan 26, 2022 • 29min
#93 - Trading items of unequal value (David Priemer, Founder @ Cerebral Selling)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Don’t show that you have the power in a negotiation.
Slow down the negotiations, it should feel like work every time there’s an ask.
Change the plane of negotiation on each ask. Certain “gives” should run out.
Talk them out of a discount unless they’re sure it’s the only cut.
PATH TO PRESIDENT’S CLUB
Founder of Cerebral Selling
Lecturer at Smith School of Business at Queen's University & London Business School
Former VP of Sales @ Salesforce
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Jan 19, 2022 • 30min
#92 - Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)
Jeb Blount, CEO of Sales Gravy and bestselling author of 'Fanatical Prospecting', shares his insights on the art of sales. He emphasizes the importance of prioritizing prospecting each morning and introduces the 'ledge' technique for addressing objections. Jeb discusses psychological strategies to sway clients and offers clever methods to navigate gatekeepers with respect and social proof. His tactics stress the necessity of consistent daily prospecting and the value of listening over pitching, making for an enlightening conversation.
Jan 12, 2022 • 34min
#91 - Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso)
Nick Casale, Director of Sales at Sendoso and the company's first hire, shares his expertise in storytelling and sales tactics. He emphasizes the importance of setting ground rules for competitive evaluations and leveraging emotional narratives to engage clients. Casale encourages sales professionals to lean on relatable customer experiences to highlight their value. He also discusses using unexpected honesty to break through noise and build trust, providing actionable insights to navigate competition effectively.
Jan 5, 2022 • 26min
#90 - Mastering conversational discovery to drive your sales process (Michelle Pietsch, VP of Revenue @ Dooly)
Michelle Pietsch, VP of Revenue at Dooly, shares her expertise in mastering conversational sales techniques. She emphasizes the importance of using humbling disclaimers to build rapport and asking about the buying process after uncovering key insights. Michelle also highlights the need to understand the 'why' behind missed deadlines and stresses the value of confirming next steps. With actionable strategies, she guides sales professionals on how to navigate discovery calls more effectively and improve engagement with prospects.
21 snips
Dec 29, 2021 • 38min
#89 - Playbook: Running a Killer Demo
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 10th episode, we tear down one topic. This is how to run a killer demo.FOUR ACTIONABLE TAKEAWAYS
Show the 20% of your features that solve 80% of the problems.
Always prep for who is in the room, what they want to see, and the objective of the call.
Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions.
Control the room by setting expectations upfront and directing excessive questions to future calls.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Dec 22, 2021 • 30min
#88 - How to keep your demos interactive to navigate directly into your winning zones (Cory Bray, Managing Director @ ClozeLoop)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions.* Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility.* Keep your demo’s interactive by asking the prospect what jumps out to them right away.* Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions)======================Cory’s Path to President’s Club:* Managing Director @ ClozeLoop* Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's ToolkitRESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Dec 21, 2021 • 27min
#87 - The Xmas Special (click for gifts)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Dec 15, 2021 • 31min
#86 - Embracing competitors and asking the right questions at the right time (Ryan Staley, Founder & CEO @ Whale Boss)
Ryan Staley, Founder and CEO of Whale Boss, dives into the art of closing large deals and speeding up sales cycles. He emphasizes learning from lost deals to improve future wins. Staley advocates for asking strategic questions to gauge where you stand in the sales process. He encourages embracing competitors as an advantage and highlights the importance of fully understanding each step in deal-making to avoid surprises. The discussion also stresses the value of investing in existing customer relationships and leveraging in-person connections.
Dec 8, 2021 • 33min
#85 - Death of the helpful seller: Use proven psychology to stop losing deals (Belal Batrawy, DeathtoFluff)
Belal Batrawy, a 7x startup seller and Community Leader of #Death2Fluff, discusses the evolution of sales strategies. He critiques traditional methods and emphasizes the need for transparency around pricing and competition. By harnessing psychological principles like loss aversion and emotional messaging, sellers can forge deeper connections with buyers. He also advises on effective negotiation tactics and the importance of clear communication to enhance sales success. Get ready to rethink your approach to selling!
