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
Dec 1, 2021 • 33min
#84 - Leading with data in your sales process and why traditional sales is broken (Anthony Iannarino, President @ SOLUTIONS Staffing)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Lead with insights to show the prospect that you know their business.* Don’t assume the customer deeply understands their world, be prepared to share learnings.* Show the buyer what they should be considering during their evaluation.* Sell the model, not the features, of your business.======================Anthony’s Path to President’s Club:* Over 30 years of sales experience in staffing & B2B * Creator of Iannarino Sales Accelerator * Founder of B2B Sales Coach & Consultancy RESOURCES DISCUSSED
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Nov 24, 2021 • 28min
#83 - Selling to executives, selling with them, and everything in between (Kris Rudeegraap, CEO @ Sendoso)
Kris Rudeegraap, CEO and Co-Founder of Sendoso and a Forbes Technology Council writer, shares cutting-edge sales strategies. He emphasizes involving executives early to accelerate deals and selling a vision, not just a product. Listeners discover innovative outsourcing techniques to boost efficiency and the art of personalized gifting to strengthen client relationships. The discussion also covers building strategic partnerships and effective communication tactics that can turn struggling deals around.
Nov 17, 2021 • 32min
#82 - Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)
In this discussion, Keenan, the author of Gap Selling and CEO of A Sales Guy Consulting, shares vital insights on enhancing sales effectiveness. He advocates for moving away from scripted dialogues, emphasizing a problem-centric approach. Keenan stresses the importance of understanding clients' desired future states and condensing complex problems into simple solutions. He also highlights the role of empathy in addressing diverse stakeholder concerns and offers strategies for mastering product demos that align with real business challenges.
Nov 10, 2021 • 28min
#81 - Mapping out your demo during the discovery call to drive the ‘aha’ moment (Will Lui, CRO @ Pairsoft)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Tie each feature you demo to the discovery, then an example, then a use case so it really sticks.* Give examples of how existing customers with similar pain points are using your tool.* Avoid the deep-cut discovery with outbound prospects, present your thesis and let them react.* Once you get to power, immediately leverage them into a demo with the entire team for credibility.======================Will’s Path to President’s Club:* CRO @ Pairsoft* Former Director of Strategy and Operations @ Adobe WorkfrontRESOURCES DISCUSSED
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Nov 3, 2021 • 28min
#80 - Working with your Sales Engineer to run effective discovery and demos (Zach Farber, AE @ Salesforce)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Lean on your champion to schedule large meetings with multiple functional groups.* Stay active during the demo by linking discovery to features (instead of trolling through Facebook).* Take at least 15min before a large demo to review discovery notes with your Sales Engineer.* Send individualized recap emails highlighting points that hit well with that functional group.======================Zach’s Path to President’s Club:* AE/Magician @ Salesforce* Forme AE @ LoopioRESOURCES DISCUSSED
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Oct 27, 2021 • 26min
#79 - Systematizing the way you use text messages in a deal cycle (Eric Buckley, President @ Skipio)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Don’t try to sell over text, your goal is to get a response, meeting, or call.* Keep your texts short and sweet to encourage a quick response.* Bump your thread back to the top with a “bubble-up” text.* Use a pulse check text to get informal context/feedback during your deal cycle.======================Eric’s Path to President’s Club:* President @ SkipioRESOURCES DISCUSSED
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Oct 20, 2021 • 33min
#78 - Perfecting the Up-Front Contract...straight from the source (Joe Diliberto, President/Owner @ Sandler Training)
In this discussion, Joe Diliberto, President/Owner of Sandler Training, shares his deep expertise in effective sales techniques. He emphasizes the power of up-front contracts (UFC) to chart clear paths in sales meetings, anchoring customers to next steps. Joe advocates for active listening and adjusting meeting strategies based on unexpected time constraints. He also highlights the need to remain emotionally detached to enhance professionalism in sales, offering actionable insights for engaging clients and uncovering their true challenges.
Oct 13, 2021 • 29min
#77 - Playbook: Cold Emails
Discover how to write cold emails that truly engage potential clients. Learn to focus on a single pain point and avoid excessive formalities. The 'three by three rule' helps structure your message for maximum impact. Transition from emails to calls over a 30-day sequence for optimal touchpoints. Embrace a casual tone to create connections and ensure your emails bypass spam filters. With actionable insights and humor, this discussion promises to refine your sales approach!
Oct 6, 2021 • 31min
#76 - Breaking down negotiation tactics against every type of buyer persona (Morgan Melo, Sales @ Pave)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Use “typically” questions to demonstrate your credibility. Avoid the generic, open-ended q’s.* Lean on your relationship with the champion to be confident you have the deal BEFORE negotiation.* Figure out all of the non-ARR related gives in your toolbelt and leverage those first.* Laugh when you get a ridiculous ask on pricing if you’ve gotten agreement on the value.======================Morgan’s Path to President’s Club:* Sales @ Pave* Former AE @ Carta* Client Strategist @ PwC======================RESOURCES DISCUSSED
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Sep 29, 2021 • 29min
#75 - Adapting to the future of sales and prospecting into the millennial customer base (Collin Cadmus, Founder @ CollinCadmus.com)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Optimize your voicemail for transcription - keep it simple and skip the feature dump.* Get your golden nugget and turn it into a Next Step - don’t keep digging.* Keep your prospecting short and sweet to avoid rabbit holes.* Find different people/partners you can exchange leads with to keep our pipeline full.======================Collion’s Path to President’s Club:* Founder @ CollinCadmus.com* Former VP Sales @ AircallRESOURCES DISCUSSED
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