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
28 snips
May 27, 2025 • 37min
The 10 Brutal Cold Calling Lessons You NEED to Learn Today | 30MPC Playbook (Sell)
This masterclass dives into the gritty world of cold calling with ten essential lessons. Discover how to navigate rejection and find alternate paths to close deals. Learn to improve your scripts and handle rude responses like a pro. Find out what actually grabs attention—hint: ditch the small talk! Plus, embrace the power of silly, confident statements to break the ice. Equip yourself with actionable strategies that transform cold calling into a confident and effective art.
47 snips
May 22, 2025 • 34min
Steal Alex Kremer’s 1-Minute Routine to TRANSFORM Your Sales Meetings | Alex Kremer | Ep. 311
Alex Kremer, Founder & CEO of Alluviance and host of the Rising Leader Podcast, shares his insights on revitalizing sales teams. He talks about using breathwork to enhance focus and presence during meetings, empowering team members through leadership roles, and structuring productive one-on-ones. Kremer emphasizes the importance of understanding reps' motivations and creating a culture of authenticity. He also discusses assigning 'black belts' for skill training, which fosters engagement and frees up leaders to focus on strategic growth.
14 snips
May 21, 2025 • 6min
How to Run Team Meetings That Actually Motivate Your Sales Team | Bite-Sized Tactics
Discover how to transform team meetings from a mundane task into powerful motivation sessions. Learn strategies to enhance engagement and create a culture where team members feel valued. The focus isn't just on numbers, but on connecting the team's work to a bigger impact. Explore how making interactions meaningful can lead to growth and investment in the team's success.
18 snips
May 20, 2025 • 32min
The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht | Ep. 310
Max Licht, an Enterprise AE at MaestroQA and former top performer at Productiv and Zuora, shares his winning strategies for sealing 6 and 7-figure deals. He emphasizes the importance of shadowing prospects to understand their workflows and address technical blockers. Key tactics include mapping business processes, triggering clarity in tech evaluations, and utilizing shadow sessions for deeper insights. With a focus on balancing the give-get in these sessions, Licht reveals how to transform IT stakeholders into allies and accelerate the sales process.
16 snips
May 19, 2025 • 8min
Why Your Discovery Call Isn’t Finding Real Problems | Bite-Sized Tactics
Max Licht, an Enterprise AE at MaestroQA, unveils his shadow-based discovery process, redefining how sales professionals uncover client pain points. He emphasizes observing clients in action to pinpoint hidden inefficiencies and bottlenecks in their workflows. By shadowing prospects, sellers can shift from a traditional sales pitch to a collaborative problem-solving approach, enhancing trust and value. Max also discusses the importance of engaging with technical stakeholders to streamline data access and boost deal closure efficiency.
25 snips
May 15, 2025 • 38min
How to Run a Lightning-Fast Pipeline Review That Actually Works | Mark Nietzel | Ep. 309 (Lead)
Mark Nietzel, a Commercial Sales Manager at Procore and President’s Club awardee, shares insights on achieving stellar sales performance. He introduces the Lightning Pipeline Review, advocating for binary yes/no questions to test deal viability. Weekly pipeline trackers are emphasized for precise forecasting, along with the importance of role-playing before key calls. Nietzel also highlights the value of onsite visits to energize stalled negotiations, and the necessity for multi-threading to engage various stakeholders during sales processes.
41 snips
May 13, 2025 • 37min
How to Quantify Business Pain Without Feeling Salesy | Meredith Chandler | Ep. 308 (Sell)
Meredith Chandler, Head of Sales at Aligned and seasoned sales leader, shares her expertise on quantifying business pain in a non-salesy manner. She highlights the art of empathetic questioning, teaching listeners to ask, 'Here’s why I’m asking,' to engage clients effectively. Meredith discusses the four levels of quantifying time and emphasizes anchoring conservatively in ROI discussions. She offers practical tips on confident pricing strategies, personalized outreach, and the importance of follow-up in nurturing client relationships.
May 12, 2025 • 36min
The One Dashboard Every Sales Leader Should Build | John Sherer | 30MPC Hall of Fame
In this discussion, John Sherer, COO at Growth Assistant and former VP of Sales at Lattice, shares his journey from leading Lattice's growth from $20M to $120M. He emphasizes the importance of clear and actionable CRM dashboards, recommending the elimination of unnecessary filters and fields. Sherer suggests focusing on four key metrics: intro meetings, late-stage deals, win rates, and the balance of inbound versus outbound leads. His insights aim to declutter sales data, making it a powerful tool for decision-making.
20 snips
May 8, 2025 • 36min
How to Deliver Hard News and Lead Through Tough Times | Patricia DuChene | Ep. 307 (Lead)
Patricia DuChene, Chief Revenue Officer at Postal and former VP of International Sales at Wrike, shares invaluable insights on leading teams through tough times. She emphasizes the importance of using the 'Why, What, How' framework for delivering difficult news, advocating for honesty over sugarcoating. DuChene also discusses creating a 'lever cheat sheet' for sales teams to navigate negotiations effectively. Furthermore, she highlights the need for leaders to allow teams to process changes before resetting expectations, fostering resilience in uncertain times.
53 snips
May 6, 2025 • 35min
Say This to Start Discovery Calls with Instant Credibility | Jen Allen-Knuth | Ep. 306 (Sell)
Jen Allen-Knuth, Founder at Demand Gen and Head of Growth at Lavender, dives into the art of high-impact discovery calls. She discusses how to uncover deal-driving problems and earn executive trust through thoughtful preparation. Jen shares the game-changing tip of using ChatGPT to simplify prospects' business during calls. She emphasizes the importance of mirroring client goals and using lost pipeline audits to create urgency. Packed with actionable insights, she empowers sellers to foster genuine engagement and craft tailored solutions.
