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.

Episodes

Mentioned books

May 5, 2021 • 27min

#54 - Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: * Backload your sequences (3 calls in one day then 3 emails in one day) to bump up replies. * Use subject lines that will elicit an emotional response to drive more opens. * Get a guaranteed response by sending the “I’m calling you tomorrow” email. * Cover current state, negative consequences, ideal state, and business outcomes.======================Florin’s Path to President’s Club: * Leads a team of 15+ SDR’s at Loopio* Career coach at SDR NationRESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 28, 2021 • 32min

#53 - Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari)

In this engaging conversation, Anthony Cessario, VP of Industries & GTM Solutions at Clari and former VP of Enterprise Sales at Oracle, shares his insights on leading successful sales meetings. He emphasizes the importance of sending pre-meeting agendas to set expectations and starting with key takeaways. Anthony also explores how to navigate budget objections and the value pyramid to align solutions with client needs. Tune in for actionable strategies that transform sales conversations into impactful dialogues that resonate with prospects.

Apr 21, 2021 • 31min

#52 - Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: Reverse anchor on pricing with exaggerated deal terms. Sell the model vs the features when in a competitive deal negotiation. Focus on the outcomes in order to justify the price. You are the value proposition. Educate the customer on why getting higher level buy-in is in their best interest. 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 Join our weekly newsletter Things you can steal

Apr 14, 2021 • 33min

#51 - How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: Format your emails with 4 paragraphs: Tailoring, Problem, Value, Ask Ask for interest instead of time in your CTA paragraph Avoid over-using images, GIF’s, and links to minimize getting blacklisted by email servers Personalize at scale with problem-based bucket tailoring for your C tier accounts Kyle’s Path to President’s Club VP, Revenue Growth & Enablement @ Clari Sr Director, Sales Development & Optimization @ Looker A massive LinkedIn following with killer content RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Apr 7, 2021 • 33min

#50 - Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)

Charles Muhlbauer, Sr. Biz Dev Training Manager at CB Insights and Founder of SalesShare, shares his expert insights on improving sales discovery. He emphasizes asking educated impact questions and using humbling disclaimers to deepen conversations. The discussion highlights the need for upfront contracts to set expectations and utilizes storytelling for engagement. Charles also explores the importance of breaking bad habits in sales by focusing on genuine interactions over expertise, ultimately fostering stronger client relationships.

Mar 31, 2021 • 32min

#49 - Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: Ask your prospect “what do you like about X” instead of bashing your competition Use wedge questions to uncover pain points where your product wins vs competition Propose a follow up time or figure out the prospect’s buying window and reach out then Send videos to contacts that have gone dark, or shoot them a tentative calendar invite Katie’s Path to President’s Club: Director of Sales Training Golden Rule of Selling Podcast 9 years of medical device sales RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 24, 2021 • 29min

#48 - Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer)

Tara Horstmeyer, Director of Partner Success at Gravy and a LinkedIn Top 100 Sales Star, shares her expertise in social media prospecting. She reveals how to effectively book calls through Instagram DMs by mixing approaches like voice notes and personalized messages. Tara emphasizes the importance of engaging video presence, proper lighting, and authentic interactions. Additionally, she advocates for a casual communication style that builds genuine connections, urging sales reps to be themselves for better client engagement and trust.

Mar 17, 2021 • 29min

#47 - Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)

Ian Koniak, a Strategic Account Director at Salesforce and founder of his own sales training consulting, dives into the intricacies of closing large deals. He emphasizes the importance of understanding executive pain points and mastering the art of discovery. Koniak shares his unique approach of 'Yo-Yo Selling,' where he suggests starting high with execs, then drilling down to specifics, and finally presenting a consolidated business case. He also highlights leveraging resources, like technical experts, to enhance both the buyer and seller experience.

Mar 10, 2021 • 28min

#46 - Removing the friction from your sales cycle (Todd Caponi, Sales Melon)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: Remove all the bs from the journey Get price out early, and use it to disqualify Acknowledge your competitors’ strengths + highlight where your features match needs Keep negotiation simple by anchoring pricing and trading value for dollars Todd’s Path to President’s Club: Founder of Sales Melon Author of The Transparency Sale Former sales leader @ ExactTarge/SalesForce Former VP of Worldwide Sales & Field Operations @ SAP RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Mar 3, 2021 • 27min

#45 - Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways: Always get in front of the pro’s and con’s of your competitors Start asking questions to handle those objects to eliminate the con’s You must always be the vendor of choice before beginning negotiations Build a list of non-monetary “gives” and the things you want to “get” Colin’s Path to President’s Club: VP of Field & Inside Sales @ Orum Sales trainer, team builder and pipeline generator RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

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