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
Feb 24, 2021 • 32min
#44 - Playbook: How to run a sales process
Discover the key components of an effective sales process, including preparation, communication, and follow-up strategies. Learn to set a solid agenda and exit criteria for successful meetings. Explore innovative tools like micro-demos and video recaps to enhance client engagement. Understand the importance of direct communication and manage your sales pipeline efficiently. With insights on how to humanize outreach and utilize tailored tactics, you’ll equip yourself to maximize productivity and close more deals.
Feb 17, 2021 • 27min
#43 - Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io)
In this engaging discussion, Adam O’Chart, a top-producing AE at Gong.io and recent President's Club member, shares his insights on managing Proof of Concept (POC) initiatives. He emphasizes the necessity of setting exit criteria before starting and allows prospects to set pilot expectations. Adam advocates focusing on both power users and non-users to drive conversions and suggests creating a shared Slack channel for effective communication. His practical strategies transform POCs into successful sales, highlighting the importance of champion building and robust relationship management.
Feb 10, 2021 • 31min
#42 - Data proven ways to transform the way you engage with customers (Jeremey Donovan, SVP Sales Strategy @ SalesLoft)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Use under 100 words for your emails, one word for the subject line.
Get away from slightly positive or neutral email sentiment. Different leads to Better.
Only using one communication channel will land you with an 85% lower response rate.
Do some “secret shopping” based on the problem you solve, and put it in the email.
Jeremey’s Path to President’s Club:
SVP Sales Strategy at SalesLoft
Author of five books including the international bestseller - "How to Deliver a TED Talk."
RESOURCES DISCUSSED
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Things you can steal
Feb 3, 2021 • 29min
#41 - Utilizing the matrix of access vs growth accounts to optimize your prospecting strategies (Jeff Bajorek, Parabola Consulting)
Jeff Bajorek, a seasoned sales consultant and author, shares his insights on optimizing prospecting strategies. He emphasizes focusing on prospects that are both accessible and growable. Bajorek explains how to tackle price objections effectively, ensuring you're in a prime position to close deals. He discusses the importance of identifying three key differentiators and leading prospects to them, as well as the value of asking insightful discovery questions that stimulate deeper conversations.
Jan 27, 2021 • 27min
#40 - Leading with trust and curiosity to book more meetings over the phone (Chris Beall, CEO @ ConnectAndSell)
Chris Beall, CEO of ConnectAndSell and host of the Market Dominance Guys podcast, shares powerful insights on transforming cold calls into meaningful conversations. He emphasizes the importance of building trust within the first seven seconds by acknowledging interruptions and ditching vague jargon. Beall advocates for sparking curiosity with engaging narratives rather than generic pitches. He reveals how to turn objections into opportunities by understanding client psychology, fostering deeper connections, and ultimately booking more effective meetings.
Jan 20, 2021 • 32min
#39 - Leveraging video to take your sales process to the next level (Tyler Lessard, Vidyard)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Use “video for you” in your subject line and say how long the video is in your body
Use voicemails, LinkedIn, and emails to drive prospects to the video
Use videos to keep your prospect’s attention through the deal
Expand your reach with a video any time another decision maker might need the info
Tyler’s Path to President’s Club:
VP Marketing and Chief Video Strategist, Vidyard
Author of The Visual Sale
Fearless 50 Marketer & Telly Award Winner
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Jan 13, 2021 • 32min
#38 - Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Stop withholding the demo from your prospects, ask how they want to run it.
5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat.
Don’t force yourself to power. Enable your champion to have the conversations.
If you need power, ask your champion questions they need power to answer.
Joe's Path to President’s Club:
Co-Founder, Reprise
Former VP Sales, Chorus
Former VP Sales, InsightSquared
RESOURCES DISCUSSED
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Things you can steal
Jan 6, 2021 • 31min
#37 - Using strategic frameworks from working with gatekeepers to composing voicemail and emails (Jason Bay, Blissful Prospecting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Utilize the gatekeeper to book the meeting or get insider information
Use simple voicemails to point the prospect to your email: “Voicemail from X”
12-15 touches over 3-4 weeks for your sequences. Doesn’t sink in until 7 views.
Build snippets for every single buyer trigger - 120 words max on the entire email
Jason Bay’s Path to President’s Club:
Chief Prospecting Officer, Blissful Prospecting
Owner, Jason Bay Consulting
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Dec 30, 2020 • 32min
#36 - Lifting weights and booking 85% of your meetings through video (Kayla Cytron-Thaler, Domino Data Lab x Barbells & Biz Dev)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Zoom the camera into their Linkedin profile at the beginning of your video
No notes in the connection request (Morgan Ingram also shared this one)
Time block your research. No more than 3 minutes of time leading up to a video.
Use the native LinkedIn videos instead of the cold email videos.
Kayla Cytron-Thaler’s Path to President’s Club:
ENT BDR, Domino Data Lab
ENT BDR, Looker
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Dec 23, 2020 • 26min
#35 - Giving customers deposits and pushing away to build goodwill (Phil Gerbyshak, Digital Selling Strategies)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Identify the boundaries to your customers being on your product and refer them out
Then, now, how. Before it was this, now it’s this, here’s how you do it.
Use typically language when prospects feel they’re the only one with their problem
Prep for a few minutes for one persona. Then only dial into 1 persona for an hour.
Phil Gerbyshak’s Path to President’s Club:Speaker and Sales Trainer at Digital Selling StrategiesRESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
