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 16, 2020 • 24min
#34 - Hooking relevance with personalization in competitive prospecting (Becc Holland, CEO & Founder @ Flip the Script)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Your first email should have 4 lines: Premise, Hook, CTA, Push/Pull - that's it
16 multi-channel touches over 30 days for a successful sequence
Keep your second email simple with: "Any thoughts?" + a little personalization
Ask why they chose the competitor and how they have helped to achieve business goals
Becc’s Path to President’s Club:
CEO & Founder @ Flip the Script
Former sales leader at Chorus AND Gong
RESOURCES DISCUSSED
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Things you can steal
Dec 9, 2020 • 32min
#33 - Playbook: Mastering negotiation
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 master negotiation.FOUR ACTIONABLE TAKEAWAYS
Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
Price is based on internal (timeline, pain points) and external factors (competitve landscape)
Explain how price is structured BEFORE you give it, then shut up
Seek first to understand - get them to sell themselves first. Discounts need to have a give for get.
RESOURCES DISCUSSED
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Things you can steal
Dec 2, 2020 • 24min
#32 - Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
A room with 6 prospects needs at least 2 sales people. Never lose alone.
Brief your team on personas, context, and outcomes before jumping onto the live call.
Ask everyone what they want to get out of the call. Throw it into the Zoom chat.
Customize your demo environments with their logos, role names, and problems.
Amyra Rand’s Path to President’s Club
VP Sales & Strategic Partnerships, Criteria Corp
Chapter VP, AA-ISP
VP Sales, Kareo
RESOURCES DISCUSSED
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Things you can steal
4 snips
Nov 25, 2020 • 29min
#31 - Calling out your profile lurkers, sending blank connections in a Linkedin and sales tool clinic (Morgan Ingram, JBarrows Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Time block when you’re asking for referrals from everyone you’ve ever sold or met with
Send a connection with a blank note. You can always delete it, then resend it in LI.
Throw the lurking GIF in a Linkedin DM when someone looks at your profile.
Have a snippet for every buyer trigger and every objection you get
Morgan Ingram’s Path to President’s Club
Director of Sales Execution and Evolution, JB Sales Training
Host, The SDR Chronicles
RESOURCES DISCUSSED
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Things you can steal
Nov 18, 2020 • 24min
#30 - Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Get to power by asking someone to sign an NDA - requires a certain rank in the org
Find the lowest ranking person in the company who can still buy something
Raise prices to get to power - $10k purchases won’t get you to execs
Bring in your executives for referrals, for early sponsorship, or for closing it all up
Amit Bendov’s Path to President’s Club
CEO, Gong.io
CEO, SiSense
CMO, Panaya
RESOURCES DISCUSSED
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Things you can steal
Nov 11, 2020 • 25min
#29 - Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Build a shared G Drive of screenshots and GIFs for every competitor and situation
Skip the pleasantries in your emails. I know you’re on this competitor, here’s a GIF.
Know what to look for before you look for it. Stack rank your triggers, then research.
“Hey it’s Jeremy from LeadIQ, is it cool if I explain the reason for my call in
RESOURCES DISCUSSED
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Things you can steal
Nov 4, 2020 • 25min
#28 - Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting)
James Buckley, Director of Sales Evolution at JBarrows Consulting and host of The UNCrushed Podcast, dives into transforming the sales approach. He emphasizes the need for personalized outreach, urging sellers to research clients before pitching. Buckley advocates for opening conversations with genuine questions about client needs, shunning the traditional connect-and-pitch method. He shares effective cold calling strategies and underlines the importance of building real relationships over mere transactions, providing actionable insights for sales professionals.
12 snips
Oct 28, 2020 • 25min
#27 - Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways
The humbling disclaimer: “I feel a bit crazy asking this question, but…”
Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?”
Take the headtrash out on your calls and be overly transparent in your discovery
Clarify, isolate, address the problems in a negotiation
Charles Muhlbauer’s Path to President’s Club:
Sr Biz Dev Training Manager at CB Insights
Founder at SalesShare
RESOURCES DISCUSSED
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Things you can steal
Oct 21, 2020 • 29min
#26 - Let your customers out of the deal and get to the truth without your smelly commission breath (Josh Braun, Founder at Josh Braun Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways
Detach from the outcome and just focus on finding the truth
Use an accusation audit when asking questions: “Would it be ridiculous if…”
Use “Have you given up on _____” as your one sentence breakup email
Mirror the last three words of an objection, then label it with “sounds like ___”
Josh Braun’s Path to President’s Club:
Founder, Josh Braun Sales Training
Head of Sales, Basecamp
VP of Inside Sales, Jellyvision
RESOURCES DISCUSSED
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Things you can steal
21 snips
Oct 14, 2020 • 28min
#25 - Cutting your days to close in half through light speed discovery (Justin Welsh, Founder at JW Strategic Advisory)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Plant pain early in your discovery through extreme industry expertise
Use an upfront contract to propose next steps at the beginning of the call
Use the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things”
Ask for permission before hard questions like “if you didn’t have a team, would you buy?”
Justin Welsh’s Path to President’s Club:
Founder, Justin D Welsh, LLC
Head of Sales at PatientPop
Director of Sales at ZocDoc
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
