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
Oct 7, 2020 • 26min
#24 - Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint)
In this lively discussion, Alex Bruschi, Director of Acquisitions at Towerpoint, shares his unorthodox approach to sales that has driven him to exceed quotas dramatically. He talks about the power of being blunt with clients and how early disqualification can save valuable time. Alex emphasizes the importance of concise communication and understanding customer motivations. With entertaining anecdotes, he highlights the significance of direct negotiations and embracing objections—proving that sometimes, saying 'no' can be the best strategy.
Sep 30, 2020 • 27min
#23 - Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Send Nick a coffee so he can feel important too
100 activities per day - mix up phone, email, LinkedIn, and Sendoso
Multiple dials per day - don’t hesitate to hit one contact multiple times
Dial around the organization - get intel from the CFO, use it on the controller
Pick up the phone the moment you see an objection and hit ‘em hard
Ashley Kelly’s Path to President’s Club:
Sr Director, Sales Development at Brex
Co-Founder, SDReady
Director, Sales Development at Lever
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Sep 23, 2020 • 29min
#22 - Playbook: How to be a machine
Discover how to transform your daily routine into a powerhouse for productivity. Start your mornings on the right foot with a structured routine that primes you for success. Learn effective planning techniques to tackle your day strategically. Streamline your sales research to focus on what truly matters, minimizing distractions along the way. Wrap up your day with routines that not only celebrate your achievements but also prepare you for tomorrow's challenges. Mental well-being takes center stage as you create boundaries that enhance your performance.
Sep 16, 2020 • 29min
#21 - Selling pizzas and tearing down sequences with the blue-haired legend (Sam Nelson, SDR Leader at Outreach.io)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Don’t have 3000 sequences. Have 3 for your main personas and 1 low priority one.
In the Agoge sequence - your first email is super tailored, followed by two bubble ups
After that, tailoring didn’t work. Hit prospects with your best cold email.
If they’ve accepted the invite, don’t sell more. No need to send the confirmation.
Sam Nelson’s Path to President’s Club:
SDR Leader at Outreach.io
A huge LinkedIn brand and Host of Sam Nelson Live
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Sep 9, 2020 • 20min
#20 - Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)
Marcus Chan, President of Venli Consulting and creator of the 6-Figure Sales Academy, shares tactical insights for sales success. He reveals how to leverage three-star Amazon reviews to identify specific buyer problems. Chan emphasizes the importance of simplifying value propositions and optimizing LinkedIn profiles with buyer-focused content. He advocates for building rapport before pitching, showcasing gratitude and engagement strategies that drive stronger connections.
Sep 2, 2020 • 27min
#19 - Mirroring your objections, giving prospects perceived control, and controlling the room (Adam O’Chart, Top AE at Gong.io)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Mirror the objection, then ask a loaded question for the anaconda squeeze
Use slides to give prospects control and choice over what they want to discuss
Ask your VP / CRO if they’re the type who wants to go really deep
Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum.
Adam O’Chart: Path to President’s Club:Top producing AE at Gong.ioRESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Aug 26, 2020 • 27min
#18 - Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)
Sarah Brazier, an Account Executive at Gong and instructor at Sales Impact Academy, shares her insights on sales prospecting with a focus on authenticity. She emphasizes writing like a human on LinkedIn and using permission-based selling techniques to foster better engagement. Sarah discusses leveraging higher-level connections for referrals and the importance of upfront contracts to get buy-in during cold calls. Her unique approach blends personalization with practical strategies, making sales conversations more meaningful and effective.
9 snips
Aug 19, 2020 • 33min
#17 - The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Check your profile views and ask your prospects “did I do something wrong?”
The PLA Phone Opener: Pleasant, laugh, and arms-up.
5/20/5 Disco: Build rapport and set the agenda, body of the disco, then next steps.
10/30/10 LI Video: Grab their attention, tell them the reason for the video, ask.
Morgan Ingram: Path to President’s Club:
Director of Sales Execution and Evolution, JB Sales Training
Host of the SDR Chronicles Podcast
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Aug 12, 2020 • 26min
#16 - Prospecting like a human instead of “I hope you are safe in these uncertain times” (Jason Bay, Blissful Prospecting)
Jason Bay, Chief Prospecting Officer at Blissful Prospecting, shares his expertise in sales prospecting techniques. He emphasizes the importance of empathy, encouraging salespeople to connect genuinely with prospects instead of defaulting to clichés. Jason introduces the 'REPLY Method,' focusing on relevant results and personalization. He discusses how to craft concise email sequences that truly resonate with potential buyers. Plus, he advocates for a human-centric approach by validating concerns and conducting pulse checks during outreach.
15 snips
Aug 5, 2020 • 28min
#15 - Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)
Jake Dunlap, CEO of Skaled and former VP of Sales at Glassdoor, dives into actionable sales strategies. He emphasizes shifting from thanking prospects to discovering their business priorities as equals. The conversation explores the importance of asking targeted questions and understanding the customer's pain points. Dunlap urges sellers to broaden their prospecting methods and leverage existing relationships, while also optimizing their sales processes through effective demo strategies and pipeline management.
