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
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.
9 snips
Jul 29, 2020 • 25min
#14 - Relentless prospecting and dial tactics as the #1 all-time SDR (Ken Amar, SDR Manager @ Outreach.io)
Former SDR Team Lead at Outreach.io, Ken Amar, shares tactical sales tips including double tapping phones, calling after email replies, using sequences, and acknowledging email opens. The podcast also discusses effective prospecting tactics, breakup emails, dropping bad habits, and maximizing sales efficiency.
Jul 22, 2020 • 24min
#13 - Leveraging tactical selling to score your next sales job (Trish Bertuzzi, CEO of The Bridge Group)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Build your target list of companies based on geo, stage, market, product, and deal size
Cold prospect to people directly in your job hunt and have introductory conversations
Redirect the “walk me through your resume” question to focus on your strengths
Close your interviews and hit em with the plan to action as the cherry on top
Trish Bertuzzi’s Path to President’s Club:
CEO of The Bridge Group
Author of the Sales Development Playbook
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Jul 15, 2020 • 29min
#12 - Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Start every day by planning out the whitespace for the day. Then just get after it.
Use demoscovery. Ask how the process looks today, take the demo down a different path.
Write a shared executive memo with recaps from every sales conversation.
Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective.
Scott Ingram’s Path to President’s Club
Host of The Sales Success Stories Podcast
Account Director @ Relationship One (where he carries a $3M quota)
Creator of the Linkedin Sales Stars 100 list
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
43 snips
Jul 8, 2020 • 29min
#11 - Playbook: Nick and Armand teach you how to cold call
Explore the art of cold calling with actionable strategies that can elevate your sales game. Discover the importance of thorough preparation and the impact of tone on conversations. Learn effective openers that engage prospects right away and techniques for addressing objections disarmingly. The hosts also dive into the nuances of scheduling meetings and ensuring attendance. Plus, hear personal anecdotes that enrich these practical tips, making cold calling less daunting and more effective.
10 snips
Jul 1, 2020 • 26min
#10 - Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)
John Barrows, CEO of JBarrows Consulting and host of Make it Happen Mondays, shares tactical sales tips including using trap questions, engaging prospects, and selling to CFOs. He also discusses managing expectations, improving sales rep success, and co-creating ROI. The podcast provides actionable takeaways like sending a meeting efficiency survey and using the subject line 'Did I lose you?'
7 snips
Jun 24, 2020 • 23min
#9 - Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need)
First 15 seconds explain why you called, say it’s a cold call, then ask a peer question
In the agenda, tell the customer you’re gonna give price before they get off the call
Use what they want as the rows in your pricing instead of what you want (seats)
Belal Batrawy’s Path to President’s Club:
Community Leader of #Death2Fluff
7x Startup Seller and Sales Advisor
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
45 snips
Jun 17, 2020 • 26min
#8 - Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Kevin “KD” Dorsey teaches us to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human.Four Actionable Takeaways:
Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice.
Use a slight downtone when hearing the response to get prospects to lean in
Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having
Use “I think this might make sense” before coming in hot with your value prop
KD’s Path to President’s Club
VP of Inside Sales @ PatientPop
Head of Sales Development & Enablement @ ServiceTitan
InsideSales Top 10 Sales Leader + Sales Development Executive of the Year
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
4 snips
Jun 10, 2020 • 26min
#7 - Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Align on the problem and impact first, then start brainstorming root causes and solutions
Build a problem identification chart with the problems, impacts, root causes of your ICP
Talk to customers, become an expert. Why did they buy? What problems did you have?
You need customers to agree to the problem they have and be willing to solve it with you.
Keenan’s Path to President’s Club
Author of Gap Selling
CEO @ A Sales Guy Consulting
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
15 snips
Jun 3, 2020 • 25min
#6 - A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Open every conversation with “Hey it’s Ryan Reisert”, then stop.
When they answer, ask if you can get 27 seconds to tell them why you’re calling?
Work in buckets for everything - finding accounts, researching contacts, making dials.
Document the path. Every time you hit a phone tree, write the dial path down.
Ryan Reisert’s Path to President’s Club:
Sales Director, ConnectAndSell
Author, Outbound Sales, No Fluff
Founder, The Sales Developers
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
