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
May 27, 2020 • 21min
#5 - Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Use the respect contract as your agenda to give the prospect the right to say no throughout the call
Set a timer 5 minutes before the end of your call to drive next steps every time
Use “commercial terms” instead of “price” when negotiating your deals
When you give price, don’t just go silent. Ask “how does that feel?”
Richard Harris’ Path to President’s Club:
Founder, Harris Consulting
Director of Sales Training, Sales Hacker
Host, Surf & Sales Podcast
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
63 snips
May 20, 2020 • 27min
#4 - Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari)
Join Kyle Coleman, VP of Revenue Growth & Enablement at Clari and a sales expert with a massive LinkedIn following, as he shares his secrets for effective cold emailing. He emphasizes the 5x5x5 approach—quick research, insightful messaging, and brevity. Kyle discusses crafting compelling subject lines, using voicemails strategically, and the importance of personalization. Listeners will learn about engaging audiences and managing sales pipelines efficiently, all while mastering the art of concise communication to elevate their outreach game.
21 snips
May 12, 2020 • 29min
#3 - Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Avoid the double intro on the phone if they ask “wait, who’s this?” Just get on with it.
Close the cold call with “here’s what happens next” instead of leaving it in their hands
Disarm with “I’m not delusional enough to think I’m calling you at the right moment.”
Lead your value prop with your customer’s problems instead of the features in your solution
James Bawden’s Path to President’s Club:
Host, Lunch Break Podcast
Director, OutboundView
And a damn well-known Linkedin personality
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
15 snips
May 12, 2020 • 29min
#2 - Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Before a negotiation, know YOUR needs / wants + THEIR needs / wants
Set expectations upfront that we don’t do end of month discounts before you need to
Say the price and shut-up. Don’t try to justify it, it shows insecurity
When they ask for discounts, ask probing questions to discover the truth behind the ask.
Mark Raffan’s Path to President’s Club:
Host, Negotiations Ninja Podcast
President, Content Callout
Negotiation Master Class, Harvard University
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
59 snips
May 12, 2020 • 33min
#1 - Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Four Actionable Takeaways:
Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chat
First is best. Rank your top buying signals. The moment you find one, use it and move on.
Use situational questions to narrow down the key problem areas in a discovery.
Stop finishing sentences for prospects to placate your own insecurities. Let the silence sit.
Joe Caprio's Path to President’s Club:
Co-Founder, Reprise (today)
VP Sales, Chorus
VP Sales, InsightSquared
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Apr 30, 2020 • 6min
#0 (Sell): Five minutes to figure out if this show is worth your time
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Why in the world would you listen to 30MPC?Four Reasons to Listen:
WHAT WE’RE NOT: Not stuck in 1975. Not stuck on fluffy mindset. Only actionable sales tactics.
PREPARATION: Recorded for 45 minutes, cut to 30. Some episodes don’t make it. That’s okay.
POLAR OPPOSITES: Nick is an Enterprise AE. Armand is a MM Sales Leader.
SHOW STRUCTURE: Three actionable tactics at the beginning. The recap email at the end.
Four Actionable Tactics
How to avoid being forced to demo early
Open on the phones by leading with context
How to handle the “not interested” email
The 3x3 cold email
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
