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
11 snips
May 5, 2025 • 37min
How to Hire Reps Who Actually Know How to Sell | Andrew Johnston | 30MPC Hall of Fame
Andrew Johnston, Head of Sales at Superhuman, shares his expertise in hiring top sales talent. He emphasizes the role of storytelling as a key skill for reps, improving their sales conversations. The innovative reverse interview technique allows candidates to gauge the company, showcasing their adaptability. Johnston discusses the importance of mock pitches to evaluate preparation and offers insightful strategies for assessing candidates' potential, focusing on their questioning skills and response to challenging scenarios.
15 snips
May 1, 2025 • 36min
How to Build Rep Onboarding That Actually Sticks | Jonah Mandel | Ep. 305 (Lead)
Jonah Mandel, VP of Sales at Guesty, shares his expert strategies for effective onboarding in sales teams. He emphasizes that winning the first 30 days can determine future success. Discover how to create idiot-proof dashboards to track progress and the significance of emotional awareness in leadership. Mandel discusses using 'training leads' for low-pressure practice and regular check-ins to boost morale. His insights aim to build a supportive culture that fosters lasting habits and confident, skilled sales representatives.
47 snips
Apr 29, 2025 • 34min
How to Control the Sale Without Sounding Pushy | Anthony Firenzi | Ep. 304 (Sell)
In this session, Anthony Firenzi, Head of Sales at Unified GTM and a former top sales performer at Lattice, shares his secrets to effective selling without being pushy. He emphasizes framing yourself as a partner in negotiations and using discounts strategically to create urgency. Anthony discusses the importance of focusing on significant business problems during demos, and he offers actionable tips like pre-scheduling implementation calls to drive deal velocity. His insights redefine how to control the sales process with confidence.
21 snips
Apr 28, 2025 • 36min
How to Nail Large Sales Meetings | David Rosenstein | 30MPC Hall of Fame
David Rosenstein, a Top 1% Account Executive at LinkedIn and a Club One winner, shares powerful insights on mastering large sales meetings. He emphasizes the importance of getting permission to reframe weaknesses into strengths. Rosenstein discusses the art of strategic questioning to engage multiple stakeholders and the method of anchoring high to gain leverage. He also highlights the necessity of personalizing interactions and building trust through transparency, ensuring successful outcomes in complex sales environments.
28 snips
Apr 24, 2025 • 35min
How to Build a Cold Calling Culture | Colin Specter | Ep. 303 (Lead)
Colin Specter, SVP of Revenue at Orum and a cold calling expert, shares insights on fostering a successful cold calling culture. He emphasizes the importance of structured scheduling and energy-boosting rituals, like weekly kickoffs and recognizing wins. Holding reps to input standards is key—aiming for 150 dials a day. Specter highlights the value of using top performers to inspire the team and create momentum. Tune in for actionable strategies to elevate your sales performance!
39 snips
Apr 22, 2025 • 32min
The Demo Framework That Actually Closes Deals | Robert Friedland | Ep. 302 (Sell)
Robert Friedland, Execution Lead at Squint and former Field CTO at Sisense, shares game-changing strategies for impactful sales demos. He emphasizes the importance of storytelling, suggesting sellers use a ‘vibey demo’ to spark interest before diving deeper. Friedland advises resetting agendas during calls to maintain focus and underscores the significance of sending crisp follow-ups instead of lengthy decks. He also encourages sellers to reverse-engineer buyers' interests to uncover underlying challenges, enhancing connection and closing potential.
46 snips
Apr 21, 2025 • 37min
Be Upfront With Discovery | Mark Nietzel | 30MPC Hall of Fame
ACTIONABLE TAKEAWAYS:
Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome.
Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo.
Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time.
Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust.
MARK'S PATH TO PRESIDENTS CLUB:
Commercial Sales Manager @ Procore
Sales Manager, Emerging @ Procore
Enterprise Account Executive @ Procore
Senior Account Executive, Mid-Market @ Procore
RESOURCES DISCUSSED:
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Things you can steal
Michelle Cecil Episode
49 snips
Apr 17, 2025 • 36min
When and How Sales Leaders Should Get Involved in Rep's Deals | Rex Galbraith | Ep. 301 (Lead)
Rex Galbraith, Chief Revenue Officer at Consensus, shares his wealth of sales experience. He emphasizes the importance of focusing on buyer actions rather than seller activities for measuring progress. Rex introduces the concept of a momentum score, which tracks buyer behaviors to predict deal success. He also discusses the three critical phases every deal faces and the need for strategic resource planning. Finally, he highlights how disciplined routines can enhance productivity and the necessity of aligning sales strategies with buyer engagement.
62 snips
Apr 15, 2025 • 39min
The Top 15 Tips EVER From The 30MPC Podcast | 300 Episode Special
Celebrate a milestone with transformative sales tactics from top industry pros! Discover essential cold calling strategies, like the 'tailored permission opener' and connecting issues to executive concerns. Learn about innovative email approaches that make outreach personal and engaging. Explore a new sales process centered on outcomes instead of mere activities. Uncover fresh insights on effective recruitment and the evolving role of AI in sales. This is a treasure trove of wisdom to elevate any sales strategy!
66 snips
Apr 14, 2025 • 39min
How to Fully Measure Your Sales Reps | Eleanor Dorfman | 30MPC Hall of Fame
Eleanor Dorfman, Head of Sales at Retool and a seasoned leader in sales and customer success, shares her insights on measuring sales rep performance beyond just quotas. She introduces the 'iron square' framework to assess productivity and emphasizes the importance of strict territory rules for fairness. Eleanor also highlights customer-first processes to enhance experience while avoiding internal disruptions. Her actionable strategies focus on fostering a culture of transparency and collaboration, ensuring sales teams can thrive.
