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
47 snips
Mar 18, 2025 • 37min
Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey | Ep. 295 (Sell)
Kevin Dorsey, a four-time CRO with expertise in sales and leadership, dives into the art of discovery calls. He emphasizes matching your tone to your questions to build trust, as mismatched tones can create skepticism. Dorsey advises against pushing economic impacts too soon and shares a three-step framework for probing problems: identify, uncover effects, and quantify urgency. He also suggests using multiple-choice questions to streamline responses and position yourself as a knowledgeable advisor. Tune in for actionable insights to boost your demo bookings!
62 snips
Mar 17, 2025 • 36min
Delivering Pricing Like a Pro | Belal Batrawy | 30MPC Hall of Fame
Bilal Batrawy, founder of LearnToSell.io and former Head of Sales at GTM Buddy, shares his insights on effective pricing strategies. He emphasizes limiting pricing options to three to simplify choices for prospects. Bilal discusses leveraging value-add incentives to steer customers towards larger packages and suggests presenting pricing in a range to avoid sticker shock. He also highlights the power of strategic comparisons to make premium options more appealing. Tune in for a masterclass in crafting successful pricing dialogues!
9 snips
Mar 13, 2025 • 35min
The Coaching Blueprint: How to Develop Reps Like a Pro Leader | Adam Carroll | Ep. 294 (Lead)
In this episode, Adam Carroll, founder of Carroll Sales Consulting and former VP of Enterprise Sales at FullStory, shares his expertise in sales coaching. He emphasizes the importance of giving immediate feedback after calls to enhance learning. Adam proposes a structured coaching cadence and highlights the necessity of reviewing calls with clear themes. He also encourages exploring new training methods beyond role plays, advocating for documenting key questions and mapping org charts to enable multithreading. Perfect for sales leaders eager to boost their team's performance!
88 snips
Mar 11, 2025 • 37min
How to Make Prospects Open Up Without Feeling Pressured | Charles Muhlbauer | Ep. 293 (Sell)
Charles Muhlbauer, founder of DiscoveryCoach.io and former sales enablement expert at AlphaSense and CB Insights, shares his insights on improving sales conversations. He emphasizes the importance of 'humbling disclaimers' to lower defensiveness and make tough questions easier for prospects. Charles encourages listeners to dig into vague concerns, refine their questions for clarity, and follow a structured flow during discussions. His techniques focus on building trust and fostering open dialogue, enabling sales professionals to uncover real challenges.
14 snips
Mar 10, 2025 • 4min
How To Set Next Steps In Sales With The 5 Minute Drill
Sales success isn't just about setting next steps; it's about knowing when to set them. A key strategy involves asking three essential questions at the end of every call to evaluate if the deal is truly worth pursuing. The first question gauges buyer interest, the second reveals urgency through their timeline, and the third, cleverly framed, secures the next steps while prioritizing the prospect's best interests. Mastering this approach can transform how you navigate sales conversations.
33 snips
Mar 6, 2025 • 37min
How to Coach Your Reps Like a Top 1% Sales Leader | Alex Kremer | Ep. 292 (Lead)
In this discussion, Alex Kremer, Founder & CEO of Alluviance and former sales leader at Outreach and Microsoft, shares invaluable coaching insights for sales managers. He emphasizes the importance of avoiding last-minute changes to a rep's strategy, sticking to one coaching theme for progressive improvement, and aligning on emotional tone before calls. Kremer also highlights the need for managers to adapt their roles based on the experience level of their reps, ensuring effective communication and support for team growth.
64 snips
Mar 4, 2025 • 36min
Fancy Discovery Questions Don’t Work (Ask These Qs Instead) | Keenan | Ep. 291 (Sell)
Keenan, CEO of a sales growth company and author of Gap Selling, shares his insights on mastering discovery calls. He emphasizes redirecting product questions to uncover business motivations and how to address technical objections by focusing on major pain points. By revealing the true impact of problems, he advocates for a deeper understanding of customer needs before proposing solutions. Keenan also introduces the Problem Identification Chart to help salespeople identify root causes for low win rates.
72 snips
Mar 3, 2025 • 35min
Challenger Sales Mistakes | Dan Flood | 30MPC Hall of Fame
Dan Flood, Senior Vice President of Global Sales at Challenger, shares invaluable insights from his extensive sales career. He emphasizes the importance of providing hypotheses rather than generic questions to deepen discussions. Dan also highlights teaching strategies that go beyond mere problem identification, focusing on guiding clients through their buying journey. Furthermore, he offers techniques for uncovering true intent behind extra steps in the sales process and advocates for using redline deadlines to enhance efficiency in closing deals.
30 snips
Feb 27, 2025 • 38min
The Art & Science of Quota Setting: Get It Right or Lose Your Team | 30MPC Playbook (Lead)
Dive into the art of setting fair, motivating sales quotas! Discover the crucial balance of 70% attainment and participation for team success. Learn how using historical data can shape realistic quotas and avoid the pitfalls of feast-or-famine environments. Explore effective communication strategies for quota changes to maintain morale. Understand the interplay between customer acquisition costs and commission strategies, especially in the SaaS landscape. This conversation emphasizes the importance of a supportive sales culture and data-driven decision-making!
52 snips
Feb 25, 2025 • 38min
How to Close $10M+ Deals & Make $1M W-2 | Ian Koniak | Ep. 290 (Sell)
Ian Koniak, founder of a successful sales training firm and former Strategic Account Director at Salesforce, shares his expertise on closing multi-million dollar deals. He emphasizes the importance of a 'Not-To-Do List' to eliminate distractions. Koniak breaks down a strategic quarterly timeline for enterprise sales, guiding listeners through the essential stages from initial meetings to closing. He also introduces the 'Rule of 100', urging sales professionals to focus their outreach on high-potential accounts with targeted engagements.
