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
24 snips
Jun 17, 2025 • 36min
#470 - How Top Sales Reps Handle Objections Before They Even Happen | Bryan Charlton
Bryan Charlton, a seasoned sales leader with over 12 years of experience at Salesforce and FICO, now shines as a top sales leader at Otter.ai. He shares how top sales reps proactively spot and address deal risks early. Listeners will discover the value of setting realistic expectations right after a contract is signed. Charlton emphasizes digging deeper into client needs to uncover the real challenges behind their searches. Engaging multiple stakeholders is crucial, as their buy-in can turn indifference into enthusiasm for the deal.
6 snips
Jun 16, 2025 • 8min
Where Sales Reps Lose Deals Without Even Realizing It | Bite-sized Tactics
Bryan Charleton, Sales Manager at Otter.ai, dives into the critical moments that can make or break sales deals. He emphasizes the power of the first discovery call, highlighting how top reps build trust from the very first question. Charleton also stresses the importance of covering all relevant stakeholders, urging sales reps to avoid a single-threaded approach. Through effective engagement with IT, business leaders, and end users, he offers strategies for closing more airtight deals and enhancing communication during the sales process.
38 snips
Jun 12, 2025 • 35min
#469 - Everything You’ve Wanted to Learn From a Sales Leader in 30 Minutes | Leadership Q&A
Jordan Chavez, a top sales leader, shares his insights on career growth and team leadership. He discusses the challenges of rapidly advancing within a hyper-growth company and the unconventional traits to seek in sales hires. The conversation dives into the sales process, highlighting what should never be automated. For aspiring sales professionals, Chavez offers tips on standing out among many applicants and recommends three must-read books for growth. He also emphasizes the balance between human mentorship and the influence of AI in coaching.
Jun 11, 2025 • 7min
How to Get Hired as an SDR in 2025 (Even Without Experience) | Bite Sized Tactics
Discover what it truly takes to land your first SDR job in 2025. Top sales leaders share insights on cold calling hiring managers and the unique traits that make candidates stand out. Learn how creativity and passion are key in the hiring process. The importance of balancing hard work with smart strategies is highlighted, emphasizing how top performers succeed by targeting the right accounts. Packed with actionable tips, this discussion is a must-listen for aspiring sales professionals.
88 snips
Jun 10, 2025 • 35min
#468 - How to Close Deals FASTER with This SAME DAY Follow-Up Pitch | Anthony Firenzi
Anthony Firenzi, Revenue Leader at Unify and top rep at Lattice, shares invaluable insights on speeding up sales cycles. He emphasizes the crucial role of same-day follow-ups in building trust and closing deals. Listeners learn about the importance of personalized communications post-meeting and effective ways to manage executive presentations. Firenzi also discusses strategies for maintaining momentum with early scheduling and creating internal urgency, ensuring that sales professionals can close deals faster than ever.
17 snips
Jun 9, 2025 • 6min
Drive Deal Velocity with This Stupid Simple Tactic | Bite Sized Tactics
Tired of waiting for deals to close? Anthony Firenzi reveals a genius tactic: same-day next steps to keep the momentum flowing. He emphasizes the power of urgency and trust in sales, showing how immediate follow-ups can delight clients. Enhance your credibility by understanding your competition and leverage engaging video outreach to speed up the process. Get ready to drive deal velocity with simple, actionable strategies that can transform your sales game!
91 snips
Jun 5, 2025 • 36min
#467 - The “5 Whys” That Will TRANSFORM The Way You Coach Your Sales Reps | Jordan Chavez
Jordan Chavez, a three-time President’s Club member and seasoned sales leader, shares his transformative coaching techniques from his work at Actively.ai. He introduces the '5 Whys' method to unlock what truly motivates sales reps and tackle skill gaps effectively. The discussion emphasizes fostering a supportive environment through self-discovery questioning and building trust. Jordan also advocates for creating personalized Performance Development Plans and repeatedly role-playing to enhance skill sets, ensuring reps are confident and capable.
21 snips
Jun 4, 2025 • 7min
The Real Reason Reps Miss Quota | Bite Sized Tactics
Discover why some sales reps struggle with quotas as experts unveil the '5 Whys' coaching technique. This method dives deep to identify underlying issues such as confidence, preparation, and discovery skills. Learn how a supportive environment fosters open conversations, allowing reps to express challenges and collaboratively seek solutions. The focus shifts from quick fixes to genuine root causes, transforming not just individual performance but the entire sales approach.
49 snips
Jun 3, 2025 • 38min
#466 - The One-Page Business Case That Closes 7-Figure Deals Like Clockwork | Nate Nasralla
Nate Nasralla, a seasoned sales expert and co-founder of Fluint, reveals the secrets behind crafting a compelling one-page business case that drives seven-figure deals. He emphasizes the importance of sharing drafts early to boost collaboration and outlines a clear format that resonates with decision-makers. Listeners will learn how to keep proposals straightforward, avoid flashy visuals, and frame problems effectively. Nate also dives into personalized email strategies and the art of uncovering client priorities, making this a must-listen for anyone looking to close big deals.
11 snips
Jun 2, 2025 • 7min
The $30M One-Pager: How Top Reps Build Business Cases That Actually Close | Bite-Sized Tactics
A deal worth $30M was closed using nothing but a simple one-page document, emphasizing clarity over branding. The winning structure includes a priority-driven headline and a tailored problem statement. Key recommendations highlight unique solutions, while target outcomes convert problems into measurable success. Transparency about required investments ensures credibility. The entire approach focuses on aligning with what executives care about, making it feel like an internal initiative.
