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
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.
28 snips
May 30, 2025 • 8min
Stop Asking for Meetings in Cold Emails: How to Warm Up Buyers with Value | Bite-Sized Tactics
Ditch the meeting requests in cold emails! Learn to warm up buyers by educating them instead. Discover the powerful 'pain chain' concept to engage leads effectively. Explore how storytelling can dramatically boost your email outreach, enhancing conversion rates. Tailor your communications by identifying key pain points, nurturing prospects through valuable content. This approach not only increases reply rates but also leads to more qualified meetings, transforming your sales strategy.
56 snips
May 29, 2025 • 33min
#465 - What Great Sales Teams DO DIFFERENTLY: Pain Chain First, Outbound Second | Mark Kosoglow
Mark Kosoglow, Chief Revenue Officer at Catalyst and CEO of Operator AI, shares insights from his journey leading Outreach to over $100 million in annual recurring revenue. He discusses why many outbound strategies fail, emphasizing the need to understand the buyer's journey and redefine the ideal customer profile based on real problems. Kosoglow introduces the 'pain chain' concept, advocating for educational outreach that shifts prospects from unaware to aware, ultimately enhancing engagement and conversion rates.
28 snips
May 27, 2025 • 37min
#464 - The 10 Brutal Cold Calling Lessons You NEED to Learn Today | 30MPC Playbook (Sell)
This masterclass dives into the gritty world of cold calling with ten essential lessons. Discover how to navigate rejection and find alternate paths to close deals. Learn to improve your scripts and handle rude responses like a pro. Find out what actually grabs attention—hint: ditch the small talk! Plus, embrace the power of silly, confident statements to break the ice. Equip yourself with actionable strategies that transform cold calling into a confident and effective art.
47 snips
May 22, 2025 • 34min
#463 - Steal Alex Kremer’s 1-Minute Routine to TRANSFORM Your Sales Meetings | Alex Kremer
Alex Kremer, Founder & CEO of Alluviance and host of the Rising Leader Podcast, shares his insights on revitalizing sales teams. He talks about using breathwork to enhance focus and presence during meetings, empowering team members through leadership roles, and structuring productive one-on-ones. Kremer emphasizes the importance of understanding reps' motivations and creating a culture of authenticity. He also discusses assigning 'black belts' for skill training, which fosters engagement and frees up leaders to focus on strategic growth.
14 snips
May 21, 2025 • 6min
How to Run Team Meetings That Actually Motivate Your Sales Team | Bite-Sized Tactics
Discover how to transform team meetings from a mundane task into powerful motivation sessions. Learn strategies to enhance engagement and create a culture where team members feel valued. The focus isn't just on numbers, but on connecting the team's work to a bigger impact. Explore how making interactions meaningful can lead to growth and investment in the team's success.
18 snips
May 20, 2025 • 32min
#462 - The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht
Max Licht, an Enterprise AE at MaestroQA and former top performer at Productiv and Zuora, shares his winning strategies for sealing 6 and 7-figure deals. He emphasizes the importance of shadowing prospects to understand their workflows and address technical blockers. Key tactics include mapping business processes, triggering clarity in tech evaluations, and utilizing shadow sessions for deeper insights. With a focus on balancing the give-get in these sessions, Licht reveals how to transform IT stakeholders into allies and accelerate the sales process.
16 snips
May 19, 2025 • 8min
Why Your Discovery Call Isn’t Finding Real Problems | Bite-Sized Tactics
Max Licht, an Enterprise AE at MaestroQA, unveils his shadow-based discovery process, redefining how sales professionals uncover client pain points. He emphasizes observing clients in action to pinpoint hidden inefficiencies and bottlenecks in their workflows. By shadowing prospects, sellers can shift from a traditional sales pitch to a collaborative problem-solving approach, enhancing trust and value. Max also discusses the importance of engaging with technical stakeholders to streamline data access and boost deal closure efficiency.
25 snips
May 15, 2025 • 38min
#461 - How to Run a Lightning-Fast Pipeline Review That Actually Works | Mark Nietzel
Mark Nietzel, a Commercial Sales Manager at Procore and President’s Club awardee, shares insights on achieving stellar sales performance. He introduces the Lightning Pipeline Review, advocating for binary yes/no questions to test deal viability. Weekly pipeline trackers are emphasized for precise forecasting, along with the importance of role-playing before key calls. Nietzel also highlights the value of onsite visits to energize stalled negotiations, and the necessity for multi-threading to engage various stakeholders during sales processes.
41 snips
May 13, 2025 • 37min
#460 - How to Quantify Business Pain Without Feeling Salesy | Meredith Chandler
Meredith Chandler, Head of Sales at Aligned and seasoned sales leader, shares her expertise on quantifying business pain in a non-salesy manner. She highlights the art of empathetic questioning, teaching listeners to ask, 'Here’s why I’m asking,' to engage clients effectively. Meredith discusses the four levels of quantifying time and emphasizes anchoring conservatively in ROI discussions. She offers practical tips on confident pricing strategies, personalized outreach, and the importance of follow-up in nurturing client relationships.
