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
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.
34 snips
Feb 24, 2025 • 35min
Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of Fame
Eleanor Dorfman, Head of Sales at Retool and a proven leader in customer success, shares her insights on effective sales strategies. She discusses the power of a segmented team structure that allows for focused acquisition and expansion. Eleanor also highlights the importance of late-stage deal management, advocating for mutual action plans and strong collaboration between pre-sales and post-sales teams. Tune in for actionable tips on enhancing retention strategies and fostering a supportive team culture that drives performance!
66 snips
Feb 20, 2025 • 38min
How to Push Top Performers Without Losing Them | Alex Kremer | Ep. 289 (Lead)
In this discussion, Alex Kremer, Founder & CEO of Alluviance and former Director of Sales at Outreach, shares insights on motivating top sales performers. He emphasizes the importance of understanding what drives each rep—whether it's money or growth—and coaching them towards that goal. Kremer advocates for creating a collaborative culture by leveraging high performers to lead trainings. He suggests breaking down calls into manageable sections for structured feedback, ensuring reps develop essential skills before refining their personal styles.
121 snips
Feb 18, 2025 • 35min
Why Buyers HATE Your Sales Process | Jake Dunlap | Ep. 288 (Sell)
Jake Dunlap, CEO of Skaled Consulting and former VP of Sales at Glassdoor, shares his insights on modern sales tactics. He introduces the VEX Scale to tailor approaches based on buyer awareness. Dunlap emphasizes the importance of understanding a prospect's journey through proactive communication. He advises skipping basic discovery for informed prospects and suggests maintaining focus and clarity when new stakeholders join calls. This approach aims to nurture relationships and streamline the sales process for better outcomes.
46 snips
Feb 17, 2025 • 37min
How to Use AI For Prospecting | Kyle Coleman | 30MPC Hall of Fame
In this discussion, Kyle Coleman, CMO at Copy.ai and an expert in AI-driven sales, shares insights on enhancing outbound prospecting. He emphasizes identifying strategic initiatives like IPOs and mergers to tailor messaging. Kyle advocates for 'double personalization' by blending company-specific observations with industry trends. He also highlights leveraging AI tools to streamline research and enhance communication with executive decision-makers, showcasing how thoughtful use of AI can revolutionize sales strategies and improve engagement.
41 snips
Feb 13, 2025 • 37min
Stop Hiring the Wrong People, Use This Interview Structure Instead | Kevin "KD" Dorsey | Ep. 287 (Lead)
Kevin "KD" Dorsey, CRO at Finally, brings a wealth of experience from leading multiple high-performing sales organizations. He dives into enhancing the hiring process, advocating for interview kits to set clear expectations. KD emphasizes asking evidence-based questions to gauge real experience over hypotheticals. He discusses the efficiency of screening videos to assess key traits like perseverance, and introduces a live deal review test to evaluate candidates' practical abilities. These strategies aim to transform how companies recruit top sales talent.
62 snips
Feb 11, 2025 • 39min
The AI Playbook for Sales: How to Book More Meetings & Close More Deals With AI | Jake Dunlap | Ep. 286 (Sell)
Jake Dunlap, CEO of Skaled Consulting and former VP of Sales, shares his expertise on leveraging AI to enhance sales strategies. He discusses the importance of using ChatGPT for tailored outreach, emphasizing industry jargon to build credibility. Dunlap provides actionable tips for refining email sequences and crafting smarter discovery questions that resonate with decision-makers. His insights focus on blending AI capabilities with human intuition, ultimately transforming how sales professionals approach prospecting and closing deals.
21 snips
Feb 10, 2025 • 32min
Using Intent Signals in Cold Outreach | Florin Tatulea | 30MPC Hall of Fame
Florin Tatulea, Head of Sales Development at Common Room and an expert in intent-based selling, shares invaluable insights on effective cold outreach. He emphasizes the importance of categorizing intent signals for timely responses and discusses creating a vibrant call blitz culture to boost team engagement. Florin advocates for blending personalized outreach with company insights rather than relying solely on signals. He also introduces the 80/20 email framework, enabling sales reps to craft compelling messages with less effort.
65 snips
Feb 6, 2025 • 38min
How to Fix a Broken Sales Org in 90 Days | Kevin "KD" Dorsey | Ep. 285 (Lead)
In this insightful discussion, Kevin "KD" Dorsey shares his experience as a four-time sales leader and current CRO at Finally. He emphasizes the importance of addressing high-impact problems rather than the loudest complaints to drive meaningful change. KD advocates for using '2x multipliers' to double key metrics and introduces the concept of 'Wiggle Wednesdays' for refining sales tactics. He also highlights the significance of transparent manager-rep tracking to enhance coaching and performance visibility.
68 snips
Feb 4, 2025 • 37min
How to Open & Close More Deals With Key Accounts | Maddy Jackson | Ep. 284 (Sell)
Maddy Jackson, an experienced Account Executive from Webflow, SafeGraph, and Procore Technologies, shares her expertise on closing key account deals. She discusses the importance of permission-based introductions to secure meetings with top executives. Maddy emphasizes aligning outreach with funding intent and offers insights on account tiering to prioritize prospects. She also highlights the collaboration between Account Executives and SDRs, advising on effective engagement strategies to navigate complex sales pipelines and drive success.
