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30 Minutes to President’s Club | No-Nonsense Sales — Business
30 Minutes to President’s Club | No-Nonsense Sales

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 a seller listening to the (SELL) show or leader tuning into the (LEAD) show…

Get ready, you’re going to President’s Club.

Copyright: © 2024 30 Minutes to President's Club | No-Nonsense Sales

Latest Episodes:

#505 - The Most Confusing Objection in Sales Sep 30, 2025

Show notes

Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process

→ The Operating Rhythm to get every rep performing like your #1

→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0 ---

The most confusing objection in cold calling isn’t loud — it’s subtle, sneaky, and deadly to your deal. If you’ve ever had a prospect say “we already have something for that,” but it turns out they don’t… this is for you. In this video, I break down the exact 3-step framework I use to handle confusing objections like a pro — without pitching too soon or losing control of the call. You'll learn how to agree, ask the right trap question, and sell the test drive — turning confusion into clarity. I also share real talk tracks and breakdowns from my time leading teams at Pave, where this objection came up every single day. If you're in sales, you must know how to handle this. 🎯 Download 18+ sales objection scripts: https://tactics.30mpc.com/18-cold-call-objections-and-how-to-handle-them 💬 Comment your worst objection experience below 🔥 Like & Subscribe for weekly cold call breakdowns

30MPC Training: 30mpc.com/training

#confusingobjection#coldcalling#salesobjections#objectionhandling#salesstrategy#coldcalltips#salestraining#overcomingobjections#coldcallobjection#salescallbreakdown#bookmoremeetings#salesframework#b2bsales#salespsychology#coldcallobjectionhandling

#504 - Directing your sales process like a movie | Mark Kosoglow Sep 29, 2025

Show notes

Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process

→ The Operating Rhythm to get every rep performing like your #1

→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0 ---

To celebrate the launch of Mark's new leadership course, please enjoy a throwback to his FIRST EVER episode from May 2021.

Four Actionable Takeaways:

Send a quick video after a big team demo instead of the 17 page deck.
Mark-up your case study with key takeaways before sending to the prospect.
Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z.
Avoid the massive 8 person exec demo and opt to multi-thread instead.

30MPC Training: 30mpc.com/training

#503 - After Closing $250M in Deals, I Found a Faster Way to Sell Sep 26, 2025

Show notes

Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process

→ The Operating Rhythm to get every rep performing like your #1

→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Register FREE → https://hubs.li/Q03L52Mc0 ---

What if you could plug into the same sales system that helped scale from $0 to $250M ARR? In this video, I reveal the $250M ARR Operating System — a proven, stage-based framework to close deals faster, shorten sales cycles, and turn your team into a revenue machine. Most sales teams run meetings. Elite teams drive decisions. This framework flips the traditional sales process on its head — from "demo, proposal, close" to a strategic, decision-based system that accelerates buying. You'll learn: ✅ Why meeting-based sales processes fail ✅ The 5 core sales stages behind $250M in closed revenue ✅ How to reduce calls, compress time, and forecast accurately ✅ A framework your reps will actually follow Whether you're a founder, sales leader, or rep — this system is battle-tested and built to scale. 📥 Get the free sales stage template here → https://www.30mpc.com/blog/the-250m-arr-5-stage-sales-process 📈 Subscribe for more sales frameworks that actually close deals.

🏋30MPC Training: 30mpc.com/training

#502 - Software Demo Secrets That Instantly Close Deals Sep 23, 2025

Show notes

Struggling to move deals forward after group demos? In this video, sales expert Nick Cegelski reveals a proven software demo process that keeps prospects engaged and drives real buying conversations. Discover what elite sellers do before and after a demo to build trust, personalize the experience, and win over every key stakeholder.

You’ll learn why cold demos fail, how to warm up the room with pre-calls, and how post-demo follow-up can unlock true multithreading. Whether you're in SaaS sales, B2B tech, or enterprise deals, these software demo tips will help you close faster and more consistently. Perfect for AEs, SDRs, and anyone leading complex sales cycles.

Stop winging your demos. Start winning them.

🎙️ ACTIONABLE TAKEAWAYS:

Call attendees before the demo – Don’t walk into a cold room. Reach out 1:1 to every person on the invite list to get their agenda and run mini discovery.
Build personal connections – Use those pre-demo calls to create rapport and uncover hot-button issues you’d never get in a big group setting.
Get immediate post-demo feedback – Call your champion and key stakeholders right after the demo to capture real reactions and uncover next steps while it’s fresh.
Follow up individually, not just with a group recap – Send a tailored 1:1 follow-up email to each stakeholder to spark deeper conversations, create new champions, and drive true multithreading.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training

huge announcement Sep 22, 2025

Show notes

Huge Announcement 👉 Our next course is here: The Sales Management Operating System 🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver. Pre-Order Discount: If you sign up for the event, you’ll get early access and the lowest price this course will ever be. Exclusive Playbook: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only. 🎟️ https://www.30mpc.com/episodes/the-sales-management-operating-system What you need to know: Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip. This course fixes that. You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 → $250M ARR and coach 8 managers into VPs: →The Operating System to build a bulletproof sales process → The Operating Rhythm to get every rep performing like your #1 → The Talent System to hire and ramp reps who actually hit quota If you don’t have a system, leadership feels like firefighting. If you do, it becomes your biggest multiplier for revenue and career growth. Learn More: https://www.30mpc.com/course/leadership-course

🏋 30MPC Training: 30mpc.com/training

#501 - We Already Have A Vendor for that Objection Sep 18, 2025

Show notes

Learn how to expose weaknesses in your competitor’s solution, position your product as the smarter choice, and win more meetings on cold calls.

🎙️ ACTIONABLE TAKEAWAYS:

Expose the competitor’s gap: Highlight the pain points your prospect might not have noticed in their current solution to create urgency.
Leverage social proof: Use customer stories where others switched from a competitor to validate your claims without sounding pushy.
Reframe the ask: Instead of forcing a hard sell, invite prospects to simply “take a look” at what’s out there—low pressure, high impact.
Balance empathy with confidence: Acknowledge that they might not switch today, but confidently plant the seed that your solution solves a problem their current vendor doesn’t.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

18 Cold Call Objections
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training

#500 - Inside a 4 Billion Dollar Company Using AI to Supercharge Sales | w/ Stevie Case Sep 16, 2025

Show notes

Stevie Case breaks down how she’s building one of the most advanced outbound sales machines in SaaS—balancing AI-driven efficiency with human-first selling to achieve conversion rates that beat inbound.

🎙️ ACTIONABLE TAKEAWAYS:

Reverse-engineer ICP using AI and enrichment to find signals and stack-rank leads
Keep outreach human-first by using AI for prep but letting reps drive conversations
Build feedback loops with AI scoring while managers set coaching standards
Continuously refine by feeding win/loss data back into the prospecting engine

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

STEVE’S PATH TO PRESIDENT’S CLUB:

CRO @ Vanta
Vice President of Sales @ Twilio
Vice President of Sales and Growth @ Layer

RESOURCES DISCUSSED:

Jason Bay’s Cold Email ChatGPT Prompts
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training

#499 - 7 Tactical Ways to Close Your Deals Faster (Without Being Pushy) Sep 11, 2025

Show notes

Time kills all deals—but it doesn’t have to. In this episode, you’ll learn 7 tactical plays you can use right now to compress your sales cycle, keep momentum high, and close deals faster without being pushy.

🎙️ ACTIONABLE TAKEAWAYS:

Always anchor next steps immediately after a meeting—sooner than they expect—to keep deals moving.
Work multiple steps in parallel instead of waiting on a slow, linear process.
Build trust early by calling demo attendees ahead of time for mini-discovery and alignment.
Use creative momentum-builders (mini-demos, exec-to-exec notes, timeline tests) to remove dead time and accelerate decisions.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training

#498 - My Honest Career Advice for Aspiring Tech Sales Reps Sep 09, 2025

Show notes

Nick Cegelski and Armand Farrokh tackle the biggest sales career questions—from landing your first SDR role to earning promotions, breaking into SaaS, and accelerating your path to President’s Club.

🎙️ ACTIONABLE TAKEAWAYS:

Stand out in interviews by skipping “spray and pray” applications—network with reps, cold email leaders, and show you can sell your way into the process.
Know when to stay or move on by evaluating the “four pillars”: learning, earning, growing, and connection. If only two are strong, it’s time to leave.
Avoid career-stalling habits like job-hopping for small pay bumps or choosing companies with poor growth. Prioritize strong leadership and investor backing.
Accelerate your career trajectory by shadowing top performers, over-indexing on work ethic early, and self-educating on both sales skills and your target industry.

More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

This Cold Call Opener Has a 50% Success Rate | Bite-Sized Tactics Sep 08, 2025

Show notes

Stop losing calls at “not interested.” In this video, you’ll learn a simple, agree-first pattern break that lowers resistance, keeps prospects talking, and earns permission to continue—without sounding pushy. We’ll also show you how to tune the delivery so it lands across regions and seniority levels, plus a quick practice plan so this flows on live calls.

What you’ll learn:

The agree-first pattern break that flips “no” into “go on”
Two follow-up nudges that lower defenses (playful and serious variants)
How to tune your delivery for different regions/roles (e.g., Germany vs. US; execs vs. ICs)
Why people reject salespeople but respond to humans—and how to signal that fast
A quick practice routine to make this feel natural on live calls

Watch our full interview with The Weirdest Sales Trainer: https://youtu.be/FDjZ6JHWzoE

RESOURCES DISCUSSED:

Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “YOUTUBE”
Free Sales Templates, Scripts and Guides

30MPC Training: 30mpc.com/training

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