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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:

#497 - Get Past ANY Gatekeeper with This Proven Cold Call Script Sep 04, 2025

Show notes

Learn 3 proven cold call tactics to get past any gatekeeper and reach decision-makers without lying, pitching, or wasting time. These step-by-step strategies will help you control the conversation, boost your connect rate, and book more meetings.

🎙️ ACTIONABLE TAKEAWAYS:

Adopt the “owner” mindset: Approach gatekeepers with confidence and authority—don’t over-explain, pitch, or try to befriend them. Your demeanor should signal that you belong.
Use the Triple Bypass Method: Start with the Slide By (simple ask to be connected), then provide Context (reason for calling without pitching), and finally lean on Social Proof (reference similar clients or prior outreach).
End with questions to stay in control: Always finish responses with a question like, “Would you let him know it’s Nick?” so you guide the conversation instead of letting the gatekeeper take charge.
Know when to pivot: If blocked repeatedly, don’t force it—try mobile numbers, off-hours calls, or different channels (email, LinkedIn, direct mail, referrals) to reach your prospect directly.

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:

Save a copy of these steps to bypass any gatekeeper here: https://www.30mpc.com/newsletter/3-steps-to-bypass-any-gatekeeper-on-a-cold-call
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

#496 - 8 Powerful Lessons That Separate Good Sales Leaders from ELITE Ones Sep 02, 2025

Show notes

Leadership in sales isn’t just about hitting quota — it’s about building standards, setting culture, and developing people. In this episode, the hosts share 8 hard-earned sales leadership lessons that shaped how they hire, coach, and manage winning sales teams.

🎙️ ACTIONABLE TAKEAWAYS

If it’s not a “hell yes,” it’s a no — never settle for average hires.
Proof of performance over theory — test real execution, not hypotheticals.
Follow the 2–2 rule — flip two reps, hire two culture-setters, cut two misfits.
Let reps fire themselves — set clear standards early so underperformers opt out.
More reps ≠ more revenue — don’t over-hire if your lead pool doesn’t grow.
Protect focus time — stop expecting instant Slack replies; create deep work blocks.
Use the 20/80 rule in training — 20% teach, 80% reinforce until it sticks.
Give grace on first mistakes — support reps when they slip, then enforce standards.

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:

My 4-Step Account Executive Interview Process: https://www.30mpc.com/newsletter/my-4-step-account-executive-interview-process-2
My Ultimate 4-Week Sales Onboarding Program: https://www.30mpc.com/newsletter/my-ultimate-4-week-sales-onboarding-program
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

How To Handle ANY Objection On A Cold Call: 3 Steps | Bite-Sized Tactics Sep 01, 2025

Show notes

Armand covers the 3 steps to handling any objection using the Mr. Miyagi Method. Here’s the magic framework:

Agree with the objection to remove the pressure of the sale.
Incentivize conversation to get them sharing more about the objection.
Sell the test drive. What will they get out of meeting with you (or in this case, allowing the name drop) even if they don’t buy?

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

#495 - The #1 Negotiation Principle That Makes Your Buyer Commit FIRST Aug 28, 2025

Show notes

Too many sellers give discounts before securing commitments, leaving deals vulnerable and dragging negotiations on for weeks. In this episode of 30 Minutes to President’s Club, we show you how to execute negotiations in three simple steps: confirm you’re the vendor of choice, lock down your customer’s timeline, and only then and only then, execute the give-get.

🎙️ ACTIONABLE TAKEAWAYS

Confirm Vendor of Choice: Before negotiating, make sure your prospect would choose you over competitors if pricing were equal.
Lock Down the Timeline: Secure a firm commitment on when the deal will close before offering any concessions.
Flip the Give-Get Paradigm: Always get something in return (budget clarity, contract terms, faster close) before giving discounts or changes.
Force Trade-Offs: Every concession has a cost—package pricing, terms, and conditions together so your customer makes real choices instead of endless asks.

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:

How to finish a negotiation in One Cut (PT 2)
How to Win the Negotiation Before it Starts (Pt 1)
Cold calling course
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

#494 - 6 PROVEN AI Sales Automations That Feel Like MAGIC | Yoni Tserruya Aug 26, 2025

Show notes

Sales pros spend too much time on admin instead of selling. In this episode, Yoni Tserruya, CEO of Lusha, reveals six high-impact ways to automate your sales process so you can spend more time building trust with customers and less time stuck in busywork.

🎙️ ACTIONABLE TAKEAWAYS

Automate List Building: Use AI to analyze your last 20+ closed deals and generate highly targeted prospect lists with parameters you might never have considered.
Leverage Buying Signals: Track events like new hires, funding rounds, product launches, or office openings to prioritize outreach to in-market accounts.
Streamline Call Prep: Deploy AI agents to compile company news, decision-maker profiles, and account usage data hours before each meeting.
Personalize Icebreakers: Have AI scan LinkedIn posts, press releases, and work history to craft relevant, personalized openers for calls and emails.
Automate Recap Emails: Upload call transcripts to AI for clean, concise summaries that highlight pains, solutions, and next steps and automatically update your CRM.
AI-Powered Coaching: Train a custom AI on top-performing sales calls to score conversations, give targeted feedback, and onboard new reps faster.

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

Use This Cold Email Sequence to 3x Your Replies in 2025 | Bite-sized Tactics Aug 25, 2025

Show notes

70% of replies happen after email #1.

Here’s a simple, repeatable multi-channel sequence (email + phone + social) that drives double-digit contact rates without spamming.

Jason Bay's KISS (Keep It Simple Sequencing) framework covers 6 calls, 6 emails, and 3 social touches over 3 weeks. Grab the templates and full structure behind a great sequence along with the best ways to follow up after your first email: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template

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

#493 - Use This Sales VOICEMAIL Trick to Double Your Email Replies Aug 21, 2025

Show notes

Learn the simple but powerful voicemail script that directs prospects straight to your email — boosting reply rates without chasing callbacks. This counterintuitive tactic adds a guaranteed touchpoint to your outreach sequence.

🎙️ ACTIONABLE TAKEAWAYS

Make the voicemail about the email, don’t ask for a call back, direct them to look for your email instead
State your name, company, and subject line so it’s easy for them to spot your email in their inbox.
Keep it under 20 seconds to avoid sounding like a sales pitch.
Pair with a strong, relevant email so once they open it, you maximize your chance of getting a reply.

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:

Should you leave voicemails when cold calling?
Cold calling course
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

#492 - Build a Sales Team That Hits President’s Club Every Year | Marcus Chan Aug 19, 2025

Show notes

Sales leadership expert Marcus Chan reveals the exact systems and rhythms that turn average reps into Presidents Club winners. From personal success blueprints to “Real Play Fridays,” you’ll learn how to build trust, reduce turnover, and create a culture of consistent high performance.

🎙️ ACTIONABLE TAKEAWAYS:

Winning Wednesdays — Lock in a one-hour training every Wednesday, led by you, a top rep, or a manager (not just enablement).
Real Play Fridays — Two hours of live, intense practice scenarios with real buyer personas (e.g., your CFO if you sell to CFOs).
Monthly War Rooms — Four hours focused on moving stalled deals forward or closing them out, with live calls and strategy in the room.
Action Item — Find your company’s buyer persona, buy them lunch, and role play how they’d buy your product to sharpen your team’s approach.

MARCUS’ PATH TO PRESIDENT’S CLUB:

Sales Leader @ Multiple Orgs (3–110 reps) - Hit President’s Club 9/10 years, drove $190M new business, ran $195M P&L.
Corporate Sales Professional @ 2 Fortune 500 Companies - Promoted 12x in 8 years, #1 in every role.
Author & Thought Leader - WSJ Best-Selling Author, featured in Forbes, Yahoo! Finance, Salesforce.

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:

How To Bulid A Winning Sales Team With Commitment To Practice (Lead Episode)
How to Run 1-on-1s and Practice Roleplays in Sales (Newsletter)
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

#491 - How ELITE Sales Reps Structure Their Day to WIN Productivity Aug 14, 2025

Show notes

Discover the exact time-blocking strategy top sales reps use to crush quota, maximize prospecting hours, and keep pipeline full, without burning out. This episode walks you through proven calendar management principles, the green/yellow/red hours system, and the four-step framework that guarantees consistent prospecting and closing success.

🎙️ ACTIONABLE TAKEAWAYS:

Front-Load Your Most Difficult Sales Activities: Complete your hardest, most energy-draining tasks, like cold calling, first thing in your “green hours” (8–12) to ensure you hit your daily prospecting goals before distractions hit.
Use Parkinson’s Law to Time-Block for Efficiency: Assign strict, realistic time blocks for each task to prevent work from expanding and eating into prime selling hours.
Stack Similar Sales Activities to Maintain Momentum: Group calls, research, emails, and admin into dedicated blocks to avoid costly context-switching and keep your energy focused.
Follow the Green/Yellow/Red Hour System: Green hours (prospecting), yellow hours (customer calls), and red hours (admin) keep your day optimized for revenue-generating activities and prevent pipeline starvation.

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:

How to time block in sales
Cold calling course
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

#490 - Try Giulio Segantini’s INSANE Openers on Your Next Sales Call (Shock your prospect!) | Giulio Segantini Aug 12, 2025

Show notes

🏋 30MPC Training: ⁠30mpc.com/training

📧 Cold Email Course: http://bit.ly/44K6jy3

☎️ Cold Call Course: https://bit.ly/4jqQ4w2

🔮 Discovery Course: https://bit.ly/4cQYaM8

🛠️ Free Toolkits: http://bit.ly/4nZwvO5

—

In this episode of 30 Minutes to President’s Club, Giulio Segantini breaks down his eclectic approach to cold calling and the unique openers that grab a prospect’s attention in seconds. Learn how to craft first lines that make your calls impossible to ignore and set you up for sales success.

🎙️ ACTIONABLE TAKEAWAYS

Opener: Lead with a hyper-specific, permission-based cold call opener to grab attention.
Pitch: Frame your pitch around the prospect’s problems in their own words before offering your solution.
Objections: Agree first, ask for permission to challenge, and guide the prospect to change their own mind.
Audit your talk tracks and inject your authentic personality, it’s harder to say no to a human than a salesperson.

GIULIO’S PATH TO PRESIDENT’S CLUB:

Collected over 10,000 cold call rejections
One of the most watched cold callers in the globe
The Weirdest cold caller in the planet

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:

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

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