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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:

Beginners Guide To Cold Calling (In 5 Minutes) | Bite-Sized Tactics Aug 11, 2025

Show notes

Steal the minimum viable cold call script that top reps use: a tailored-permission opener that earns 30 seconds, a problem proposition (not a product pitch), and the Mr. Miyagi objection method that keeps defenses low and advances the call. You’ll learn to sell the test drive (the meeting), and leave every call calls with next steps on the books.

You’ll learn

The 3-part cold calling framework: Opener → Pitch → Objections
The Tailored Permission Opener to earn yourself an extra 30 seconds on the phone
The Problem Proposition: how to lead with their biggest problem to get your prospect leaning in
Mr. Miyagi Method to handle any objection

RESOURCES DISCUSSED:

🏋 30MPC Training: 30mpc.com/training

52 Minutes of Proven Cold Calling Tips - https://www.youtube.com/watch?v=gtKZ7fP1HZM

Join our weekly newsletter -

https://hubs.li/Q02NJQ8p0

Things you can steal -

https://linktr.ee/30mpc_youtube

Save $50 on any 30MPC course with code “YOUTUBE” -

https://www.30mpc.com/courses

#489 - How to Turn 3 Cold Calls into 1 Meeting Every Time (Steal this script!) Aug 07, 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

—

Unlock the cold call script that top reps use to book 1 meeting for every 3 connects. In this episode of 30 Minutes to President’s Club, Armand Farrokh reveals the exact 3-part approach that makes cold calls feel warm and leads to more meetings without sounding like a telemarketer.

🎙️ ACTIONABLE TAKEAWAYS:

Use the “Heard the Name Tossed Around” opener to bypass resistance and make cold calls feel like warm intros.
Lead with a Problem Proposition focus on the problem your prospect cares about, not your product features.
Apply the “Mr. Miyagi” objection method by agreeing first, asking trap questions, and guiding prospects to realize gaps themselves.
Sell the Test Drive, not the product—invite prospects to try or explore, not sit through a heavy demo.

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

#488 - How to Close Bigger Deals by Doing LESS in the First Call | Steven Bryerton Aug 05, 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

Steven Breyerton, SVP of Sales at ZoomInfo, reveals how he took his team from transactional closes to enterprise-level deals by rethinking win rates, redefining SDR comp plans, and operationalizing deeper discovery. This episode is a tactical roadmap for sales leaders ready to level up their pipeline and close bigger, higher-quality deals.

🎙️ ACTIONABLE TAKEAWAYS

Track win rates by time cohort (T0, T1, etc.) to diagnose deal velocity, rep behavior, and coaching opportunities across segments.
Incentivize quality over quantity in SDR comp plans by weighting toward qualified meetings and multi-threading efforts instead of raw meeting volume.
Adopt frameworks like MEDDPICC (ICE-first) to strengthen discovery and identify pain, champions, and economic buyers early in the sales cycle.
Segment daily metrics by segment type (SMB vs. enterprise) to ensure appropriate pacing, forecasting accuracy, and ASP growth strategies.

STEVEN’S PATH TO PRESIDENT’S CLUB:

SVP of Sales @ ZoomInfo
Vice President of Sales @ DiscoverOrg

RESOURCES DISCUSSED:

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

Use This Brutal Negotiation Tactic To Outsmart Tough Buyers | Bite-sized Tactics Aug 04, 2025

Show notes

If you're constantly getting lowballed or ghosted at the end of the month, you're not alone. In this video, we break down real B2B sales negotiation tactics that helped close a full-price deal—despite a relentless buyer pushing for discounts across five separate calls.

Learn:

How to handle discount shoppers who negotiate for sport
When (and how) to offer a discount without losing leverage
The “exploding deadline” strategy that savvy reps use to keep deals moving
The “jar” analogy for squeezing the most value in a negotiation

WATCH THE FULL EPISODE: https://youtu.be/2G6SFXxE7Ig?si=xRT5oCQbjYfS7lEl

RESOURCES DISCUSSED: Join our weekly newsletter -

https://hubs.li/Q02NJQ8p0

Things you can steal -

https://linktr.ee/30mpc_youtube

Save $50 on any 30MPC course with code “YOUTUBE” -

https://www.30mpc.com/courses

30MPC Training: ⁠30mpc.com/training

#487 - 8 INSANE Sales Negotiation Stories You Won’t Believe Are True Jul 31, 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, Armand and Nick break down 8 of the toughest, most painful negotiation battles they’ve ever faced — and the exact moves that helped them win (or lose) those deals. From wild buyer tactics to massive pricing mistakes, you’ll learn how to hold the line and close like a pro.

🎙️ ACTIONABLE TAKEAWAYS

Anchor high, then shut up: Start with a bold number and let the buyer be the first to speak — you’ll often land a better deal than if you start discounting yourself.
Always get the “full and final ask: Force buyers to put all their requests on the table at once so they can’t chip away at you with 5K here and 10K there.
Flip the polarity by walking away: Instead of acting desperate, suggest the buyer take the competitor’s deal — this creates FOMO and often gets them to come back to you.
Never give a discount without a deadline: Tie every concession to a firm timeline or commitment — otherwise, you lose all your leverage and the deal drags forever.

RESOURCES DISCUSSED:

#486 - 8 BRUTAL Discovery Lessons That Will SAVE Your Next Deal Jul 30, 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

Armand and Nick share the 8 most painful discovery lessons they had to learn the hard way, so you don’t have to. From broken agendas to botched first impressions, this is the real playbook for leveling up your first call.

🎙️ ACTIONABLE TAKEAWAYS

Ditch the interrogation-style discovery. Use each answer to guide your next question and go deeper instead of jumping topics.
Lead with respect, not small talk. Top sellers prove they’ve done their homework in the first 90 seconds to earn credibility fast.
Set a PPO agenda (Purpose, Plan, Outcome) early. It prevents the prospect from hijacking the call and builds trust through structure.
Qualify before you demo. Ask: “Do you want to buy?” and “When do you want to buy?” before setting next steps or booking another call.

RESOURCES DISCUSSED:

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

a message from armand Jul 28, 2025

Show notes

Hey folks, we’re shaking things up in here :) Tuesdays will now alternate between sales rep interviews and sales leadership interviews. Thursdays is where it gets fun. We’re dropping tactical, YouTube-style breakdowns →cold calls, deal reviews, whiteboard sessions, the works. That means: 1. More tactics per minute 2. Step-by-step breakdowns 3. New creative formats we’ve never done before 📺 Subscribe so you don’t miss the new drops: https://www.youtube.com/@30MPC 💬 Want us to break something down? Email armand@30mpc.com It all starts August. Let’s ride.

#485 - How to Write Cold Emails That Get Replies | Cold Email Problem + Value Framework Jul 25, 2025

Show notes

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies

Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course

What you need to know:

A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect.

That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes.

Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry.

If you don’t have a system, cold email becomes a grind with diminishing returns.

If you do, it becomes your most consistent pipeline lever.

—

Most cold emails get ignored because sellers talk about the product—not the prospect’s problem.

In this module from the Cold Email Course: The Reply Method for Double Digit Replies, you’ll learn how top reps write cold emails that actually get responses by focusing on problem-first messaging.

📬 Based on data from 85M+ emails and trusted by reps at Gong, Zoom, and Shopify, this lesson walks you through how to:

Avoid vague, robotic, or product-heavy language
Use the “Problem + Value” framework to connect with buyers fast
Write cold emails in minutes using simple plug-and-play formulas
Increase reply rates with social proof and human-sounding copy

You’ll also learn 3 proven frameworks to follow to make your messaging stick.

This is the playbook top reps are running right now.

(07/25) Last day to get $50 off the course: https://www.30mpc.com/course/cold-email-course

30MPC Training: 30mpc.com/training

#484 - Your Reps Fail at Cold Email Because YOU Don’t Teach THIS | Leadership Special Jul 24, 2025

Show notes

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies

Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course

What you need to know:

A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect.

That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes.

Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry.

If you don’t have a system, cold email becomes a grind with diminishing returns.

If you do, it becomes your most consistent pipeline lever.

—

Cold email isn't dead—but most sales teams are doing it wrong. In this tactical episode, Jason Bay and Armand Farrokh break down how sales leaders can revive cold email performance with a structured, data-backed approach that actually books meetings.

🎙️ ACTIONABLE TAKEAWAYS

Build a Messaging Matrix First: Teach reps to understand personas before writing—cover priorities, current solutions, problems, and aspirations.
Implement the “Minimum Viable Framework”: Use a 4-part cold email formula—Reason, Problem, Value/Social Proof, and CTA—and design 2–3 sequences per persona level (above vs. below the power line).
Train in Sprints, Reinforce Weekly: Use shuttle-run style onboarding (short lessons + rep practice) and embed weekly cold email reviews in team meetings and 1:1s.
Track the “Golden Three” Metrics: Monitor open, reply, and meeting rates—fix subject lines/deliverability before copy, and AB test specific steps instead of restarting entire sequences.

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training
Sequence Template: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template
Email Templates: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack
ChatGPT Prompts + Cold Email Course $50 off (discount auto applied at checkout)
Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides

Example Emails:

Email Example #1 (EdTech): Director of Curriculum & Instruction

Subject: WCUS achievement gaps Hi Betty, Providing ”multiple tiers of instruction and intervention” was a big priority mentioned in WCUS’s annual report. Eliminating achievement gaps is tough, especially when you need to meet the needs of a diverse learning population. We’re helping school districts in the Pacific Northwest eliminate student inequity and achievement gaps to increase student readiness and graduation rates. Can I share more?

Sean

Email Example #2 (Automated welding solution) : VP of Operations

Subject: Welders Hi Luke, Saw hiring MIG welders and looks like there’s a lot of manual rework and touch up in your welds. Recruiting and retaining top talent likely a top priority, but the lack of skilled welders in the marketplace right now can cause big production bottlenecks. Hitch manufacturers like CURT are using our help to overcome the welder shortage and produce consistent, high-quality welds. Interested in chatting further?

Corey

#483 - 20+ Cold Email Templates That Actually Get Meetings | Objections, Follow-Ups, Re-Engagement Jul 23, 2025

Show notes

Huge Announcement 👉 Our next course is here: The Reply Method for Double Digit Replies

Learn more + get free toolkits here: https://www.30mpc.com/course/cold-email-course

What you need to know:

A great cold email system gets you more replies, from better prospects, in less time — and it works even when you're not perfect.

That’s what this course teaches: how to write cold emails that feel personal, without spending hours customizing. How to craft offers that actually get responses. How to sequence, follow up, and stand out in crowded inboxes.

Teams that master this skill consistently book more meetings than teams that don’t — no matter the industry.

If you don’t have a system, cold email becomes a grind with diminishing returns.

If you do, it becomes your most consistent pipeline lever.

—

Tired of sending cold emails and getting ghosted?

This sneak peak module of our Cold Email Course: The Reply Method for Double Digit Replies gives you 20+ proven cold email templates that reps use to turn replies into meetings.

You’ll learn:

What to do immediately after a “not interested” reply
How to follow up after someone says “sure” but never books
A subtle framework for beating the competition without pitching
The exact message to revive cold or closed-lost opportunities
Low-friction calendar strategies that boost show rates

Download the cold email course template pack: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack

🚨Get $50 off the full Cold Email Course: The Reply Method for Double Digit Replies

Built with data from 85M+ emails. Trusted by reps at Gong, Zoom, and Shopify.

👉 https://www.30mpc.com/course/cold-email-course

🏋 30MPC Training: 30mpc.com/training

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