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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:

#482 - We Analyzed 85 Million Cold Emails: This is How You GUARANTEE Replies | Sell Playbook Jul 22, 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.

—

We analyzed 85 million cold emails with Gong to find what actually gets replies in 2025. In this episode, Nick and Jason break down the exact cold email structure, CTAs, and personalization tactics top reps are using to book more meetings.

🎙️ ACTIONABLE TAKEAWAYS:

Use The Reply Method framework: 4-sentence emails under 100 words outperform longer messages—make it skimmable, mobile-first, and frictionless to reply.
Avoid pitch language: Buzzwords and product-first copy reduce replies by up to 57%. Lead with problems your buyer already cares about, then layer in social proof.
Personalize to the company or activity: Personalization = 5x replies, but not all types are equal—company and activity-based personalization outperform personal trivia.
Offer something valuable in your CTA: Replace “Are you free?” with a compelling offer—benchmarking, expert insights, or 1:1 value that justifies a meeting even if they don’t buy.

RESOURCES DISCUSSED

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

30MPC Training: 30mpc.com/training

#481 - Cold Email Strategy That Books 8x More Meetings (Even in 2025): The Reply Method Jul 21, 2025

Show notes

Cold email used to be a reliable way to fill your pipeline. But today? You send 1,000 emails and get 2 replies—if you’re lucky. So does cold email still work?

The harsh truth is that top reps are still booking 8x more meeting with cold email. And this course shows you how.

📬 The Cold Email Course: The Reply Method for Double Digit Replies

Built with data from 85M+ emails and used by top reps at Gong, Zoom, Shopify, and more, this course breaks down the new rules of outbound. You’ll learn how to:

Stop wasting time on personalization that doesn’t get seen
Write cold emails that actually get replies
Build offers your prospects want to meet about
Design sequences that drive double-digit contact rates

This is the playbook top reps are running right now.

Get $50 off the course until 7/25: https://www.30mpc.com/course/cold-email-course

30MPC Training: 30mpc.com/training

#480 - How Top Sales Leaders OWN Negotiations Without Owning the Deal | Maryana Kessel Jul 17, 2025

Show notes

4 Steps To Run A Pipeline Review (That Doesn't Suck)

Connect With Maryana on LinkedIn

Maryana Kessel shares a masterclass on how elite sales leaders drive revenue by staying deal-close, asking hard questions, and building trust across every stage of the enterprise sales cycle.

🎙️ ACTIONABLE TAKEAWAYS:

Lead from the Front: Maryana emphasizes being present in deals, not as a “super rep,” but as a strategic leader who earns respect by staying close to customers and reps.
When in Doubt, Get on a Plane: Big deals get unstuck in person. Face-to-face time with buyers breaks down barriers and uncovers the real story behind stalled negotiations.
Forecast with Evidence, Not Hope: Deals don’t hit the forecast without executive alignment, a redline back, and a clear go-live timeline. Anything else is just noise.
Build a weekly report of key meetings, and proactively ask reps critical questions about their biggest deals. Use this to decide where to engage directly and ensure rep readiness.

MARYANA’S PATH TO PRESIDENT’S CLUB:

VP of Sales and Partnerships @ Latent
Enterprise Sales Director @ Modern Health
Enterprise Sales Director @ Flexport

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

How Great Sales Leaders Drive Deals (Without Micromanaging) | Bite-sized Tactics Jul 16, 2025

Show notes

Let’s be honest, sales is hard and leadership makes or breaks the culture on your team.

Maryana Kessel (VP of Sales @ Latent) shares how she leads with transparency, energy, and impact—without turning into a “super rep” who takes over deals.

You’ll learn:

How to turn tough moments into team-wide teaching opportunities
The right way to stay close to deals without disempowering your reps
Why maintaining “good vibes” is a leadership skill (especially when things get hard)

Want your team to book more, close more, and feel more supported? This is your blueprint.

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

#479 - 8 Brutal Cold Email Truths That Guarantee Higher Open Rates Jul 15, 2025

Show notes

Cold Email Course Waitlist

Grab the Cold Email Template Pack

Cold email isn’t dead—but your current strategy might be. In this episode, Nick and Jason trade brutal truths from the front lines of outbound to help you write emails that actually get replies.

🎙️ ACTIONABLE TAKEAWAYS

AI Isn’t the Problem—You Are: Learn how to feed AI the right intel to craft emails that outperform humans.
Pattern = Ignored, Bursts = Attention: Why rhythmic prospecting sounds like noise and what to do instead.
Don’t Ask for Time: Asking for a meeting in your first email? That’s killing your reply rate by 44%.
Your Subject Line Sucks: Lowercase, problem-based, and NOT about you—fix this or lose the open.

RESOURCES DISCUSSED

Cold Email Course Waitlist
Grab the Cold Email Template Pack
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

#478 - How to Get Replies from Cold Prospects? Stop Pitching. Use These 3 Offers Instead. Jul 14, 2025

Show notes

Reply rates drop by 44% if you ask for this in cold emails…You want your buyers time, but its the worst thing to ask for if you want to get the meeting…

The key to getting replies and winning deals—even from buyers who aren’t actively looking—is to make the conversation worth their time regardless of whether they buy by offering value instead of asking or time. When you lead with insight or ideas tailored to their priorities, you earn trust and avoid being seen as just another vendor. These 3 offers actually convert:

Pitch The Blind Date
1. 1:Many Offer
1. 1:1 Offers.

Cold emails that give, get replies.

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

#477 - How He Gets His Reps on The Sales Floor 2x Faster Than You | Kyle Asay Jul 10, 2025

Show notes

Forget endless product certifications. Kyle Asay shows you how to get reps talking to buyers (and generating pipeline) in two weeks — so you can crush quota with a team that stands on its own.

🎙 ACTIONABLE TAKEAWAYS:

Know your territory: Teach reps to tier accounts simply (A, B, C) so they focus only on the right targets first.
Know your personas: Use real personas (e.g., actual engineers or CFOs) to train reps directly, not just persona cards.
Know your stories: Equip reps with customer stories that match problem, size, and industry — start with problem first if you can’t get all three.
One thing to do: Update your win announcements (Slack, email, etc.) to include how the win happened (language used, objections handled, insights), not just celebrate it.

KYLE’S PATH TO PRESIDENT’S CLUB:

VP of Sales @ LaunchDarkly
Sales Leader @ LaunchDarkly
Global VP @ LaunchDarkly

RESOURCES DISCUSSED

Kyle’s LinkedIn
Kyle Asay’s Sales Coaching Competencies
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

Sales Onboarding Strategy That Cut Time To First Sale by 49% | Bite-sized Tactics Jul 09, 2025

Show notes

Most orgs spend weeks training reps on the product… but months later, you’re still stuck with an empty pipeline. What if the key to ramping AEs faster was skipping product training (at first)?

Kyle Asay (VP Global Growth Sales @ LaunchDarkly) shares how his team cut time to first deal by 49% by rethinking onboarding.

Instead of starting with feature dumps, they focused on:

✅ Account prioritization

✅ Customer problems & personas

✅ Story-based selling

If you lead a team or are ramping yourself, don’t miss this one.

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

#476 - The Secret to Writing Better Cold Emails in Half the Time with AI | Sean O’Brien Jul 08, 2025

Show notes

Steal Sean’s Secret to Using AI For Your Cold Emails

Sean O’Brien breaks down how to leverage AI to rapidly research prospects and write personalized cold emails that cut your outreach time drastically, so you can send smarter, more effective messages that get real replies.

🎙 ACTIONABLE TAKEAWAYS:

Use insights from sales calls and transcripts to train AI on key buying triggers and improve your outbound outreach.
Focus your outreach within the same department, get explicit opt-in, and use “off the record” questions to uncover sensitive, valuable info about the buying process.
Parrot your prospect’s exact words in email subject lines and messaging for higher engagement and authenticity.
Don’t hesitate to have different team members send the same message to a prospect—sometimes a new voice gets the response you didn’t.

SEAN’S PATH TO PRESIDENT’S CLUB:

Enterprise AE @ Harvey
Regional Sales Director @ Diligent
Enterprise AE @ Mosaic.tech

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

How I Use AI to Write Better Cold Emails (Without Losing Personalization) | Bite-sized Tactics Jul 07, 2025

Show notes

Tired of AI-generated cold emails that sound robotic? Here’s how Sean O’Brien (Enterprise AE @ Harvey) actually uses AI tools like Perplexity and ChatGPT to make outbound emails more personal and more effective.

His 3-step process for using AI to write relevant, high-converting emails that boost reply rates without sacrificing quality:

✅ Identify the right decision-makers

✅ Find personalized intel and real-time insights

✅ Use AI to improve, not replace, your message

🏋 30MPC Training: 30mpc.com/training

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