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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:

#475 - Why Sales Leaders Get Fired: A Sales Metrics Masterclass | Lead Playbook Jul 03, 2025

Show notes

Most sales leaders don’t get fired for missing the number, they get fired for not knowing why. In this episode, Armand and Mark walk through the exact metrics framework you need to diagnose problems, report up, and actually run your revenue org.

🎙 ACTIONABLE TAKEAWAYS:

Sales leaders fail when they guess instead of use data. Without clear metrics, leaders launch ineffective initiatives, lose team trust, and risk being replaced.
Use the RROM framework to map metrics to the customer journey. Track key metrics across six stages: Awareness, Education, Selection, Onboard, Use, and Expand.

RESOURCES DISCUSSED:

R-ROM
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

The Recurring Revenue Blueprint (6 Stages Every Team Needs) | Bite-sized Tactics Jul 02, 2025

Show notes

Struggling to connect your sales, marketing, and customer success teams? You’re probably missing a clear customer journey framework.

In this video, we break down the Recurring Revenue Operating Model (RROM)—a framework for tracking key metrics across the customer journey, based on Jocko van der Kooi's model from Winning by Design. It outlines six critical stages of the journey, each with specific owners and metrics:

Learn how to map your customer journey and track the right metrics at every stage:

Awareness – Prospects become aware of your company or the problem you solve. (Owned by marketing)
Education – Prospects show signs of interest and need to be converted into qualified pipeline. (Owned by SDRs)
Selection – The formal sales process where qualified prospects decide on a vendor. (Owned by AEs)
Onboarding – New customers are onboarded and driven to fast time-to-value. (Owned by the implementation team)
Value Creation – Customer Success ensures ongoing, proactive value delivery, deepening product usage. (Owned by CS)
Expansion – Growing the account by introducing new products or services, increasing revenue. (Owned by Account Managers)

Each stage should have a clear leader responsible for stewarding customers through that phase and ensuring smooth transitions to the next stage. Without understanding this journey, companies can’t properly define or track meaningful metrics.

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

#474 - The Cold Email Strategy That Actually Books Meetings in 2025 | Jason Bay Jul 01, 2025

Show notes

📧 Preview the Cold Email Course: www.30mpc.com/blog/preview-the-cold-email-course

This episode will completely reframe how you think about cold outreach. Jason Bay breaks down the three types of irresistible offers that get prospects to say yes, without pitching your product.

🎙 ACTIONABLE TAKEAWAYS:

Pitch three types of offers starting with a blind date meeting, followed by one-to-many insights like benchmarks, and finishing with one-to-one custom value like workshops or audits.
When using a one-to-many offer, lead with a visual that highlights the problem and ask the prospect how it matches their experience to open the conversation.
Deliver a strong audit offer by analyzing the biggest pain point you solve, whether it's outbound performance, website optimization, or compensation benchmarking.
When offering a pilot or free product, make sure a decision-maker is involved and they understand the cost of the full solution upfront.

JASON’S PATH TO PRESIDENTS CLUB:

CEO @ Outbound Squad
Sales Influencer | ‘Top 27’ Sales Influencer to Follow @ Salesforce

RESOURCES DISCUSSED:

Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”

30MPC Training: 30mpc.com/training

The 3 Sales Offers Elite Reps Use to Get Prospects To Say Yes | Bite-sized Tactics Jun 30, 2025

Show notes

There are three types of offers sellers can use to increase meeting conversion rates. Jason Bay (CEO 2 Outbound Squad, Sales Influencer @ Salesforce) breaks them down:

✅ The Blind Date — Hype up your AE or SE like you’d hype a friend before a first date. Build instant credibility.

✅ The One-to-Many — Share valuable industry insights, competitor gaps, or research-backed reports to spark curiosity.

✅ The One-to-One — Create personalized audits, resources, or benchmarks tailored to your prospect’s world.

No weak CTAs. No generic meeting pitches. Just offers your prospects actually care about.

Learn how to weave these into your cold calls, emails, and discovery process—plus how AI tools like ChatGPT make building custom resources faster than ever.

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

Q3 Roadmap: The 30MPC Cold Email Course Drops July 21 Jun 30, 2025

Show notes

Once per quarter, we share our content Roadmap with you → updates about the biggest content drops, new resources, and tactical sessions to help you on your sales journey. And folks, Q3 is absolutely stacked. Here’s what to expect: Cold Email Course: The Reply Method for Double Digit Replies: https://www.30mpc.com/course/cold-email-course (+ get the 2025 Cold Email Data Report when you join the course waitlist)

Jason Bay’s Outbound Sequence Template: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template 30MPC’s Cold Email Course Template Pack: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack Jason Bay’s Cold Email ChatGPT Prompts: https://www.30mpc.com/blog/jason-bay-s-cold-email-chatgpt-prompts Cold Email Clinic: 10 Data-Backed Tactics That Double Replies: https://www.30mpc.com/episodes/cold-email-clinic-10-data-backed-tactics-that-double-replies We Break Down 3 Real Cold Calls (And One Is Mine): https://www.30mpc.com/episodes/we-break-down-3-real-cold-calls-and-one-is-mine The Cold Call Operating System for Sales Leaders: https://www.30mpc.com/episodes/the-cold-call-operating-system-for-sales-leaders Watch This One-Call Close (Live Discovery Tape Teardown): https://www.30mpc.com/episodes/watch-this-one-call-close-live-discovery-tape-teardown Work for 30MPC: https://jobs.ashbyhq.com/30mpc

30MPC Training: 30mpc.com/training

More News: • Welcome to our newest Club Host, Alex Murphy • Native YouTube-Style 30MPC content is coming

#473 - Why Most Sales Processes Fail (How to Elite Sales Leaders Fix Them Fast) | Nathan Broome Jun 26, 2025

Show notes

Nathan Broome brings a masterclass in building and operationalizing high-performing sales processes. He shares how great leaders drive clarity, prep their teams for success, and coach reps to consistent wins by simplifying execution at every stage of the deal cycle.

🎙 ACTIONABLE TAKEAWAYS:

Map out your sales process step-by-step by defining what reps should do before, during, and after each call.
Define the “big win” (W) for each call and give reps 3–5 different ways to achieve it—without over-prescribing.
Run one-hour workshops per stage to break down the big win and key actions with your team before rolling it out.
Action step: Pick one underperforming stage, define the single “win,” and have managers audit every call in that stage for two weeks to see if the win is being achieved.

NATHAN’S PATH TO PRESIDENTS CLUB:

Key Architect @ Outreach – Scaled SDR and SMB teams, eventually led Global Commercial Sales (150+ reps, 60% of revenue).
Most Promoted Leader @ Outreach – Rose from SDR Leader to Head of Global Commercial Org with 5 promotions in 6 years.
Enterprise Pioneer @ CaptivateIQ – Led shift from SMB focus to enterprise, landing marquee clients like Spotify and Netflix.

RESOURCES DISCUSSED:

The Ultimate 30MPC 5-Stage Sales Process
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

Forget Perfect Sales Calls: Here’s the Only Outcome That Matters | Bite-sized Tactics Jun 25, 2025

Show notes

Too many sellers get caught up chasing the "perfect" sales call — flawless questions, polished delivery, fancy frameworks. But here’s the truth: None of that matters if you don’t uncover a real, buyer-agreed problem you can solve.

Nathan Broome (SVP of Sales @ Common Room) breaks down the simple but powerful concept of defining the Big W — the measurable win for every sales stage. From discovery to demos, your job isn’t to sound perfect — it’s to guide the buyer to clarity and prove you can solve their problem.

Learn:

✅ How to simplify your discovery calls with outcome-based thinking

✅ Why messy, imperfect calls still convert — if you focus on the right thing

✅ How to structure demos around specific problems (and avoid overwhelming buyers)

✅ Why your sales process should adapt as you move from transactional to enterprise

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

#472 - Why You’re Losing Deals by Not Picking Up the Phone | Michelle Cecil Jun 24, 2025

Show notes

Getting your buyer live on the phone isn’t old school—it’s elite. In this episode, Michelle Cecil, two-time President’s Club winner at Procore, shares how dialing instead of emailing builds trust, collapses timelines, and puts you back in control of your deals. Her approach proves that the phone isn’t dead—it’s your most underused weapon.

🎙 ACTIONABLE TAKEAWAYS:

Don’t negotiate over email — Use a “carrot on a stick” to earn a callback, then close the gap in live conversation where nuance and urgency can thrive.
Own the reference process — Prep your prospect and your customer, set the agenda, and run the call. You are the producer—don’t outsource the close.
Call before big demos — Reach out to every stakeholder with a simple message: “I want this meeting to be worth your time.” You’ll get more replies than you think.
JUST DO THIS: Pick one deal in your pipeline. Find a reason to call your champion today—and do it.

MICHELLE’S PATH TO PRESIDENT’S CLUB:

Commercial AE: 2X President’s Club winner with 11 consecutive fully ramped quarters at or above quota from day one as an AE.
AE to Commercial Manager: Promoted 5 times internally from SDR to Enterprise AE to Manager demonstrating consistent growth, adaptability, and long-term impact.
Commercial AE: In 8+ years, missed only 2 quarterly numbers

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

JOB LISTINGS

Never Negotiate Over Email (Do This Instead) | Bite-sized Tactics Jun 23, 2025

Show notes

Too many reps lose deals by trying to negotiate or explain everything over email. Michelle Cecil (Commercial Sales manager @ Procore) breaks down why you should never negotiate in writing—and what to do instead to win more deals.

You’ll learn:

How to use the "carrot on a stick" to earn live calls
Why delivering price live gives you an edge in negotiations
The #1 pre-meeting prep tactic to build trust and tailor demos
A better alternative to sending long, technical emails
The power of clarity and why less is more when answering questions

Whether you're handling pricing objections or prepping for a demo, this video will help you close more by picking up the phone.

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#471 - Show The Product on The First Call: The GENIUS High Velocity Sales Blueprint | Mallika Sahay Jun 19, 2025

Show notes

High velocity sales isn’t about rushing… it’s about precision, urgency, and clarity. In this episode, Mallika Sahay breaks down how to build a lightning-fast sales motion without sacrificing quality, trust, or control.

🎙 ACTIONABLE TAKEAWAYS:

Use a product story early — Instead of saving the demo, introduce a product story on the first call to create momentum and shorten deal cycles.
Track funnel-stage metrics — In high-velocity sales, monitor top, middle, and bottom funnel metrics closely to iterate quickly and stay on course.
Rethink your sales motion — Don’t copy-paste your current process. Start from first principles and align every step with the buyer’s decision journey.
Simplify pipeline reviews — Use just two key questions to assess deals: is there a real problem solver, and is there a clear path to closing?

MALLIKA’S PATH TO PRESIDENTS CLUB:

Sales Development Lead & Founder of SMB Sales @ Segment
Head of Sales @ Census
Startup Sales Lead @ Apollo
Chief of Staff & Product Manager

RESOURCES DISCUSSED:

Sales Process
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

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