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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:

The $30M One-Pager: How Top Reps Build Business Cases That Actually Close | Bite-Sized Tactics Jun 02, 2025

Show notes

Nate’s Business Case Template

One of the largest deals Nate (Co-Founder @ Fluint & Chief Growth Office @ Global Venture Network) ever closed—$30M—was won with a single, unbranded page. No logos. No design. Just black text on white paper. Why? Because it felt internal to the customer—not like a vendor pitch. The structure? Just 5 parts: 1. Priority-Driven Headline – Use the exec’s own language 2. Problem Statement – Frame the problem in a way that aligns with what you uniquely solve 3. Recommended Approach – Highlight 3 key things only you can do differently 4. Target Outcomes – Flip the problem into clear, metric-driven results 5. Required Investment – Be honest about time, money, and effort—don’t minimize it The key? Anchor the entire narrative in what the executive already cares about. If it sounds like an internal initiative, it gets bought in like one.

RESOURCES DISCUSSED

⁠⁠⁠Join our weekly newsletter⁠⁠⁠⁠

⁠⁠⁠Things you can steal⁠⁠⁠

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

Nate's Business Case

30MPC Training: 30mpc.com/training

Stop Asking for Meetings in Cold Emails: How to Warm Up Buyers with Value | Bite-Sized Tactics May 30, 2025

Show notes

If your first cold email asks for a meeting—you’re doing it wrong.

In this video, Mark Kosoglow (Co-Founder/CEO @ OperatorChief + Revenue Officer @ Catalyst Software) breaks down a smarter outbound strategy: how to warm up buyers by educating them instead of pitching them.

Whether you're an SDR, AE, or founder doing founder-led sales, this framework will help you increase reply rates and book more qualified meetings.

RESOURCES DISCUSSED:

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

30MPC Training: 30mpc.com/training

#465 - What Great Sales Teams DO DIFFERENTLY: Pain Chain First, Outbound Second | Mark Kosoglow May 29, 2025

Show notes

Mark Kosoglow reveals why most outbound fails before it even starts and how identifying the pain chain can radically improve your team’s results.

🎙 ACTIONABLE TAKEAWAYS:

Define your ICP by real problems, not just data, to find the right prospects.
Understand where prospects are in the buyer’s journey before asking for meetings.
Use a “pain chain” of educational messages to move prospects from unaware to aware.
Offer valuable insights or audits instead of just asking for meetings.

MARK’S PATH TO PRESIDENTS CLUB:

Co-Founder/CEO @ Operator
Chief Revenue Officer @ Catalyst Software

RESOURCES DISCUSSED:

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

30MPC Training: 30mpc.com/training

#464 - The 10 Brutal Cold Calling Lessons You NEED to Learn Today | 30MPC Playbook (Sell) May 27, 2025

Show notes

This is a 30 minute masterclass on the 10 lessons every rep needs to know when it comes to cold calling.

Armand and Nick walk you through five lessons each that will leave you feeling ready to put in the work and pick up the phones!

✅ Inside this episode:

You learn how to navigate rejection from a single person and find an alternative route through other people in the company to close the deal
How to improve your script when you’re struggling
Handling rude responses and understanding they’re going to happen regardless, you’re doing nothing wrong!
How to get someone’s attention (Hint: It’s not, “How’s your day going?”
You get to say silly things on cold calls, as long as you do it with confidence!

RESOURCES DISCUSSED:

Join our weekly newsletter
Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Benchmark yourself against baseline cold call metrics

30MPC Training: 30mpc.com/training

#463 - Steal Alex Kremer’s 1-Minute Routine to TRANSFORM Your Sales Meetings | Alex Kremer May 22, 2025

Show notes

Alex Kremer shares tactical leadership strategies to help sales managers build engaged teams by using breath work for presence, empowering reps, and structuring effective 1:1s that drive results.

🎙 ACTIONABLE TAKEAWAYS:

Your vision shapes who you become today and guides the actions you take right now.
Regularly asking your reps why they are at the company helps uncover their true motivations and commitment.
Effective team meetings follow a clear structure: start with breathwork, then focus on vision, shoutouts, revenue tracking, and finish with pipeline and KPIs.
Assigning “black belts” to lead skill trainings boosts engagement, helps reps learn better, and frees up leaders to focus on leading.

ALEX’S PATH TO PRESIDENTS CLUB:

Founder & CEO @ Alluviance
Host @ Rising Leader Podcast
Head of Sales @ Catalyst Software

RESOURCES DISCUSSED:

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

30MPC Training: 30mpc.com/training

How to Run Team Meetings That Actually Motivate Your Sales Team | Bite-Sized Tactics May 21, 2025

Show notes

Most leaders treat team meetings like a routine checklist, but they’re one of the few moments you have everyone’s full attention each week. Here’s how Alex Kremer (founder & CEO @ Alluviance) keeps his team motivated each time they meet:

Start with Presence
Get Your Team Involved
Connect the Dots to a Bigger Impact

The goal isn’t just to share numbers but to create a culture where your team feels valued and invested. Make your meetings a place for growth, not just updates.

Watch the full episode TOMORROW

ALEX’S PATH TO PRESIDENTS CLUB:

Founder & CEO @ Alluviance
Host @ Rising Leader Podcast
Head of Sales @ Catalyst Software

RESOURCES DISCUSSED:

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

30MPC Training: 30mpc.com/training

#462 - The Exact Strategy to Get Stakeholders to Say YES to 7-Figure Deals | Max Licht May 20, 2025

Show notes

Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators.

🎙 ACTIONABLE TAKEAWAYS:

Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths.
If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline.
Look for pain points or questions about flexibility as triggers to ask for a shadow session where the prospect demos their workflow.
Always balance the give-get in shadow sessions by offering specificity, implementation plans, or business case inputs in return.

MAX’S PATH TO PRESIDENTS CLUB:

Enterprise AE @ MaestroQA
#1 ACV & TCV @ Productiv
#1 SDR @ Zuora

RESOURCES DISCUSSED:

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

30MPC Training: 30mpc.com/training

Why Your Discovery Call Isn’t Finding Real Problems | Bite-Sized Tactics May 19, 2025

Show notes

Max Licht (Enterprise AE @ MaestroQA) breaks down his shadow-based discovery process. This technique goes beyond typical discovery calls, allowing you to witness firsthand where inefficiencies and bottlenecks are happening. 1. Identify the Painful Process - Research the customer's current workflow and tools (e.g., Excel, Salesforce) to understand the manual, time-consuming steps involved. - This reveals where inefficiencies exist, giving you a clear picture of the pain your solution can alleviate. It also helps you identify the "drag them through the glass" moments where the pain is most acute, which is critical for building urgency. 2. Set Up the Shadowing Session - Frame the shadow as a collaborative step to fully understand their process. Instead of just making claims, say something like, *“Before I make any promises, I want to fully understand your current reporting process to see where we can add the most value.”* - This approach shifts the focus from selling to problem-solving, making you a trusted partner rather than just a vendor. It also sets the stage for a more meaningful business case. 3. Conduct the Shadow - Watch the prospect use their current tools and processes. Take notes, capture screenshots, and pay attention to friction points, inefficiencies, and workarounds they rely on. - Seeing the workflow in action often reveals unspoken pain points and limitations that even the prospect might not articulate in a standard discovery call. This firsthand observation helps you tailor your pitch to the reality of their day-to-day work. 4. Use Shadows to Build a Business Case - Use the insights gathered to frame your solution as a direct response to the pain points you observed. For example, highlight how your tool eliminates specific inefficiencies, reduces manual steps, or streamlines complex reporting. - This concrete evidence makes your pitch more credible and aligns your solution directly with their business goals, increasing the likelihood of internal buy-in. 5. Follow Up Strategically - After the shadow, summarize your findings in a follow-up email or meeting, highlighting specific pain points you observed and how your solution can address them. Use this to drive urgency and move the deal forward. - This reinforces your credibility as a problem-solver and keeps the conversation anchored in real, observed issues, rather than hypothetical value propositions. 6. Use the Shadow as a Catalyst for Future Conversations - Reference specific pain points in later stages of the sales cycle, using them to frame your solution as a clear, tangible fix for their current frustrations. - This approach keeps the focus on solving their problems, reducing friction in the decision-making process and increasing the likelihood of a successful close.

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#461 - How to Run a Lightning-Fast Pipeline Review That Actually Works | Mark Nietzel May 15, 2025

Show notes

Mark Nietzel returns with the exact systems he used to lead his team to 110% of quota and earn a President’s Club trip to Barcelona. This episode is a tactical blueprint for pipeline accountability, deal progression, and how leaders can maximize the impact of onsites.

🎙 ACTIONABLE TAKEAWAYS:

Use the Lightning Pipeline Review to pressure-test deals with binary yes/no answers on key criteria.
Enforce weekly pipeline trackers so reps forecast and explain exactly how they’ll build and progress pipe.
Role play every critical conversation—even if it’s five minutes before the call—to eliminate flubs.
Prioritize onsite visits between discovery and proposal to accelerate cycles or revive stalled deals.

MARK NIETZEL’S PATH TO PRESIDENT’S CLUB:

Commercial Sales Manager @ Procore
Mid-Market Sales Manager @ Procore
Senior Account Executive @ Procore
Account Executive @ Procore

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#460 - How to Quantify Business Pain Without Feeling Salesy | Meredith Chandler May 13, 2025

Show notes

Get the official 30MPC Aligned Mutual Action Plan: https://30mpc.teamaligned.com/room/67a4ccb055dca14b5ff5be3a?avk=daf0c1b1e0bc

Quantifying business impact without triggering sales pressure is hard, but Meredith Chandler shows you exactly how to do it. From confident pricing to bulletproof ROI framing, this episode is a tactical masterclass.

🎙 ACTIONABLE TAKEAWAYS:

Use “Here’s why I’m asking” to frame quantifying questions as helpful, not self-serving
Every 2–3 questions, pause to show empathy and keep buyers emotionally engaged
Quantify time across four levels: direct time, opportunity cost, error cost, and ripple effect
Don’t oversell ROI, ask how much impact would justify the price, and anchor conservatively

MEREDITH’S PATH TO PRESIDENT’S CLUB:

Head of Sales @ Aligned
Head of Sales @ pclub
Sales Director @ CaptivateIQ
Head of Enterprise Sales @ SPIFF

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

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