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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:

#459 - The One Dashboard Every Sales Leader Should Build | John Sherer | 30MPC Hall of Fame May 12, 2025

Show notes

Sales leaders—your CRM and dashboards are probably working against you. John Sherer shares tactical ways to clean the clutter, focus on the right metrics, and finally get reports that drive action (not confusion).

🎙 ACTIONABLE TAKEAWAYS:

Ditch filters—build dashboards with pre-saved reports so your team gets faster, cleaner insights.
Delete CRM fields that aren’t reported on or are full of junk to reduce noise and confusion.
Only analyze win rates on mature pipeline from prior quarters to avoid skewed conclusions.
Focus on four core metrics: intro meetings, late-stage deals, win rate, and inbound vs. outbound pipeline.

JOHN’S PATH TO PRESIDENT’S CLUB:
COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues

30MPC Training: 30mpc.com/training

RESOURCES DISCUSSED:

#458 - How to Deliver Hard News and Lead Through Tough Times | Patricia DuChene May 08, 2025

Show notes

FOUR ACTIONABLE TAKEAWAYS:

Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust.
Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate.
Create a lever cheat sheet for your sellers so they know what they can give (discounts, services) and what to ask for in return to protect deal value.
After major changes like a RIF, give the team a week to process, then reset expectations with managers leading the charge into the "new normal."

PATH TO PRESIDENT’S CLUB:

Chief Revenue Officer, Postal
VP of International Sales, Wrike
Senior Director of Sales, Wrike

RESOURCES DISCUSSED:
- Join our weekly newsletter
- Things you can steal
- Save $50 on any 30MPC course with code “PODCAST”
  
  30MPC Training: 30mpc.com/training

#457 - Say This to Start Discovery Calls with Instant Credibility | Jen Allen-Knuth May 06, 2025

Show notes

Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning.

🎙 ACTIONABLE TAKEAWAYS:

Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight.
Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems.
Mirror high-level goals and “before state” language to make case studies resonate more deeply.
Size the “status quo” problem by auditing lost pipeline, then use it to build urgency and buy-in.

JEN’S PATH TO PRESIDENT’S CLUB:
Founder @ Demand Gen Head of Growth @ Lavender Chief Evangelist @ Challenger Enterprise Sales Director @ Challenger

RESOURCES DISCUSSED:

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

30MPC Training: 30mpc.com/training

#456 - How to Hire Reps Who Actually Know How to Sell | Andrew Johnston | 30MPC Hall of Fame May 05, 2025

Show notes

🎙 ACTIONABLE TAKEAWAYS:

Coach reps on storytelling—it’s a foundational skill that improves every sales conversation.
Evaluate rep interview performance based on the questions they ask, not just their answers.
Run mock pitches with target persona info—test prep, not product knowledge.
Benchmark rep candidates one level below your best AEs to fairly assess potential.

ANDREW’S PATH TO PRESIDENT’S CLUB:
Head of Sales @ Superhuman Sr Director of Sales @ Scale AI Head of Global Email Sales & GTM @ Twilio
Manager Enterprise Sales @ Twilio

RESOURCES DISCUSSED:

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

30MPC Training: 30mpc.com/training

#455 - How to Build Rep Onboarding That Actually Sticks | Jonah Mandel May 01, 2025

Show notes

Guestie VP of Sales Jonah Mandel is back—and he’s bringing a battle-tested blueprint for leading a 60-person sales org. From onboarding frameworks to emotional pulse checks, this episode is a masterclass in scalable, high-intent leadership.

🎙 ACTIONABLE TAKEAWAYS:

Win the first 30 days or lose the next 300—structure onboarding to build lasting habits.
Idiot-proof dashboards so any leader can read them like a story, not a spreadsheet.
Track rep engagement by reverse-sorting Slack conversations and checking in every 6 weeks.
Use low-stakes "training leads" before letting reps handle high-revenue inbound.

JONAH MANDEL’S PATH TO PRESIDENT’S CLUB:
VP of Global Sales @ Guesty VP of Sales & Customer Success @ Capchase VP of Sales & Partnerships @ Alibaba Sales Manager @ ShopKeep

RESOURCES DISCUSSED:

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

30MPC Training: 30mpc.com/training

#454 - How to Control the Sale Without Sounding Pushy | Anthony Firenzi Apr 29, 2025

Show notes

FOUR ACTIONABLE TAKEAWAYS:

Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation
Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure
Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real business impact and executive priorities
Drive deal velocity without discounting by pre-scheduling the implementation call. Lock in post-sale steps early to create natural pressure toward closing

PATH TO PRESIDENT’S CLUB:

Head of Sales, Unified GTM
Strategic Accounts, Lattice
Enterprise Account Executive, Lattice
Mid-Market Account Executive, Lattice
Business Development Representative, Lattice

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#453 - How to Nail Large Sales Meetings | David Rosenstein | 30MPC Hall of Fame Apr 28, 2025

Show notes

ACTIONABLE TAKEAWAYS:

Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy.
Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground.
Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by design. Reframe it as a benefit aligned with the prospect’s goals.
Prep for Large Meetings: Divide the room strategically. Prep with your champion, pre-call each stakeholder, then personalize questions in the meeting to tailor the conversation.

DAVID'S PATH TO PRESIDENTS CLUB:

Senior Account Executive MM @ LinkedIn
Account Executive SMB @ LinkedIn
Sales Development Representative @ LinkedIn
Creator Manager @ LinkedIn

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training ⁠

#452 - How to Build a Cold Calling Culture | Colin Specter Apr 24, 2025

Show notes

FOUR ACTIONABLE TAKEAWAYS:

Schedule Everything: Cold call success starts with structure. Use scheduled power hours, follow-ups, and prospecting blocks to bring order and focus to your SDRs' day.
Create Rituals That Boost Energy: Host a weekly kickoff meeting to align the team, recognize wins, and run call reviews. Energy is everything—ritualize it.
Hold Reps to Input Standards: 150 dials per day is the expectation. If reps fall short, diagnose whether it’s a skill, will, or workflow issue and address it head-on.
Use Your Top Reps as the Spark: Find your believers and get them dialing in public. Team momentum starts with a few people on fire—and then it spreads.

COLIN'S PATH TO PRESIDENT’S CLUB:

SVP of Revenue, Orum
VP of Sales, Namely
Senior Director of Sales, Namely
Sales Manager, Zocdoc
Sales Executive, Zocdoc

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#451 - The Demo Framework That Actually Closes Deals | Robert Friedland Apr 22, 2025

Show notes

FOUR ACTIONABLE TAKEAWAYS

Assume your buyer has 60 seconds to pitch your product internally. When sending recaps or justification materials, skip the deck send 2–3 crisp bullets that clearly communicate the top reasons to buy.
Reset the agenda mid-call if needed. If a buyer jumps straight into content or things go off the rails, pause and suggest how to best use the remaining time. This keeps the call focused and productive.
Use a “vibey demo” to open, then do deeper discovery later. Morgan starts with a product overview to spark curiosity, then uses the second call to dig into what resonated and why—leading to richer discovery.
Reverse-engineer problems from product interest. When a buyer reacts positively to a feature, follow up with, “People usually want that because they’re struggling with X or Y—what’s going on in your world?”

PATH TO PRESIDENT’S CLUB

Sales Engineer @ Squint
Head of Solutions Architecture @ Pave
Field CTO @ Sisense
Sales Engineering Manager @ Sisense

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#450 - Be Upfront With Discovery | Mark Nietzel | 30MPC Hall of Fame Apr 21, 2025

Show notes

ACTIONABLE TAKEAWAYS:

Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome.
Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo.
Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further evaluation is worth their time.
Be Blunt About Goals: In rip-and-replace scenarios, state the stakes directly, like weighing the pain of switching versus the potential benefits. This disarming honesty builds trust.

MARK'S PATH TO PRESIDENTS CLUB:

Commercial Sales Manager @ Procore
Sales Manager, Emerging @ Procore
Enterprise Account Executive @ Procore
Senior Account Executive, Mid-Market @ Procore

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

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