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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:

#440 - How to Help Your Team Find & Leverage Warm Referrals | Kelvin Sims Mar 20, 2025

Show notes

Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course

FOUR ACTIONABLE TAKEAWAYS

Establish a Clear Reference Policy: Without a structured reference policy, reference calls become chaotic, frustrating customers and reps alike. Set clear guidelines to manage them effectively.
Optimize the Time Between Meetings: Sales doesn’t just happen in meetings. Define clear steps for reps to take between meetings to maintain momentum and advance deals.
Leverage Your Network for Referrals: Take a list of active discovery calls, cross-reference with Sales Navigator, and identify referral opportunities from leadership, investors, and past customers.
Strategically Introduce Connections: If a referral is strong, facilitate an immediate intro. If weaker, have the AE use it as a warm door opener to build rapport before making the ask.

KELVIN'S PATH TO PRESIDENT’S CLUB

Sr Sales Manager @ Vitally.io
Sales Manager @ Vitally.io
Sales Manager @ Drift
Manager, Renewals & Account Management @ Drift

RESOURCES DISCUSSED

Read: Join our weekly newsletter
Steal: Templates, drips, scripts

30MPC Training: 30mpc.com/training

#439 - Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey Mar 18, 2025

Show notes

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST

https://www.30mpc.com/course/discovery-course

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FOUR ACTIONABLE TAKEAWAYS

Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask.
Don’t Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet.
Three Levels of Problem Questions: First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency.
Use Questions with Leads: Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor.

KD'S PATH TO PRESIDENT’S CLUB

CRO @ Finally
SVP of Sales and Partnerships @ Bench Accounting
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation

RESOURCES DISCUSSED

Read: Join our weekly newsletter
Steal: Templates, drips, scripts

30MPC Training: 30mpc.com/training

#438 - Delivering Pricing Like a Pro | Belal Batrawy | 30MPC Hall of Fame Mar 17, 2025

Show notes

Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course

ACTIONABLE TAKEAWAYS:

Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making.
Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages.
Present Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock.
Use Strategic Comparisons: Position your premium option near a slightly lower-tier offer to make it an attractive choice, while avoiding comparisons to much cheaper options.

BELAL'S PATH TO PRESIDENT'S CLUB

Founder @ LearnToSell.io
Head of Sales @ GTM Buddy
Enterprise Account Executive @ ClearBit
Head of Business Development @ BioIQ

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#437 - The Coaching Blueprint: How to Develop Reps Like a Pro Leader | Adam Carroll Mar 13, 2025

Show notes

Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course

ACTIONABLE TAKEAWAYS:

Give Immediate Feedback: Don’t wait until later—debrief with reps right after a call while the details are fresh. Sales has lost this habit with back-to-back Zoom meetings, but it’s critical for development.
Create a Coaching Cadence: If you don’t set a structured coaching schedule, it likely won’t happen consistently. Define clear coaching sessions, including frequency and focus, to ensure real progress.
Structure Call Reviews: Block two hours weekly to review calls. Assign themes (e.g., discovery, negotiation), require reps to provide timestamps, and have them self-diagnose before your feedback.
Expand Practice Beyond Role Plays: Role plays aren’t the only way to improve. Have reps document key impact questions, map org charts for multithreading, or identify missing stakeholders in deals.

CHARLES' PATH TO PRESIDENTS CLUB

Founder @ Carroll Sales Consulting
VP of Enterprise Sales @ FullStory
Head of Enterprise & Strategic Sales @ Recurly
Sales Director @ NewsCred

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#436 - How to Make Prospects Open Up Without Feeling Pressured | Charles Muhlbauer Mar 11, 2025

Show notes

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST

https://www.30mpc.com/course/discovery-course

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ACTIONABLE TAKEAWAYS:

Use Humbling Disclaimers: Preface tough questions with softening statements like, “I’m not quite sure how to ask this,” or “This might feel direct.” It lowers defensiveness and makes hard questions land better.
Dig Into Prospect Rumblings: Prospects often hint at problems rather than state them outright. Listen for vague concerns and use a humbling disclaimer to drill deeper into the real issue.
Refine Bucket Questions: Instead of stating, “Every CRO faces these three problems,” add nuance: “Many CROs I speak with mention challenges like…” This avoids defensiveness and keeps the conversation open.
Follow a Clear Flow: Get permission to ask questions, surface problems without assumptions, prompt for real examples, then use humbling disclaimers to quantify impact without making prospects uncomfortable.

CHARLES' PATH TO PRESIDENTS CLUB

Founder @ DiscoveryCoach.io
Sales Enablement Manager @ AlphaSense
Lead Revenue Enablement Manager @ CB Insights
Senior Sales Training Manager @ CB Insights

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

How To Set Next Steps In Sales With The 5 Minute Drill Mar 10, 2025

Show notes

There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing.

🛑 Bad: Never setting next steps

🟡 Okay: Setting steps on every deal

🟢 Good: Setting steps on REAL deals

Instead, first determine if the deal is worth setting next steps with at all. Then, you should recommend the appropriate next step, but only if your prospects have proven that it's worth keeping them in your pipeline.

That's where the Five Minute Drill comes in: Three questions you can ask at the end of every single call to determine if and how you set a next step.

𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 1: 𝐃𝐨 𝐘𝐨𝐮 𝐖𝐚𝐧𝐧𝐚 𝐁𝐮𝐲?

If you can practice ONE THING, it's this. Any time you offer a demo, a pilot, a proposal, you are giving your time away to a prospect.

And that's fine. But only if you get something in return.

If you're investing more time with them, you should expect that they won't waste it and affirm that this is actually leading somewhere.

𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 2: 𝐖𝐡𝐞𝐧 𝐝𝐨 𝐲𝐨𝐮 𝐰𝐚𝐧𝐧𝐚 𝐛𝐮𝐲?

You can't properly suggest a next step until you understand their timeline to solve the problem we just agreed upon.

If they want to solve this problem in 3 weeks, we'll use their answer to drive far more urgency than if this weren't a problem to solve for 6 months.

𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 3: 𝐇𝐨𝐰 𝐝𝐨 𝐲𝐨𝐮 𝐰𝐚𝐧𝐧𝐚 𝐛𝐮𝐲.

Guess what, the last question isn't a question.

You should always suggest and confirm next steps because you've sold your software far more times than they've bought it.

Frame your ask in terms of their best interest, not yours. Based on what you learned in the first two questions: what is the next step you need to take to solve their problem by the time they want it solved?

And don't just suggest one next step, suggest next-next steps so they explicitly buy into a sales process, not a free 60 minute demo.

Full breakdown of the 5 minute drill: https://www.30mpc.com/newsletter/how-to-set-next-steps-in-sales-with-the-5-minute-drill

Join our weekly newsletter: https://hubs.li/Q02NJQ8p0

Things you can steal: https://linktr.ee/30mpc_youtube

#30Minutestopresidentsclub #30mpc

30MPC Training: 30mpc.com/training

#435 - How to Coach Your Reps Like a Top 1% Sales Leader | Alex Kremer Mar 06, 2025

Show notes

ACTIONABLE TAKEAWAYS:

No Last-Minute Coaching: Avoid changing a rep’s game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome.
Stick to One Coaching Theme: Don’t introduce a new area of improvement after every call. Focus feedback on a consistent theme to drive real progress.
Align on Call Emotion: Before a discovery call, ask your rep how they want the prospect to feel. This sets the right tone and helps shape their delivery.
Know Your Role in Calls: As a manager, decide if you’re leading, coaching, or just reading the room. Adapt based on the rep’s experience level and the call type.

ALEX'S PATH TO PRESIDENT'S CLUB:

Founder & CEO @ Alluviance
Director of Sales Commercial @ Outreach
Director of Sales Corporate @ Outreach
Territory Account Executive @ Microsoft

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#434 - Fancy Discovery Questions Don’t Work (Ask These Qs Instead) | Keenan Mar 04, 2025

Show notes

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST

https://www.30mpc.com/course/discovery-course

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ACTIONABLE TAKEAWAYS:

Deflect Product Questions Early: When a prospect asks about your product upfront, redirect by asking what’s happening in their business that made them look in the first place. Avoid the trap of leading with features.
Reduce Technical Objections: If a prospect fixates on a small technical blocker, refocus on the bigger business problem. Aligning on major pain points can make minor technical concerns less of a deal-breaker.
Dig Beyond Surface Problems: Low win rates aren’t the real problem. The true impact is missing revenue targets, losing reps, or struggling to hit quota. Always tie issues to business consequences.
Identify the Root Cause Before Solving: Before proposing solutions, confirm the real problem, its impact, and the root cause. Then present your solution in a way that connects all three.

KEENAN'S PATH TO PRESIDENTS CLUB:

CEO @ A Sales Growth Company
Author of Gap Selling
VP of Sales @ 2Wire
VP of Sales @ Avaya

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#433 - Challenger Sales Mistakes | Dan Flood | 30MPC Hall of Fame Mar 03, 2025

Show notes

ACTIONABLE TAKEAWAYS:

Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion.
Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged.
Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust.
Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options.

DAN'S PATH TO PRESIDENTS CLUB:

Senior Vice President of Global Sales @ Challenger
VP of Sales, Account Management @ Challenger
VP of Sales, Major Accounts @ Challenger
Managing Vice President, Sales & Community @ Evanta

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#432 - The Art & Science of Quota Setting: Get It Right or Lose Your Team | 30MPC Playbook (Lead) Feb 27, 2025

Show notes

PLAYBOOK TAKEAWAYS:

Aim for 70% attainment and 70% participation to create a winning culture.
Avoid feast-or-famine environments where only a few reps succeed.
Use historical data to set quotas based on pipeline, win rates, and deal size.
Every quota increase must be backed by an investment in pipeline, win rates, or deal size.
Revisit quotas once per year, unless there’s a massive skew in attainment.
Communicate quota changes with transparency and clear justification.
Avoid high attainment with low participation, which creates resentment and turnover.
Quota planning should be a business decision, not just a sales decision.
Keep top reps busy before adding more headcount to avoid diluting pipeline.
Simple, fair comp plans drive engagement and motivation.

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

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