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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:

#431 - How to Close $10M+ Deals & Make $1M W-2 | Ian Koniak Feb 25, 2025

Show notes

FOUR ACTIONABLE TAKEAWAYS

Create a Not-To-Do List: Identify low-value tasks to eliminate instead of just adding more effort. Free up time for strategic activities like prospecting and closing.
Prioritize RGAs: Focus only on activities that create new pipeline or advance existing deals. Everything else is a distraction.
Enterprise Deal Timeline: Q1 is for building a POV and landing initial meetings. Q2 is for discovery and securing an executive sponsor. Q3 is for proposal, negotiation, and procurement. Q4 is for closing.
Rule of 100 for Enterprise Outreach: Target the top 20% of accounts with high potential. Reach out to 10 executives with at least 10 touches each—totaling 100 strategic touchpoints per account.

PATH TO PRESIDENT’S CLUB

Founder of Ian Koniak sales training/consulting
Strategic Account Director @ Salesforce.com
Director of Sales @ Ricoh

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#430 - Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of Fame Feb 24, 2025

Show notes

ACTIONABLE TAKEAWAYS:

Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp.
Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first.
Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action plans and the paper process.
Consistent Review Rhythm: Reps update pipelines Monday, managers review Tuesday, deal reviews happen Wednesday, and Eleanor finalizes calls Thursday.

ELEANOR'S PATH TO PRESIDENTS CLUB:

Head of Sales @ Retool
Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment
Global Head of Commercial Renewals and Retention @ Segment
Head of Customer Success and Solutions engineering @ Clever Inc

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#429 - How to Push Top Performers Without Losing Them | Alex Kremer Feb 20, 2025

Show notes

ACTIONABLE TAKEAWAYS:

Understand Rep Motivation: Identify what drives each rep—money, career growth, or exploration—then get their permission to push them toward that goal, laying the foundation for future coaching.
Call Out the Situation First: Before changing a rep’s behavior, acknowledge the dynamic at play so both parties are aligned. This prevents resistance and confusion.
Leverage Top Performers: Coach high performers by challenging them to reach the next level and putting them in the spotlight to lead trainings, reinforcing best practices for the team.
Coach in Buckets: Break down calls into sections and ensure reps get the fundamentals right before refining their style, making feedback more structured and actionable.

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

#428 - Why Buyers HATE Your Sales Process | Jake Dunlap Feb 18, 2025

Show notes

FOUR ACTIONABLE TAKEAWAYS

Understand the VEX Scale: Classify prospects as Vetted (using a competitor), Educated (familiar but undecided), Cold (new to the space), or Self-Service. Tailor your approach accordingly.
Ask About Their Journey: Send an email upfront asking where they are in their learning process. This helps you position the conversation at the right level.
Skip Basic Discovery for Vetted Prospects: If they already use a competitor, focus on their current solution’s gaps and ideal outcomes instead of re-explaining the category.
Avoid Restarting Discovery: When new stakeholders join later calls, recap prior findings first, then ask how those problems impact their specific role.

JAKE'S PATH TO PRESIDENT’S CLUB

CEO @ Skaled Consulting
VP Sales @ Nowait, Inc. (acquired by Yelp)
Head of Sales & Customer Success @ Chartbeat
Vice President of Sales, Success, and Sales Operations @ Glassdoor

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#427 - How to Use AI For Prospecting | Kyle Coleman | 30MPC Hall of Fame Feb 17, 2025

Show notes

ACTIONABLE TAKEAWAYS:

Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions.
Double Personalize Outreach: Combine company-specific observations with industry trends to create messaging that feels hyper-relevant.
Build a Strategic Research Framework: Create a table to map key initiatives (e.g., IPO readiness) on one side and sources of information (e.g., 10-K reports, CEO interviews, press releases) on the other.
Leverage AI for Efficiency: Use tools like ChatGPT or Copy AI to analyze information from sources like job postings, financial documents, or industry trends.

KYLE'S PATH TO PRESIDENT'S CLUB:

CMO @ Copy.ai
CMO @ Clari
VP, Revenue Growth & Enablement @ Clari
Director Sales Development & Enablement @ Clari
Sr. Director Sales Development & Optimization @ Looker

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#426 - Stop Hiring the Wrong People, Use This Interview Structure Instead | Kevin "KD" Dorsey Feb 13, 2025

Show notes

FOUR ACTIONABLE TAKEAWAYS

Interview Kits for Prep: Send candidates an interview kit outlining expectations, key questions, and details on interviewers. Poor answers indicate lack of prep or poor fit.
Evidence-Based Questions Only: Avoid hypotheticals. Ask for proof of past performance (P.O.P.) to assess real experience and capabilities.
Screening Videos Save Time: Require a three-minute video on a key trait (e.g., perseverance). Evaluate clarity, instructions-following, and presentation skills before a live interview.
Live Deal Review Test: Have candidates walk through a real deal they closed. Assess how they sourced, ran discovery, demoed, and closed, treating it like an actual deal review.

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

#425 - The AI Playbook for Sales: How to Book More Meetings & Close More Deals With AI | Jake Dunlap Feb 11, 2025

Show notes

FOUR ACTIONABLE TAKEAWAYS

ChatGPT Research Triangle: Before outreach, prompt ChatGPT with the industry (including sub-industry), job title, and your product’s value. This ensures messaging aligns with trends relevant to the prospect.
Use Industry Jargon: Ask ChatGPT for insider terminology that VPs in specific industries use. This makes your messaging sound more credible and tailored to their world.
Refine Email Sequences: Provide ChatGPT with your email templates and ask it to integrate industry-specific revenue drivers. This keeps messaging structured while adding personalization.
Smarter Discovery Questions: Use ChatGPT insights to refine questions that demonstrate expertise. Instead of generic asks, tailor them to industry trends and job-specific challenges.

PATH TO PRESIDENT’S CLUB

CEO @ Skaled Consulting
VP Sales @ Nowait, Inc. (acquired by Yelp)
Head of Sales & Customer Success @ Chartbeat
Vice President of Sales, Success, and Sales Operations @ Glassdoor

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#424 - Using Intent Signals in Cold Outreach | Florin Tatulea | 30MPC Hall of Fame Feb 10, 2025

Show notes

ACTIONABLE TAKEAWAYS:

Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach.
Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment.
Effective Personalization: Don’t rely on signals alone; combine them with company insights to craft personalized, compelling outreach.
80/20 Email Framework: Provide reps with an 80% completed template (signal, company insight, ideal state, light CTA), letting them personalize the final 20%.

FLORIN'S PATH TO PRESIDENTS CLUB:

Head of Sales Development @ Common Room
Director of Sales @ Barley
Senior Manager, Sales Development @ Loopio
Manager, Sales Development @ Loopio

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#423 - How to Fix a Broken Sales Org in 90 Days | Kevin "KD" Dorsey Feb 06, 2025

Show notes

FOUR ACTIONABLE TAKEAWAYS

Focus on High-Impact Problems: Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues.
Leverage 2x Multipliers: Target improvements that can double key metrics rather than marginal gains. Align leadership early so they understand why other issues aren’t top priority.
Weekly Wiggle Wednesdays: Hold a one-hour leadership meeting to refine sales tactics. Use the four D’s: define, document, demonstrate, and deliberately practice new strategies.
Transparent 1:1 Tracking: Link manager-rep 1:1 docs to the director’s 1:1 doc. Track each rep’s key metric, issue diagnosis, and growth plan for better coaching visibility.

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

#422 - How to Open & Close More Deals With Key Accounts | Maddy Jackson Feb 04, 2025

Show notes

ACTIONABLE TAKEAWAYS:

Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about.
Funding Intent Matters: Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal.
AE & SDR Account Strategy: AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance.
Account Tiering System: Rank accounts as green (30-50), yellow (130), or red (30-50) based on deal size and buying likelihood to prioritize outreach effectively.

MADDY'S PATH TO PRESIDENTS CLUB:

Account Executive @ Webflow
Account Executive @ SafeGraph
Account Executive @ Procore Technologies
Account Executive @ Procore Technologies
Senior Business Development Rep @ Procore

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

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