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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:

#421 - How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame Feb 03, 2025

Show notes

ACTIONABLE TAKEAWAYS

Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better.
Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept.
Timeline Stack: Identify key timeline drivers, like contract end dates or business seasonality, to create urgency.
Turn Want into Why: During discovery, dig deeper to find the real business problem behind a customer’s desire for change.

JOHNNY'S PATH TO PRESIDENTS CLUB

Commercial Account Executive @ Talkdesk
Enterprise Sales Development Manager @Talkdesk
Team Lead, Enterprise Sales Development @ Mimeo
Enterprise SDR @ Mimeo

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#420 - How to Build the Perfect Sales Team, Role by Role | Mark, Nick, & Armand Jan 30, 2025

Show notes

Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows.

ACTIONABLE TAKEAWAYS:

Hire Builders First: Early sales hires should create processes, while later hires follow them.
CEO Sales Involvement: Founders should sell until they define the product and process, then transition to AEs.
Scaling Key Roles: Maintain a 1:1 AE to SDR ratio early, shifting to 2:1 later. Hire RevOps early; SE and enablement depend on need.
Manager & Director Timing: Keep managers at 8 reps max, stretching to 10-12 if needed. Delay director hires until managing at least three managers.

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#419 - No Champion, No Deal: How to Find and Develop Champions | Krysten Conner Jan 28, 2025

Show notes

ACTIONABLE TAKEAWAYS:

Align Messaging to Roles: End users want simplicity, managers focus on team metrics, and execs care about goals and risk. Match your message accordingly.
Use Credible Content: Share third-party sources like Gartner or HBR instead of only company case studies to build trust.
Amplify the Problem Early: Send data or insights highlighting the problem’s urgency in the early stages of the sales cycle.
Simplify Implementation Late: Provide resources like change management guides to ease rollout and reduce risk.

KRYSTEN'S PATH TO PRESIDENTS CLUB:

Founder @ KrystenConner.com
Enterprise Account Executive @ UserGems
Enterprise+ Account Executive @ Outreach
Enterprise Accounts, Financial Services @ Tableau Software
Strategic Accounts @ PowerSchool

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#418 - Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame Jan 27, 2025

Show notes

ACTIONABLE TAKEAWAYS:

Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity.
Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to think and respond meaningfully.
Master the Five Types of Tone: Use different tones—curious, confused, concerned, challenging, and playful—to guide conversations and elicit the right responses.
Challenge Prospects with a Direct Tone: A challenging tone helps push prospects to take action, especially when addressing tough issues like low-quality leads.

JEREMY'S PATH TO PRESIDENT'S CLUB:

Founder @ 7th Level
VP of Sales @ Pinnacle Security

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#417 - How to Train Teams on Discovery That Digs Deeper and Closes Bigger | Eleanor Dorfman Jan 23, 2025

Show notes

ACTIONABLE TAKEAWAYS:

Ban Product-Specific Language: Prohibit product-focused terms like "roles-based access" in deal reviews. Instead, prompt reps to explore the customer’s "why" behind their needs, driving better customer questioning and understanding.
Tie Incentives to Certifications: Require reps to complete critical certifications (e.g., discovery certification) to access desirable benefits, such as inbound leads, ensuring alignment between AE and leadership goals.
Consistency in Value Framework: Maintain your value selling framework across every sales stage—from discovery to demo to proposal—ensuring consistent messaging and alignment throughout the cycle.
Embed Framework into Processes: Update all sales processes, stages, and deal reviews to reflect new frameworks. Regularly reinforce these changes in weekly reviews to ensure training sticks and drives lasting behavior changes.

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

#416 - The Ultimate 5 Stage Sales Process to Speed Up Your Deals | 30MPC Playbook (Sell) Jan 21, 2025

Show notes

Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast.

Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward.

Stage 2 Solution Agreement: Confirm the solution addresses the agreed problem effectively.

Stage 3 Power Agreement: Secure buy-in from decision-makers and key stakeholders.

Stage 4 Commercial Agreement: Reach consensus on pricing, terms, and conditions.

Stage 5 Vendor Approval: Navigate internal processes to finalize and approve the deal.

Map these stages to your sales cycle, define clear exit criteria for each, and identify opportunities to combine calls or stages to accelerate deal velocity.

RESOURCES DISCUSSED:

Join our weekly newsletter

Things you can steal

30MPC Training: 30mpc.com/training

#415 - Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame Jan 20, 2025

Show notes

ACTIONABLE TAKEAWAYS:

In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it.
Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors.
When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses.
In rip-and-replace deals, emphasize key product gaps that significantly impact the business, and ensure decision-makers are committed to addressing them.

PATH TO PRESIDENT’S CLUB"

Founder & CEO @ Outbound Squad
Owner @ Jason Bay Consulting
Director of Marketing @ Chamber DS, Inc.
Marketing Director & Corporate Sales Trainer @ National Services Group, Inc.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#414 - The Sales Leader SKO Survival Guide | JD Miller Jan 16, 2025

Show notes

FOUR ACTIONABLE TAKEAWAYS:

Name Badge Optimization: Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge feel natural.
Post-SKO Follow-Up Plan: SKO momentum fades quickly. Implement a follow-up plan within days to sustain energy and carry it into the sales year.
Session Energy Management: Use high-energy sessions earlier when attention is stronger. Save interactive or fun activities for post-lunch when engagement dips.
Pre-Vet Presenters: Plan sessions a month in advance and require presenters to rehearse. Avoid costly, unpolished presentations that waste valuable sales time.

JD'S PATH TO PRESIDENTS CLUB:

Chief Revenue Officer @ Kantata
Chief Revenue Officer @ Motus
Managing Director @ Bravo Solution
Vice President, Americas @ Workplace Systems

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#413 - How to Reframe Objections as Strengths | David Rosenstein Jan 14, 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

#412 - How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame Jan 13, 2025

Show notes

Join John's Newsletter

FOUR ACTIONABLE TAKEAWAYS

Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that.
Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework.
Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion.
Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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