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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:

#411 - The No-Exception Rule That Every Sales Leader Needs to Adopt ASAP | Eleanor Dorfman Jan 09, 2025

Show notes

ACTIONABLE TAKEAWAYS:

SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework.
Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency.
The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star.
Customer-First Processes: Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs.

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

#410 - The Problem Proposition (Tone + Real Call Reviews) | Cold Calls to President's Club Course Preview Part 2 Jan 08, 2025

Show notes

The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10):

https://clubpass.30mpc.com/cold-calls-to-presidents-club

Actionable Takeaways

The biggest mistake in The Problem Proposition: going through the motions instead of joining the pain.
Join the ridiculousness of the triggering problem.
Almost brush over your one-sentence solution.
Shrug your shoulders during the interest-based CTA.

30MPC Training: 30mpc.com/training

#409 - The Problem Proposition (Methodology) | Cold Calls to President's Club Course Preview Part 1 Jan 08, 2025

Show notes

The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10):

https://clubpass.30mpc.com/cold-calls-to-presidents-club

Actionable Takeaways

No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem.
Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory.
One-Sentence Solution. If you get the problem right, all you need is one sentence to explain your solution (we do X so that the problem goes away).
Interest-Based CTA. Validate their interest before you ask for the meeting, using softening language, no-based questions, and mini push-aways.

30MPC Training: 30mpc.com/training

#408 - Why Most Salespeople Fail at Discovery Calls (And How To Fix It) | Mark Nietzel Jan 07, 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

Product Roadmap: Q1 2025 (Club Pass, New Club Member, Pipe Gen Teardowns) Jan 06, 2025

Show notes

RESOURCES DISCUSSED:

Club Pass (Course & Community)

Johnny Larson (New Club Member)

Johnny's Past Episodes:

Q1 Tactic Teardowns (Sales Nav, Pitch Script)

30MPC Training: 30mpc.com/training

#407 - How to Measure Sales Team Metrics Without Micromanaging | John Sherer Jan 02, 2025

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS:

Simplify Dashboards: Skip filters and create pre-built reports for dashboards. It saves time and provides clearer insights without extra clicks.
Trim CRM Fields: Remove unused CRM fields. If you’re not reporting on them or they’re filled with junk data, they’re just slowing you down.
Analyze Mature Pipeline: For accurate win rates, focus on qualified deals created in earlier quarters. Allow time for deals to mature before assessing.
Core Metrics Dashboard: Track four key metrics—intro meetings, late-stage deals, win rates, and inbound versus outbound pipeline.

JOHN'S PATH TO PRESIDENT’S CLUB

COO @ Growth Assistant
VP of Sales @ Lattice
Sales Director @ Lattice
VP of Sales @ Appcues

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#406 - The Top 15 Tactics from 2024 Dec 31, 2024

Show notes

The top 15 sales tips shared on the podcast in 2024 (full episodes linked below)

Prospecting Best Practices:

Discovery & Sales Process Best Practices:

Leadership Best Practices:

Thanks sellers for tuning in this year! See you in 2025 with more of the most actionable tips in sales, be sure to subscribe to our weekly newsletter here.

30MPC Training: 30mpc.com/training

#405 - How to Ask BETTER Sales Questions | Charles Muhlbauer | 30MPC Hall of Fame Dec 30, 2024

Show notes

Enjoy this clip from episode 247 w/ Charles Muhlbauer

ACTIONABLE TAKEAWAYS

Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact
Find out if the problem is known and cared about across the company or just by one person
Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured
Position involving decision-makers as beneficial for them, making it easier to get in front of power

PATH TO PRESIDENT’S 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

#404 - Key Traits to Look for in Elite Sales Reps | Andrew Johnston Dec 26, 2024

Show notes

ACTIONABLE TAKEAWAYS

Prioritize Storytelling: Assess storytelling skills during interviews and coach reps on it. It's a foundational human communication skill that drives sales success.
Evaluate Questions Asked: Learn as much from the questions a rep asks as you do from their answers. It reveals their curiosity and understanding.
Mock Pitch Preparation: Let candidates pitch your product with basic information provided, such as target personas, company size, and common challenges. Avoid setting them up to fail.
Grade with Context: When evaluating candidates, adjust expectations. Benchmark them one level lower than your top AEs to account for their lack of product knowledge.

ANDREWS'S PATH TO PRESIDENTS CLUB:

Head of Sales @ Superhuman
Sr Director of Sales @ Scale AI
Head of Global Email Sales & GTM @ Twilio
Manager Enterprise Sales @ Twilio

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#403 - How to Run a Perfect Proof of Concept | Deren Rehr-Davis Dec 24, 2024

Show notes

ACTIONABLE TAKEAWAYS

Leverage POC Momentum: Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal.
Involve Executives in POCs: Require VP-level involvement for POCs. Share examples of risks when executives are excluded to build alignment and trust.
Confirm POC Entry Criteria: Secure problem agreement, power alignment, and price understanding before starting a POC to avoid misalignment.
Set Realistic Exit Goals: Use achievable metrics, like output benchmarks, within the POC timeframe. Avoid long-term criteria that extend beyond the POC.

DEREN'S PATH TO PRESIDENTS CLUB

SVP of Sales @ JustCall
VP WW Sales @ Ambassador Labs
Global Head of Data Analytics Sales @ Google
Head of Looker North American Sales @ Google

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

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