30 Minutes to President's Club | No-Nonsense Sales - TopPodcast.com

View Top 200 Chart

Back to Rankings Page

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:

#372 - (Special) Mastering Sales Tonality (Jeremy Miner, 7th Level) Oct 15, 2024

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

#371 - Hall of Fame: Shelby Ferson Oct 14, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

To learn about what’s going on in other parts of your organization, get on the email alias distribution lists.
Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal.
To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick one over the other?”
When dealing with technical buyers, always under promise so you don't lose credibility.

PATH TO PRESIDENT’S CLUB

Named Account Manager - Digital Natives UK @ Databricks
Named Account Manager - Digital Natives @ Databricks
Snr Manager, Commercial Sales, ANZ @ Databricks
Enterprise Account Executive @ Databricks

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#370 - Why You Should Still Cold Call (Make It Happen Mondays Podcast) Oct 11, 2024

Show notes

This is an except from the Make It Happen Mondays podcast with John Barrows

Check out John's weekly sales podcast here: https://podcasts.apple.com/us/podcast/make-it-happen-mondays-b2b-sales-talk-with-john-barrows/id1265697819

30MPC Training: 30mpc.com/training

#369 - How to Align Sales & Marketing for Predictable Pipeline Growth (Sonny Round, Panopto) Oct 10, 2024

Show notes

ACTIONABLE TAKEAWAYS:

80/20 Rule for Experimentation: Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos.
Track MQL to Reply Rates: Use the MQL to reply rate metric to gauge how well your messaging engages prospects.
Key Metrics for Pipeline Meetings: Focus on leads by source, conversion rates, meeting-to-op conversions, and total pipeline in every pipeline meeting.
Methodical Problem Solving: When top-of-funnel issues arise, fix one area at a time—start with accounts, then people, triggers, and finally messaging.

SONNY'S PATH TO PRESIDENTS CLUB:

Director of Global Sales Development @ Panopto
Senior Manager, Global Sales Developnent @ Sift
Sales Development Manager @ Sift
Manager, Account Development Team @ Mesosphere

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#368 - How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned) Oct 08, 2024

Show notes

Get our Aligned Mutual Action Plan: https://my.teamaligned.com/room/66b4e7890a28d88fac3b89ef/overview?avk=a9c030cf

FOUR ACTIONABLE TAKEAWAYS:

Know Your Solution – Understand the problems you solve, their root causes, and the demo paths before your discovery call.
Model Multiple Scenarios – Present "worst," "average," and "best" cases to appear more impartial and handle objections better.
Link Problems to Causes – Connect the buyer’s problem to its root cause and offer a solution that directly addresses it.
Demo Through Stories – Use storytelling in your demo to illustrate how your product fits into the user’s daily workflow, rather than just listing features.

GAL'S PATH TO PRESIDENTS CLUB:

CEO & Co-Founder @ Aligned
Chief Revenue Officer @ Anagog
VP Global Sales @ Syte
Director of Sales @ Sisense
Enterprise Account Executive @ Nanorep

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#367 - Hall of Fame: Chip Wooten Oct 07, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Find your prospect's birthday and then add them to your calendar to send thoughtful notes
If a competitor is faltering run a list report of all their customers and prospect them
If doing in-person office visits bring a gift to break the ice and leave a memorable impressions
If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward)

PATH TO PRESIDENT’S CLUB

Senior Mid-Market Account Executive @ Motive
Senior Commercial Account Executive @ Motive
Commercial Account Executive @ Motive
Sales Consultant & Benefits Advisor @ First Mainstreet
Account Executive @ Procore Technologies

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#366 - Cold Calling Sucks: Full Book Summary Oct 04, 2024

Show notes

Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)"

Order the book

30MPC Training: 30mpc.com/training

#365 - The Ultimate Guide to Effective Sales Call Reviews (Armand Farrokh) Oct 03, 2024

Show notes

TOP ACTIONABLE SALES TAKEAWAYS:

Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team.
Keep it punchy and efficient: Drive the screen share, skip small talk, and use the transcript instead of video to review sessions faster, aiming for under 30 minutes.
Prep before discovery calls: Reps should know the expected problem and who they’re meeting. Also, plan who they should meet with next after the call.
Three key questions: Focus on what the prospect said, what to ask next, and evaluate the rep's performance. Keep the discussion centered on these points.

ARMAND'S PATH TO PRESIDENTS CLUB:

Founder @ 30MPC
VP of Sales @ Pave
Director of Sales @ Carta

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#364 - Own the Sales Cycle: How to Take Command from Call One (John Barrows) Oct 01, 2024

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

#363 - Hall of Fame: Michelle Cecil Sep 30, 2024

Show notes

FOUR ACTIONABLE SALES TAKEAWAYS

Recognize your SE and team members who help you on deals & onsites
Call each attendee after a meeting to thank them for their time and ask them for their feedback
When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask
Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state

PATH TO PRESIDENT’S CLUB

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

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

Related Podcasts