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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:

#362 - Find Top 1% Sellers with Proven Outbound Recruiting Tactics (Armand Farrokh, 30MPC) Sep 26, 2024

Show notes

TOP ACTIONABLE SALES TAKEAWAYS:

Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections.
Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested.
Mini-pitch framework: Pitch by sharing your personal story, explaining your team’s philosophy, and highlighting what impressed you about the candidate.
Sell before screening: Don’t grill outbound candidates. Ask them to brag about what sets them apart, and judge their quality based on that.

ARMAND'S PATH TO PRESIDENTS CLUB:

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

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#361 - Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus) Sep 24, 2024

Show notes

Get our free Account Research toolkit

FOUR ACTIONABLE TAKEAWAYS

Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest.
Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights.
Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience more relevant.
Real-World Business Case: Use the results from the match test to build a realistic business case, avoiding inflated ROI figures and focusing on actual outcomes.

PATH TO PRESIDENT’S CLUB

Enterprise Account Executive @ Terminus
Account Executive, Mid-Market @ Yext
Senior AE, Partner @ Yext
Business Development Account Manager @ Worldwide Express

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

Product Roadmap: Q4 2024 (Course, Community, Content) Sep 23, 2024

Show notes

Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club.

Sales Course & Community

➥ Get on the waitlist: https://30mpc.com/course

➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy

❏ More 30MPC ❏

➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh

➥ Follow Nick on Twitter: https://twitter.com/NickCeg

➥ YouTube: https://www.youtube.com/@30MPC

➥ Tactic Teardowns: https://www.30mpc.com/teardown

➥ Follow on Instagram: https://www.instagram.com/30minutestopresidentsclub/

#30Minutestopresidentsclub #30mpc #bookoncoldcalling

30MPC Training: 30mpc.com/training

#360 - Lead Playbook: The Perfect 5-Stage Sales Process Sep 19, 2024

Show notes

Mark walks Armand through his step by step B2B sales process

MARK'S PATH TO PRESIDENT’S CLUB

Chief Revenue Officer @ Catalyst Software
Sr. Vice President of Global Sales @ Outreach
Regional Sales Director @ School Specialty Planning & Student Development
Sr. Account Management @ Great American Opportunities

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#359 - How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong) Sep 17, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact.
Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities.
Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager during discovery, director during the demo, and VP at the big team meeting.
Structured Sales Cycle: Brian’s sales process follows a clear path: discovery, demo, big team demo, pilot, and finally commercial negotiation.

PATH TO PRESIDENT’S CLUB

Senior Mid-Market Account Executive @ Gong
Mid-Market Account Executive @ Gong
Commercial Account Executive @ Gong
Senior Commercial Account Executive @ Gong
Enterprise Account Executive @ BrightEdge

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#358 - Hall of Fame: Maddy Jackson Sep 16, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations
Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle
Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them
When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?"

PATH TO PRESIDENT’S CLUB

Account Executive @ Webflow
Account Executive @ SafeGraph
Account Executive @ Procore Technologies

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#357 - How to Ask For The Meeting and Make Sure They Show Up (Tenbound Podcast) Sep 13, 2024

Show notes

This is an except from the Tenbound podcast with David Dulany

Check out the GTM podcast here: https://tenbound.com/podcasts/

30MPC Training: 30mpc.com/training

#356 - Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room) Sep 12, 2024

Show notes

ACTIONABLE TAKEAWAYS

Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals.
Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where you can have the biggest impact.
Assess the spacing between sales calls and find opportunities to consolidate steps or reduce gaps to shorten the sales cycle.
Introduce a structured proof of concept (POC) with three defined calls over 14 days, dictating trial activities and clear exit criteria for smoother decision-making.

CHRIS' PATH TO PRESIDENTS CLUB

Head of Commercial @ Common Room
Vice President of Sales @ Metadata
Head of Sales @ Metadata
Sr. Account Executive @ Metadata

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#355 - Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense) Sep 10, 2024

Show notes

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

#354 - Hall of Fame: Miles Kane Sep 09, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set.
Your customers have the answers. Talk to your customers.
Do not do the things that you're horrible at. Hire for the things that are not your strengths.
Invest your time in enablement. You and your reps should track how you win each deal for ongoing development.

PATH TO PRESIDENT’S CLUB

VP, Sales @ Tenderly
Founding Member, First Hires Program @ First Round Capital
Director, Enterprise Sales @ Drift
VP, Sales @ AltoCloud

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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