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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:

#353 - The Future of Outbound Sales (Topline Podcast) Sep 06, 2024

Show notes

This is an except from the Topline podcast with Sam, AJ, and Asad

Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast

30MPC Training: 30mpc.com/training

#352 - Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend) Sep 05, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue.
When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific date tied to an event.
Link the urgency of change to concrete events, such as a software switch, new hire, market trends, or growth initiatives like entering a new market.
Ask your reps key questions like when the economic buyer last bought something similar and who typically pays for software in their industry to ensure they understand the buyer’s decision-making process.

PATH TO PRESIDENT’S CLUB

Head of Sales, Retail @ Ascend
Strategic Account Manager @ Ascend
Strategic Accounts @ Sourcegraph
Head of Enterprise Sales @ Segment
Enterprise Sales Executive @ Braintree (a PayPal company)

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#351 - How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad) Sep 03, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP 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

#350 - Hall of Fame: Nick Casale Sep 02, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally.
Prep for your sales calls by understanding lookalike conversations your team has had in the past.
Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place.
Don’t say “AI” in your sales call. Instead, focus on the problem they want to solve and what they want to do.

PATH TO PRESIDENT’S CLUB

Co-Founder @ Handoffs
Director, Sales @ Sendoso
Manager, MM & ENT Sales @ Sendoso
Founding Account Executive @ Sendoso

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#349 - How to Navigate Firing, Hiring, and PIPs as a Leader (Ken Amar, Agoge Prospecting School) Aug 29, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding
Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission.
When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team.
Use a pod system (e.g., 4 AEs to 2 SDRs). This allows AEs to focus on key accounts while SDRs work on B and C tier accounts, generating additional meetings.

PATH TO PRESIDENT’S CLUB

Consultant @ Agoge Prospecting School
Director of Sales Development @ Vercel
Senior Manager of Sales Development @ Outreach
SDR Team Lead @ Outreach

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#348 - Mastering Multichannel Sales: How to Combine Cold Calls with Other Outreach (Sara Uy, Pareto) Aug 27, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes.
When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it.
After sending a LinkedIn video, start by asking, "What did you think of the video?" followed by "What didn't you like about the video?" to engage prospects.

Leverage your last interaction—whether it's a video, voicemail, or previous call—as the reason for your next outreach to create continuity and context.

PATH TO PRESIDENT’S CLUB

Sales Director @ Pareto
Senior Business Development Manager @ Pareto
Senior Account Executive @ Pareto
Account Executive @ Pareto
Business Development Representative @ Pareto

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#347 - Hall of Fame: Charles Muhlbauer Aug 26, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize.
If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest.
Don't chase tennis balls. Create equal footing by getting something before we just jump to giving.
Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every ask through “is this actually the best way for the buyer to get what they're looking for?”

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

#346 - 5 Steps to Become the Sales Leader That Inspires Your Team (David Priemer, Cerebral Selling) Aug 22, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Delegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload.
When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for.
Be transparent with your team about the reasons behind significant changes, such as quota increases or territory shifts, to help them understand and accept the decisions.
Create a safe environment for reps by making it acceptable to forecast low numbers if that’s the reality, with categories for worst-case, most likely, and best-case scenarios.

DAVID'S PATH TO PRESIDENT’S CLUB

Founder @ Cerebral Selling
Vice President of Sales @ Influitive
Vice President Commercial Sales @ Salesforce

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#345 - Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad) Aug 20, 2024

Show notes

Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#344 - Hall of Fame: Chase Macaione Aug 19, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer.
What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call.
Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing.
List out discovery questions to get people from high-level pain to deeper pain.

PATH TO PRESIDENT’S CLUB

Director of Commercial Sales @ Zip
Sales Director @ Celonis
Strategic Account Executive @ Celonis
Regional Sales Manager @ Oracle

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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