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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:

#343 - Sell Playbook: The 5 Most Common Cold Call Objections Aug 16, 2024

Show notes

Get our book on cold calling "Cold Calling Sucks (and that's why it works)"

Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them.

30MPC Training: 30mpc.com/training

#342 - Proven Methods for Coaching AEs to Master Discovery and Close More Deals (Sean Gentry, WebFlow) (Sean Gentry, WebFlow) Aug 15, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused.
Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays.
Assess early-stage deals by confirming if there's a recognized problem and if the prospect is willing to solve it with you.
Focus on evaluating large early-stage deals first during pipeline reviews, as they are often more crucial than late-stage deals.

PATH TO PRESIDENT’S CLUB

Sr. Manager, Corporate Sales @ Webflow
Course Instructor & Founding Member @ pclub.io
Customer-Led Growth Advisor @ Catalyst Software
Dir. of Sales @ Outreach

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#341 - Live Book Summary: Cold Calling Sucks (And That’s Why It Works) Aug 14, 2024

Show notes

Hey folks, today's the day.

The book is officially live and the digital version is only $1 until Friday.

You can get the book here :)

- From your two favorite 30MPC sales goons, Armand and Nick

30MPC Training: 30mpc.com/training

#340 - Master Parallel Selling Strategies to Speed Up Every Deal (Samantha McKenna, #samsales Consulting) Aug 13, 2024

Show notes

ACTIONABLE TAKEAWAYS:

Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction
Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal.
Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly.
Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers.

SAM'S PATH TO PRESIDENTS CLUB:

CEO @ Sam Sales
Head of Enterprise Sales @ LinkedIn
Vice President North America Sales @ ON24

30MPC Training: 30mpc.com/training

#339 - Hall of Fame: Will Padilla Aug 12, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation.
Not interested: Is it because you’re not interested in influencer software or is it something I said?
Who is this: Run right back into the permission-based opener again.
I hate cold calls: Try to set up a non-cold call and get out of their way.

PATH TO PRESIDENT’S CLUB

Senior Account Executive @ Inveterate
Sr. Account Executive @ GRIN
Sales Coach @ CourseCareers
Business Development Representative @ Connect Searh, LLC
Business Development Representative @ Arrive Logistics

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#338 - Sell Playbook: Value Propositions on Cold Calls Aug 09, 2024

Show notes

Get our book on cold calling "Cold Calling Sucks (and that's why it works)"

Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls

30MPC Training: 30mpc.com/training

#337 - How to Avoid Hiring the Wrong Sales Reps and Build a Winning Team (John Sherer, Growth Assistant) Aug 08, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales.
Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations.
If unsure about a hire, don't proceed. Second-guessing can lead to issues and regret.
Offer positions without negotiating compensation. Emphasize performance-based pay; top earners prove it on the leaderboard.

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

#336 - Asking The Right Questions on Cold Calls (Josh Braun, Braun Training) Aug 06, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap
When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state
Ask about specific situations to accurately identify the exact problems the prospect is facing
Learn and practice delivering problem stories that are tailored to each potential situation your buyers may be in

PATH TO PRESIDENT’S CLUB

Founder, Braun Training
Former Head of Sales @ Basecamp
Former VP of Inside Sales @ Jellyvision

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#335 - Hall of Fame: Sara Plowman Aug 05, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call.
Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects.
After your opener, go through the parts of your pitch, but end with an open-ended question.
You can either go into “That’s why we should meet” if they give you those three priorities or roll with the objection - “Let me tell you how we work alongside and supplement a recruiter.”

PATH TO PRESIDENT’S CLUB

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

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#334 - Sell Playbook: Cold Call Openers Aug 02, 2024

Show notes

Get our book on cold calling "Cold Calling Sucks (and that's why it works)"

Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls

30MPC Training: 30mpc.com/training

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