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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:

#333 - Founder-Led Sales: Taking Your Startup to Market (Peter Kazanjy, Atrium) Aug 01, 2024

Show notes

FOUR ACTIONABLE FOUNDER TAKEAWAYS

Your first customers should come from the founder
Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are.
If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing them on as a pilot customer.
If you're not ready to solve the big problem yet, launch a customer advisory board. Offer a small amount of equity to early advisors who can help develop your product to the point where it can address a significant issue.

PETER'S PATH TO PRESIDENT’S CLUB

Co-Founder @ Atrium
Founder @ Modern Sales Pros
VP of Product @ Monster
Founder @ TalentBin (Acquired by Monster)

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#332 - Get Ahead of Deal Killers by Asking Buyers the Hard Questions Upfront (Steven Bryerton, ZoomInfo) Jul 30, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question.
Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team.
Avoid showing too much software to prevent prospects from associating the product with unnecessary features and higher costs.
Recap previous conversations and then ask the executive what you might have missed, ensuring you address their specific needs while demonstrating your product.

STEVEN'S PATH TO PRESIDENT’S CLUB

SVP of Sales @ ZoomInfo
VP of Sales @ ZoomInfo
Director of Sales @ ZoomInfo
Manager, Enterprise Sales @ ZoomInfo

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#331 - Hall of Fame: Ryan Reisert Jul 29, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Eat the frog by committing to prospecting first thing in the morning.
Handle objections differently with a ledge (ledge > disrupt statement > ask).
Handle ‘existing solution’ objections by offering value to keep the other guys honest.
Get past gatekeepers with respect, giving specific value, and providing social proof.

PATH TO PRESIDENTS CLUB

Head of Growth @ NeonPixel
CEO @ Phone Ready Leads
CEO @ Student of Sales
VP of Sales @ Booshaka

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#330 - The Daily Habits That Set Top Sales Leaders Apart (Jordan Chavez, Navan) Jul 25, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently
Always be recruiting (ABR) - Regularly connect with potential talent on LinkedIn to build relationships before you need to hire.
Designate specific days for different tasks - Monday for one-on-ones, Tuesday for outbound, Wednesday and Thursday for deal reviews, and Friday for forecasts.
Run outbound days, have reps target top C-level prospects and maintain a 45-day forecast with outreach tasks.

PATH TO PRESIDENT’S CLUB

Regional Director Mid-Market Sales @ Navan
Manager Commercial Sales @ Navan
Manager Growth Sales @ Navan
Enterprise Account Executive @ Navan

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#329 - Unlocking Buyer Pain Points While Engaging Key Stakeholders (Maddy Jackson, Webflow) Jul 23, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact.
Address pain points in other departments to accelerate deals and improve win rates.
Turn situations into problems by asking questions that highlight known pain points with competitors.
If ghosted late in the deal cycle, offer to email the next key contact directly to prompt a response.

PATH TO PRESIDENT’S CLUB

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

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#328 - Hall of Fame: Talha Husayn Jul 22, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations.
Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target.
Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona.
Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach.

PATH TO PRESIDENT’S CLUB

VP of Sales @ Orum
Account Executive @ Teamable Software
Head of Sales @ Neptune.io
Manager, Sales Development and Operations @ CloudVelox [Acquired by VMware]

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#327 - Sell Playbook: The Ultimate Cold Calling Masterclass Jul 19, 2024

Show notes

To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call.

From handling objections to organizing your calendar, this episode has got it all.

Pre-order a copy of our cold calling book and get it FIRST when it launches on August 14th, 2024

30MPC Training: 30mpc.com/training

#326 - Interview Smarter: Using Roleplays to Identify Top Sales Talent (Brooke Freedman, Chameleon) Jul 18, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs.
Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities.
Replaying specific parts of a role play multiple times can effectively demonstrate a candidate's coachability.
Hiring decisions should be unequivocally positive or negative, avoiding the temptation to settle for average candidates.

PATH TO PRESIDENT’S CLUB

VP of Sales @ Chameleon
Senior Director of Sales @ Drift
Senior Director of Sales @ Litmus
Sales Manager @ Litmus

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#325 - The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC) Jul 16, 2024

Show notes

TOP ACTIONABLE SALES TAKEAWAYS:

Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily.
Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins.
Act as if achieving approvals for concessions is difficult and uncertain, emphasizing the rarity and challenge of gaining internal approvals.
Finish negotiations in two parts if necessary, using options to force a final trade-off that emphasizes the value of each choice, encouraging a more strategic decision-making process.

ARMAND'S PATH TO PRESIDENTS CLUB:

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

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#324 - Hall of Fame: Will Padilla Jul 15, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

When asked for pricing early, give a range but hold the other key pricing details until you get feedback.
If you’re getting ongoing buying objections, suggest that it may be too early to be talking.
Get to the true objection when someone asks to be sent more information.
Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing.

PATH TO PRESIDENT’S CLUB

Senior Account Executive @ Inveterate
Sr. Account Executive @ GRIN
Business Development Representative @ Connect Search, LLC
Business Development Representative @ Arrive Logistics

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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