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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:

#323 - Lead Playbook: Fixing Your Pipeline Problem Jul 11, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable
Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those
Have Account Executives dedicate 20% of their time to prospecting a set list of walled off (named) accounts
Break out your inbound and outbound metrics to make it easier to diagnose the problem if one of those two metrics is falling behind

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#322 - Set Yourself Up for Negotiation Success by Crafting Your Business Case Early (Spencer Ivey, Webflow) Jul 09, 2024

Show notes

FOUR ACTIONABLE SALES TAKEAWAYS

During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant.
Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity.
Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting.
When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request.

PATH TO PRESIDENT’S CLUB

Enterprise Account Executive @ Webflow
Senior Account Executive @ Webflow
Account Executive @ Webflow
Senior Corporate Account Executive @ Udemy

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#321 - Hall of Fame: Stevie Case Jul 08, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update.
When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten.
Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do.
80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems.

PATH TO PRESIDENT’S CLUB

CRO @ Vanta
Founding Partner @ 20SALES
Founding operator at @ Coalition Postal
Vice President, Mid-Market Sales @ Twilio

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#320 - Driving Accountability and Empowering Sales Teams for Peak Performance (Jason Bay, Outbound Squad) Jul 04, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Hold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust prospecting efforts to ensure accountability and goal achievement.
When implementing new initiatives, enlist team members who excel in those areas as champions. Their involvement and sharing of experiences will enhance adoption and effectiveness across the team.
Utilize top-performing team members to shape and structure enablement sessions. This ensures that training content is practical, comprehensive, and directly applicable to real-world scenarios.
Calculate the number of opportunities and meetings needed to meet sales quotas based on win rates and conversion rates. This systematic approach provides clarity and a roadmap for achieving sales targets effectively.

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

#319 - Nail Your Cold Calls by Handling Objections and Following Up Like a Pro (Lylle Ryals, RocketReach) Jul 02, 2024

Show notes

TOP FOUR ACTIONABLE TAKEAWAYS

Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively.
When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs.
Direct prospects back to email in voicemails; keep initial messages brief and contextual, saving detailed information for follow-ups.
Structure emails to expand on voicemail content, addressing specific pain points or presenting case studies to encourage engagement.

LYLLE'S PATH TO PRESIDENTS CLUB

Senior Manager, Business Development @ RocketReach
Manager, Business Development - Enterprise @ Shopify
Manager, Business Development - Enterprise @ Angi
SMB Account Executive @ Angi

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#318 - Hall of Fame: Shay Keeler Jul 01, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time.
If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo.
When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them.
Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one?

PATH TO PRESIDENT’S CLUB

Sr. Director of Global Commercial NL Sales @ Outreach
Sr. Regional Sales Manager @ RealSelf
Sr. Sales Manager @ Yelp

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#317 - How to Lead Sales Managers and Address Underperformance (JD Miller, Kantata) Jun 27, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS:

Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quantitative and qualitative seller performance data.
Maintain frontline manager capacity at optimal levels (typically up to eight sellers per manager) to ensure effective control and stability in sales force management.
Implement a structured 90-day ramp-up process for new hires, progressing from training to practical tasks like territory familiarization, prospecting, and live calls, to consistently exceed sales plan expectations.
Clearly articulate and differentiate between commitment (worst-case scenario) and forecast (expected performance) figures when reporting to stakeholders, ensuring transparency and accuracy in sales projections.

JD'S PATH TO PRESIDENTS CLUB:

Chief Revenue Officer @ Kantata
Chief Revenue Officer @ Motus
Managing Director @ Bravo Solution
Vice President, Americas @ Workplace Systems

RESOURCES DISCUSSED:

30MPC Training: 30mpc.com/training

#316 - Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2) Jun 25, 2024

Show notes

ACTIONABLE TAKEAWAYS

Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect.
Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options:
Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing.
Decide whether to follow their criteria or to prospect directly to reach your goal.
Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion.
Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts.

PATH TO PRESIDENTS CLUB

Chief Revenue Officer @ Influ2
Vice President of Sales @ Siteimprove
Vice President of Sales @ Apruve
Vice President of Sales @ Siteimprove
Director of Sales @ Siteimprove

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#315 - Hall of Fame: Vin Matano Jun 24, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday.
Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email.
The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot.
Use email to keep threading throughout your sales cycle. One way to do this is through direct mail.

PATH TO PRESIDENT’S CLUB

Sr. Account Executive IC-5 @ Demandbase
Strategic Advisor @ Aligned
Strategic Partner @ Outplay

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

Product Roadmap: Q3 2024 (Book launch, care package, 5 weeks of phones, host change) Jun 21, 2024

Show notes

Here's and update on our reflections from Q2 and what we have planned for July-September 2024 on 30 Minutes To Presidents Club.

❏ Cold Calling Sucks (And That's Why It Works) ❏

➥ Get your Cold Call Care Package: https://30mpc.com/coldcall

➥ Sign up for the preorder release event on objections: https://tactics.30mpc.com/how-to-handle-any-objection-on-a-cold-call

➥ Subscribe so you don't miss "5 Weeks Of Phones": https://tactics.30mpc.com/newsy

➥ Join us in the release and live book summary: https://tactics.30mpc.com/live-book-summary-cold-calling-sucks-and-thats-why-it-works

❏ 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

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