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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:

#314 - Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ) Jun 20, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS:

Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices.
Implement a weekly automated report that evaluates closed lost deals, identify recurring themes or challenges, which can then be addressed in trainings with the team.
Customize training programs based on the required duration and intensity, choosing between short-term focused sessions or extended programs with periodic reinforcements
Secure commitment from managers and top-performing reps by involving them in training delivery, ensuring their endorsement and active participation to enhance overall effectiveness and adoption among the team.

LEVI'S PATH TO PRESIDENTS CLUB:

Strategic Sales @ CaptivateIQ
Director of Global Commercial Sales @ Outreach
Sales Execution Manager @ Outreach
Sales Manager, APAC @ Outreach

30MPC Training: 30mpc.com/training

#313 - Prospecting Technical Buyer Personas and LinkedIn Outreach (Robin De Vries, MongoDB) Jun 18, 2024

Show notes

FOUR ACTIONABLE SALES TAKEAWAYS

When looking for intel on an account, consider reaching out to ex-employees for insider info
Record simple videos, dont be corny, send them natively on LinkedIn
Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach
All personas exist on LinkedIn, don't write it off as a prospecting channel

PATH TO PRESIDENT’S CLUB

Regional Sales Director @ MongoDB
Snr Team Lead High Tech Account Executive @ MongoDB
High Tech Account Executive @ MongoDB
Enterprise Account Executive @ Ivanti

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#312 - Hall of Fame: Discovery Jun 17, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone.
Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem.
Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up.
Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off?

PATH TO PRESIDENT’S CLUB

Founder & Host @ 30 Minutes to President’s Club
VP of Sales @ Pave
Director, Sales @ Carta
Sr Associate, Corporate Strategy & Venture Investments @ Flex

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#311 - Running Sales Team Meetings That Actually Move The Needle (Armand Farrokh, 30MPC) Jun 13, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

When you do a training introduce a topic then run 3 meetings to go deep on that topic, A.K.A. "The 1/3"
Consider running team training on Fridays to give reps the weekend to digest and when there are fewer distractions
The mantras of the Monday morning meeting, if it's the beginning of the month you're talking about top of funnel, if it's the middle of the month you're talking about multithreading, if it's the end of the month you're talking about contracts
When doing coaching always ask the rep for their feedback before you give your own so it doesn't feel like an attack and you don't tell them what they already know

PATH TO PRESIDENT'S CLUB

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

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#310 - Unconventional Approaches to Cold Calling (Matthew Mazankowski, Boomerang Jun 11, 2024

Show notes

Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close

FOUR ACTIONABLE SALES TAKEAWAYS

Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information
Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time
When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the emotions they felt
If confirming a meeting within one week send a reminder the day before if confirming a meeting more than a week out do a 1 week and day before reminder

PATH TO PRESIDENT’S CLUB

VP of Sales @ Boomerang
Chief Revenue Officer @ Table Needs
VP of Fundraising & Business Development @ Table Needs
Head of Sales & Business Development @ Table Needs

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#309 - Hall of Fame: Kevin "KD" Dorsey Jun 10, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business.
Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions.
When someone tells you what they want, restate it as a pain point. Turn solutions into problems.
The transition between discovery and demo is the perfect time for “might make sense”.

PATH TO PRESIDENT’S CLUB

SVP of Sales and Partnerships @ Bench Accounting
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#308 - Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage) Jun 06, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Structure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they intend to book, then review a good & bad call, finally talk about their career goals
Set the expectation with your SDR they need to drive the agenda from onboarding onwards
Do a SDR forecast by reviewing cold (not contacted), warm (contacted and qualified), and hot (contacted, qualified, and some interest)
Train team on process, probing, and provoking GAP Questions by asking them to write down all the problems their buyers may be facing, then work backwards to outline the questions they can ask to uncover them

PATH TO PRESIDENT’S CLUB

Head of Sales Development @ AirGarage
Director of Sales Development @ ServiceTitan
Senior Sales Manager @ ServiceTitan
Sales Development Manager @ ServiceTitan
Sales Development Manager @ ChowNow

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#307 - Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand) Jun 04, 2024

Show notes

FOUR ACTIONABLE SALES TAKEAWAYS

Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research
Set a PPO agenda, coving the purpose, plan, and outcomes of the call
Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their expectations
At the end of the call run the 5-minute drill which includes 3-questions, do you want to buy? When do you want to buy? How do you buy?

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#306 - Hall of Fame: Ryan Reisert Jun 03, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels.
Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.
Document your channel validation. For phones: direct vs operator, validated vs not validated, etc.
Focus on the tone/pace of your opener vs the words themselves. Then preface with the intent of your call to lower their guard.

PATH TO PRESIDENT’S CLUB

Student of Sales, Principal @ Reisert Consulting
Director, Paid Media + Audience @ Sprinklr
VP Sales @ Booshaka, Inc. (Acquired by Sprinklr)

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#305 - Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey) May 30, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that
Coach forward vs. backwards, coach to prepare so that future performance will be better and they feel more prepared for actual scenarios approaching
Have each one "What Great Looks Like" exercise per manager per quarter, pick one metric, find the rep who is the best at that, then diagnose the different behaviours they exhibit to adopt across the rest of your team
Use the "Four Ds" to roll out WGLL across your team - define what good looks like, document it, demonstrate it with training, and deliberately practice it by scoring reps performing the new tactics on calls

PATH TO PRESIDENT’S CLUB

SVP of Sales and Partnerships @ Bench Accounting
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation

RESOURCES DISCUSSED

Read: Join our weekly newsletter
Steal: Templates, drips, scripts
Watch: How to get an accurate picture of your team's pipeline ft. KD
Listen: How to build a winning sales team ft. KD
KD's past episodes:
Build a Winning Sales Team
Discovery Part 1
Discovery Part 2
Getting Prospects to Agree to Their Problem

30MPC Training: 30mpc.com/training

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