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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:

#304 - Sell Playbook: How To Ask Discovery Questions To Uncover Business Problems (Nick & Armand) May 28, 2024

Show notes

FOUR ACTIONABLE SALES TAKEAWAYS

Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions
Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that make them feel trapped
Aim to uncover the prospect's situation, problems, and impacts with questions like "Why did you take the call?", "
Recap what you've learned and give back by sharing a story or a very short "harbour tour demo"

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#303 - Hall of Fame: Chris Orlob May 27, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Ask your inbound leads what prompted them to take the call.
Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery.
Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language.
Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions)

PATH TO PRESIDENT’S CLUB

Co-Founder & CEO @ Stealth Startup
Director of Sales & Go-To-Market @ Gong
Co-Founder & CEO @ Conversature
Regional Sales Manager - New Business @ InsideSales.com

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#302 - Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant) May 23, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control
Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing incentive will move the close date
Ask the same 5 questions in deal review - Deal size, deal close date, buyer buy in, next step, and any incentives on the deal. Send the update to your leader for upward transparency
Only have reps forecast deals in pipeline for the month then run the historical math to see what may change both positive or negative

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

#301 - Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore) May 21, 2024

Show notes

FOUR ACTIONABLE SALES TAKEAWAYS

Recognize your SE and team members who help you on deals & onsites
Call each attendee after a meeting to thank them for their time and ask them for their feedback
When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask
Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state

PATH TO PRESIDENT’S CLUB

Commercial Sales Manager @ Procore
Account Executive, Enterprise @ Procore
Account Executive, Majors @ Procore
Account Executive, Mid-Market @ Procore

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#300 - Hall of Fame: Henry Schuck May 20, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Don’t let the fear of breaking rapport prevent you from asking for the next step.
Answer the yes-or-no questions and SHUT UP!
Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it.
Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand.

PATH TO PRESIDENT’S CLUB

CEO & Founder @ ZoomInfo
CEO & Co-founder @ DiscoverOrg
Adjunct Professor @ Washington State University

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#299 - How To Move Indecisive Customers With The JOLT Effect May 17, 2024

Show notes

Top performers deal with buyer hesitancy just like everyone else.

Their secret to driving deals forward?

A simple framework for handling indecision.

In this show, Matt Dixon and Jen Allen-Knuth will teach you how to use this game changing framework (called the JOLT effect) to move even the most hesitant buyers forward…

No matter where they are in your sales cycle.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#298 - Rep Shadowing & Ridealongs Done Right (Paul Canty, Pulley) May 16, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Shadowing to remind yourself and your reps of the basics to spot opportunity areas
Setting a goal without a "how" is not a real goal, you have to understand how a rep is going to reach the goal while setting them
Always level with reps before you shadow a call to clarify the role they want you to play on the call & tell them what you hope
Use "Mr.Potato Head" personalization to ramp reps from generic persona based personalizaiton, to trigger based personalization, to full email personalization

PATH TO PRESIDENT’S CLUB

Head of Sales @ Pulley
Senior Manager, New Business Sales @ Lattice
Director of Sales Development @ Lattice
Head of Sales Development @ Lattice

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#297 - May Special: Negotiation ft. Chris Voss (part 2) May 14, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise
When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions
When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like "Seems like that would be a good deal for you..."
Use the "Late Night DJ" voice to draw lines without having to say "no" or confront your buyers

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#296 - Hall of Fame: Miles Kane May 13, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Before agreeing to a give, ask what they’re willing to bring to the table.
Map out every step of the process to the signature with actions, owners, and dates.
Send a recap to the buyer of where they are in the journey after every discovery call.
Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details.

PATH TO PRESIDENT’S CLUB

Director, Enterprise Sales @ Drift
Former VP Sales @ Altocloud | Acquired by Genesys
Former Direct, Sales @ SmartBear

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#295 - Enterprise Pipeline Reviews & Deal Planning (Greg Baumann, Outreach) May 09, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Ask your reps to think about the "first win" they can make with a large account
Look for "Alumni" who have recently left key accounts who might be able to make introductions or provide information for your reps to use
Have your reps record "Last Activity" and "Next Meeting" on their opportunities so you can quickly scan through your dashboard and see which deals are at risk and need more attention
If your team have opportunities with next steps far into the future ask "did the rep follow up and did they get a response?" if the answer is no more work is needed

PATH TO PRESIDENT’S CLUB

Director of Enterprise Sales, National @ Outreach
Enterprise Sales Director, East @ Outreach
Strategic Account Executive @ Outreach
Territory Sales Executive @ Sitecore

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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