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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:

#294 - May Special: Negotiation ft. Chris Voss (Part 1) May 07, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Condition your prospect for future interactions by giving them time back in their calendar & leaving them on a positive note
Do not talk to people when they are distracted,
Labelling someone's emotion builds trust and gets them to tell you more information for example "It seems like the value isn't there for you"
If someone is asking for an unreasonable discount get them to think about the potential implication of fit by saying "How are we supposed to deliver {value} while lowering our price?"

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#293 - Hall of Fame: Charles Muhlbauer May 06, 2024

Show notes

Four Actionable Takeaways:

Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”.
Lean on humbling disclaimers before asking the tough questions.
Bring the future to the present: let’s pretend you love what you see...what happens next?
Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback.

Charles’ Path to President’s Club:

Sr Biz Dev Training Manager at CB Insights
Founder at SalesShare

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#292 - Overcoming Team Call Reluctance and Setting Activity Benchmarks (Ken Amar, Agoge Prospecting School) May 02, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Do a "headhunting drill" and have your new reps call your own executive team
SDRs should have 300-400 prospects in sequence
Test your rep's call from numbers to be sure they aren't being marked as "spam likely"
Sit next to reps with slow workflows to observe what's slowing them down

PATH TO PRESIDENT’S CLUB

Consultant @ Agoge Prospecting School
Director of Sales Development @ Vercel
Senior Manager of Sales Development @ Outreach
SDR Team Lead @ Outreach

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#291 - Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive) Apr 30, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Find your prospect's birthday and then add them to your calendar to send thoughtful notes
If a competitor is faltering run a list report of all their customers and prospect them
If doing in-person office visits bring a gift to break the ice and leave a memorable impressions
If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward)

PATH TO PRESIDENT’S CLUB

Senior Mid-Market Account Executive @ Motive
Senior Commercial Account Executive @ Motive
Commercial Account Executive @ Motive
Sales Consultant & Benefits Advisor @ First Mainstreet
Account Executive @ Procore Technologies

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#290 - Hall of Fame: Morgan Melo Apr 29, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation.
Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.
Leverage your own senior leaders to story-tell and pull in the people at power during the demo.

PATH TO PRESIDENT’S CLUB

Enterprise Account Executive @ Pave
Healthcare & Life Science Account Executive @ Carta
Client Strategist @ PwC

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#289 - Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent Apr 25, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company.
When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway.
Sell early, grill after. Get someone to opt in by selling them on your goals and your mission. Then, gain their respect by grilling the heck out of them.
Each step in the process should test for different dimensions of sales and should be handled by different people with that expertise.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#288 - Testing Champions and Getting to Power (Maddy Jackson, Webflow) Apr 23, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations
Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle
Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them
When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?"

PATH TO PRESIDENT’S CLUB

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

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#287 - Hall of Fame: Krysten Conner Apr 22, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Start with a menu of pain: the 3 biggest problems that any given persona can face.
Once you align on the problem, ask, “What’s prompting that need?”.
You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem).
Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO.

PATH TO PRESIDENT’S CLUB

Enterprise Account Executive @ UserGems
Enterprise+ Account Executive @ Outreach
Enterprise Accounts, Financial Services @ Tableau Software
Strategic Accounts @ PowerSchool

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#286 - Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent Apr 18, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Name and define your competencies
Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic.
Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach.
Match sales cycle and sales environment. Don’t put an SMB rep into an enterprise role and don’t put an Oracle rep into the first sales hire role at a startup.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#285 - Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik) Apr 16, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them.
Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly referenceable customers.
Your goal is to get into the talk-to folder. You want to be in that folder so that they know who to contact when something bad happens.
Think creatively with your outreach. We are not just limited to emails and phone calls and DMs. Be present where they're coming together.

PATH TO PRESIDENT’S CLUB

Strategic Enterprise Sales @ Rubrick, Inc.
Strategic Enterprise Sales @ People.ai
Enterprise Sales @ App Dynamics
Enterprise Sales @ Xactly Corp

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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