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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:

#284 - Hall of Fame: Charly Johnson Apr 15, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Start your email with research personalization to stand out in the inbox (vs generic greeting).
Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements).
Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch.
Reach out to your prospect immediately after they engage with your content - no need to wait for the next sequence step.

PATH TO PRESIDENT’S CLUB

Senior Account Executive @ Salesloft
Team Lead, Sales Development @ Integrate
SDR @ Akkroo, an Integrate company
Enterprise SDR @ PatSnap

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#283 - Turning Pressure to Productivity for Happier Reps (Adam Ochart, Gong) Apr 11, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

The best reps never ask the same question twice.
Turn pressure to productivity. Our job as leaders isn’t to pass pressure; it’s to use pressure to get more out of our reps.
Ask your reps, “I look forward to seeing how you answer that question.”
Listen early, join late. Pre-prep and game planning will save you some time in the long run.

PATH TO PRESIDENT’S CLUB

Manager, Commercial Sales @ Gong
Mid-Market Account Executive @ Gong
Senior Commercial Account Executive @ Gong
Commercial Account Executive @ Gong

RESOURCES DISCUSSED

Join our weekly newsletter
Things you can steal
Want more Gong x 30MPC Content? Check out the Masterclass we filmed.

30MPC Training: 30mpc.com/training

#282 - Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks) Apr 09, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

To learn about what’s going on in other parts of your organization, get on the email alias distribution lists.
Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal.
To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick one over the other?”
When dealing with technical buyers, always under promise so you don't lose credibility.

PATH TO PRESIDENT’S CLUB

Named Account Manager - Digital Natives UK @ Databricks
Named Account Manager - Digital Natives @ Databricks
Snr Manager, Commercial Sales, ANZ @ Databricks
Enterprise Account Executive @ Databricks

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#281 - Hall of Fame: Stephen Guerguy Apr 08, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Challenge your prospect on fit early and often to test buy-in.
Set landmines for competitors during the requirement-gathering phase.
Require an exec-level bridge with your CEO instead of spending hours on an RFP.
Use carrots to drive close when internal compelling events are lacking.

PATH TO PRESIDENT’S CLUB

Head of Strategic Accounts @ Monte Carlo
Enterprise Sales Leader @ Monte Carlo
Former Enterprise Sales @ Segment (acquired by Twilio)
Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase)

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#280 - Why Your SDR Team Should Be Pipe Gen Forecasting (Maya Connet, Clari) Apr 04, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Booked meetings over the last 2 quarters times conversion rate = early quarter forecast for SDRs.
There's a top-down financial plan and a bottoms-up forecast. Use that to calibrate the SDR team on exactly what they need to attack to hit their number but ensure we don't put pressure on the AE team when they walk into quarters with low coverage.
Everyone has to forecast at top of funnel. Marketing, SDR, even the account directors should have top of funnel quotas to meet. All of those roll up into one big bottoms-up forecast that tell you if you're gonna hit your number in three months.
How you leave the batter's box matters. Make SDR forecasting easier by getting half of your meetings on the books already. After the third objection, have your SDRs tell the prospect that they’ll reach out again in 30 days and have them send a five minute hold as a reminder. They will enter the next month.

PATH TO PRESIDENT’S CLUB

VP of Inside Sales @ Clari
Global Head of Inside Sides and Revenue Development @ Clari
Director of Sales @ Clari
Enterprise Sales Director, West @ Clari

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#279 - Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly) Apr 02, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

If you don’t have enough pain, ask for some documentation prior to the demo.
The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call.
Link the demo portions specifically back to WHO SAID they had the problem.
Give your champion an email sequence to share with people during the PoC.

PATH TO PRESIDENT’S CLUB

Senior Manager, Sales Engineering @ Grammarly
Senior Sales Engineer, Value Realization Lead @ Grammarly
Sales Engineer @ Grammarly
Solutions Consulting & Customer Insights @ Onera, Inc.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#278 - April Special: The Future of Sales AI ft. Corporate Bro Apr 01, 2024

Show notes

ACTIONABLE TAKEAWAYS

Do the opposite of every single thing Corporate Bro Says
Listen to Corporate Bro on his podcast Demoted
Follow Corporate Bro on social: Instagram and YouTube

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#277 - Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier) Mar 28, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize.
Tuning Your Discount Matrix. Look at your current avg. discount, then make the matrix a bit better. Get a little incremental revenue out of improving discounting.
The multi-Year Deal Grid. Show where a customer’s cost might change as they grow / shrink. But don’t pre-agree to growth.
Speedy Meetings Are Better Meetings. Consider starting all of your meetings at the :05 mark to avoid perpetual call delays and unfocused discussions.

PATH TO PRESIDENT’S CLUB

VP of Sales @ Multiplier
Limited Partner @ GTMfund
Head of Sales, New Products @ Lattice
Director of Sales, Strategic & Corporate @ Lattice

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#276 - How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel) Mar 26, 2024

Show notes

Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls

FOUR ACTIONABLE TAKEAWAYS

Explain things in your customer’s language. Adapt data and demos to how the customer works and thinks.
Involve your champion in every customer touchpoint because they will help share context and help be your co-quarterback for the deal.
Ask your buyer to correct you. When you get to the point of the sale where you’re walking through next steps for evaluation, be ok with being corrected.
Go beyond the basics when an internal call partner joins your meeting. Ask questions specific to them - their business challenges, or what does success look like for them.

PATH TO PRESIDENT’S CLUB

Enterprise Account Executive @ Deel
Enterprise Revenue Director @ Clari
Mid-Market Revenue Director @ Clari
Commercial Revenue Director @ Clari

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#275 - Hall of Fame: Cory Bray Mar 25, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS:

Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions.
Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility.
Keep your demo’s interactive by asking the prospect what jumps out to them right away.
Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions)

COREY'S PATH TO PRESIDENT'S CLUB:

Co-Founder @ CoachCRM
Co-Founder & Board Member @ ClozeLoop
Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit
Head of Sales @ Ravel Law

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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