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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:

Product Roadmap: Q2 2024 Mar 22, 2024

Show notes

Q2 ROADMAP

We wrote the book on Cold Calling: Preview the Intro
Mr. Miyagi Method: 18 Cold Call Objections & How to Handle
Twitter: Follow Armand
YouTube: Stay Tuned
Tactic Teardowns: Register for Q2 Sessions
Kevin “KD” Dorsey Joins the Club: Congratulate KD

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#274 - Tactics for Tackling Team Promotions and Behavior Changes (Jonah Mandel, Guesty) Mar 21, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Increase the surface area of your luck. Sometimes, getting promoted takes luck. So help out as much as possible in all the places you can.
Don’t let a slow burn hurt others. If a rep isn’t ready to be promoted, provide feedback early. Don’t create an environment where a toxic attitude spreads.
Test drive managers before promoting. Insert the best candidate in actual situations. Communicate your decision with the team so everyone is on the same page.
Make prospecting initiatives universal. If you’re driving your team to outbound — update your hiring profile, team meetings, and dashboards. Make it crystal clear

PATH TO PRESIDENT’S CLUB

VP of Sales @ Guesty
VP of Sales & Customer Success @ Capchase
VP of Sales & Partnerships @ Alibaba Group
Dir. of Sales @ Alibaba Group

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#273 - Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks) Mar 19, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

When you’re doing a POC, you should be surveying the users and participants in that POC about their experience.
If you’re working in a fairly technical sale, don’t shy away from answering technical questions with your depth of understanding, but let the customer know that is your depth of understanding.
Use a pre-POC questionnaire to ensure that the champion is the right person to lead the POC.
Do a POC kickoff call to set yourself up for success.

PATH TO PRESIDENT’S CLUB

Enterprise Account Executive, Financial Services @ Databricks
Account Executive, Commercial @ Databricks
Sr. Account Executive, Mid-Market @ Databricks
Sr. Account Executive @ Datafox

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#272 - Hall of Fame: Doug Landis Mar 18, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.
Avoid deep-diving into features until you've established “why change?” and “why now?”.
Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions.
Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep.

PATH TO PRESIDENT'S CLUB

Growth Partner @ Emergence Capital
Chief Storyteller @ Box
VP of Sales & Productivity @ Box
Sr Director, Corporate Sales Productivity @ Salesforce

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#271 - How to Break Down Rep Discovery Into Digestible Pieces (Chase Macaione, Zip) Mar 14, 2024

Show notes

Chase Macaione's Discovery Call Prep Sheet & Guide

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer.
What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call.
Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is growing.
List out discovery questions to get people from high-level pain to deeper pain.

PATH TO PRESIDENT’S CLUB

Director of Commercial Sales @ Zip
Sales Director @ Celonis
Strategic Account Executive @ Celonis
Regional Sales Manager @ Oracle

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#270 - Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection Mar 12, 2024

Show notes

Every 10th episode, we tear down one topic. This time, we’re talking about objections.

ACTIONABLE TAKEAWAYS

Most objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection.
The intro to the Mr. Miyagi method - agree with the objection to remove the pressure, incentivize conversation to get them to share more about the objection, and sell the test drive.
For dismissive objections be disarmingly blunt; for “not interested” objections, handle the reaction, not the objection; for situational objections, like “no budget”, or “too expensive”, remove the pressure of the sale entirely.
Existing solution objections like “we already use X (your competitor)” are essentially “not interested” objections in disguise. Tackle them as such.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#269 - Hall of Fame: Keenan Mar 11, 2024

Show notes

Four Actionable Takeaways:

* Don’t talk about root causes/technicalities until you get to the business impact first.

* Condense the problem you solve into a single sentence - stop overcomplicating things.

* Lean on their desired future state instead of talking about the past.

* Get to the question/reason behind those unexpected/general questions.

======================

Keenan’s Path to President’s Club:

* CEO @ Noted Analytics

* CEO @ A Sales Guy Consulting

* Author of Gap Selling

* Author of Not Taught

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#268 - How to Build an Early Stage Sales Team Beyond the First Five Reps (Miles Kane, Tenderly) Mar 07, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set.
Your customers have the answers. Talk to your customers.
Do not do the things that you're horrible at. Hire for the things that are not your strengths.
Invest your time in enablement. You and your reps should track how you win each deal for ongoing development.

PATH TO PRESIDENT’S CLUB

VP, Sales @ Tenderly
Founding Member, First Hires Program @ First Round Capital
Director, Enterprise Sales @ Drift
VP, Sales @ AltoCloud

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#267 - Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io) Mar 05, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize.
If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest.
Don't chase tennis balls. Create equal footing by getting something before we just jump to giving.
Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every ask through “is this actually the best way for the buyer to get what they're looking for?”

PATH TO PRESIDENT’S CLUB

Founder @ DiscoveryCoach.io
Sales Enablement Manager @ AlphaSense
Lead Revenue Enablement Manager @ CB Insights
Senior Sales Training Manager @ CB Insights

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#266 - Hall of Fame: Jeb Blount Mar 04, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Eat the frog by committing to prospecting first thing in the morning.
Handle objections differently with a ledge (ledge > disrupt statement > ask).
Handle ‘existing solution’ objections by offering value to keep the other guys honest.
Get past gatekeepers with respect, giving specific value, and providing social proof.

PATH TO PRESIDENT’S CLUB

CEO @ Sales Gravy
Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked.
VP of Sales @ kgb
VP Sales @ Sales Gravy

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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