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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:

#265 - Video Playbook: Book 1 In 3 Cold Calls With This Opener Mar 01, 2024

Show notes

The "Heard The Name Tossed Around Opener" - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

TIMESTAMPS

(00:00) Intro

(01:34) Traditional Openers

(02:21) Intro Heard The Name Tossed Around Opener

(02:38) Lead With Common Thread

(03:05) Introduce Yourself

(03:18) Have You Heard Our Name Tossed Around?

(03:20) Talk Track

(03:38) Breakdown

(08:20) Recap

#264 - Why You Should Practice Breathwork Before Starting Team Meetings (Alex Kremer, Alluviance) Feb 29, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Have two one-on-ones in a week. One that talks deals and one focused on your rep as a person. Investing in a person always pays off with better deals.
Practice breathwork at the beginning of your team meetings. It will help your team feel relaxed and engaged.
Have one rep teach one mini skill builder for 5-10 minutes at the end of your team meetings.
If one of those mini skill builders hits well, have a longer session around it. Use the mini skill builders training to test for things your team wants to be trained on. That’s how you build a powerful training program.

PATH TO PRESIDENT’S CLUB

Founder & CEO @ Alluviance
Director of Sales @ Catalyst Software
Director of Sales, Commercial @ Outreach
Sales Director, Corporate @ Outreach

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#263 - Why You Should Never Mention AI in Your Sales Calls (Nick Casale, Handoffs) Feb 27, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally.
Prep for your sales calls by understanding lookalike conversations your team has had in the past.
Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place.
Don’t say “AI” in your sales call. Instead, focus on the problem they want to solve and what they want to do.

PATH TO PRESIDENT’S CLUB

Co-Founder @ Handoffs
Director, Sales @ Sendoso
Manager, MM & ENT Sales @ Sendoso
Founding Account Executive @ Sendoso

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#262 - Hall of Fame: Josh Braun Feb 26, 2024

Show notes

Four Actionable Takeaways:

Figure out the cost of inaction when a prospect says “this isn’t a priority right now”.
Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product.
Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time).
A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you.

Josh’s Path to President’s Club:

Founder @ Josh Braun Sales Training
Former Head of Sales @ Basecamp
Former VP of Inside Sales @ Jellyvision

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#261 - Steal the new model for the anti-bloated, recession-proof sales team Feb 23, 2024

Show notes

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#260 - Communication Hacks to Unleash Your Sales Team’s Full Potential (Jake Dunlap, Skaled Consulting) Feb 22, 2024

Show notes

Check out Jake’s new book The Innovative Seller: Keeping Peace in an AI and Consumer-Centric World and order your copy today!

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Allocate your time into now, near future, and far future to identify true priorities. Use two-week blocks to understand where those priorities fall at any given time.
When managing promotion expectations of reps, communication and clarity from you as a leader is the only way you can help them move up their place in line.
Hitting numbers is table stakes, so be clear on what the above-and-beyond things are that get your reps to the front of the list.
Figure out the problem that nibbles 20% percent of your day every single day and solve the entire thing before that consumes the entire 100% of your day.

PATH TO PRESIDENT’S CLUB

CEO @ Skaled Consulting
VP Sales @ Nowait, Inc. (acquired by Yelp)
Head of Sales & Customer Success @ Chartbeat
Vice President of Sales, Success, and Sales Operations @ Glassdoor

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#259 - How to Roll with ANY Objection in a Cold Call (Sara Plowman, Pareto) Feb 20, 2024

Show notes

Register for the Tactic Teardown on how to beat any objection in a cold call.

FOUR ACTIONABLE TAKEAWAYS

Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call.
Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects.
After your opener, go through the parts of your pitch, but end with an open-ended question.
You can either go into “That’s why we should meet” if they give you those three priorities or roll with the objection - “Let me tell you how we work alongside and supplement a recruiter.”

PATH TO PRESIDENT’S CLUB

Senior Business Development Manager @ Pareto
Senior Account Executive @ Pareto
Account Executive @ Pareto
Business Development Representative @ Pareto

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#258 - Hall of Fame: Joe Diliberto Feb 19, 2024

Show notes

Four Actionable Takeaways:

* Use an UFC at the beginning of your meeting to anchor customers to next steps at the end.

* Use an UFC at the end of your meeting to anchor to outcomes of the following meeting.

* Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth.

* When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed.

Path to President’s Club:

* President/Owner @ Sandler Training SF

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#257 - Club Playbook: How Gong's Top Rep Makes A Cold Call (ft. Jc Pollard) Feb 16, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS:

Pre-research your subject for a more personalized cold call that makes the interaction intentional and human. It tells them you’ve taken the time to get to know them.
Use a permission-based opener to make your prospect feel like they are choosing to speak with you.
Deliver your opener with conviction, and bring energy and enthusiasm. Build this as you pre-research because if you believe it, they’ll be more likely to believe it.
Execute a 3YU, aka 3 reasons that you are calling that are personal to them, and opens the door for WHY they would want to use your product.

PATH TO PRESIDENT’S CLUB:

Sr. Mid Market Account Executive @ Gong
Senior Account Executive @ Tropic
Mid-Market Account Executive @ Gong
Senior Account Executive @ Gong

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#256 - How To Prep Reps Pre-Call And When To Jump In Yourself (Pleasant Middelhof, Convertr) Feb 15, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Prep your reps on both what they should get out of the call and how they plan to get it
Pay special attention to how your reps nail the first 7 golden minutes, that’s where discovery is made
When you’re on that call, listen for anything that you can quantify. Jump in if your reps don’t catch it.
Coach to the controllable. Start with the expectations, then hold them accountable.

PATH TO PRESIDENT’S CLUB

VP of Sales @ Convertr
Sr. Manager of Strategic Sales @ RollWorks
Manager, New Business Sales @ RollWorks
Strategic Sales @ Pendo.io

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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