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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:

#255 - NOT Personalizing Your Emails to Get More Deals (Julia Carter, Marpipe) Feb 13, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Don't shy away from including images in your prospecting emails, particularly if you sell a visual solution.
Add value with a “thinking of you” email in advance of your sales call that shows some examples of what some of their peers are doing with you or what other similar customers are doing.
When you open your email using a trigger-based approach, state your observation confidently and then follow it up with an unsure tone question. Example is: “Here's what I've seen your ads look like. Have you ever tried to do X?
Use intentionally boring subject lines, like “Podcast Episode” that follow the “internal camouflage” principle.

PATH TO PRESIDENT’S CLUB

Account Executive @ Marpipe
Senior SDR @ Marpipe
Sales Development Representative @ Smartly.io
Client Service Associate @ Guidepoint

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#254 - Hall of Fame: Adam Ochart Feb 12, 2024

Show notes

Four Actionable Takeaways:

Mirror the objection, then ask a loaded question for the anaconda squeeze
Use slides to give prospects control and choice over what they want to discuss
Ask your VP / CRO if they’re the type who wants to go really deep
Tell ‘em your biggest concern is getting stuck in the demo. Keep tactical ?’s to a minimum.

Adam O’Chart: Path to President’s Club:

Top producing AE at Gong.io

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#253 - How to Carve Your Team's Territories to Incentivise the Right Behavior (Anthony Cessario, Tropic) Feb 08, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Cut books by ICP and ARR opportunity — don’t force GEO territories if your ICP is clustered within a few major regions.
Pre-carve books for reps to-be-hired and let your current reps squat in the territories until they’re on board.
A nickname for a holdover opportunity is a slipped opportunity. Have a policy limiting the holdovers and allow for exceptions based on what’s best for the customer.
Your team will remember how you treated them in the magic moments: promotions, 1st and last days, maternity leave, a loss in the family.

PATH TO PRESIDENT’S CLUB

SVP, Revenue Strategy & Operations @ Tropic
VP, Revenue @ Clari
VP, GTM Solutions @ Clari
VP, Revenue - Enterprise @ Clari

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#252 - Secrets to Break Into Top-Tier Accounts with Product-Led Growth (Andrew Johnston, Superhuman) Feb 06, 2024

Show notes

RESOURCES DISCUSSED

FOUR ACTIONABLE TAKEAWAYS

Do not enter a pilot or a POC without setting clear success criteria with your customer.
The way that you should present the success criteria is to figure out what matters to your customer.
Break your accounts and prospects into high-usage and low-usage groups. Coach up your low-usage team, and just ask your high-usage group “How can we get this into the hands of other people.”
Consolidate your bill for people in different departments and consolidate the team for prospects in the same department.

PATH TO PRESIDENT’S CLUB

Head of Sales @ Superhuman
Director of Sales @ Scale AI
Head of Global Email (SendGrid) Sales & GTM @ Twilio
Manager, Enterprise Sales @ Twiliio

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#251 - Hall of Fame: Belal Batrawy Feb 05, 2024

Show notes

Four Actionable Takeaways:

Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need)
First 15 seconds explain why you called, say it’s a cold call, then ask a peer question
In the agenda, tell the customer you’re gonna give price before they get off the call
Use what they want as the rows in your pricing instead of what you want (seats)

Belal Batrawy’s Path to President’s Club:

Community Leader of #Death2Fluff
7x Startup Seller and Sales Advisor

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#250 - Lead Playbook: Armand and Mark Teach You How to Train Your Team Feb 01, 2024

Show notes

Every 10th episode, we tear down one topic. In this Lead Playbook, we’re talking about team training.

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

It is crucial to focus the initial six weeks of onboarding on heavy immersion and then transition to learning on the job.
Use Mark’s Assessment Matrix to understand the cognitive load required for what you want to train and how good you want them to be at that thing you are training for.
Training is one of the top things that young reps require, want, and desire. If you don’t have continuing training and coaching, you are not delivering for your talent.
A great training program not only allows you to be effective in increasing your team’s results but also increases your value as a leader.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#249 - Best Pre-Call Prep Tactics That Will Help You Nail Your Opening Sales Call (Taylor Lemke @ Zapier) Jan 30, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

Do not go in blind to an inbound lead meeting. Give your prospect a pre-meeting questionnaire to fill out so you can have a far more productive introductory conversation.
Blind calendar invites work for reschedules as long you add context such as “Know we’ve been trying to meet. If this time works for you, great! If not, decline the invite and let me know a better time.”
Use Taylor's Purpose-Plan-Payoff opener to ensure a strong start to your first call with the buyer. Purpose is “why are we here?” Plan is “how are we going to achieve it?” Payoff is “what's in it for the buyer at the end of the meeting?”
Separate interest from need by quantifying the problem. Questions like “is there a specific business objective this maps back to?” or “How have you currently tried to fix this?” will give you a better idea of interest vs. true need.

PATH TO PRESIDENT’S CLUB

Inside Sales Account Executive @ Zapier
Account Executive Commercial New Business @ Airtable
Business Development Representative @ Airtable
Sales Development Representative @ Airtable

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#248 - Hall of Fame: Charles Muhlbauer Jan 29, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS

The humbling disclaimer: “I feel a bit crazy asking this question, but…”
Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?”
Take the headtrash out on your calls and be overly transparent in your discovery
Clarify, isolate, address the problems in a negotiation

PATH TO PRESIDENT'S CLUB

Sales Enablement Manager @ AlphaSense · Full-time
Founder @ DiscoveryCoach.io
Lead Revenue Enablement Manager @ CB Insights

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#247 - How to Rip Through 10 Calls in a 30 Minute Sales Coaching Session (Sean Gentry @ Webflow) Jan 25, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Spend 30 minutes BEFORE your 1:1's figuring out what you want to coach on
Start with the metrics, then use the metrics to figure out what parts of the call you should listen to.
Only listen to the parts of a call recording that matter. You can rip through 10 calls if you’re only reviewing the next steps in the last 5 minutes.
Double back on the mock discovery. Your most coachable reps will nail the 2nd try in the interview.

PATH TO PRESIDENT’S CLUB

Sr. Manager, Corporate Sales @ Webflow
Course Instructor & Founding Member @ pclub.io
Customer-Led Growth Advisor @ Catalyst Software
Dir. of Sales @ Outreach

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#246 - Q&A: JBay and Armand Teach you to Write a Cold Outbound Sequence Jan 23, 2024

Show notes

FOUR ACTIONABLE TAKEAWAYS - How can I prevent myself from getting flagged as spam?

Avoid as many links as possible in that first email. Stick to just a website link in your signature.
Batch your email drafts but cascade your delivery. Time them anywhere from 15 minutes to an hour apart if you’re sending multiple emails to one company.
Give your prospect a way to opt-out that does not use the word “unsubscribe”. Use something like “Don’t want to receive these emails anymore?”
Warm up your inbox to build your email reputation in the early stages.

PATH TO PRESIDENT’S CLUB

Founder and CEO @ Outbound Squad
Owner @ Jason Bay Consulting
Director of Marketing @ Chamber DS, inc
Marketing Director & Corporate Sales Trainer @ National Services Group, Inc.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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