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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:

#245 - Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews) Jan 18, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots
Get product involved in your big deals. Put together win strategy docs for key deals and tag them in the risks where you need their help.
When you’re teaching discovery, the beginners can start close-ended, but the veteran ENT reps need to be able to win open-ended.
If you go upmarket, the entire company needs to go upmarket with you

PATH TO PRESIDENT’S CLUB

CRO @ User Interviews
CRO @ BrightHire
VP of Strategic Sakes @ 6sense
SVP Sales Verticals, Financial Services & Co-Chair of the Women’s Integrated Network @ SalesLoft

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#244 - How to Tear Up Your Territory to Kickoff 2024 (Luke Floyd @ Deel) Jan 16, 2024

Show notes

Steal Luke’s Territory Planning Spreadsheet

FOUR ACTIONABLE TAKEAWAYS

When prospecting, start to look for lookalike accounts. For example, if you’re having success with intellectual property law firms, go after more accounts like that.
Use the prospecting channel that has the highest likelihood of getting you a meeting and a response.
There are three ways that Luke would split up an account with his SDRs: For his AAA-tier accounts, he would personally reach out to all of them. For B-tiers, he splits them up above and below the line with his SDRs. For C-tiers, he lets his SDRs prospect those solo.
Don’t show them the whole meal all at once. Win the first feature first before showing them one more thing.

PATH TO PRESIDENT’S CLUB

Strategic Account Executive @ Deel
Senior Account Executive @ Deel
Account Executive @ Deel
Digital Business Manager @ Granular

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#243 - The Ultimate Guide to Interview and Train High-Performing SDRs (Kyle Coleman @ Copy.ai) Jan 11, 2024

Show notes

Kyle Coleman's Metrics to Quota Calculator

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Kyle runs 3 live interviews with pair interviewers — having two people from your team will give you a better read
Run 90 day SDR onboarding where the first 30 days are focused on the core parts of prospecting and the next 60 are focused on full business acumen (e.g. running a 5m in demo)
The 6 certifications at the end of the 30 days are LinkedIn, Email, Cold Calls, Video Prospecting, Organizing Your Week, and Activity Mix.
Use Kyle’s activity calculator (in the show notes) to back out how many activities your SDRs should be doing to get to quota

PATH TO PRESIDENT’S CLUB

CMO @ Copy.ai
CMO @ Clari
SVP of Marketing @ Clari
Group VP, Growth & Enablement @ Clari

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#242 - Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari) Jan 09, 2024

Show notes

Steal Clari’s templates to get your deals closer to close

FOUR ACTIONABLE TAKEAWAYS

Help your customer build a case for why they shouldn’t be trying to build their software in-house.
If you’re having trouble building your own POV, hit up a senior exec at your company and ask to get lunch with them to help you build one.
Don’t show up to your first call expecting the customer to do all of the hard work answering your questions. Instead, bring a point of view to the call that introduces a new way of looking at the root cause of a problem you think they might have.
If you’re going to an event, use that as an opportunity to test your point of view with other executives.

PATH TO PRESIDENT’S CLUB

Head of Clari Align @ Clari
CEO @ DealPoint
VP Sales and Marketing @ CloudEngage, Inc.
Co-Founder @ Presspoint CRM

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#241 - Club Playbook: Three Steps to Using LinkedIn to Find More Prospects (ft. Charlotte Johnson of Salesloft) Jan 08, 2024

Show notes

Charlotte's LinkedIn Prospect Guide

FOUR ACTIONABLE TAKEAWAYS

Use the spotlight filter to find some quick wins within the prospect list you’ve targeted using Sales Navigator
Connect with lower-level employees on LinkedIn to create groundswell when trying to reach revenue leaders
Use this messaging template for nurturing - Personalization → Challenge → Offering Value Add
Maximize your companies’ internal connections to build your prospecting list by asking them to introduce you

PATH TO PRESIDENT’S CLUB

Account Executive SMB @ Salesloft
Account Executive Emerging @ Salesloft
Sales Development Representative @ Salesloft
Team Lead, Sales Development @ Integrate

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#240 - How to Run Team Deal Reviews to Find the Blindspots (D’Arcy Doyle @ Productboard) Jan 04, 2024

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Run weekly team deal reviews where the entire team finds the blindspots in a deal.
Make those deal reviews positive and fun — it’s us versus the deal, not us vs the rep.
Use the benign reachout early in your sales cycle by having your CEO send a note to their CEO offering their early support in the evaluation.
Get beyond just doing demos. If you talk about features you’ll be relegated to the folks who want to talk about that (a CFO doesn’t care).

PATH TO PRESIDENT’S CLUB

SVP Sales @ Productboard
Sales VP @ Productboard
SVP Enterprise Sales @ Carta
SVP NA Sales @ Box

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#239 - 30MPC’s 2023 Awards Jan 02, 2024

Show notes

You want the hottest tactics we’ve heard in 2023? We present 30MPC’s Awards for best episodes and tips of the year! Who took the golden pineapple? Take a listen and put these into play in 2024.

Best Prospecting Tactic:

Nominee: 142 (Sell) Part 1: Energize your prospecting with multi-channel mastery with Vin Matano
Nominee: 151 (Sell) Mastering every moment at your next conference (+ never lose at musical chairs) with Christine Nolan
Winner: 156 (Sell) Amplifying authenticity to soft close across the sales cycle with JC Pollard

Best Discovery Tactic:

Nominee: 165 (Sell) Maintain momentum in your sales conversations with Brian LaManna
Nominee: 144 (Sell) Progress your sales with healthy customer tension with Jen Allen-Knuth
Winner: 134 (Sell) Part 1: Connecting the dots in your discovery call with Kevin “KD” Dorsey

Best Process Tactic:

Nominee: 146 (Sell) Winning over the CEO by turning their team into champions with Henry Schuck
Nominee: 160 (Sell) Making meaningful intros to move competitive deals with Shay Keeler
Winner AND Episode of the Year: 130 (Sell) Asking questions that get your buyer talking about impact vs features with Morgan Melo

Best Leadership Tactic:

Winner: 175 (Lead) Lessons from a renowned CRO: Evolving your sales team through process and accountability with Stevie Case

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#238 - Playbook Special: Cold Calling Jan 01, 2024

Show notes

We're bringing back one of our most popular playbooks ever as we launch the 30MPC Book on Cold Calling

Part 1: The Playbook Revisited

Use a permission-based or ‘heard the name tossed around’ opener
Describe an excruciatingly painful problem prop
Suggest times or send a placeholder invite

Part 2: The Next Chapters

Handle objections with the Mr. Miyagi framework
Leverage 1-2 punch voicemails leading with context and redirecting to email
Treat your call blocks like a workout and get dialing!

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

Product Roadmap: Q1 2024 Dec 22, 2023

Show notes

We wrote the book on Cold Calling - 30mpc.com/book

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#237 - How to Make your Team Prospect with Operating Rhythms and Calendar Invites (Shay Keeler @ CaptivateIQ) Dec 21, 2023

Show notes

Shay's Tactic Toolkit: How You Work Questions

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Write down every priority you could work on, then narrow it down to the top 3 and be okay letting things burn.
Don’t stop drilling in on those priorities until your team starts to complete your sentences and tattle on themselves.
If you wanna get your teams prospecting, set daily expectations, put them in calendar invites in an operating rhythm, then get wildly tactical on how to do it.
Use the “How You Work” questions to get to know the human behind the seller and push them to the next level.

PATH TO PRESIDENT’S CLUB

Senior Director of Commercial Sales @ CaptivateIQ
Senior Director of Global Commercial NL Sales @ Outreach
Director of Sales, Global New Logo @ Outreach
Director of Sales, New Logo @ Outreach

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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