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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:

#236 - Land Your Dream Sales Job With These Killer Interview Tactics (Adam Ochart @ Gong) Dec 19, 2023

Show notes

ACTIONABLE TAKEAWAYS

Hit adversity head-on. If you got hit with the RIF — tell them you probably could have survived, and here’s how.
Never be surprised — get the cheat code questions to the interview from your recruiter and interviewer.
Be concise. Start with the 4-step process, then ask them how deeply you want them to unpack each.
Golden hour follow-ups. Within 60 minutes, hit the recruiter and interviewer — and stand out by sharing what you could’ve done better in the interview or maybe even your favorite cold emails.

PATH TO PRESIDENT’S CLUB

Manager, Commercial Sales @ Gong
Mid-Market Account Executive EMEA @ Gong
Senior Commercial Account Executive @ Gong
Founder @ TrackmanRentals.com

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#235 - How to Bulletproof your Team's Pipeline with the So-What Train and Win Strategy Docs with Rebecca Feiten @6sense Dec 14, 2023

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Split 1:1s and deal reviews — don’t try to combine a professional development chat with a pipeline review!
Before a pipe review, ensure your reps pre-select the deals they want to review and prepare win strategy docs, mapping out all key external stakeholders.
Beat up the deals with the so-what train. Keep asking so-what to uncover the implication of the pain — until you don’t have an answer anymore, that’s what you need to find out.
Two questions to determine if a rep is ready to be a manager: Can they clearly communicate why they’re winning? And are YOU learning from that rep?

PATH TO PRESIDENT’S CLUB

Director of Enterprise @ 6Sense
Head of Sales, EMEA @ Outreach
Director of Strategic Enterprise Sales, EMEA @ Outreach
Strategic Sales Director, East & EMEA @ Outreach

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#234 - Sales Playbook: Nick and Armand Teach You How To Forecast Dec 12, 2023

Show notes

Every 10th episode, we tear down one topic. This time, we’re talking about landing your forecast in Q4.

Bonus: Get the 30MPC Forecasting Guide

ACTIONABLE TAKEAWAYS

The forecast should never be a surprise to your manager. You should be able to give one-sentence pipeline review updates and get through over 15 deals in a 30-minute pipeline review into your forecast.
For your forecast, you're going to call your key deals and your worst case and move to your commit, which is your bet on what will actually happen.
Play the spread. If your commit consists of one deal landing, you should probably have two to four in inventory. Throughout the month or the quarter, your forecast will start to taper.
Don't be a sandbag - don’t set a goal or forecast that's way too high.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#233 - Steal Kyle Asay’s Sales Competency Framework to Produce World-Class Sellers Dec 07, 2023

Show notes

Kyle’s Competency Framework

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Pick 1-3 competencies to coach a rep on max. Train your team, then establish a coaching rhythm to reinforce the training and a metric to track it.
Get your managers bought in otherwise your training will fall flat. Turn your managers into microphones instead of filters.
Give your reps multiple ways to get to a “good day” — build a Good Day Framework that assigns points to both inputs and outcomes.
If you have a rep who isn’t willing to work hard at the professional development plan that both you AND they agreed to… why would you keep working with that rep?

PATH TO PRESIDENT’S CLUB

RVP, High Tech Acquisition for North America @ MongoDB
RVP, High Tech Acquisition - Midwest, Northeast, and Canada @ MongoDB
RVP of Sales, Corporate Midwest @ Qualtrics
RVP of Sales, Midwest CX @ Qualtrics

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#232 - Close More Deals with Ninja-Like Operational Efficiency (Grace Presnick @ Outreach) Dec 05, 2023

Show notes

But wait! Want more from Grace & Outreach? Check out the 30MPC X Outreach: 1 Sequence to Create and 5 Templates to Close

FOUR ACTIONABLE TAKEAWAYS

Brainstorm how you're going to advance each of your opportunities before you have your pipeline review with your manager. Don't show up like a deer in headlights.
Block time for immediately after your pipeline reviews to take action on the things you agreed to do to drive your deals forward.
Structure your forecast calls - cover updates, health scores, next steps, amount, and close dates. Avoid spending the entire time on one deal by scheduling big bets calls for complex deal reviews.
Utilize a zero inbox strategy by organizing your inbox into action items, read through later, awaiting a reply.

PATH TO PRESIDENT’S CLUB

Senior Account Executive @ Outreach
Commercial Account Executive @ Outreach
Enterprise Account Executive @ Dell EMC
Account Executive @ Nasuni

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#231 - Incentivizing Your Team to Dominate Q4 (Doug Landis @ Emergence Capital) Nov 30, 2023

Show notes

Mark Kosglow's Course

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Re-evaluate your Q4 incentives. Lots of sales reps aren’t making money now. Throw in SPIFs and kickers that squeeze the juice out of ICP deals or even a $500 referral SPIF for customers.
Build your 2024 model for efficiency instead of growth. Sell your CEO, board, or finance team on healthy attainment to keep your best reps fed. They will carry you through a downturn.
Consider running hot. Your top sellers will over-perform and make up for a gap in capacity you might have with a bloated team.
Get everyone on the same page on healthy growth. No one wants a horrible CAC payback, a burning sales team, or a team that can’t keep their top reps.

PATH TO PRESIDENT’S CLUB

Growth Partner @ Emergence Capital
Mentor &Advisor @ Sales Assembly
Mentor & Advisor @ Forum Ventures
Mentor @ GrowthX Academy

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#230 - Jen Puts Nick in the Hot Seat to Learn His Secrets to the Perfect Sales Call (Nick Cegelski @ 30 Minutes to President’s Club) Nov 28, 2023

Show notes

FOUR ACTIONABLE TAKEAWAYS

Back Pocket Questions - Prepare multiple questions for your sales calls that you can pull out at any time. Use them if you get "stuck" at any point.
Strategic Social Proof - instead of simply namedropping customers, use customer story examples that are relevant to how you’d envision your buyer using your service, ex. Having a similar use case.
Make Discounting "Weird" - When you get hit with a price objection, your response needs to signal concern/confusion. You want to signal that this request is not biz as usual.
Alternative Video Use Cases - Video isn’t just for prospecting. Use video for "pre-call context" + "post-call recaps" + "Exec Summaries"

PATH TO PRESIDENT’S CLUB

Founder @ 30 Minutes to President’s Club
Senior Account Executive @ Time by Ping
Enterprise Account Executive @ SurePoint Technologies
Account Executive @ Aderant

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#229 - Build a Better Sales Call with this Foolproof Framework (Jen Allen-Knuth @ DemandJen) Nov 21, 2023

Show notes

FOUR ACTIONABLE TAKEAWAYS

Don't put your customer in box. Use "soft" language like "typically", "usually" and "what I've seen".
Before holding an intro meeting with a new prospect, mine your ecosystem for inside intel about what they care about & what they're like.
Always assume there are multiple decision-makers in a deal (not just 1).
Tell the customer upfront who you're NOT for - it actually makes you appear more credible.

PATH TO PRESIDENT’S CLUB

Head @ DemandJen
Head of Community Growth @ Lavender
Social Social @ Co-Founder
Chief Evangelist @ Challenger

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#228 - Lessons From A Renowned CRO: Evolving Your Sales Team Through Process And Accountability (Stevie Case @ Vanta) Nov 16, 2023

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update.
When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten.
Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them what to do.
80% of the upward communications should be focused on the problems you need to solve. Often times your CEO just wants to know that you’re aware of the problems.

PATH TO PRESIDENT’S CLUB

CRO @ Vanta
Founding Partner @ 20SALES
Founding operator at @ Coalition Postal
Vice President, Mid-Market Sales @ Twilio

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#227 - Utilize Discounts and Timelines to Never Let a Deal Slip (Harry Lort-Phillips @ Pave) Nov 14, 2023

Show notes

FOUR ACTIONABLE TAKEAWAYS

Anytime you’re asking about a get — sell why it’s important to the business. IE: You moving faster allows us to get ahead in our heavy implementation season.
Assign values to the different “gets” from a customer and put together a slide that walks the customer through these.
When turning down bad deals, walk them through how finance wouldn’t ever agree to multi-year flat deal, but how they can achieve a similar outcome with a different commercial structure.
If someone slips on a timeline commitment, you might have to honor the number, but you can always ask for another get in return.

PATH TO PRESIDENT’S CLUB

Director of Sales @ Pave
Senior Manager of Sales @ Pave
Client Strategy Manager @ Uber
Strategic Partnerships @ Uber

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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