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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:

#226 - Club Playbook: Three Steps to Cold Calling Success (ft. Jason Bay of Outbound Squad) Nov 13, 2023

Show notes

Download Jason Bay’s Cold Calling Framework

FOUR ACTIONABLE TAKEAWAYS

Open a Cold Call with a permission-based opener to get prospects to opt into talking to you. Your tone of voice is key because it’s hard to hang up on a genuinely nice person.
Go for the reverse pitch by sharing what is top of mind for their peers. Start with what is relevant to them, not what you’re trying to accomplish.
Hook prospects into scheduling the next meeting by finding problems you can solve. Start with the problems they share with their peers.
If you know the prospect is a good fit, don’t ask if they want that next meeting at the end of the call. Be assumptive and roll right into scheduling.

PATH TO PRESIDENT’S CLUB

Founder & 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

#225 - The Formula For Coaching Your Reps To President's Club (Patricia DuChene @ Postal) Nov 09, 2023

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Start & End of Week 15min stand-ups: Start each week by listing out by individual what you are going to accomplish this week, it should be measurable.
Breakdown calls into the sum of their parts: intro x discovery x demo x closing, but then coach to the THEMES across the parts.
Situation-Behavior-Impact Feedback: Describe the situation (put them back on the scene), remind them of their behavior/what they did, explain the impact of it.
Send the 3x3x3 to your CEO every day on Friday: 3 Up for the Week. 3 Down for the Week. 3 for Next Week.

PATH TO PRESIDENT’S CLUB

CRO @ Postal
Senior Vice President of Revenue @ Postal
Vice President of Sales @ Postal
Vice President of Sales, GM, EMEA & APAC @ Wrike

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#224 - Mastering the Bookends: How Your Open Dictates Your Close (Joe Diliberto @ Sandler Training) Nov 07, 2023

Show notes

FOUR ACTIONABLE TAKEAWAYS

The person asking the questions is the person running the call. While it can feel good to respond to rapid fire questions, make sure you don't lose control of the call by seeking to understand the 'why' behind the question.
Objections are opinions. Instead of jumping to overcome them, seek to understand them, by identifying if the objection is rooted in a lack of why change, why now, or why us.
Use the 2 minute call prep drill: Call Purpose, Desired outcome, Predict their Pains, Guess Behavior Style.
Exchange of information on a sales call should be bilateral, not unilateral. Make the exchange of information equitable by "reversing" (answer a question with a question).

PATH TO PRESIDENT’S CLUB

President and Owner @ Sandler Training
Executive VP of Sales @ Pure Digital Technologies
Vice President and General Manager of Field Sales @ Kodak

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#223 - 30MPC Live at Unleash 2023: The Golden Path to Closing Deals at Power Nov 06, 2023

Show notes

In this live episode of 30MPC direct from Unleash 2023, hosts Armand and Nick teach you how to close deals at power using The Golden Path. Learn how to set a strong agenda, understand executive priorities, and align your solution to close deals at lightning speed in this special episode of 30MPC.

Ready to walk The Golden Path? Download our tactic toolkit to get started!

30MPC Training: 30mpc.com/training

#222 - Leadership Playbook: Armand and Mark Teach You How to Run Pipeline Reviews That Don't Suck Nov 02, 2023

Show notes

https://tactics.30mpc.com/leadership-playbook-sales-stages-deal-review-guide

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Decide on a meeting or stage-based sales process first. Align the key steps to win a deal to your Salesforce stages.
Run rapid-fire deal reviews, recapping how each stage has been accomplished and what you plan to do to move the deal to the next step.
Each week, look at the next step your rep agreed to take last week. And if it didn’t happen, talk about how to make it happen or get it out of pipeline.
When your reps get really good at this, start teaching them the trick shots. Deal acceleration and combining two steps into one call!

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#221 - Your Blueprint To Nail EVERY In-Person Meeting Nov 01, 2023

Show notes

Watch in full vibrant color: https://bit.ly/3Sn5KWh

30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt....

5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

30MPC Training: 30mpc.com/training

#220 - How Jeb Blount Smashes In-Person Meetings (Jeb Blount @ Sales Gravy) Oct 31, 2023

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

When getting in person, try to dress the same "level" as your customer's office attire. When in doubt, dress one notch nicer.
Use the right communication tool for the job. Synchronous conversation wins.
Use this decision criteria for when to meet your customer in-person: size of deal, proximity to your location, and stage in the sales process (discovery phase is ideal).
Before the meeting, ask yourself, “What is the micro-commitment I want from the prospect at the end of this meeting?”

PATH TO PRESIDENT’S CLUB

CEO @ Sales Gravy
Author of People Follow You: The Real Secret to What Matters in Leadership
Author of People Buy You: The Real Secret to What Matters Most in Business
Vice President of Sales @ KGB

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#219 - Close Your First $1M ARR With Your Laptop CLOSED (Joe Caprio, Partner @ Glasswing Ventures) Oct 26, 2023

Show notes

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

The best product doesn’t always win — the team that has the most conversations with customers, investors, and partners does.
Every week — test an industry, persona, and problem in your early-stage outbound. Over 12 weeks, you need to rip through 12 market segments to find your ICP.
Play laptop closed! See how long you can go without opening your demo to sell a deal.
Don’t worry about the two, three, or four-year deals. Win customers in year one, and if your product is right, you’ll keep them in year two and beyond.

PATH TO PRESIDENT’S CLUB

Partner @ Glasswing Ventures
Growth Advisor @ CloudTruth
Growth Advisor @ Talla
Co-Founder @ Reprise

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#218 - The Secret To Nailing The Day Of The Event Oct 25, 2023

Show notes

Watch in full vibrant color: https://bit.ly/3tREmWc

30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt....

5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast.

30MPC Training: 30mpc.com/training

#217 - Your Path to President's Club Starts With "No" (Taylor Corr, Head of SMB & Mid Market Sales @ Quantcast) Oct 24, 2023

Show notes

FOUR ACTIONABLE TAKEAWAYS

Use the last 20 minutes of your workday to plan for the day ahead. Map out your calls, emails, and time blocks.
Default to saying no. Don't let random requests distract you from generating revenue.
Match your activity to your energy level. If you're high energy in the afternoons, use that time to cold call!
Avoid interruptions by blocking your time in one-hour increments. The non-urgent requests can wait until the top of the hour.

PATH TO PRESIDENT’S CLUB

Head of SMB & Mid Market Sales @ Quantcast
Senior Corporate Sales Manager @ Quantcast
Corporate Sales Manager @ Quantcast
Recruiting Manager @ Robert Half Finance & Accounting
Fixed Income Account Manager @ Bloomberg

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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