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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:

#216 - How to Cover 100 Deals Without Being On Every Single Call (Holly Procter, CRO @ Incredible Health) Oct 19, 2023

Show notes

THREE ACTIONABLE LEADERSHIP TAKEAWAYS

Streamline pipeline reviews with Sequence of Events (SOE).
"Prospecting in a Box" campaigns focus on quality over quantity, leveraging successful tactics within the team to re-engage with closed or lost opportunities.
Use clear communication and realistic goal-setting to avoid surprises and potential morale issues with your team.

PATH TO PRESIDENT’S CLUB

Chief Revenue Officer @ Incredible Health
GTM Advisor @ August Health
SVP - Global Head of Sales @ Clari
VP of Sales @ Clari

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#215 - I Never Go To A Conference Without Doing THIS First Oct 18, 2023

Show notes

Watch in full vibrant color: https://bit.ly/3rUL8tM

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

#214 - Using Deal Friction to Drive Opportunities Over the Line (Alex Kremer, Founder @ Alluviance) Oct 17, 2023

Show notes

FOUR ACTIONABLE TAKEAWAYS

Leverage the power of 7-38-55: 7 percent of meaning is communicated through words, 38 percent through tone, and 55 percent through body language.
Encourage friction in your sales cycle; it means that your customer is engaged.
When showing a demo, tell your customers what you're gonna show, show 'em, then tell them what you showed.
The "Barack Obama Objection Response" - When you get hit with an objection, acknowledge factors impacting their perspective and ask if they would be open to hearing a different perspective.

PATH TO PRESIDENT’S CLUB

Founder @ Alluviance
Director of Sales @ Catalyst Software
Director of Sales, Commercial @ Outreach
Senior Director, Corporate @ Outreach
Territory Account Executive @ Microsoft

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#213 - Build a Winning Sales Team With Commitment to Practice (Kevin "KD" Dorsey, SVP of Sales and Partnerships @ Bench Accounting) Oct 12, 2023

Show notes

THREE ACTIONABLE LEADERSHIP TAKEAWAYS

Document the What Good Looks Like (WGLL): It's best if it's defined, documented, and demonstrated.
Practice should be built into everyone’s week: You get good in practice, You don't get good in the game.
Follow leadership methodologies: Behavior, Individual, Process, Skill, You as a leader (BIPSY)

PATH TO PRESIDENT’S CLUB

SVP of Sales and Partnerships @ Bench Accounting
Mentor @ 500 Startups
Advisor @ Worklye.io
Advisor @ Regie.io

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#212 - 5 Ways To Negotiate Your Sales Job Offer Oct 11, 2023

Show notes

Watch in full vibrant color: https://bit.ly/3Q9HgOY

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

#211 - Maintain momentum in your sales conversations (Brian LaManna, Senior Mid-Market Account Executive @ Gong) Oct 10, 2023

Show notes

FOUR ACTIONABLE TAKEAWAYS

Use a "what I heard" slide to show you listened and as a reason to ask further questions.
Ask your prospect to rate how they feel about your solution on a scale of 1-10.
If you're a 10, are they ready to buy OR can you make the case to move forward?
Every day, take a look at your opportunities and consider what you could do today to better your chances with this deal.

PATH TO PRESIDENT’S CLUB

Senior Mid-Market Account Executive @ Gong
Mid-Market Account Executive @ Gong
Commercial Account Executive @ Gong
Senior Commercial Account Executive @ Gong
Enterprise Account Executive @ BrightEdge

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#210 - Stop cold applying for sales jobs and do THIS instead Oct 05, 2023

Show notes

Watch in full vibrant color: https://bit.ly/3Q45Mkq

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

#209 - Identifying decision-makers early (Brandon Sedloff, SVP of Sales @ Juniper Square) Oct 04, 2023

Show notes

FOUR ACTIONABLE TAKEAWAYS

Use the NDA to test for signing authority early in the process.
Send an executive update early in the process so that you have a thread to call on when things don't go so well.
Map out the process in a way that makes sense to them. Not to you. AKA not a buyer's journey.
The person who's involved in the RFP is usually the person who wins the RFP.

PATH TO PRESIDENT’S CLUB

Managing Director/SVP @ Junipare Square
Podcaster @ Juniper Square
Advisor @ Prophia

THE LATEST FROM 30MPC

THE LATEST FROM 30MPC

THINGS YOU CAN STEAL

Prospecting

Discovery & Demo

Sales Process

30MPC Training: 30mpc.com/training

ONE ASK

You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.

It will increase your chances of making President’s Club by 227%.

Okay maybe not, but we’d still really love you for it :)

#208 - NEVER Answer A Question Before Doing This Sep 29, 2023

Show notes

Watch in full vibrant color: https://bit.ly/3Pt8zly

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

#207 - Crushing your cold call objections (Will Padilla, Sr. Account Executive @ GRIN) Sep 27, 2023

Show notes

FOUR ACTIONABLE TAKEAWAYS

Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation.
Not interested: Is it because you’re not interested in influencer software or is it something I said?
Who is this: Run right back into the permission-based opener again.
I hate cold calls: Try to set up a non-cold call and get out of their way.

PATH TO PRESIDENT’S CLUB

Sr. Account Executive @ GRIN
Sales Coach @ CourseCareers
Business Development Representative @ Connect Searh, LLC
Business Development Representative @ Arrive Logistics

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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