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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:

#206 - Stop Selling For Crappy Companies (Look For THIS) Sep 26, 2023

Show notes

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

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

#205 - BEFORE You Get Into Tech Sales, Here’s How It Works Sep 22, 2023

Show notes

Watch in full vibrant color: https://bit.ly/3rn7VhD

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

#204 - Using hypothesis-driven discovery to uncover winning zones (Danilo Capric, Sr. Account Executive @ Databricks) Sep 20, 2023

Show notes

Download Danilo's Hypothesis-Driven Disco Call Framework

FOUR ACTIONABLE TAKEAWAYS

5 ways to research a prospect: [1] LinkedIn [2] Google search [3] podcast appearances on Listennotes.com [4] social channels [5] If they're a Ph.D., Google their name + “dissertation”
Use that research in the first 2 minutes of the call.
Start with their big business goals, then raise the problems and outcomes that YOU can solve to narrow them into your winning zone.
Bucket your buyers with a market approach technique. You’re either a lean team putting together best-in-breed point solutions to cover your gaps or a mature team that wants an all-in-one solution. Which are you?

PATH TO PRESIDENT’S CLUB

Sr. Account Executive @ Databricks
Co-founder @ B2B Syndicate
Flex Adjunct Sales Coach @ Satellite
Account Executive, Named Accounts @ New Relic, Inc.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#203 - How I Kickoff Every Sales Call Sep 19, 2023

Show notes

Watch in full vibrant color: https://bit.ly/46h819q

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

Product Roadmap: Q4 2023 Sep 18, 2023

Show notes

Get ready for the baddest 30MPC roadmap you've seen in your life.

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#202 - Crafting success with creative deals (Mark Kosoglow, Chief Revenue Office @ Catalyst Software) Sep 13, 2023

Show notes

FOUR ACTIONABLE TAKEAWAYS

B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW.
When they prompt a creative deal term, say yes first, but then ask: “Does that mean you’ll buy now?” If not, keep digging.
Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that’s ok if you keep the customer for 3 years.
When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?”

PATH TO PRESIDENT’S CLUB

Chief Revenue Officer @ Catalyst Software
Sr. Vice President of Global Sales @ Outreach
Regional Sales Director @ School Specialty Planning & Student Development
Sr. Account Management @ Great American Opportunities

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#201 - 4 Ways To NOT Sound Like A Telemarketer Sep 12, 2023

Show notes

Watch in full vibrant color: https://bit.ly/45N3Vpq

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

#200 - Push Your Prospects Away To Sell More Deals Sep 08, 2023

Show notes

Watch in full vibrant color: https://bit.ly/3Em7hUz

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

#199 - Playbook: Crushing your competitors Sep 06, 2023

Show notes

Every 10th episode, we tear down one topic. This time, we’re talking about crushing your competitors.

Actionable Takeaways

50% of deals are going to be won by just being a better seller, the other half by properly selling inside the winning zone.
Start by figuring out what’s important to them, then recommend a few priorities specifically in your winning zone while seeding competitor losing zones.
Against apples-to-apples competitors, tilt the odds in your favor with on-sites, power, and references.
Throw competitive darts as you make cold calls or send cold emails so that you begin pushing to your winning zones.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#198 - Club Playbook: Do the opposite (ft. Nick Cegelski) Sep 04, 2023

Show notes

ACTIONABLE TAKEAWAYS

Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response.
Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate.
At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill.
It’s okay to sometimes lose a negotiation in favor of getting the deal done.
Whenever possible, you should opt for a live conversation with your prospects.
Abandon the belief that activity equals achievement. Instead, recognize that your job exists to accomplish outcomes.

PATH TO PRESIDENT’S CLUB

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

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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