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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:

#197 - Making meaningful intros to move competitive deals (Shay Keeler, Sr. Director of Global Commercial NL Sales @ Outreach) Aug 30, 2023

Show notes

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Join us for a "Live from Unleash" episode of 30MPC on October 3-5 @ Seattle Convention Center ($300 discount)

Come to experience AI-Powered selling with Outreach and learn actionable sales strategies from leaders and top performers from Cisco, Verizon, Grammarly, and more.

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FOUR ACTIONABLE TAKEAWAYS

Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time.
If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo.
When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them.
Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one?

PATH TO PRESIDENT’S CLUB

Sr. Director of Global Commercial NL Sales @ Outreach
Sr. Regional Sales Manager @ RealSelf
Sr. Sales Manager @ Yelp

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#196 - How Much Money Can You Make in Tech Sales? (Real Data) Aug 29, 2023

Show notes

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

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

#195 - Leveraging your team to secure strategic deals (Brantley Berryhill, Head of Strategic Sales @ Atlan) Aug 23, 2023

Show notes

Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90

FOUR ACTIONABLE TAKEAWAYS

Use the team Slack channel to keep your internal resources selling for you, alongside you, at every step of a big deal.
Use your leaders to ask questions at different altitudes to change the level of the conversation.
Forward the deal narrative to the CEO and have them reach out to the contact you’re trying to multithread into.
Create your own references instead of using the customer success round-robin references.

PATH TO PRESIDENT’S CLUB

Head of Strategic Sales @ Atlan
VP, Sales @ Evisort
Sales Leader, Google Cloud @ Google
Regional Director @ Looker

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#194 - How To Build Rapport In Sales (NO WEATHER TALK!) Aug 22, 2023

Show notes

🗒️ Watch in full vibrant color: https://bit.ly/44hjTa4

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

#193 - How To Prep For Your Next Sales Call Aug 18, 2023

Show notes

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

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

#192 - Conquering the chaos at the end of your deals (Todd Caponi, Founder, Speaker, & Workshop Leader @ Sales Melon) Aug 16, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

There are four levers in a negotiation: Volume, timing of cash, length of commitment, andtiming of the deal.
When describing the levers, explain upfront: There’s tremendous value in us being able to predict and we’re willing to pay for that in the form of a discount.
Hold firm by telling everyone in the world what the 4 levers are EARLY in your sales cycle.
When power comes in for a final pound of flesh, paint the trade-offs and lean on the fact that you’ve shared this early so that your champion can evangelize it.

PATH TO PRESIDENT’S CLUB

Founder, Speaker, & Workshop Leader @ Sales Melon
Author (The Transparency Sale & The Transparent Sales Leader)
Managing Director @ VentureScale
Chief Revenue Officer @ PowerReviews

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#191 - Triple Your Email Replies With The 3x3 Cold Email Aug 15, 2023

Show notes

Watch in full vibrant color: https://bit.ly/458zfP8

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

#190 - Riding rising stars on the way to enterprise deals (Chris Surdi, Strategic Account Manager @ Ascend) Aug 09, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Figure out your champion’s motives. This might look like supporting their business motives / aligning with their bonus/financial motives / or making them feel like they’re going to ink their next promotion.
The Sandwich Sale: Combine the groundswell at the bottom of the organization with executive momentum at the top to squeeze the middle managers into action.
Ask the executive: “Who’s your rising star?” They will often be the ones to drive your deal with the most velocity.
Land a single deal for $50-100k, then build an internal business case to expand on the account.

PATH TO PRESIDENT’S CLUB

Strategic Account Manager @ Ascend
Strategic Accounts @ Sourcegraph
Head of Enterprise Sales @ Segment
Enterprise Sales Executive @ Braintree (a PayPal company)

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#189 - I Book 1 In 3 Cold Calls with This Opener Aug 08, 2023

Show notes

The Heard The Name Tossed Around Opener - The first ever viral sales tactic I released is the opener that helped me book 1 in 3 cold calls. It's yours to steal now.

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 :)

TIMESTAMPS

(00:00) Intro

(01:34) Traditional Openers

(02:21) Intro Heard The Name Tossed Around Opener

(02:38) Lead With Common Thread

(03:05) Introduce Yourself

(03:18) Have You Heard Our Name Tossed Around?

(03:20) Talk Track

(03:38) Breakdown

(08:20) Recap

#188 - Got Hung Up On? Use This Cold Call Script (Youtube Opening Week) Aug 04, 2023

Show notes

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

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

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