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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:

#187 - 7 Ways To Get Your Prospects Talking (Youtube Opening Week) Aug 03, 2023

Show notes

Watch in full vibrant color: https://bit.ly/3qb4ni0

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

#186 - Amplifying authenticity to soft close across the sales cycle (JC Pollard, Mid-Market Account Executive @ Gong) Aug 02, 2023

Show notes

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

But wait, there's even more Gong x 30MPC at our Master Class Series :)

FOUR ACTIONABLE TAKEAWAYS

Use the 3x3 after your opener: “I noticed this, this, and this about you…how familiar are you with what we do?”
Be outrageously authentic. Example: “I would’ve been fired if I only closed deals with allocated budget.”
Set the expectation for three call outcomes upfront. At the end, tell them you think we’re at a 1 (which means buying this now), and ask them to validate that.
Use a soft close to skip a pilot. You’re either ready to move now, which gives us commercial flexibility, or need us to invest more time and resources to prove the use case.

PATH TO PRESIDENT’S CLUB

Mid-Market Account Executive @ Gong
Enterprise Business Development Representative @ TigerConnect
Head of Personal Training @ University of Oregon

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#185 - The Permission-Based Cold Call Opener, With A Twist (Youtube Opening Week) Aug 01, 2023

Show notes

Watch in full vibrant color: https://bit.ly/3QkqnS3

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

#184 - I Handle EVERY Cold Call Objection like Mr Miyagi (Youtube Opening Week) Jul 31, 2023

Show notes

Watch in full vibrant color: https://bit.ly/44KFn02

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

#183 - Leveraging enterprise executives to expand your deals (Brandon Wagoner, Founding Team-GTM Lead @ Superblocks) Jul 26, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Start your executive meetings with the top 2-3 priorities, then be quiet and let them explain why they took your call.
At the end of the executive meeting, ask them to sponsor you and make intros to each department lead.
Test pricing throughout the sales cycle with each department lead so that when the big proposal lands, it can be justified.
Not sure if the deal is a waste of time? Ask: is this above or below the line if your budget gets cut?

PATH TO PRESIDENT’S CLUB

Founding Team-GTM Lead @ Superblocks
Enterprise Sales Director @ Snowflake
Strategic Account Executive @ Pure Storage
District Sales Manager @ Dell EMC

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#182 - Hall of Fame: Kevin “KD” Dorsey Jul 24, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice.
Use a slight downtone when hearing the response to get prospects to lean in
Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having
Use “I think this might make sense” before coming in hot with your value prop

PATH TO PRESIDENT’S CLUB

SVP of Sales and Partnerships at Bench Accounting

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#181 - Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner) Jul 19, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Offer them value instead of meetings.
Frame your asks in terms of what they will get out of the meeting. If someone is on a competitor, offer insights on where that competitor may fall short.
Politely illuminate things that might be a bit “off” in their business.
Provide an off-ramp for the prospect by making them explain why they are willing to invest in the next step. “Where does this rank in your priorities? You have to do X, you have to do Y.”

PATH TO PRESIDENT’S CLUB

SVP Sales & Partnerships @ Owner
Director of Revenue and Merchant Success @ Shopfiy
VP Sales @ League Inc.
Director, Inside Sales @ Vision Critical

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#180 - Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software) Jul 12, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Start with the lay of the land questions > heaven and hell questions > typically questions.
If they don’t know the metric they’re trying to improve, it’s your job to educate THEM on the metric you can solve for.
Tell. Show. Tell. Tell them what you’re going to show them > show it to them > then tell them what you just showed them and how it relates to what you learned about them in discovery.
How to talk about implementation as a sales rep: Talk at the level of [1] the people involved [2] the stages of implementation [3] the timing of implementation.

PATH TO PRESIDENT’S CLUB

Director of Sales @ Catalyst Software
Director of Sales, Commercial @ Outreach
Territory Account Executive @ Microsoft
Sales Representative @ DocuSign

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#179 - Mastering momentum and winning 1:1's as an SDR (Zach Landres-Schnur, Head of Sales Development @ LiveRamp) Jul 05, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

When prioritizing accounts, try to find the low-hanging internal research (CL Opps, Past Conversations), then move to external research (10-K, New Contact)
In weekly 1:1s, do a look back on the past accounts you worked, and a look forward on the new ones. Have specific columns for the SDRs to fill in findings from their outreach.
Look for triggers when you’re refreshing an account to change up messaging (New Person, Customer Move, 10-K, New Messaging)
Work in 2-hour blocks (2hrs Nike, 2hrs for Adidas). Then use 1:1s to break up the day and refuel.

PATH TO PRESIDENT’S CLUB

Head of Sales Development @ LiveRamp
Director @ Camp Kee Tov
Editor @ The Big Picture Sports Blog
Program Coordinator @ Playworks

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#178 - Club Playbook: Get to power every time (ft. Jason Bay) Jul 03, 2023

Show notes

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

Download Jason Bay's Multithreading Masterclass

Register for the July Tactic TV episode, What Should You Have Said Instead? (Multithreading Edition)

ACTIONABLE TAKEAWAYS

Create a hypothesis of the key stakeholders involved in the buying process and suggest their involvement by name during the initial call.
Focus on selling the desired outcome rather than solely focusing on closing the deal.
Involve influential decision-makers early in the sales process and maintain their engagement throughout.

PATH TO PRESIDENT'S CLUB

Founder & CEO @ Outbound Squad
Owner @ Jason Bay Consulting
Director of Marketing @ Vault Studio (formerly known as Chamber DS)
Marketing Director & Corporate Sales Trainer @ College Works Painting

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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