30 Minutes to President's Club | No-Nonsense Sales - TopPodcast.com

View Top 200 Chart

Back to Rankings Page

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:

#177 - Mastering every moment at your next conference (+ never lose at musical chairs) (Christine Nolan, Global VP of Sales @ Starburst) Jun 28, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Don’t drink and eat yourself to death at a conference. Keep your eye on the ball - meeting prospects.
When you pre-set meetings before the conference, talk to the prospect’s team in advance. Focus the conversation on what you learned + what they’re hoping to get out of this.
Add pictures of the people you want to meet in a Google doc. At the conference, create organic moments where you find those people.
Play musical chairs at the conference - If one happy hour, session, or conversation isn’t a good use of your time, LEAVE.

PATH TO PRESIDENT’S CLUB

Global VP of Sales @ Starburst
Director of Sales @ HackerOne
Senior Account Executive @ Lyft
Account Executive @ Checkmate.io

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

Product Roadmap: Q3 2023 Jun 26, 2023

Show notes

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

Welcome to the biggest content launch quarter in 30MPC history: https://www.linkedin.com/pulse/q3-30mpc-roadmap-30-minutes-to-president-s-club

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#176 - Playbook: Top 10 moments that change the way we sell Jun 21, 2023

Show notes

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

Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.

Prospecting

Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing!
Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort

Discovery

Episode 110 Doug Landis: PPO
Episode 137 Krysten Conner: The Menu of Pain
Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it.
Episode 113 Armand Farrokh: The 5-minute drill + big demo deck

Process

Episode 130 Morgan Melo: How are you gonna justify this internally?
Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum.
Episode 103 Miles Kane: What are you willing to offer in return?
Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale.

The NUMBER ONE TACTIC!

Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#175 - Navigating the nuances of a hero's journey (Adam Wainwright, Sr. Director of Sales @ Clari ) Jun 14, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

At the end of a discovery call, lay out a play-by-play recap and look for the nod.
The 5-chapter Recap Email: [1] What we learned, [2] How we can help (the 1-2 things they loved the most) [3] Suggest times [4] Gather inputs that can build a business case [5] lay out the sequence of events.
The Technical Validation Call: Explain the 4 things we need upfront. SE sends a technical follow-up with the green light (low level of effort to deploy).
The Hero’s Journey: The biggest problems, the ROI narrative, the number, and finally trade levers.

PATH TO PRESIDENT’S CLUB

Sr. Director of Sales @ Clari
Sr. Enterprise Account Executive @ SetSail
GM General Business @ SAP Litmos
Enterprise Business Development @ Determine

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#174 - Selling with ChatGPT (Sonny Round, Director of Global Sales Development @ Panopto) Jun 07, 2023

Show notes

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

Download Sonny's ChatGPT Cheat Sheet

FOUR ACTIONABLE TAKEAWAYS

Three common ChatGPT use cases: pull out insights, write emails based on that research, handle objections when they come in.
Feed ChatGPT with relevant data like a 10-K to write a great tailored email for you.
From there, you can plug your website or writing rules to craft an email for you.
Don’t like that email? Ask for a revision or have it use Hemingway to rewrite this email at a 5th grade level.

PATH TO PRESIDENT’S CLUB

Director of Global Sales Development @ Panopto
Sr. Manager, Global Sales Development @ Sift
Manager, Account Development Team @ Mesosphere
Sales Development Representative @ Mode

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#173 - Club Playbook: How to cold call (ft. Morgan J Ingram) Jun 05, 2023

Show notes

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

Download Morgan's Cold Call Script

ACTIONABLE TAKEAWAYS

Overview - Fisherman’s Framework: Break your cold call into Waiting (Openers), Bite (Value Props), Fight (Objections)
Section 1 - Openers (Waiting): Use one of two cold call openers — the PLA (pleasant, laugh, arms-up) or the confident pause
Section 2 - Value Props (Bite): Reverse engineer soundbites from your customers and have 2-3 foundational pillars of problems you solve to build your talk track.
Section 3 - Objections (Fight): Handle any objection by pausing, acknowledging, questioning → pulling → driving the next step

PATH TO PRESIDENT'S CLUB

Founder and CEO @ Ascension Media Productions
VP, GTM Talent and Development @ Sales Impact Academy
Director of Sales Execution and Evolution @ Sell Better by JB Sales

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#172 - Sealing the deal with executives (Lynn Powers, Enterprise Sales Director,@ Clari) May 31, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Preschedule the final executive meeting upfront if you get access to the executive buyer at the beginning of the sales cycle.
Map out the 10 things you’ll need to do now, to prepare for the big executive meeting.
Send 1:1 messages to each department lead before the call to find out what is important to them.
Have your economic buyer pre-sell each executive before going into the big team meeting so that you can position it as the introduction to the implementation phase.

PATH TO PRESIDENT’S CLUB

Enterprise Sales Director @ Clari
Commercial Account Representative @ Xactly Corp
Commercial Account Representative @ MapR Technologies
Technology Account Representative @ Oracle

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#171 - Negotiate like a pro during a savings showdown (Hunter Swanson, Enterprise Regional VP @ DocuSign) May 24, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

When you are asked for a discount ask in return, “Why a discount at all” and then create a cost to each item they’re asking for.
When asking for contract turnaround time, don’t just stop at legal approval. Break it down from prioritization to stakeholders.
Take the time to get approval. Don’t make it seem like it’s too easy.
When returning a proposal, walk through the additional savings being approved, and have the “Valid by” date in bold red.

PATH TO PRESIDENT’S CLUB

Enterprise Regional VP @ DocuSign
Team Lead @ Strideline
Marketing Representative @ Russell Investments

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#170 - Winning over the CEO by turning their team into champions (Henry Schuck, CEO & Founder @ ZoomInfo) May 17, 2023

Show notes

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

ZoomInfo: 5 Plays, 30MPC Style

FOUR ACTIONABLE TAKEAWAYS

Don’t let the fear of breaking rapport prevent you from asking for the next step.
Answer the yes-or-no questions and SHUT UP!
Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it.
Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand.

PATH TO PRESIDENT’S CLUB

CEO & Founder @ ZoomInfo
CEO & Co-founder @ DiscoverOrg
Adjunct Professor @ Washington State University

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#169 - Getting to power for executive level discovery (Kyle Asay, Regional VP @ MongoDB) May 10, 2023

Show notes

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

Download Kyle's Executive Multithreading & Agenda Email Templates

FOUR ACTIONABLE TAKEAWAYS

Prepare targeted questions during pre-call prep to validate your research
Repackage information in exec summaries by highlighting solutions and needed resources (don't just regurgitate the champion-level business case)
When an exec is impatient, share your POV and ask for their input
When asking for power, show how their involvement will benefit the project

PATH TO PRESIDENT’S CLUB

Regional VP @ MongoDB
Regional VP of Sales @ Qualtrics

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

Related Podcasts