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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:

#168 - Hall of Fame: Keenan May 08, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Align on the problem and impact first, then start brainstorming root causes and solutions
Build a problem identification chart with the problems, impacts, root causes of your ICP
Talk to customers, become an expert. Why did they buy? What problems did you have?
You need customers to agree to the problem they have and be willing to solve it with you.

PATH TO PRESIDENT’S CLUB

Author of Gap Selling
CEO @ Noted Analytics

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#167 - Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender) May 03, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Start by aligning on the problem in the big team meeting and sell your champion on why it’s important.
At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you.
In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems.
Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation.

PATH TO PRESIDENT’S CLUB

Community Growth @ Lavender
Chief Evangelist @ Challenger
Player/Coach-Large Enterprise Sales @ CEB, now Gartner

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#166 - Club Playbook: Run discovery with a point-of-view (ft. Sarah Brazier) May 01, 2023

Show notes

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

ACTIONABLE TAKEAWAYS

Section 1 - Agenda: Have a plan & share it. Call out surprises before they, ya know, surprise you.
Section 2 - Set the Table: Teach your customer something they don’t know, and you’ll gain credibility in their eyes.
Section 3 - Dig In: Don’t just ask qualification questions. Understand their challenges today and the impact those are having on their business. Ask questions about areas the prospect might not have considered, but you know you can add extra value too.
Section 4 - Dessert: Tell them what’s good and recommend they give it a try: i.e. tell them what the next step is and secure it at the end of the call.

PATH TO PRESIDENT'S CLUB

Account Executive @ Gong
Advisor @ Aligned, Chili Piper, and Ramped
Instructor @ Sales Impact Academy

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#165 - Part 2: Weaving showmanship into your sales process (Vin Matano, Sr. Account Executive IC-5 @ Demandbase) Apr 26, 2023

Show notes

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

Download Vin's 5 Emails from Prospecting to Close

FOUR ACTIONABLE TAKEAWAYS

Keep your multithreading separate to first establish direct lines of communication, and then weave them together later.
Once you have the group threaded together, separate out the master recap email from individual recap emails.
Put on a show! Vin used the number 282 to start a presentation, which was the number of LMS providers on G2 crowd, and the person who guessed the number correctly received a bottle of wine.
Attach discount percentages to levers so prospects have control over how they can buy themselves a discount.

PATH TO PRESIDENT’S CLUB

Sr. Account Executive IC-5 @ Demandbase
Strategic Advisor @ Aligned
Strategic Partner @ Outplay

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#164 - Part 1: Energize your prospecting with multi-channel mastery (Vin Matano, Sr. Account Executive IC-5 @ Demandbase) Apr 19, 2023

Show notes

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

Download Vin's 5 Emails from Prospecting to Close

FOUR ACTIONABLE TAKEAWAYS

Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday.
Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email.
The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot.
Use email to keep threading throughout your sales cycle. One way to do this is through direct mail.

PATH TO PRESIDENT’S CLUB

Sr. Account Executive IC-5 @ Demandbase
Strategic Advisor @ Aligned
Strategic Partner @ Outplay

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#163 - Mapping the path to close and navigating to your destination (Justin Solis, Enterprise Account Executive @ Pave) Apr 12, 2023

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Start your demos by setting the scene. Orient your buyer as to who they are in the demo and what they are doing in their day.
If you get a mild “yes” at the end of the demo (e.g. “it could be interesting, I want to debrief internally”), use timeline and sales process steps to see if they’re willing to work to take a step forward.
When asking for power, make it us vs. them.
Align the timeline to close with their best interest in mind, not yours (e.g. Get them excited about more time to implement means a much better customer experience for them).

PATH TO PRESIDENT’S CLUB

Enterprise Account Executive @ Pave
Sales Trainer @ Flockjay
Head of Revenue @ Whistle
Enterprise Account Executive @ Chili Piper

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#162 - Playbook: The Multithreading Playbook Apr 05, 2023

Show notes

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

WHAT YOU'LL HEAR

The Golden Path
Top Down Selling
Bottom-Up Selling

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#161 - Club Playbook: Scaling email personalization (Charly Johnson) Apr 04, 2023

Show notes

Download Charly Johnson’s Cold Email Drip Templates

ACTIONABLE TAKEAWAYS

Section 1 - Research: Have the top 5 things you look for ready to go and jot down the templates you’ll use for each.
Section 2 - Trigger Templates: Create scalable templates for each trigger - do it with your team to create a pool of common templates you can pop in.
Section 3 - Deposits: Apply the same concepts above to create ‘deposit’ templates that don’t always take value, they give it back.

PATH TO PRESIDENT’S CLUB

Account Executive @ Salesloft
Team Lead, Sales Development @ Integrate
SDR @ Akkroo, an Integrate company
Enterprise SDR @ PatSnap

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

Product Roadmap: Q2 2023 Apr 03, 2023

Show notes

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

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#160 - Optimizing your time-consuming sequences (Sam Nelson, Founder @ SDRLeader.com) Mar 29, 2023

Show notes

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

Download Sam's Agoge Sequence

FOUR ACTIONABLE TAKEAWAYS

Analyze a low performer's time allocation to identify areas for improvement. Filter time-consuming sequences in your SEP and review the people included.
Categorize your sequences to prioritize opportunities effectively. Segment people into immediate opportunities, helpful but not immediate, and irrelevant.
Standardize your value proposition based on persona to streamline your process. Use templates and snippets for personalization triggers while keeping the core sequence consistent.
Keeping a healthy population of overdue tasks is good for prospecting momentum. Avoid letting tasks get more than 2-3 days overdue, but embrace the benefits of always having something to do.

PATH TO PRESIDENT’S CLUB

Founder @ Agoge
Founder @ SDRLeader.com
SDR Leader @ Outreach
Co-founder @ Emberall

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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