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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:

#140 - Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup) Nov 23, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Ask your inbound leads what prompted them to take the call.
Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery.
Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language.
Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions)

PATH TO PRESIDENT’S CLUB

Co-Founder & CEO @ Stealth Startup
Director of Sales & Go-To-Market @ Gong
Co-Founder & CEO @ Conversature
Regional Sales Manager - New Business @ InsideSales.com

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#139 - Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot) Nov 16, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects.
Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing.
Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions.
Play the negotiation table with ALL of your asks. If you get an ask on pricing, decline it, but in return give a non-monetary ask.

PATH TO PRESIDENT’S CLUB

Regional Director Majors-West & Central @ ThoughtSpot
Regional Sales Manager @ Expanse Inc.
Enterprise Account Executive @ AppDynamics
Sr. Enterprise Account Executive @ ClearSlide

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#138 - Creating and accelerating your emails (Kyle Coleman, SVP, Marketing @ Clari) Nov 09, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Read your emails out loud before you send them. Use contractions and shorter sentences to sound less robotic.
Speak the language of your target persona. Tie the problems of that persona to the company priorities.
Use the 3x3 recap email: List the top 3 takeaways from the meeting, followed by the top 3 next steps.
When phrasing the top takeaways, make it SHORT and focus most of your summary on the problem.

PATH TO PRESIDENT’S CLUB

SVP, Marketing @ Clari
Co-founder @ SDRDefenders
Sr. Director, Sales Development & Optimization @ Looker
Account Executive @ gyro

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#137 - Playbook: Cold Calling Playbook Part 2 Nov 02, 2022

Show notes

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

Part 1: The Playbook Revisited

Use a permission-based or ‘heard the name tossed around’ opener
Describe an excruciatingly painful problem prop
Suggest times or send a placeholder invite

Part 2: The Next Chapters

Handle objections with the Mr. Miyagi framework
Leverage 1-2 punch voicemails leading with context and redirecting to email
Treat your call blocks like a workout and get dialing!

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#136 - The Don't Get Ghosted Playbook Oct 26, 2022

Show notes

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

Section I: Preventing yourself from getting ghosted

Pre-Meeting

Confirm the calendar invite
Set the placeholder
Create a pre-meeting agenda
Never leave a cancellation without a meeting, always punt the invite

In the discovery call

Upfront contract
Labeling questions “sounds like”
Question behind the question

At the end of a discovery call:

5-minute drill
Use a JEP / align on next next steps
Benign note

Section II: So you got ghosted, what do you do?

Channels

Communications: Call, LinkedIn, send something
Targets: Call other prospects in the deal. Call the front line
Change the voice: Use an exec-to-exec touch

Messaging - Key is pitch-light / pushing away

Did I mess something up?
Did I lose you?
If going above their head

When to give it up?

No bilateral communication within 30 days — it’s done
From there… Charly’s value add / warming drip 1x / month
Go prospect other people. X Company didn’t reject you, just that one person did
Keep reminders on for new hires/events at the company

Danger zone tactics

Cold invite
Going over their head
Door knocking
Weekly donut

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#135 - Using social proof tactics in your cold call (Terry Husayn, VP of Sales Development @ Orum) Oct 19, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations.
Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target.
Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona.
Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach.

PATH TO PRESIDENT’S CLUB

VP of Sales @ Orum
Account Executive @ Teamable Software
Head of Sales @ Neptune.io
Manager, Sales Development and Operations @ CloudVelox [Acquired by VMware]

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#134 - Optimizing for connections and completions in your cold calls (Ryan Reisert, Student of Sales, Principal @ Reisert Consulting) Oct 12, 2022

Show notes

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FOUR ACTIONABLE TAKEAWAYS

Use the 80/20 principle - if someone hasn’t picked up within 5 calls, start expanding your efforts in the other channels.
Prioritize direct dials & operations (their job is to transfer you). Avoid gatekeepers when possible.
Document your channel validation. For phones: direct vs operator, validated vs not validated, etc.
Focus on the tone/pace of your opener vs the words themselves. Then preface with the intent of your call to lower their guard.

PATH TO PRESIDENT’S CLUB

Student of Sales, Principal @ Reisert Consulting
Director, Paid Media + Audience @ Sprinklr
VP Sales @ Booshaka, Inc. (Acquired by Sprinklr)

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#133 - Building a business case with your champion (Nate Nasralla, Founder @ Fluint) Oct 05, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Include a short, one-page memo in your calendar invite so they can digest what you want to communicate. Then start your meeting 5 minutes later and dig right in.
Create your business case in Mad Lib Style. Start with a framework and fill in the gaps as you go through the call, helping to build out the storyline.
Use language in your business case that's internal to the buying team, weaving trigger words or trigger phrases that are going to signal to an executive that you're aligned with a priority they care about.
When meeting with ‘below the line' buyers, find 1-2 workflows they spend 80% of their week in. Ask them to demo how that works today. After they share their screen, share yours, give them screen control, and guide them through that task in your product.

PATH TO PRESIDENT’S CLUB

Founder @ Fluint
Chief Growth Officer @ GAN
Managing Director, Enterprise Division @ Network for Good
Director, Business Development @ Tiesta Tea Company

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#132 - Setting the steps of your Mutual Action Plan (MAP) (Ross Rich, CEO @ Accord) Sep 28, 2022

Show notes

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FOUR ACTIONABLE TAKEAWAYS

Identify your champion and the problem you’ll be trying to solve, THEN share the MAP with them.
Map out the key milestones in the deal and customize them for the people who need to be involved.
Don’t show every step in the MAP right away. Have the big stages listed, then deep dive into the current stage.
Anchor the MAP to their go-live date so they know you’ll be coming to those steps at a later date and they won’t feel overwhelmed early on.

PATH TO PRESIDENT’S CLUB

CEO @ Accord
Global Platforms, Partnerships Lead @ Stripe
Marketing @ Columbia Records

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

Product Roadmap: Q4 2022 Sep 22, 2022

Show notes

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

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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