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:

#121 - Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics) Jul 20, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem).
Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation.
When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what makes your product different as opposed to what everyone has.
Before giving concessions or discounts, narrow the scope (number of seats, commercial terms, service term, number of years in the deal) and get everything on the table before you start giving any sort of concessions.

PATH TO PRESIDENT’S CLUB

VP of Sales @ Qualtrics
Regional VP of Sales @ Qualtrics
Director, Corporate Sales @ Qualtrics
Sr. Manager, Corporate Sales @ Qualtrics

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#120 - Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights) Jul 13, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”.
Use “To what extent” to turn any close-ended question into an open-ended question.
Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this?
Seek out hesitation. “Based on what you’ve seen today, what would prevent us from moving forward?”

PATH TO PRESIDENT’S CLUB

Lead Enablement Manager @ CB Insights
Enterprise Account Executive @ Sentieo
Sr. Account Executive & Team Lead @ Axial
Sr. Associate @ Deloitte

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

Product Roadmap: Q3 2022 Jul 07, 2022

Show notes

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

We like to drop new stuff from time to time. So here's the scoop...

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#119 - Taking control of the buying process (Lauren Bishop, Sr. Commercial Account Executive @ Gong) Jul 06, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Write down what you want to get out of the call and two ways you can get it.
Use one team to prove your business case, then build it out for the others.
Don't enter a PoC unless you have security, legal, etc. wrapped or in progress already.
Don’t fixate on just a person’s title. Someone with tenure may have as much or more political capital than those with a newer, higher title.

PATH TO PRESIDENT’S CLUB

Sr. Commercial Account Executive @ Gong
Account Specialist, SMB @ Salesforce
Product Marketing Manager @ ProMathletics
Account Manager @ The Food Mint

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#118 - Hall of Fame: Sarah Brazier Jul 04, 2022

Show notes

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

We're running it back! Here's one of our all-time favorite episodes on 30MPC.

FOUR ACTIONABLE TAKEAWAYS

Write like a human - especially in your Linkedin DMs. No over-formal language.
Leverage up by reaching out to ICs, then getting referrals to the VPs.
Tell them it’s a cold call, then ask permission to sell before ya start selling.
Use permission-based selling in your upfront contract. Get the buy-in on the agenda.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#117 - Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum) Jun 29, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Define success criteria before going into a pilot so you don’t waste your time.
Run two products during the POC so your buyers choose between your options vs the competition.
Establish a buying window by highlighting a compelling event OR the cost of inaction.
Prioritize your pipeline as finish line deals > pilots > open deals > warm follow-ups.

PATH TO PRESIDENT’S CLUB

Director of Sales @ Orum
Former Account Executive @ Namely
Former Brand Ambassador @ Uber

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#116 - Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift) Jun 22, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Before agreeing to a give, ask what they’re willing to bring to the table.
Map out every step of the process to the signature with actions, owners, and dates.
Send a recap to the buyer of where they are in the journey after every discovery call.
Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details.

PATH TO PRESIDENT’S CLUB

Director, Enterprise Sales @ Drift
Former VP Sales @ Altocloud | Acquired by Genesys
Former Direct, Sales @ SmartBear

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#115 - Setting expectations with the next next next step (Jake Dunlap CEO @ Skaled Consulting) Jun 15, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Don’t just set the next steps. Set the next next steps.
2nd meeting demos should be 100% business application focused. NOT technical. Set that expectation upfront.
In the 3rd meeting, lead with top 3 themes you’ve heard, then ask “what do you think?” before jumping into demo.
In that meeting, have a 5 minute exec demo and a deep dive demo in your back pocket.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#114 - Handling objections with empathy and education (Joe Caprio, Operating Partner @ Glasswing Ventures) Jun 08, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Incept interest early by citing articles, years at role, X times they’ve had role, etc.
Find and rank top triggers, then use the first one you find when doing outreach.
Establish trust by pointing out challenges or differences with typical customer profiles.
Find design partners by being honest upfront with where your vision / product gaps are.

PATH TO PRESIDENT’S CLUB

Operating Partner @ Glasswing Ventures
Former Co-Founder @ Reprise
Former VP Sales @ Chorus
Former VP Sales @ InsightSquared

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#113 - Playbook: Top 10 moments that change the way we sell Jun 01, 2022

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.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

Related Podcasts