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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:

#102 - Joining the resistance to create openings (Josh Braun, Founder @ Josh Braun Sales Training) Mar 23, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Label and agree with objections to lower the zone of resistance.
Create an opening by asking “what’s your take on [something they can’t do]”.
Highlight business impacts by asking “are you aware of [relevant insight]”.
Stop reacting and pitching. Instead, lean on humor and interest.

PATH TO PRESIDENT’S CLUB

Founder, Josh Braun Sales Training
Former Head of Sales @ Basecamp
Former VP of Inside Sales @ Jellyvision

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#101 - Playbook: How to land a killer sales job Mar 16, 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 is how to land a killer sales job.

FOUR ACTIONABLE TAKEAWAYS

Build a top 25 accounts list that meet your criteria on space, prestige, size, etc.
Have a non-hideous resume with short, punchy sentences and specific numbers.
Prep for your interview by developing a point of view from the company’s perspective.
Don't be afraid to negotiate the terms of your deal. If you don’t ask, you’ll never get.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#100 - Your questions answered on how to be a cold calling machine Mar 09, 2022

Show notes

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

WHAT YOU’LL HEAR

Tone, prep, and cold calling fundamentals
Openers & value pops
Handling objections

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#99 - Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training) Mar 02, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Start your calls with a point of view on how you can help your prospect.
Kill the deck in the first meeting with the executive, focus on listening.
Sell the discovery process and yo-yo sell without fatiguing your executive.
Target new executives - they’re usually brought in to solve problems.

PATH TO PRESIDENT’S CLUB

Founder of Ian Koniak sales training/consulting
Former Strategic Account Director @ Salesforce.com

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#98 - Injecting your demos with discovery (Mor Assouline, Founder of FDTC) Feb 23, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Start your demo with a round of intros + what each person wants to get out of the call.
Recap stories and pain points from your disco before showing a related feature.
Validate whether or not the feature you showed actually solves their problem.
Justify the questions you ask to help lower the customer’s guard.

PATH TO PRESIDENT’S CLUB

Founder of FDTC (From Demo To Close)
Former VP of Sales @ Okendo

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#97 - Staying ahead with MEDDICC (Andy Whyte, Founder MEDDICC™) Feb 16, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Ask about the last time they bought something before asking for buying process.
Don’t be afraid to call out when a deal doesn’t appear to be a top priority anymore.
Get your execs involved when dealing with the buyer’s executive team.
Demonstrate the research you’ve done EARLY in the sales cycle.

PATH TO PRESIDENT’S CLUB

Founder MEDDICC™

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#96 - Nailing the tone of your discovery (Marcus Chan, Venli Consulting) Feb 09, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Roleplay the worst case scenario over and over again until you feel confidence.
Reference a similar company that you work with in early-stage voicemails.
Keep it cool when you jump on a call with an executive. Over-structure is the enemy.
Use why questions to understand the intent behind the priorities.

PATH TO PRESIDENT’S CLUB

President of Venli Consulting
Creator of the 6-Figure Sales Academy
Founding member at RevGenius
Member of the Forbes Business Council
Salesforce Top Sales Influencer to Follow

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#95 - Selling the partnership instead of the widget (Dan Cutler, Head of Sales) Feb 02, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Strive to get 3/3 criteria before give price: technical validation, budget, power.
Go exec-to-exec when you’re below the line. Never sell alone.
Before you talk at the CXO, start by asking why you’re in the room at all today.
Attach your product to key initiatives surrounding making money or saving money.

PATH TO PRESIDENT’S CLUB

Head of Enterprise Sales @ thepowersthatbe
Former Sr. Director of North America Salse @ Particle
Former Director of Strategic Accounts @ Box

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#94 - Hall of Fame: Ryan Reisert Jan 31, 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

Eat the frog by committing to prospecting first thing in the morning.
Handle objections differently with a ledge (ledge > disrupt statement > ask).
Handle ‘existing solution’ objections by offering value to keep the other guys honest.
Get past gatekeepers with respect, giving specific value, and providing social proof.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#93 - Trading items of unequal value (David Priemer, Founder @ Cerebral Selling) Jan 26, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Don’t show that you have the power in a negotiation.
Slow down the negotiations, it should feel like work every time there’s an ask.
Change the plane of negotiation on each ask. Certain “gives” should run out.
Talk them out of a discount unless they’re sure it’s the only cut.

PATH TO PRESIDENT’S CLUB

Founder of Cerebral Selling
Lecturer at Smith School of Business at Queen's University & London Business School
Former VP of Sales @ Salesforce

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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