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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:

#92 - Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy) Jan 19, 2022

Show notes

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

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.

PATH TO PRESIDENT’S CLUB

CEO @ Sales Gravy
Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#91 - Telling crispy customer stories and using unexpected honesty (Nick Casale, Director of Sales @ Sendoso) Jan 12, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Set the ground rules for your prospect’s competitive evaluation (sell the model)
Lean on your winning zones & the prospect’s priorities, then identify where competitors fall short.
Gain traction against incumbents by explaining why market leaders are playing the game wrong.
Tell relatable, crispy customer stories by painting the specific people and their journeys.

PATH TO PRESIDENT’S CLUB

Director of Sales @ Sendoso
First Sendoso Sales hire and employee #3
Former SDR & AE @ Talkdesk

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#90 - Mastering conversational discovery to drive your sales process (Michelle Pietsch, VP of Revenue @ Dooly) Jan 05, 2022

Show notes

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

FOUR ACTIONABLE TAKEAWAYS

Use humbling disclaimers to level with the prospect to establish next steps.
Ask about the buying process AFTER you get to the “aha” moment in discovery.
Figure out the “why” when a signing deadline is missed - then determine next steps.
Avoid leading questions which do the opposite of building rapport.

PATH TO PRESIDENT’S CLUB

VP of Revenue @ Dooly

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#89 - Playbook: Running a Killer Demo Dec 29, 2021

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 run a killer demo.

FOUR ACTIONABLE TAKEAWAYS

Show the 20% of your features that solve 80% of the problems.
Always prep for who is in the room, what they want to see, and the objective of the call.
Show as few screens as possible in the demo, go right into the “Aha” moments, and ask questions.
Control the room by setting expectations upfront and directing excessive questions to future calls.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#88 - How to keep your demos interactive to navigate directly into your winning zones (Cory Bray, Managing Director @ ClozeLoop) Dec 22, 2021

Show notes

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

Four Actionable Takeaways:

* Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions.

* Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility.

* Keep your demo’s interactive by asking the prospect what jumps out to them right away.

* Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions)

======================

Cory’s Path to President’s Club:

* Managing Director @ ClozeLoop

* Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#87 - The Xmas Special (click for gifts) Dec 21, 2021

Show notes

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

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#86 - Embracing competitors and asking the right questions at the right time (Ryan Staley, Founder & CEO @ Whale Boss) Dec 15, 2021

Show notes

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

Four Actionable Takeaways:

* Learn from the 5 biggest deals you have lost and replace them with the 5 fastest deals you have won.

* Ask questions to determine where you stand in the process before wasting months on a sale cycle.

* Don’t shy away from the buyer’s conversations with competitors - use it to your advantage.

* Fully understand every outstanding step to get a deal done to avoid surprises.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#85 - Death of the helpful seller: Use proven psychology to stop losing deals (Belal Batrawy, DeathtoFluff) Dec 08, 2021

Show notes

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

Four Actionable Takeaways:

* Disclose “often withheld” information around pricing, competition, weakness, and implementation.

* Social bid often to get your prospects to share valuable insights that you wouldn’t get otherwise.

* Pressure test how your champion’s willingness to change, which will help them sell to the committee.

* Utilize emotionally charged messaging to attach with a deeper need than just product features.

======================

Belal’s Path to President’s Club:

* Community Leader of #Death2Fluff

* 7x Startup Seller and Sales Advisor

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#84 - Leading with data in your sales process and why traditional sales is broken (Anthony Iannarino, President @ SOLUTIONS Staffing) Dec 01, 2021

Show notes

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

Four Actionable Takeaways:

* Lead with insights to show the prospect that you know their business.

* Don’t assume the customer deeply understands their world, be prepared to share learnings.

* Show the buyer what they should be considering during their evaluation.

* Sell the model, not the features, of your business.

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Anthony’s Path to President’s Club:

* Over 30 years of sales experience in staffing & B2B

* Creator of Iannarino Sales Accelerator

* Founder of B2B Sales Coach & Consultancy

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#83 - Selling to executives, selling with them, and everything in between (Kris Rudeegraap, CEO @ Sendoso) Nov 24, 2021

Show notes

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

Four Actionable Takeaways:

* Bring your executives early to accelerate the deal instead of at the end when it’s too late.

* Sell the vision of your deal (as the executive) before justifying the product with logic.

* Avoid asking for meetings too far above the line. Instead as for a referral to the appropriate person.

* Utilize the “Sent from my iPhone” subject to give a genuine feel to emails.

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Kris’ Path to President’s Club:

* CEO and Co-Founder @ Sendoso

* Writer for Forbes Technology Council

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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