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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:

#82 - Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling) Nov 17, 2021

Show notes

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

Four Actionable Takeaways:

* Don’t talk about root causes/technicalities until you get to the business impact first.

* Condense the problem you solve into a single sentence - stop overcomplicating things.

* Lean on their desired future state instead of talking about the past.

* Get to the question/reason behind those unexpected/general questions.

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Keenan’s Path to President’s Club:

* Author of Gap Selling

* CEO @ A Sales Guy Consulting

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#81 - Mapping out your demo during the discovery call to drive the ‘aha’ moment (Will Lui, CRO @ Pairsoft) Nov 10, 2021

Show notes

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

Four Actionable Takeaways:

* Tie each feature you demo to the discovery, then an example, then a use case so it really sticks.

* Give examples of how existing customers with similar pain points are using your tool.

* Avoid the deep-cut discovery with outbound prospects, present your thesis and let them react.

* Once you get to power, immediately leverage them into a demo with the entire team for credibility.

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Will’s Path to President’s Club:

* CRO @ Pairsoft

* Former Director of Strategy and Operations @ Adobe Workfront

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#80 - Working with your Sales Engineer to run effective discovery and demos (Zach Farber, AE @ Salesforce) Nov 03, 2021

Show notes

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

Four Actionable Takeaways:

* Lean on your champion to schedule large meetings with multiple functional groups.

* Stay active during the demo by linking discovery to features (instead of trolling through Facebook).

* Take at least 15min before a large demo to review discovery notes with your Sales Engineer.

* Send individualized recap emails highlighting points that hit well with that functional group.

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Zach’s Path to President’s Club:

* AE/Magician @ Salesforce

* Forme AE @ Loopio

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#79 - Systematizing the way you use text messages in a deal cycle (Eric Buckley, President @ Skipio) Oct 27, 2021

Show notes

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

Four Actionable Takeaways:

* Don’t try to sell over text, your goal is to get a response, meeting, or call.

* Keep your texts short and sweet to encourage a quick response.

* Bump your thread back to the top with a “bubble-up” text.

* Use a pulse check text to get informal context/feedback during your deal cycle.

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

Eric’s Path to President’s Club:

* President @ Skipio

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#78 - Perfecting the Up-Front Contract...straight from the source (Joe Diliberto, President/Owner @ Sandler Training) Oct 20, 2021

Show notes

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

Four Actionable Takeaways:

* Use an UFC at the beginning of your meeting to anchor customers to next steps at the end.

* Use an UFC at the end of your meeting to anchor to outcomes of the following meeting.

* Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth.

* When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed.

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Joe’s Path to President’s Club:

* President/Owner @ Sandler Training SF

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#77 - Playbook: Cold Emails Oct 13, 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 send cold emails that actually work.

FOUR ACTIONABLE TAKEAWAYS

Stop trying to sell everything under the sun. Keep it to one pain point per email.
Start your sequence with an email, and move to 10 touches over 30 days with a mix of calls and emails.
Use the 3x3 rule with a crispy problem, what you do, and a quick ask for interest.
Avoid over formalities/news headlines so that your message actually resonates with the reader.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#76 - Breaking down negotiation tactics against every type of buyer persona (Morgan Melo, Sales @ Pave) Oct 06, 2021

Show notes

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

Four Actionable Takeaways:

* Use “typically” questions to demonstrate your credibility. Avoid the generic, open-ended q’s.

* Lean on your relationship with the champion to be confident you have the deal BEFORE negotiation.

* Figure out all of the non-ARR related gives in your toolbelt and leverage those first.

* Laugh when you get a ridiculous ask on pricing if you’ve gotten agreement on the value.

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Morgan’s Path to President’s Club:

* Sales @ Pave

* Former AE @ Carta

* Client Strategist @ PwC

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

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#75 - Adapting to the future of sales and prospecting into the millennial customer base (Collin Cadmus, Founder @ CollinCadmus.com) Sep 29, 2021

Show notes

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

Four Actionable Takeaways:

* Optimize your voicemail for transcription - keep it simple and skip the feature dump.

* Get your golden nugget and turn it into a Next Step - don’t keep digging.

* Keep your prospecting short and sweet to avoid rabbit holes.

* Find different people/partners you can exchange leads with to keep our pipeline full.

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Collion’s Path to President’s Club:

* Founder @ CollinCadmus.com

* Former VP Sales @ Aircall

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#74 - Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack) Sep 22, 2021

Show notes

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

Four Actionable Takeaways:

* Segment your cadences based on industry / persona to further personalize.

* Target multiple departments of your prospect’s business. Don’t just stop when you reach one.

* Always be prepared to “give” with an initial theory on the prospect’s pains based on the market.

* Avoid going right to the demo without getting some discovery in return.

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Tonima’s Path to President’s Club:

* Senior AE @ Slack

* Former Sales Manager @ Oracle

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#73 - Becoming the CEO of your territory in your path to President’s Club (Anthony Cessario, VP of Industries & GTM Solutions @ Clari) Sep 15, 2021

Show notes

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

Four Actionable Takeaways:

* Ask your customer how they build business cases instead of just sending over your ROI sheet.

* Give an intentionally large range when asked about pricing to gauge where they stand.

* Get as many referrals as you can, from as many teammates as you can - “Shark Week”

* After the pricing “give”, you should always ask for the budgeting process as a “get”

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Anthony’s Path to President’s Club:

* VP of Industries & GTM Solutions // Former VP of Enterprise Sales - West @ Clari

* RVP of Enterprise Sales @ Oracle

THE LATEST FROM 30MPC

THE LATEST FROM 30MPC

THINGS YOU CAN STEAL

Prospecting

Discovery & Demo

Sales Process

30MPC Training: ⁠30mpc.com/training

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It will increase your chances of making President’s Club by 227%.

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