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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:

#72 - Getting to power with the right deals, at the right time (Ian Koniak, Founder of Ian Koniak Sales Training) Sep 08, 2021

Show notes

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

Four Actionable Takeaways:

* Explain why any step would be better than the status-quo. Next, explain why your solution fits best.

* Utilize your champion (until proven guilty) at which time it is okay to go over their head.

* Never bash your champion, they will likely get reintroduced later on in the cycle.

* Share your thesis when speaking with an executive, then jump into the gravity in their eyes.

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Ian’s Path to President’s Club:

* Founder of Ian Koniak sales training/consulting

* Strategic Account Director @ Salesforce.com

* #1 Account Executive in the Enterprise Select Division of Salesforce.com

* 42+ consecutive months over quota

RESOURCES DISCUSSED

30MPC Training: ⁠30mpc.com/training⁠

#71 - Speed up your deal cycle with Second Voice and hitting the phones (Lydia Rahill, Director of Strategic Expansion @ CB Insights) Sep 01, 2021

Show notes

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

Four Actionable Takeaways:

* De-prioritize prospects that aren’t willing to commit to a re-connect call.

* Always have the meeting scheduled by the end of your current one.

* Have your boss send you an email to forward to your prospect.

* Ask for internal emails in your negotiations to get prospects to commit.

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Lydia’s Path to President’s Club:

* Over 300% of quota achiever @ CB Insights

* Irelands’ 30 under 30

RESOURCES DISCUSSED

30MPC Training: ⁠30mpc.com/training

#70 - Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast) Aug 25, 2021

Show notes

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

Four Actionable Takeaways:

* Avoid no-decisions by focusing on the impact of inaction to drive a business case.

* Always know the next steps (value) for every deal in your pipe + the result once you provide it.

* Establish the agenda for your next meeting at the end of your current meeting.

* Double down on the high priority items in an RFP and put the other questions on the backburner.

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Andy’s Path to President’s Club:

* Host of Sales Enablement Podcast

* Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales".

* Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#69 - Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training) Aug 18, 2021

Show notes

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

Four Actionable Takeaways:

* Figure out the cost of inaction when a prospect says “this isn’t a priority right now”.

* Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product.

* Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time).

* A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you.

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

Josh’s 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

#68 - Driving deal velocity with a Transformation Plan (Chris Von Huene, Sales Director @ Prodigal) Aug 11, 2021

Show notes

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

Four Actionable Takeaways:

* Ask each person for their personal top 3 goals to get out of the demo.

* Always flow from champion discovery, to boss demo, to squad demo.

* Capture the sales process with a Transformation Plan (Mutual action plan + MEDDIC).

* Multithread your deal by running comercial term negotiations along with your POC.

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Chris’s Path to President’s Club:

* Sales Director @ Prodigal

* Founding Associate @ Revenue Collective

* Top 3 AE at Xerox

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#67 - Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media) Aug 04, 2021

Show notes

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

Four Actionable Takeaways:

* Make your ask as specific as possible (person, company, etc.) when asking for referrals.

* Film a video with your pitch for your contact to pass along to the referral.

* Prep your reference with exact talking points and potential objections.

* Display insights to establish credibility - don’t just ask questions.

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Scott’s Path to President’s Club:

* Host of The Sales Success Stories Podcast

* Account Director @ Relationship One (where he carries a $3M quota)

* Creator of the Linkedin Sales Stars 100 list

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#66 - Playbook: Discovery Teardown Jul 28, 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 structure your discovery.

FOUR ACTIONABLE TAKEAWAYS

MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt.
Set the agenda by building rapport, establishing expectations, and anchoring them to next steps.
Utilize humbling disclaimers and stories to ask better questions.
Schedule next steps for at least 70% of your opps to ensure you know their buying process.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#65 - Getting a promotion using quality discovery tactics (Sarah Brazier, AE @ Gong) Jul 21, 2021

Show notes

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

Four Actionable Takeaways:

Break-down pricing objections to better understand whether it’s a timing, budgeting, or other issue.
Dive into why the customer is evaluating a solution in the first place. Avoid the feature vs feature battle.
Get ahead of potential objections by bringing them up preemptively.
Treat your promotion plan like a sales cycle - multithread, figure out the buying process, etc.

Sarah’s Path to President’s Club:

Account Executive @ Gong
Advisor @ Aligned, Chili Piper, and Ramped
Instructor @ Sales Impact Academy

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#64 - Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong) Jul 14, 2021

Show notes

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

Four Actionable Takeaways:

* Break the mold by leveling with your prospect and recognizing that you’re a sales rep.

* Find your top 3 buying triggers, in 3 minutes or less before you hit the phones.

* Use email interactions as MQL triggers and prioritize those leads first.

* Ask for a second chance when your opening pitch doesn’t go as well as you wanted.

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Parker’s Path to President’s Club:

* SDR Manager @ Gong

* 2018 SaaSy Sales Management Impact Award Winner

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#63 - The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling) Jul 07, 2021

Show notes

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

Four Actionable Takeaways:

* “Cut” your prospect before showing them the band-aid - solidify the enemy.

* Utilize stories when you hear a clear prospect pain-point.

* Ask related questions before the big questions. Start small before going big.

* Plant landmines with credibility and aligning yourself with the features your prospect cares about.

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David’s Path to President’s Club:

* Founder of Cerebral Selling

* Lecturer at Smith School of Business at Queen's University & London Business School

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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