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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:

#62 - Taking your video selling game to the next level (Josh Kirkham, Manager, Emerging Sales @ Vidyard) Jun 30, 2021

Show notes

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

Four Actionable Takeaways:

* Aim to be a one-take-wonder. It’s the only way you’ll be able to efficiently video prospect in bulk.

* Get your pleasantries/introductions out before the meeting with a quick video covering the agenda.

* Send micro-demos after the call by recording yourself highlighting key points and next steps.

* Don’t be afraid to call up your prospect for feedback after you see they’ve watched the video.

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

Josh’s Path to President’s Club:

* Manger, Emerging Sales @ Vidyard

* 255% of Direct Quarterly Quota Attainment

* Led sales team to achieve 125% of Team Quarterly Target

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#61 - Triangulating the truth to forecast better and drive timelines (Devin Reed, Head of Content Strategy @ Gong) Jun 23, 2021

Show notes

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

Four Actionable Takeaways:

* Understand every step it will take to get a deal done so you can move from a soft yes to commit.

* Ask multiple people how the buying process goes so you can better triangulate the truth.

* Get ahead of objections by figuring out what has gone right and wrong in past deals.

* Beat procurement with multiple champions and multi-threading your negotiations.

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

Devin’s Path to President’s Club:

* Head of Content Strategy @ Gong

* B2B Marketing & Sales advisor @ TheReeder.co

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#60 - Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff) Jun 16, 2021

Show notes

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

Four Actionable Takeaways:

* Don’t be afraid to insert some humor when being confronted on a cold call.

* Trade your cleverness with bewilderment to get the prospect to expand on the uncovered problem.

* Delight your buyer by offering up competitive analysis and pricing off the bat.

* Use mic-drop questions to show you’ve done your research and eliminate “not interested” objections.

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

Belal’s Path to President’s Club:

* Community Leader of #Death2Fluff

* 7x Startup Seller and Sales Advisor

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#59 - Optimizing your prospecting by skipping the jargon and using effective research (Charlotte Johnson, SDR @ SalesLoft) Jun 09, 2021

Show notes

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

Four Actionable Takeaways:

* Cut out all the useless fluff from your emails and get right into your research.

* Start the video on your research - the whiteboard intros aren’t getting the job done.

* Get creative with your email by screenshotting your research and including it in the body.

* Lead with context when cold calling to establish credibility and generate more conversation.

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

Charlotte’s Path to President’s Club:

* SDR @ SalesLoft

* Host of Sales Development Sounbites

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#58 - Nailing your next AE/BDR job interview (Blake Hudson, Director of Sales Enablement @ re:work training) Jun 02, 2021

Show notes

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

Four Actionable Takeaways:

* Answer the question you WISHED you were asked to drive your narrative.

* Give your pitch in “story” form (background, journey, aha moment) insead of reciting your CV.

* Embrace your “biggest weakness” and highlight the ways you deal with it.

* Explain the pull towards your new job, instead of pushing away from your old one.

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Blake’s Path to President’s Club:

* Director of Sales Enablement @ re:work training

* Former AE/Brand Manager @ Victory Lap

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#57 - Directing your sales process like a movie (Mark Kosoglow, VP of Sales @ Outreach) May 26, 2021

Show notes

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

Four Actionable Takeaways:

* Send a quick video after a big team demo instead of the 17 page deck.

* Mark-up your case study with key takeaways before sending to the prospect.

* Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z.

* Avoid the massive 8 person exec demo and opt to multi-thread instead.

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Marks’s Path to President’s Club:

* VP of Sales at Outreach

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#56 - Selling to a smaller book of business with highly personalized outreach (Vin Matano, AE @ Demandbase) May 19, 2021

Show notes

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

Four Actionable Takeaways:

* Remove all templates when reaching out to your AE Top 30 and AE Top 5.

* Look in your CRM for a prospect’s historical interactions, copy exact language for new outreach.

* Recycle your highly personalized email with a new subject line if it didn’t get opened.

* Switch your outreach frequently to increase the chances of breaking through.

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Vin’s Path to President’s Club:

* Mid-Market AE at Demandbase

* President’s Club FY20

* SDR of the Year (Demandbase)

* BEAST Award: The Best in Sales Development (Tenbound) - Responsible for sourcing over $6M in closed deals in 2019. Averaged 144% of New Business Opportunities each month.

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#55 - Playbook: Top 10 moments that change the way we sell May 12, 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 time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.

EPISODES MENTIONED:

Episode 6 w/ Ryan Reisert
Episodes 4 & 47 w/ Kyle Coleman
Episode 17 w/ Sarah Brazier
Episodes 16 & 29 w/ Morgan Ingram
Episode 1 & 35 w/ Joe Caprio
Episode 7 w/ Keenan
Episode 8 w/ Kevin “KD” Dorsey
Episodes 25 & 46 w/ Charles Muhlbaur
Episodes 18 & 40 w/ Adam O’Chart
Episode 9 w/ Belal Batrawy

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#54 - Getting higher open and response rates with unique twists to your outreach (Florin Tatulea, SDR Manager @ Loopio) May 05, 2021

Show notes

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

Four Actionable Takeaways:

* Backload your sequences (3 calls in one day then 3 emails in one day) to bump up replies.

* Use subject lines that will elicit an emotional response to drive more opens.

* Get a guaranteed response by sending the “I’m calling you tomorrow” email.

* Cover current state, negative consequences, ideal state, and business outcomes.

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Florin’s Path to President’s Club:

* Leads a team of 15+ SDR’s at Loopio

* Career coach at SDR Nation

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#53 - Leading better meetings by becoming a student of your prospects (Anthony Cessario, VP of Industries & GTM Solutions @ Clari) Apr 28, 2021

Show notes

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

Four Actionable Takeaways:

* Send a pre-meeting agenda to set expectations and get feedback.

* Start meetings with three big-picture takeaways you want them to walk away with.

* Ask questions one level up on the value pyramid to drive your convo and next steps.

* Validate your value by speaking to the specific pain point of each person.

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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

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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