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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:

#52 - Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing) Apr 21, 2021

Show notes

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

Four Actionable Takeaways:

Reverse anchor on pricing with exaggerated deal terms.
Sell the model vs the features when in a competitive deal negotiation.
Focus on the outcomes in order to justify the price. You are the value proposition.
Educate the customer on why getting higher level buy-in is in their best interest.

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

#51 - How to personalize your outbound email at scale (Kyle Coleman, VP Revenue @ Clari) Apr 14, 2021

Show notes

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

Four Actionable Takeaways:

Format your emails with 4 paragraphs: Tailoring, Problem, Value, Ask
Ask for interest instead of time in your CTA paragraph
Avoid over-using images, GIF’s, and links to minimize getting blacklisted by email servers
Personalize at scale with problem-based bucket tailoring for your C tier accounts

Kyle’s Path to President’s Club

VP, Revenue Growth & Enablement @ Clari
Sr Director, Sales Development & Optimization @ Looker
A massive LinkedIn following with killer content

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#50 - Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights) Apr 07, 2021

Show notes

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

Four Actionable Takeaways:

Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”.
Lean on humbling disclaimers before asking the tough questions.
Bring the future to the present: let’s pretend you love what you see...what happens next?
Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback.

Charles’ Path to President’s Club:

Sr Biz Dev Training Manager at CB Insights
Founder at SalesShare

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#49 - Applying medical device sales techniques to SaaS selling (Katie Mullen, CEO @ MMS Consulting LLC) Mar 31, 2021

Show notes

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

Four Actionable Takeaways:

Ask your prospect “what do you like about X” instead of bashing your competition
Use wedge questions to uncover pain points where your product wins vs competition
Propose a follow up time or figure out the prospect’s buying window and reach out then
Send videos to contacts that have gone dark, or shoot them a tentative calendar invite

Katie’s Path to President’s Club:

Director of Sales Training
Golden Rule of Selling Podcast
9 years of medical device sales

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#48 - Booking 80% of your calls from Instagram DM’s (Tara Horstmeyer) Mar 24, 2021

Show notes

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

Four Actionable Takeaways:

Write a hand written note to your prospect, snap a photo, and message it to them
Send Instagram/LI dm, follow with an email, then do a voice note, then video (mix it up)
Get proper lighting, clean up the room, smile, and slow it down
Read your notes out-loud and don’t be afraid to show some personality

Tara’s Path to President’s Club:

Gravy OG (Content + SDR Manager)
Founding Managing Editor: RevGenius Mag
LinkedIn Top 100 Sales Star

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#47 - Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce) Mar 17, 2021

Show notes

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

Four Actionable Takeaways:

Talking to execs: figure out their pain points and do the digging in the weeds for them
Start high, work down the chain, then bubble back up in one business case (Yo-Yo Selling)
Leverage your executive champion to make intros and walk them through the process
Lean on your technical resources for a better buyer AND seller experience

Ian’s Path to President’s Club:

Strategic Account Director @ Salesforce.com
#1 Account Executive in the Enterprise Select Division of Salesforce.com
42 consecutive months over quota
Founder of Ian Koniak sales training/consulting

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#46 - Removing the friction from your sales cycle (Todd Caponi, Sales Melon) Mar 10, 2021

Show notes

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

Four Actionable Takeaways:

Remove all the bs from the journey
Get price out early, and use it to disqualify
Acknowledge your competitors’ strengths + highlight where your features match needs
Keep negotiation simple by anchoring pricing and trading value for dollars

Todd’s Path to President’s Club:

Founder of Sales Melon
Author of The Transparency Sale
Former sales leader @ ExactTarge/SalesForce
Former VP of Worldwide Sales & Field Operations @ SAP

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#45 - Navigating landmines in a competitive deal cycle (Colin Specter, VP of Field & Inside Sales @ Orum) Mar 03, 2021

Show notes

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

Four Actionable Takeaways:

Always get in front of the pro’s and con’s of your competitors
Start asking questions to handle those objects to eliminate the con’s
You must always be the vendor of choice before beginning negotiations
Build a list of non-monetary “gives” and the things you want to “get”

Colin’s Path to President’s Club:

VP of Field & Inside Sales @ Orum
Sales trainer, team builder and pipeline generator

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

#44 - Playbook: How to run a sales process Feb 24, 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 sales process.

FOUR ACTIONABLE TAKEAWAYS

Before: shared agenda, get your “checklist” questions out the way, know your audience
During: set agenda & exit criteria, meeting mechanics (audio, etc.), schedule next steps
After: Recap email/call, multi-thread follow-ups
After 7 touches with no reply, you have your answer

THE LATEST FROM 30MPC

THE LATEST FROM 30MPC

THINGS YOU CAN STEAL

Prospecting

Discovery & Demo

Sales Process

30MPC Training: 30mpc.com/training

ONE ASK

You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.

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

Okay maybe not, but we’d still really love you for it :)

#43 - Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io) Feb 17, 2021

Show notes

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

Four Actionable Takeaways:

Set up your exit criteria before you even touch the POC
Let the prospect set the expectations for the pilot first
Focus on your power users (champions) and your non-users (the converts)
Get everyone on the pilot into a shared Slack channel for multi-threading

Adam O’Chart’s Path to President’s Club:

Top producing AE at Gong.io

RESOURCES DISCUSSED

30MPC Training: 30mpc.com/training

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