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PODCAST

30 Minutes to President"s Club | No-Nonsense Sales

Armand Farrokh & Nick Cegelski

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,

business careers

All Episodes

5:46

How to Run Team Meetings That Actually Motivate Your...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/05/21

Most leaders treat team meetings like a routine checklist, but they’re one of the few moments you have everyone’s full attention each week. Here’s how Alex Kremer (founder & CEO @ Alluviance) keeps his team motivated each time they meet:Start with Presence Get Your Team Involved Connect the Dots to a Bigger Impact The goal isn’t just to share numbers but to create a culture where your team feels valued and invested. Make your meetings a place for growth, not just updates. Watch the

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35:59

The Exact Strategy to Get Stakeholders to Say YES to...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/05/20

Learn how Max Licht wins complex 6 and 7-figure enterprise deals by shadowing his prospects’ workflows, de-risking every technical blocker, and turning IT stakeholders into deal accelerators. 🎙 ACTIONABLE TAKEAWAYS: Map five business or technical processes for shadow discovery and make sure a few showcase your product’s unique strengths. If a technical eval is dragging, call it out to trigger clarity on what’s needed for a business case and shorten the timeline. Look for pain points or

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7:56

Why your discovery call isn’t finding real problems

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/05/19

Max Licht (Enterprise AE @ MaestroQA) breaks down his shadow-based discovery process. This technique goes beyond typical discovery calls, allowing you to witness firsthand where inefficiencies and bottlenecks are happening. 1. Identify the Painful Process - Research the customer's current workflow and tools (e.g., Excel, Salesforce) to understand the manual, time-consuming steps involved. - This reveals where inefficiencies exist, giving you a clear picture of the pain your solution can alleviate

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41:53

How to Run a Lightning-Fast Pipeline Review That...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/05/15

Mark Nietzel returns with the exact systems he used to lead his team to 110% of quota and earn a President’s Club trip to Barcelona. This episode is a tactical blueprint for pipeline accountability, deal progression, and how leaders can maximize the impact of onsites.🎙 ACTIONABLE TAKEAWAYS: Use the Lightning Pipeline Review to pressure-test deals with binary yes/no answers on key criteria. Enforce weekly pipeline trackers so reps forecast and explain exactly how they’ll build and

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40:53

How to Quantify Business Pain Without Feeling Salesy...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/05/13

Get the official 30MPC Aligned Mutual Action Plan: https://30mpc.teamaligned.com/room/67a4ccb055dca14b5ff5be3a?avk=daf0c1b1e0bcQuantifying business impact without triggering sales pressure is hard, but Meredith Chandler shows you exactly how to do it. From confident pricing to bulletproof ROI framing, this episode is a tactical masterclass. 🎙 ACTIONABLE TAKEAWAYS: Use “Here’s why I’m asking” to frame quantifying questions as helpful, not self-serving Every 2–3 questions, pause to show

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40:09

The One Dashboard Every Sales Leader Should Build |...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/05/12

Sales leaders—your CRM and dashboards are probably working against you. John Sherer shares tactical ways to clean the clutter, focus on the right metrics, and finally get reports that drive action (not confusion). 🎙 ACTIONABLE TAKEAWAYS: Ditch filters—build dashboards with pre-saved reports so your team gets faster, cleaner insights. Delete CRM fields that aren’t reported on or are full of junk to reduce noise and confusion. Only analyze win rates on mature pipeline from prior

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39:56

How to Deliver Hard News and Lead Through Tough Times...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/05/08

FOUR ACTIONABLE TAKEAWAYS:Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust. Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate. Create a lever cheat sheet for your sellers so they know what they can give (discounts, services) and what to ask for in return to protect deal value. After major changes like a RIF, give the team

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39:26

Say This to Start Discovery Calls with Instant...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/05/06

Enterprise sellers: this one’s a masterclass in leading high-impact discovery. Jen Allen-Knuth shares how to uncover deal-driving problems, guide calls with precision, and win executive trust with better prep and positioning.🎙 ACTIONABLE TAKEAWAYS: Use ChatGPT to explain your prospect’s business “like I’m 10” for clarity and messaging insight. Beat your prospect to the punch with a hypothesis to steer discovery toward winnable problems. Mirror high-level goals and “before

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40:39

How to Hire Reps Who Actually Know How to Sell |...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/05/05

🎙 ACTIONABLE TAKEAWAYS:Coach reps on storytelling—it’s a foundational skill that improves every sales conversation. Evaluate rep interview performance based on the questions they ask, not just their answers. Run mock pitches with target persona info—test prep, not product knowledge. Benchmark rep candidates one level below your best AEs to fairly assess potential. ANDREW’S PATH TO PRESIDENT’S CLUB: Head of Sales @ Superhuman Sr Director of Sales @ Scale AI Head of Global

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40:22

How to Build Rep Onboarding That Actually Sticks |...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/05/01

Guestie VP of Sales Jonah Mandel is back—and he’s bringing a battle-tested blueprint for leading a 60-person sales org. From onboarding frameworks to emotional pulse checks, this episode is a masterclass in scalable, high-intent leadership.🎙 ACTIONABLE TAKEAWAYS: Win the first 30 days or lose the next 300—structure onboarding to build lasting habits. Idiot-proof dashboards so any leader can read them like a story, not a spreadsheet. Track rep engagement by reverse-sorting Slack

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37:36

How to Control the Sale Without Sounding Pushy |...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/04/29

FOUR ACTIONABLE TAKEAWAYS:Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real

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40:15

How to Nail Large Sales Meetings | David Rosenstein |...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/04/28

ACTIONABLE TAKEAWAYS: Get Permission to Reframe: Before turning a perceived weakness into a strength, ask for permission to tell the story. This keeps the approach authentic and avoids sounding overly salesy. Anchor High for Multithreading: When requesting additional stakeholders, ask for more than you need. If they say no to six but yes to two, you've still gained ground. Reframe Intentional Limitations: When faced with an objection or missing feature, consider if it’s intentional by

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37:37

How to Build a Cold Calling Culture | Colin Specter |...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/04/24

FOUR ACTIONABLE TAKEAWAYS: Schedule Everything: Cold call success starts with structure. Use scheduled power hours, follow-ups, and prospecting blocks to bring order and focus to your SDRs' day. Create Rituals That Boost Energy: Host a weekly kickoff meeting to align the team, recognize wins, and run call reviews. Energy is everything—ritualize it. Hold Reps to Input Standards: 150 dials per day is the expectation. If reps fall short, diagnose whether it’s a skill, will, or workflow issue and

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36:04

The Demo Framework That Actually Closes Deals |...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/04/22

FOUR ACTIONABLE TAKEAWAYS Assume your buyer has 60 seconds to pitch your product internally. When sending recaps or justification materials, skip the deck send 2–3 crisp bullets that clearly communicate the top reasons to buy. Reset the agenda mid-call if needed. If a buyer jumps straight into content or things go off the rails, pause and suggest how to best use the remaining time. This keeps the call focused and productive. Use a “vibey demo” to open, then do deeper discovery later. Morgan

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40:34

Be Upfront With Discovery | Mark Nietzel | 30MPC Hall...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/04/21

ACTIONABLE TAKEAWAYS: Set Multiple Agendas: Before showing a high-level demo, re-establish the agenda. Explain what you'll show, present it, then recap by tying it back to the meeting's outcome. Dangle the Carrot: Identify one problem to address in your demo, then ask for two or three more use cases. Use curiosity to uncover additional discovery points before diving into the demo. Anchor to an Outcome: Start the call by setting a clear decision-oriented goal, such as determining if further

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39:30

When and How Sales Leaders Should Get Involved in...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/04/17

ACTIONABLE TAKEAWAYS:Time-Box Your Tools: Avoid checking Slack or email first thing in the morning—protect your focus by starting the day with intention. Buyer Actions > Seller Actions: Sales progress should be measured by what the buyer does, not how many activities the seller logs. Build a Momentum Score: Track 7–10 buyer behaviors (like demo views or EB engagement) to score deal health and predict close rates. Deals Must Survive 3 Rings: Every deal faces three negotiation

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39:09

The Top 15 Tips EVER From The 30MPC Podcast | 300...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/04/15

Here are our 15 favorite tips from all 300 episodes of the 30 Minutes to Presidents Club Podcast Top 3 Cold Calling Tips Use "The Ledge" to buy yourself a second after objections with a preset line like “This one's totally on me.” Chunk up problems by translating tactical pain into executive-level consequences to earn senior interest. Watch the full ep A Tailored Permission Opener earns attention by referencing a relevant trigger and owning that it’s a cold call. Top 3 Cold Email

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42:53

How to Fully Measure Your Sales Reps | Eleanor...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/04/14

ACTIONABLE TAKEAWAYS:SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency. The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota

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39:21

How to Teach Discovery Without Confusing the Hell Out...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/04/10

🎉 Save $100 — Get the discovery course for just $199 (ends this Friday!) 🎉 https://www.30mpc.com/course/discovery-course -- Master the structure, questions, and flow of high-impact discovery calls ACTIONABLE TAKEAWAYS: Keep It Simple with a 3x3 Framework: Break the discovery call into three sections (agenda, meat, next steps), each with three core moves. This keeps reps oriented and avoids overwhelming them with 57-point checklists. Teach What to Get, Not Just What to Ask: Don't just train

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59:40

The Ultimate Discovery Call Framework Used by Top 1%...

30 Minutes to President"s Club | No-Nonsense Sales ·

2025/04/08

Want more? Join the 30MPC Discovery Course TODAY and get first dibs: https://clubpass.30mpc.com/discovery-course YouTube video version: https://www.youtube.com/watch?v=y0H6G7toc9s ACTIONABLE TAKEAWAYS: Structure Your Call in 3 Parts: Great discovery calls have three distinct chapters—(1) the first five minutes to establish credibility and set your PPO agenda (Purpose, Plan, Outcome), (2) the next 20 minutes to uncover meaningful problems while building trust, and (3) the last five minutes to run

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