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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

16:41

Product Roadmap: Q2 2025 (The 30MPC Discovery Course...

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

2025/04/07

🎉 The discovery course is here and only $199 until Friday (then $299) 🎉 https://www.30mpc.com/course/discovery-course -- Discovery Call Review: Talk Tracks & Tactics From A Top 1% Rep ft. Armand Farrokh, Makenna Turner, and David Rosenstein https://tactics.30mpc.com/real-discovery-call-review-talk-tracks-tactics-from-a-top-1-rep -- 7-Figure Sales Secrets: How to Close Your Biggest Deal in 2025 ft. Jason Bay and Jonathan

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39:12

Reignite Your Remote Sales Team With This One Tactic...

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

2025/04/03

Join the 30MPC Discovery Course waitlist TODAY and get first dibs: https://clubpass.30mpc.com/discovery-course.FOUR ACTIONABLE TAKEAWAYS Run firmographic sprints with customer interviews. Ask about headwinds/tailwinds, KPIs, where they learn, and which sales emails stand out to better understand their world. Prep customers before training sessions. Make it clear their job is to teach the buyer’s world—not give a product testimonial—so reps get true industry insight. Structure sprints for

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37:18

How to Keep it Simple When Selling to Execs | Morgan...

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

2025/04/01

Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course.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

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38:16

How to Sell Without Sounding Like a Salesperson |...

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

2025/03/27

Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course.FOUR ACTIONABLE TAKEAWAYS KPIC + Make Them Hold It: In demos, tie each feature to the prospect’s problem, impact, and desired change—then ask them to visualize how they’d use it in their world. Assume, Don’t Assert: Instead of saying “we can solve this,” say “assuming we can solve this, what would change?” It builds trust and invites them

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40:44

The #1 Mistake Reps Make When Moving from Disco to...

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

2025/03/25

Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course. FOUR ACTIONABLE TAKEAWAYS Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant. Use “Assuming We Can…”: Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold

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41:11

How to Help Your Team Find & Leverage Warm Referrals...

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

2025/03/20

Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course.FOUR ACTIONABLE TAKEAWAYS Establish a Clear Reference Policy: Without a structured reference policy, reference calls become chaotic, frustrating customers and reps alike. Set clear guidelines to manage them effectively. Optimize the Time Between Meetings: Sales doesn’t just happen in meetings. Define clear steps for reps to take between

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40:39

Use This Discovery Call Formula to Get More Demos...

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

2025/03/18

Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course. FOUR ACTIONABLE TAKEAWAYS Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask. Don’t Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions

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39:45

Delivering Pricing Like a Pro | Belal Batrawy | 30MPC...

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

2025/03/17

Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course. ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages. Present

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38:10

The Coaching Blueprint: How to Develop Reps Like a...

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

2025/03/13

Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course. ACTIONABLE TAKEAWAYS: Give Immediate Feedback: Don’t wait until later—debrief with reps right after a call while the details are fresh. Sales has lost this habit with back-to-back Zoom meetings, but it’s critical for development. Create a Coaching Cadence: If you don’t set a structured coaching schedule, it likely won’t happen consistently

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41:18

How to Make Prospects Open Up Without Feeling...

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

2025/03/11

Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course. ACTIONABLE TAKEAWAYS: Use Humbling Disclaimers: Preface tough questions with softening statements like, “I’m not quite sure how to ask this,” or “This might feel direct.” It lowers defensiveness and makes hard questions land better. Dig Into Prospect Rumblings: Prospects often hint at problems rather than state them outright. Listen for

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3:50

How To Set Next Steps In Sales With The 5 Minute Drill

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

2025/03/10

There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing. 🛑 Bad: Never setting next steps 🟡 Okay: Setting steps on every deal 🟢 Good: Setting steps on REAL deals Instead, first determine if the deal is worth setting next steps with at all. Then, you should recommend the appropriate next step, but only if your prospects have proven that it's worth keeping them in your pipeline. That's where the Five Minute Drill comes in: Three questions

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41:17

How to Coach Your Reps Like a Top 1% Sales Leader |...

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

2025/03/06

ACTIONABLE TAKEAWAYS:No Last-Minute Coaching: Avoid changing a rep’s game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome. Stick to One Coaching Theme: Don’t introduce a new area of improvement after every call. Focus feedback on a consistent theme to drive real progress. Align on Call Emotion: Before a discovery call, ask your rep how they want the prospect to feel. This sets the right tone and helps shape their

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39:49

Fancy Discovery Questions Don’t Work (Ask These Qs...

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

2025/03/04

ACTIONABLE TAKEAWAYS:Deflect Product Questions Early: When a prospect asks about your product upfront, redirect by asking what’s happening in their business that made them look in the first place. Avoid the trap of leading with features. Reduce Technical Objections: If a prospect fixates on a small technical blocker, refocus on the bigger business problem. Aligning on major pain points can make minor technical concerns less of a deal-breaker. Dig Beyond Surface Problems: Low win rates aren’t

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38:43

Challenger Sales Mistakes | Dan Flood | 30MPC Hall of...

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

2025/03/03

ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged. Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust. Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to

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41:42

The Art & Science of Quota Setting: Get It Right or...

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

2025/02/27

PLAYBOOK TAKEAWAYS:Aim for 70% attainment and 70% participation to create a winning culture. Avoid feast-or-famine environments where only a few reps succeed. Use historical data to set quotas based on pipeline, win rates, and deal size. Every quota increase must be backed by an investment in pipeline, win rates, or deal size. Revisit quotas once per year, unless there’s a massive skew in attainment. Communicate quota changes with transparency and clear justification. Avoid high attainment

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41:34

How to Close $10M+ Deals & Make $1M W-2 | Ian Koniak...

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

2025/02/25

FOUR ACTIONABLE TAKEAWAYSCreate a Not-To-Do List: Identify low-value tasks to eliminate instead of just adding more effort. Free up time for strategic activities like prospecting and closing. Prioritize RGAs: Focus only on activities that create new pipeline or advance existing deals. Everything else is a distraction. Enterprise Deal Timeline: Q1 is for building a POV and landing initial meetings. Q2 is for discovery and securing an executive sponsor. Q3 is for proposal, negotiation, and

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39:00

Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of...

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

2025/02/24

ACTIONABLE TAKEAWAYS: Segmented Team Structure: Down-market teams focus on landing new logos, passing them to expand teams, while up-market AEs handle both acquisition and expansion with retention-based comp. Enterprise Sales Strategies: Use top-down (sell wall-to-wall) or land-and-expand approaches, with the latter yielding higher LTV by scaling through business units first. Deal Inspection Triggers: Monitor $50K deals at stage 3 for POCs and access to power, and stage 5 for mutual action

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41:57

How to Push Top Performers Without Losing Them | Alex...

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

2025/02/20

ACTIONABLE TAKEAWAYS:Understand Rep Motivation: Identify what drives each rep—money, career growth, or exploration—then get their permission to push them toward that goal, laying the foundation for future coaching. Call Out the Situation First: Before changing a rep’s behavior, acknowledge the dynamic at play so both parties are aligned. This prevents resistance and confusion. Leverage Top Performers: Coach high performers by challenging them to reach the next level and putting them in the

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39:28

Why Buyers HATE Your Sales Process | Jake Dunlap |...

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

2025/02/18

FOUR ACTIONABLE TAKEAWAYSUnderstand the VEX Scale: Classify prospects as Vetted (using a competitor), Educated (familiar but undecided), Cold (new to the space), or Self-Service. Tailor your approach accordingly. Ask About Their Journey: Send an email upfront asking where they are in their learning process. This helps you position the conversation at the right level. Skip Basic Discovery for Vetted Prospects: If they already use a competitor, focus on their current solution’s gaps and ideal

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40:35

AI For Prospecting | Kyle Coleman | 30MPC Hall of Fame

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

2025/02/17

ACTIONABLE TAKEAWAYS: Identify Strategic Initiatives: Focus on big company bets that are close to revenue, such as IPOs, international expansions, or mergers and acquisitions. Double Personalize Outreach: Combine company-specific observations with industry trends to create messaging that feels hyper-relevant. Build a Strategic Research Framework: Create a table to map key initiatives (e.g., IPO readiness) on one side and sources of information (e.g., 10-K reports, CEO interviews, press

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