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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

40:52

Stop Hiring the Wrong People, Use This Interview...

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

2025/02/13

FOUR ACTIONABLE TAKEAWAYSInterview Kits for Prep: Send candidates an interview kit outlining expectations, key questions, and details on interviewers. Poor answers indicate lack of prep or poor fit. Evidence-Based Questions Only: Avoid hypotheticals. Ask for proof of past performance (P.O.P.) to assess real experience and capabilities. Screening Videos Save Time: Require a three-minute video on a key trait (e.g., perseverance). Evaluate clarity, instructions-following, and presentation skills

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42:48

The AI Playbook for Sales: How to Book More Meetings...

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

2025/02/11

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSChatGPT Research Triangle: Before outreach, prompt ChatGPT with the industry (including sub-industry), job title, and your product’s value. This ensures messaging aligns with trends relevant to the prospect. Use Industry Jargon: Ask ChatGPT for insider terminology that VPs in specific industries use. This makes your messaging sound more credible and tailored to their world. Refine Email Sequences: Provide ChatGPT with your email templates and ask it to

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35:34

Using Intent Signals in Cold Outreach | Florin...

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

2025/02/10

ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; combine them with company insights to craft personalized, compelling outreach. 80/20 Email Framework: Provide reps with an 80% completed template (signal,

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41:45

How to Fix a Broken Sales Org in 90 Days | Kevin "KD"...

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

2025/02/06

FOUR ACTIONABLE TAKEAWAYSFocus on High-Impact Problems: Prioritize fixing widespread issues over the loudest complaints. High-volume problems drive more meaningful change than squeaky-wheel issues. Leverage 2x Multipliers: Target improvements that can double key metrics rather than marginal gains. Align leadership early so they understand why other issues aren’t top priority. Weekly Wiggle Wednesdays: Hold a one-hour leadership meeting to refine sales tactics. Use the four D’s: define,

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41:10

How to Open & Close More Deals With Key Accounts |...

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

2025/02/04

ACTIONABLE TAKEAWAYS:Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about. Funding Intent Matters: Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal. AE & SDR Account Strategy: AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance. Account

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41:48

How to Protect Your Pricing | Johnny Larson | 30MPC...

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

2025/02/03

ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack: Identify key timeline drivers, like contract end dates or business seasonality, to create urgency. Turn Want into Why: During discovery, dig deeper to find the real business problem behind

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55:13

How to Build the Perfect Sales Team, Role by Role |...

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

2025/01/30

Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows.ACTIONABLE TAKEAWAYS: Hire Builders First: Early sales hires should create processes, while later hires follow them. CEO Sales Involvement: Founders should sell until they define the product and process, then transition to AEs. Scaling Key Roles: Maintain a 1:1 AE to SDR ratio early, shifting to 2:1 later. Hire RevOps early; SE and enablement depend on need. Manager &

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40:50

No Champion, No Deal: How to Find and Develop...

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

2025/01/28

ACTIONABLE TAKEAWAYS:Align Messaging to Roles: End users want simplicity, managers focus on team metrics, and execs care about goals and risk. Match your message accordingly. Use Credible Content: Share third-party sources like Gartner or HBR instead of only company case studies to build trust. Amplify the Problem Early: Send data or insights highlighting the problem’s urgency in the early stages of the sales cycle. Simplify Implementation Late: Provide resources like change management

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41:05

Tonality in Sales | Jeremy Miner | 30MPC Hall of Fame

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

2025/01/27

ACTIONABLE TAKEAWAYS: Facial Expressions Control Tone: Your facial expressions influence your tone. For example, leaning in creates a concerned tone, while tilting your chin up can convey curiosity. Slow Down Your Questions: Asking questions too quickly leads to poor answers. Slow down the second half of your question to give prospects time to think and respond meaningfully. Master the Five Types of Tone: Use different tones—curious, confused, concerned, challenging, and playful—to guide

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39:46

How to Train Teams on Discovery That Digs Deeper and...

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

2025/01/23

ACTIONABLE TAKEAWAYS:Ban Product-Specific Language: Prohibit product-focused terms like "roles-based access" in deal reviews. Instead, prompt reps to explore the customer’s "why" behind their needs, driving better customer questioning and understanding. Tie Incentives to Certifications: Require reps to complete critical certifications (e.g., discovery certification) to access desirable benefits, such as inbound leads, ensuring alignment between AE and leadership goals. Consistency in Value

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54:09

The Ultimate 5 Stage Sales Process to Speed Up Your...

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

2025/01/21

Nick and Armand break down the perfect 5 stage sales process to get your deals closed fast. Stage 1 Problem Agreement: Ensure both parties align on the problem being solved before moving forward. Stage 2 Solution Agreement: Confirm the solution addresses the agreed problem effectively. Stage 3 Power Agreement: Secure buy-in from decision-makers and key stakeholders. Stage 4 Commercial Agreement: Reach consensus on pricing, terms, and conditions. Stage 5 Vendor Approval: Navigate internal processes

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40:28

Winning Competitive Deals | Jason Bay | 30MPC Hall of...

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

2025/01/20

ACTIONABLE TAKEAWAYS: In rip-and-replace deals, start by asking why the existing solution was chosen to understand the problems and motivations behind it. Late in the deal, confirm with your champion if you’re their top choice. Use their guidance to strengthen your position against competitors. When prospects compare you to competitors, suggest specific aspects to evaluate that highlight your strengths and expose competitors' weaknesses. In rip-and-replace deals, emphasize key product gaps that

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40:44

The Sales Leader SKO Survival Guide | JD Miller | Ep....

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

2025/01/16

FOUR ACTIONABLE TAKEAWAYS:Name Badge Optimization: Design name badges with legible names and role-based color coding. Bonus: add a fun fact to encourage interaction and make glancing at the badge feel natural. Post-SKO Follow-Up Plan: SKO momentum fades quickly. Implement a follow-up plan within days to sustain energy and carry it into the sales year. Session Energy Management: Use high-energy sessions earlier when attention is stronger. Save interactive or fun activities for post-lunch when

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40:15

How to Reframe Objections as Strengths | David...

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

2025/01/14

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 design

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39:00

How To Actually Challenge Customers | John Barrows |...

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

2025/01/13

Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What’s the one thing you need to hear to earn another meeting with your full attention?" Focus on that. Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework. Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common

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42:53

The No-Exception Rule That Every Sales Leader Needs...

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

2025/01/09

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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13:40

The Problem Proposition (Tone + Real Call Reviews) |...

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

2025/01/08

The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways The biggest mistake in The Problem Proposition: going through the motions instead of joining the pain. Join the ridiculousness of the triggering problem. Almost brush over your one-sentence solution. Shrug your shoulders during the interest-based CTA.

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17:21

The Problem Proposition (Methodology) | Cold Calls to...

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

2025/01/08

The cold calling course is here! (20% off with 20-OFF-YR1 before 01/10): https://clubpass.30mpc.com/cold-calls-to-presidents-club Actionable Takeaways No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem. Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect and reminds them of a painful memory. One-Sentence Solution. If you get the problem right, all you need is one sentence to

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40:34

Why Most Salespeople Fail at Discovery Calls (And How...

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

2025/01/07

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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13:33

Product Roadmap: Q1 2025 (Club Pass, New Club Member,...

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

2025/01/06

RESOURCES DISCUSSED: Club Pass (Course & Community) Johnny Larson (New Club Member) Johnny's Past Episodes: Episode 1 Episode 2 Episode 3 Q1 Tactic Teardowns (Sales Nav, Pitch Script)

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