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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

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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40:09

How to Measure Sales Team Metrics Without...

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

2025/01/02

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS: Simplify Dashboards: Skip filters and create pre-built reports for dashboards. It saves time and provides clearer insights without extra clicks. Trim CRM Fields: Remove unused CRM fields. If you’re not reporting on them or they’re filled with junk data, they’re just slowing you down. Analyze Mature Pipeline: For accurate win rates, focus on qualified deals created in earlier quarters. Allow time for deals to mature before assessing. Core Metrics

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25:25

The Top 15 Tactics from 2024

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

2024/12/31

The top 15 sales tips shared on the podcast in 2024 (full episodes linked below)Prospecting Best Practices: "That's Exactly Why I Called" Response: Use objections as a reason to keep the conversation going (Sara Uy) Presuppose the Problem: Start with, "You've probably looked into X before, huh?" to reduce sales pressure and uncover nuance (Josh Braun) Call Yourself First: Test new phone numbers for spam labeling before dialing prospects (Ken Amar) Effective Email Structure: Combine business

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10:29

How to Ask BETTER Sales Questions | Charles Muhlbauer...

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

2024/12/30

Enjoy this clip from episode 247 w/ Charles Muhlbauer ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured Position involving decision-makers as beneficial for

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40:39

Key Traits to Look for in Elite Sales Reps | Andrew...

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

2024/12/26

ACTIONABLE TAKEAWAYS Prioritize Storytelling: Assess storytelling skills during interviews and coach reps on it. It's a foundational human communication skill that drives sales success. Evaluate Questions Asked: Learn as much from the questions a rep asks as you do from their answers. It reveals their curiosity and understanding. Mock Pitch Preparation: Let candidates pitch your product with basic information provided, such as target personas, company size, and common challenges. Avoid

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40:45

How to Run a Perfect Proof of Concept w/ Deren...

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

2024/12/24

ACTIONABLE TAKEAWAYSLeverage POC Momentum: Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal. Involve Executives in POCs: Require VP-level involvement for POCs. Share examples of risks when executives are excluded to build alignment and trust. Confirm POC Entry Criteria: Secure problem agreement, power alignment, and price understanding before starting a POC to avoid misalignment. Set Realistic Exit Goals: Use achievable

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35:52

Hall of Fame: Sara Uy

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

2024/12/23

FOUR ACTIONABLE TAKEAWAYS If you make a mistake while recording a prospecting video, don't discard it. Send it anyway, as it can add authenticity and still lead to positive outcomes. When you feel the conversation winding down, go straight to asking for the meeting to increase your chances of booking it. After sending a LinkedIn video, start by asking, "What did you think of the video?" followed by "What didn't you like about the video?" to engage prospects. Leverage your last

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40:40

From Commit to Close: Building a Bulletproof Sales...

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

2024/12/19

Get your forecasting resources ACTIONABLE TAKEAWAYS Commit Deal Essentials: Reps must report four details for commit deals: dollar amount, close date, economic buyer, and their engagement. If not engaged, share the plan to involve them. Three Forecast Methods: Use a top-down pipeline view, a bottoms-up deal analysis, and AI tools for better forecast accuracy. Combining these improves reliability. Quarterly Milestones: By month one, secure 50% of forecasted deals. Month two should see 60%

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37:58

Don’t Waste Your Time: How to Spot Deals You’ll...

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

2024/12/17

ACTIONABLE TAKEAWAYSStreamline Proposals: Remove unnecessary features to cut costs and stand out from competitors with bloated quotes. If prospects need a feature, they’ll request it, giving you control to reintroduce it strategically. Ask Questions on RFPs: Use RFP responses to ask about priorities and requirements, opening the door for discovery and tailoring your response to their needs. Disqualify Early: Disqualify deals if your product isn’t a fit or their problem seems like a

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39:04

Hall of Fame: Spencer Ivey

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

2024/12/16

FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity. Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial

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34:28

The Science of Sales Training: What Top Teams Do...

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

2024/12/12

Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team.ACTIONABLE TAKEAWAYS Use a capability & cognitive load matrix to decide what to focus your training on The best person for the job to be running that training and sales enablement is the most respected rep or manager on the team Train your managers before you train your teams Establish existing weekly rhythms then drop the reinforcement into one of those existing rhythms so you're not

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41:49

How I Went From Flat Broke to Closing 7-figure Deals...

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

2024/12/10

ACTIONABLE TAKEAWAYSAsk for Competitor Proposals: If a prospect cites competitor pricing, request their proposal to directly compare offerings and address discrepancies. Rank Negotiation Priorities: When prospects negotiate on multiple factors, ask them to prioritize what matters most, then focus concessions on top-ranked items. Meet Two Key Pricing Criteria: Share pricing only when the prospect acknowledges your solution addresses a critical pain and they influence or approve purchasing

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39:27

Hall of Fame: Maddy Jackson

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

2024/12/09

FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals and improve win rates. Turn situations into problems by asking questions that highlight known pain points with competitors. If ghosted late in the deal cycle, offer to email the next key contact directly to prompt a response. PATH TO PRESIDENT’S CLUB Account Executive @ Webflow Account Executive @

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39:39

No BS Advice to Build Company Culture in 2025 w/...

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

2024/12/05

ACTIONABLE TAKEAWAYS:Uncover what’s not working: Use varied questions in one-on-ones, like “If you had a magic wand, what would you change?” or “Where have we let you down in the sales cycle?” to surface actionable feedback. Run radical candor sessions: Gather reps for skip-level feedback on their manager. Facilitate discussions on what the manager should keep, stop, or start doing, and provide actionable feedback to the manager for growth. Stay connected with the team: Conduct regular

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37:39

269 (Sell) How to Win President's Club Without Cold...

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

2024/12/03

ACTIONABLE TAKEAWAYS:Leverage Twitter for Outreach: Use X (formerly Twitter) creatively to direct prospects to your personalized email. Vin records and tweets videos at CMOs to grab their attention. Smart Follow-Up Strategies: If emails aren’t opened, start a new thread. If they’re being opened, reply to the same thread to keep your outreach efforts visible. Cold Email Framework: Craft emails with an observation, the problem, a solution, and a clear call to action for maximum impact. Use

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38:54

Hall of Fame: Samantha McKenna

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

2024/12/02

ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers. SAM'S PATH TO PRESIDENTS

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39:00

268 (Lead) How To Run a "Land & Expand" The Right Way...

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

2024/11/28

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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40:35

267 (Sell) How to Use AI for Prospecting Executives...

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

2024/11/26

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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581 results

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