x

75% of people globally want unbiased news (Pew Research) but are concerned they're not getting that.

Get balanced coverage with Symby. See how stories are covered across diverse outlets and spot when one side covers a story the other skips.

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

39:38

Hall of Fame: Steven Bryerton

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

2024/11/25

FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team. Avoid showing too much software to prevent prospects from associating the product with unnecessary features and higher costs. Recap previous conversations and then ask the executive what you might have missed,

en

40:55

266 (Lead) How to Lead a Sales Team From $0 to $100M...

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

2024/11/21

Mark Kosoglow walks through the key skills, responsibilities, and attributes for a Sales Leader at each phase of company growth Doer Phase (0 to $1M ARR): The initial stage focused on finding product-market fit. The sales leader handles everything, including cold calls, demos, building sales systems, and refining the sales process. They act as an individual contributor, ensuring the company moves forward without distracting other key team members. Key trait: Being a hands-on, self-reliant

en

39:45

265 (Sell) How to Present Pricing the RIGHT Way...

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

2024/11/19

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 Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock. Use Strategic Comparisons:

en

41:03

Hall of Fame: Josh Braun

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

2024/11/18

FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solution's end-state Ask about specific situations to accurately identify the exact problems the prospect is facing Learn and practice delivering problem

en

41:33

264 (Lead) How to Cut New Hire Ramp Time in Half...

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

2024/11/14

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Buddy System in Hiring: Involve the new hire’s buddy in the interview process to ensure a strong match. Focused Onboarding Ownership: Assign one person to oversee onboarding, improving retention and team quality. Call Certifications: Require reps to pass intro and demo call certifications to qualify for leads. Hands-On Training: Focus on role plays, shadowing, and practice over slide decks for effective learning. PATH TO PRESIDENT’S CLUB COO @ Growth

en

33:14

263 (Sell) The Secret to Uncovering True Buyer...

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

2024/11/12

ACTIONABLE TAKEAWAYS:Start with “Why Did You Take the Call?”: Kick off by understanding the prospect’s motivation. For inbound leads, ask directly, "What prompted you to reach out?" For outbound, ask, "What made you take this meeting with me?" This reveals their needs and priorities. Reserve Time for Next Steps: Set aside five minutes at the end to confirm logistics or plan a follow-up. If you need more time to dive into key topics, suggest scheduling another call. Demo Based on Pain Points:

en

37:23

Hall of Fame: Joe McNeill

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

2024/11/11

ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect. Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options: Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing. Decide whether to follow their criteria or to prospect

en

44:56

262 (Lead) How Gong's CRO Hires Top Talent: Mastering...

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

2024/11/07

ACTIONABLE TAKEAWAYS:Ask About Interview Prep: Ask candidates, “What did you do to prepare?” to gauge their commitment and thoughtfulness. Challenge in Final Interviews: Address yellow flags, past successes, and expected challenges to identify high performers. Empower Experienced Managers in Hiring: Let senior managers make final hiring calls; stay more involved with junior managers to ensure quality. Standardize Key Processes: Create an 80% standardized approach for pipeline reviews,

en

26:06

Why Your Cold Call Value Prop Isn't Working | Sales...

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

2024/11/05

This was a preview from our upcoming course, Cold Calls to President's Club: register for the waitlist hereACTIONABLE 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 explain your solution (we

en

37:35

Hall of Fame: Robin De Vries

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

2024/11/04

FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach All personas exist on LinkedIn, don't write it off as a prospecting channel PATH TO PRESIDENT’S CLUB Regional Sales Director @ MongoDB Snr Team Lead High Tech Account Executive @ MongoDB High Tech Account

en

14:38

We Answer Your Cold Calling Questions (Sell Better)

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

2024/11/01

This is an except from the Daily Sales Show by Sell Better with Will AitkenCheck out the full show here: https://sellbetter.xyz/daily-show/how-to-book-more-meetings-with-these-cold-call-strategies

en

41:02

Lead Playbook: How & When To Promote Reps To Managers

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

2024/10/31

Mark & Armand link up live and in person to discuss the when, how, and who of promoting sales reps to sales managersACTIONABLE TAKEAWAYS: Efficacy in Sales Management: A sales manager’s primary job is to ensure team efficacy while fostering a supportive environment. Effective managers don’t just oversee but actively build up their teams. Conscious Competence: It’s crucial for managers to understand the "why" behind their actions. Recognizing the reasons behind effective strategies allows

en

38:43

260 (Sell) How To Win Complete Control of Your Deals...

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

2024/10/29

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

en

37:59

Hall of Fame: Matthew Mazankowski

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

2024/10/28

Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time When telling a customer story describe the persona who felt the problem, the annoyances they felt, the scenery they were in when they felt the problem, and the

en

41:04

259 (Lead) How To Develop a Winning Sales Team...

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

2024/10/24

ACTIONABLE TAKEAWAYS Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top reps. Start with one-on-one exercises before group activities: Begin with individual sessions like "Rosebud Thorne" to ease reps in before moving to larger group exercises. Use the 'Four H's' to build deeper connections: Ask reps to share four things—history, a hero, a heartbreak, and hope—to foster

en

41:48

258 (Sell) How To Avoid Competitors Undercutting Your...

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

2024/10/22

ACTIONABLE TAKEAWAYSKnow 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

en

32:56

Hall of Fame: Lylle Ryals

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

2024/10/21

TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, saving detailed information for follow-ups. Structure emails to expand on voicemail content, addressing specific pain points or presenting case

en

35:34

257 (Lead) How to Use Intent-Based Selling for Huge...

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

2024/10/17

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

en

39:20

256 (Special) Mastering Sales Tonality (Jeremy Miner,...

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

2024/10/15

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

en

39:34

Hall of Fame: Shelby Ferson

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

2024/10/14

FOUR ACTIONABLE TAKEAWAYS To learn about what’s going on in other parts of your organization, get on the email alias distribution lists. Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal. To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick

en

581 results

Similar Podcasts

TaxTalent.com The Golden Rule Podcast

Adam Golden

TaxTalent.com Podcast

Tony Santiago

Handelsblatt Crime - spannende Streitfälle der deutschen Wirtschaft

Ina Karabasz, Solveig Gode, Sönke Iwersen

Deffner und Zschäpitz – Der Wirtschafts-Talk von WELT

WELT

Black Box - La scatola nera della finanza

Guido Brera e Gian Luca Comandini -...