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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

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

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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

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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

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9:10

Why You Should Still Cold Call (Make It Happen...

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

2024/10/11

This is an except from the Make It Happen Mondays podcast with John Barrows Check out John's weekly sales podcast here: https://podcasts.apple.com/us/podcast/make-it-happen-mondays-b2b-sales-talk-with-john-barrows/id1265697819

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40:27

255 (Lead) How to Align Sales & Marketing for...

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

2024/10/10

ACTIONABLE TAKEAWAYS: 80/20 Rule for Experimentation: Keep 80% of your team's work process-driven and reserve 20% for new, experimental ideas to avoid chaos. Track MQL to Reply Rates: Use the MQL to reply rate metric to gauge how well your messaging engages prospects. Key Metrics for Pipeline Meetings: Focus on leads by source, conversion rates, meeting-to-op conversions, and total pipeline in every pipeline meeting. Methodical Problem Solving: When top-of-funnel issues arise, fix one area

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39:50

254 (Sell) How to Build Stronger Business Cases and...

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

2024/10/08

FOUR ACTIONABLE TAKEAWAYS: Know Your Solution – Understand the problems you solve, their root causes, and the demo paths before your discovery call. Model Multiple Scenarios – Present "worst," "average," and "best" cases to appear more impartial and handle objections better. Link Problems to Causes – Connect the buyer’s problem to its root cause and offer a solution that directly addresses it. Demo Through Stories – Use storytelling in your demo to illustrate how your product fits into the

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36:35

Hall of Fame: Chip Wooten

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

2024/10/07

FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward) PATH TO PRESIDENT’S CLUB Senior Mid-Market

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46:41

Cold Calling Sucks: Full Book Summary

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

2024/10/04

Nick and Armand give an overview of all the content in their Amazon best selling book "Cold Calling Sucks (And That's Why It Works)"Order the book

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39:47

253 (Lead) How To Run a Perfect Call Review (Armand...

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

2024/10/03

TOP ACTIONABLE SALES TAKEAWAYS: Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team. Keep it punchy and efficient: Drive the screen share, skip small talk, and use the transcript instead of video to review sessions faster, aiming for under 30 minutes. Prep before discovery calls: Reps should know the expected

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39:00

252 (Sell) Control Your Entire Sales Process From The...

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

2024/10/01

Join John's NewsletterFOUR 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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40:09

Hall of Fame: Michelle Cecil

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

2024/09/30

FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state PATH TO

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43:57

251 (Lead) Outbound Recruiting To Find The Best Sales...

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

2024/09/26

TOP ACTIONABLE SALES TAKEAWAYS: Connect with your team: Be connected with everyone at your company to easily back-channel info about candidates through mutual connections. Three-step candidate drip: Use a three-message drip when outbounding candidates—intro, bubble-up, and ask for referrals if they aren’t interested. Mini-pitch framework: Pitch by sharing your personal story, explaining your team’s philosophy, and highlighting what impressed you about the candidate. Sell before screening:

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39:40

250 (Sell) Speeding Up Deals From Open to Close...

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

2024/09/24

Get our free Account Research toolkitFOUR ACTIONABLE TAKEAWAYS Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest. Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights. Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience

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13:55

Product Roadmap: Q4 2024 (Course, Community, Content)

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

2024/09/23

Here's and update on our reflections from Q3 and what we have planned for October-December 2024 on 30 Minutes To Presidents Club. Sales Course & Community ➥ Get on the waitlist: https://30mpc.com/course ➥ Subscribe so you don't miss updates: https://tactics.30mpc.com/newsy ❏ More 30MPC ❏ ➥ Follow Armand on Twitter: https://twitter.com/armandfarrokh ➥ Follow Nick on Twitter: https://twitter.com/NickCeg ➥ YouTube: https://www.youtube.com/@30MPC ➥ Tactic Teardowns: https://www.30mpc.com/teardown ➥

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49:53

The Perfect 5-Stage Sales Process

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

2024/09/19

Mark walks Armand through his step by step B2B sales process MARK'S PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of Global Sales @ Outreach Regional Sales Director @ School Specialty Planning & Student Development Sr. Account Management @ Great American Opportunities RESOURCES DISCUSSED The Sales Process Doc Check Out Operator Join our weekly newsletter Things you can steal

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39:57

249 (Sell) Avoiding No Decision in Deals (Brian...

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

2024/09/17

FOUR ACTIONABLE TAKEAWAYSMulti Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact. Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities. Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager

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32:14

Hall of Fame: Maddy Jackson

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

2024/09/16

FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them When trying to get access to power use

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6:28

How to Ask For The Meeting and Make Sure They Show Up...

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

2024/09/13

This is an except from the Tenbound podcast with David DulanyCheck out the GTM podcast here: https://tenbound.com/podcasts/ Join our weekly newsletter Things you can steal

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36:26

248 (Lead) Having Immediate Impact When Taking Over a...

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

2024/09/12

ACTIONABLE TAKEAWAYS Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals. Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where you can have the biggest impact. Assess the spacing between sales calls and find opportunities to consolidate steps or reduce gaps to shorten the sales

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40:10

247 (Sell) Asking Discovery Questions Without Making...

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

2024/09/10

ACTIONABLE TAKEAWAYSInstead 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 them, making it easier to get in front of power PATH TO

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584 results

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