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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

39:10

Hall of Fame: Miles Kane

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

2024/09/09

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers. Do not do the things that you're horrible at. Hire for the things that are not your strengths. Invest your time in enablement. You and your reps should track how you win each deal for ongoing development. PATH TO PRESIDENT’S CLUB VP, Sales @ Tenderly Founding Member, First Hires Program @ First

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12:44

The Future of Outbound Sales (With Topline)

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

2024/09/06

This is an except from the Topline podcast with Sam, AJ, and Asad Check out their GTM podcast here: https://www.joinpavilion.com/blog/tag/topline-podcast Join our weekly newsletter Things you can steal

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36:56

246 (Lead) Challenging Your Reps on Their Deal Risks...

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

2024/09/05

FOUR ACTIONABLE TAKEAWAYS Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue. When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific date tied to an event. Link the urgency of change to concrete events, such as a software switch, new hire, market trends, or growth initiatives

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40:28

Winning Competitive and Rip & Replace Deals (Jason...

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

2024/09/03

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSIn 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

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39:31

Hall of Fame: Nick Casale

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

2024/09/02

FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by understanding lookalike conversations your team has had in the past. Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place. Don’t say

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38:26

244 (Lead) Fixing Underperforming SDR Teams & Reps...

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

2024/08/29

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSClearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission. When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team. Use a pod system (e.g.,

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35:52

243 (Sell) Mixing in Other Channels With Cold Calls...

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

2024/08/27

FOUR ACTIONABLE TAKEAWAYSIf 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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35:10

Hall of Fame: Charles Muhlbauer

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

2024/08/26

FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest. Don't chase tennis balls. Create equal footing by getting something before we just jump to giving. Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every

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39:50

242 (Lead) Be The Sales Leader Your Reps Need (David...

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

2024/08/22

FOUR ACTIONABLE TAKEAWAYSDelegate regular tasks, such as skill-building sessions in team meetings, to your reps to encourage leadership development and lighten your workload. When introducing new narratives or initiatives, provide a clear example of what good execution looks like, so your team knows what to aim for. Be transparent with your team about the reasons behind significant changes, such as quota increases or territory shifts, to help them understand and accept the decisions. Create a

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51:41

Sell Playbook: The Definitive Objection Handling...

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

2024/08/20

Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold callRESOURCES DISCUSSED Join our weekly newsletter Things you can steal The Book on Cold Calling Outbound Squad

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39:12

Hall of Fame: Chase Macaione

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

2024/08/19

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call. Have reps come in with a hypothesis or a POV based on what they see about the company. If the company is shrinking, the way you do discovery will be different from if it is

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11:22

Sell Playbook: The 5 Most Common Cold Call Objections

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

2024/08/16

Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them.

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35:53

241 (Lead) How to Coach Account Executives on...

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

2024/08/15

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSEnsure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused. Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays. Assess early-stage deals by confirming if there's a recognized problem and if the prospect is willing to solve it with you. Focus on evaluating large early-stage deals first during pipeline

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58:37

Live Book Summary: Cold Calling Sucks (And That’s Why...

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

2024/08/14

Hey folks, today's the day. The book is officially live and the digital version is only $1 until Friday. You can get the book here :) - From your two favorite 30MPC sales goons, Armand and Nick

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38:54

240 (Sell) Parallel Selling to Speed Up Your Deals...

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

2024/08/13

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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34:58

Hall of Fame: Will Padilla Ep. 163

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

2024/08/12

FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-cold call and get out of their way. PATH TO PRESIDENT’S CLUB Senior Account Executive @ Inveterate Sr. Account Executive @ GRIN Sales Coach @

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12:09

Sell Playbook: Value Propositions on Cold Calls

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

2024/08/09

Get our book on cold calling "Cold Calling Sucks (and that's why it works)"Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold calls

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35:35

239 (Lead) How To Avoid Hiring The Wrong Reps (John...

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

2024/08/08

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSAsk why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales. Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations. If unsure about a hire, don't proceed. Second-guessing can lead to issues and regret. Offer positions without negotiating compensation. Emphasize performance-based pay;

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40:03

238 (Sell) Asking The Right Questions on Cold Calls...

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

2024/08/06

FOUR ACTIONABLE TAKEAWAYSStart 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

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39:04

Hall of Fame: Sara Plowman Ep. 196

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

2024/08/05

FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your connect rate with hard-to-reach prospects. After your opener, go through the parts of your pitch, but end with an open-ended question. You can either go

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584 results

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