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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

9:00

Sell Playbook: Cold Call Openers

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

2024/08/02

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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27:11

237 (Lead) Taking a Startup To Market With Founder...

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

2024/08/01

FOUR ACTIONABLE FOUNDER TAKEAWAYS Your first customers should come from the founder Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are. If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing them on as a pilot customer. If you're not ready to solve the big problem yet, launch a customer advisory board. Offer a small amount of equity to

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39:38

236 (Sell) Asking Buyers Tough Questions to Avoid...

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

2024/07/30

FOUR ACTIONABLE TAKEAWAYSGauge 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,

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31:18

Hall of Fame: Ryan Reisert Ep. 6

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

2024/07/29

FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PATH TO PRESIDENTS CLUB Head of Growth @ NeonPixel CEO @ Phone Ready Leads CEO @ Student of Sales VP of Sales @ Booshaka RESOURCES

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38:52

235 (Lead) Habits of Highly Effective Sales Leaders...

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

2024/07/25

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSUse calendar color coding to audit your time and ensure you're focusing on important tasks consistently Always be recruiting (ABR) - Regularly connect with potential talent on LinkedIn to build relationships before you need to hire. Designate specific days for different tasks - Monday for one-on-ones, Tuesday for outbound, Wednesday and Thursday for deal reviews, and Friday for forecasts. Run outbound days, have reps target top C-level prospects and maintain

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39:27

234 (Sell) Keeping Your Deals Moving Forward With...

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

2024/07/23

FOUR ACTIONABLE TAKEAWAYSExplore 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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33:00

Hall of Fame: Talha Husayn Ep. 119

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

2024/07/22

FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona. Document all your conversations in your CRM notes at the

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52:51

Sell Playbook: The Ultimate Cold Calling Masterclass

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

2024/07/19

To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call.From handling objections to organizing your calendar, this episode has got it all. Pre-order a copy of our cold calling book and get it FIRST when it launches on August 14th, 2024

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38:57

233 (Lead) How to Interview Sales Reps and Avoid...

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

2024/07/18

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs. Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities. Replaying specific parts of a role play multiple times can effectively demonstrate a candidate's coachability. Hiring decisions should be unequivocally positive or negative, avoiding the temptation to settle

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44:55

232 (Sell) The Perfect Deal Negotiation Process...

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

2024/07/16

TOP ACTIONABLE SALES TAKEAWAYS:Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily. Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins. Act as if achieving approvals for concessions is difficult and uncertain, emphasizing the rarity and challenge of gaining internal approvals. Finish negotiations in two parts if necessary, using

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29:38

Hall of Fame: Will Padilla Ep. 129

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

2024/07/15

FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing. PATH TO PRESIDENT’S CLUB Senior Account Executive @

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41:26

Lead Playbook: Fixing Your Pipeline Problem

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

2024/07/11

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSEnsure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those Have Account Executives dedicate 20% of their time to prospecting a set list of walled off (named) accounts Break out your inbound and outbound metrics to make it easier to diagnose the

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39:04

231 (Sell) Building Your Business Case from Day One...

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

2024/07/09

FOUR ACTIONABLE SALES TAKEAWAYSDuring 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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38:05

Hall of Fame: Stevie Case Ep. 175

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

2024/07/08

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, it’s forgotten. Make sure your reps tell you what role you need to play on calls! Your CRO can always freestyle, but they much prefer you tell them

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38:08

230 (Lead) Enabling Sales Teams And Keeping Reps...

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

2024/07/04

FOUR ACTIONABLE LEADERSHIP TAKEAWAYSHold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust prospecting efforts to ensure accountability and goal achievement. When implementing new initiatives, enlist team members who excel in those areas as champions. Their involvement and sharing of experiences will enhance adoption and effectiveness across the team. Utilize top-performing team members to shape and structure enablement sessions. This

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32:56

229 (Sell) Handling Cold Call Objections & Follow Up...

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

2024/07/02

TOP FOUR ACTIONABLE TAKEAWAYSIncorporate 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

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38:39

Hall of Fame: Shay Keeler Ep. 160

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

2024/07/01

FOUR ACTIONABLE TAKEAWAYS Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time. If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo. When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them. Review your pipeline by asking: What’s the persona? Do I understand the decision

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41:29

228 (Lead) Managing Managers and Diagnosing Low...

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

2024/06/27

FOUR ACTIONABLE TAKEAWAYS:Introduce frontline manager talent pulse meetings involving key stakeholders (yourself, frontline manager, HR partner, and sales ops) to comprehensively review both quantitative and qualitative seller performance data. Maintain frontline manager capacity at optimal levels (typically up to eight sellers per manager) to ensure effective control and stability in sales force management. Implement a structured 90-day ramp-up process for new hires, progressing from training

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37:21

227 (Sell) Building Champions Who Will Get The Deal...

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

2024/06/25

ACTIONABLE TAKEAWAYSEmbrace 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

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33:54

Hall of Fame: Vin Matano Ep. 142

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

2024/06/24

FOUR ACTIONABLE TAKEAWAYS Pick 5-10 accounts per week and focus all of your energy on them. That might look like sending emails Monday and Wednesday, then going multichannel on Friday. Use email as your hub and other channels as your spokes with your CTA on the other channels pointing back to your email. The email channel can get flooded; get creative with other channels like Twitter. Vin was able to book a meeting off of a backward jump shot. Use email to keep threading throughout your sales

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584 results

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